Chapter 7 powerpoint

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  • Please replace the current figure with a clean copy. You’ll need to ungroup and regroup with black rectangle.
  • Please replace the current figure with a clean copy. You’ll need to ungroup and regroup with black rectangle.
  • Please replace the current figure with a clean copy. You’ll need to ungroup and regroup with black rectangle.
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  • Chapter 7 powerpoint

    1. 1. Social Influence Chapter 7
    2. 2. Factors for Persuasion <ul><li>Elaboration Likelihood Model (ELM): </li></ul><ul><li>2 different routes persuasion works </li></ul><ul><ul><ul><li>Central route </li></ul></ul></ul><ul><ul><ul><li>Peripheral route </li></ul></ul></ul>
    3. 3. Use in the Media and Advertising <ul><li>Central route – </li></ul><ul><ul><li>Youtube: http://www.youtube.com/watch?v=aPJpkgqLQ_M </li></ul></ul><ul><li>Peripheral route – </li></ul><ul><ul><li>Youtube: http://www.youtube.com/watch?v=X8nJKa13sBo </li></ul></ul><ul><li>Do you have any examples? </li></ul>
    4. 5. Say What? Say How? Say How Often? <ul><li>Other factors that impact how persuasive a message is. </li></ul><ul><li>Repeated Exposure </li></ul><ul><ul><li>Youtube: http://www.youtube.com/watch?v=AEG4Q6BCX_4&feature=related </li></ul></ul><ul><ul><li>http://www.youtube.com/watch?v=79tMMFja-Fw&feature=PlayList&p=D289C0FD426BE73E&index=0&playnext=1 </li></ul></ul><ul><li>Counter-arguments: </li></ul><ul><ul><li>Youtube: http://www.youtube.com/watch?v=AzK6MqVG_PM </li></ul></ul><ul><li>Emotional Appeal: </li></ul><ul><ul><li>You tube: http://www.youtube.com/watch?v=UvYb4BLIAQw&feature=PlayList&p=CF03D6817A58FF63&playnext=1&playnext_from=PL&index=1 </li></ul></ul>
    5. 6. Persuasion: The Communicator and Context <ul><li>Persuasive communicators are characterized by </li></ul><ul><ul><li>credibility, </li></ul></ul><ul><ul><li>likeability, </li></ul></ul><ul><ul><li>trustworthiness, </li></ul></ul><ul><ul><li>attractiveness, and </li></ul></ul><ul><ul><li>similarity with their audiences. </li></ul></ul><ul><li>Ex. Celebrities, health professionals and attractive individuals. </li></ul><ul><li>Music </li></ul><ul><li>Mood </li></ul><ul><li>Surprise!! </li></ul>
    6. 7. Are you a person who can’t say “no”? <ul><li>High self-esteem vs. low self-esteem </li></ul><ul><li>Anxious individual vs. self-assured </li></ul><ul><li>Review examples of thoughts that impact why some can or cannot refuse an unreasonable request. </li></ul>
    7. 8. Sales Ploys <ul><li>The Foot-in-the-Door </li></ul><ul><li>Low-Balling </li></ul><ul><li>Bait-and-Switch </li></ul><ul><li>Test you own ability to resist these ploys. Fill out the worksheet on page 239. </li></ul>
    8. 9. 3 Types of Group Influences <ul><li>Obedience to Authority </li></ul><ul><li>Conformity </li></ul><ul><li>Mob mentality </li></ul>
    9. 10. Obedience to Authority <ul><li>Psychologists have long been concerned with the nature of blind obedience. Why are so many people willing to commit crimes against humanity when they are ordered to do so? </li></ul><ul><ul><li>People are more concerned by approval than their own morality. </li></ul></ul><ul><li>Stanley Milgram also wondered about this and conducted an experiment to determine how many people would resist authority figures who made immoral requests. </li></ul>
    10. 11. Factors in Blind Obedience <ul><li>Propaganda </li></ul><ul><li>Socialization </li></ul><ul><li>Lack of Social Comparison </li></ul><ul><li>Perception of legitimate authority </li></ul><ul><li>The foot-in-the-door technique </li></ul><ul><li>Inaccessibility of values </li></ul><ul><li>Buffers </li></ul>
    11. 12. Example of Propoganda
    12. 13. CONFORMITY <ul><li>Conform: To change one’s attitudes or behaviors to adhere to social norms. </li></ul><ul><li>Social norms: Explicit and implicit rules that reflect social expectations and influence the ways people behave in social situations. </li></ul><ul><li>The tendency to conform to social norms. </li></ul>
    13. 14. CONFORMITY <ul><li>The tendency to conform to social norms can be positive or maladaptive </li></ul><ul><li>Many like to think of themselves as non-conformists, but a classic study (with matching lines) by Solomon Asch demonstrated that we are more likely to conform than we think. </li></ul>
    14. 15. Factors Influencing Conformity <ul><li>Belonging to a collectivist rather than an individualistic society </li></ul><ul><li>Desire to be liked by other members of the group </li></ul><ul><li>Low self-esteem </li></ul><ul><li>Social shyness </li></ul><ul><li>Lack of familiarity with the task </li></ul><ul><li>Group size </li></ul><ul><li>Social support </li></ul>
    15. 16. Mob Behavior <ul><li>Deindividuation </li></ul><ul><li>Factors: </li></ul><ul><ul><li>Anonymity </li></ul></ul><ul><ul><li>Diffusion of responsibility </li></ul></ul><ul><ul><li>Arousal due to noise and crowding </li></ul></ul><ul><ul><li>Attending to social norms of group rather than moral values. </li></ul></ul><ul><li>Ex. Riots </li></ul>
    16. 17. Altruism and the Bystander Effect. <ul><li>Altruism: Unselfish concern for the welfare of others. Altruism is characterized by helping behavior. </li></ul><ul><li>Bystander effect: The tendency for bystanders to fail to act to help a person in need. </li></ul>
    17. 19. The Helper: Who Helps? <ul><li>Mood (good mood = more likely to help) and </li></ul><ul><li>Empathy </li></ul><ul><li>If they know the victim (more likely to help people they know) </li></ul><ul><li>Women more likely to help people in need </li></ul><ul><li>Race and identity impact as well. </li></ul>
    18. 20. The Victim: Who is Helped? <ul><li>If victim is more similar to helper (ie. Dress) </li></ul><ul><li>Women more likely to be helped than men </li></ul><ul><li>People with more baby-faced features are more likely to be helped </li></ul><ul><li>Race and identity impact as well . </li></ul>
    19. 21. Assertiveness Activity
    20. 22. Steps to becoming more assertive <ul><li>Self-Monitoring: Self-monitoring of social areas can help you pinpoint problem areas. </li></ul><ul><li>Confronting Irrational Beliefs: While monitoring behavior, pay attention to irrational beliefs that lead to unassertive or aggressive behavior. </li></ul><ul><li>Modeling: Much of our behavior is modeled after that of people we respect and admire. A therapist can help an individual mold their new behaviors. </li></ul><ul><li>Behavior Rehearsal: It is a good idea to try out new behaviors in non-threatening situations, such as before a mirror. This will accustom you to the sounds of assertive talk. </li></ul>

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