The document discusses several factors that influence persuasion and social behavior, including the elaboration likelihood model of persuasion, repeated exposure effect, conformity, obedience to authority, and mob mentality. It also provides examples of persuasive communication techniques like emotional appeals and counterarguments, as well as social influence tactics like foot-in-the-door techniques.

1. Social Influence Chapter 7

2. Factors for Persuasion Elaboration Likelihood Model (ELM): 2 different routes persuasion works Central route Peripheral route

3. Use in the Media and Advertising Central route – Youtube: http://www.youtube.com/watch?v=aPJpkgqLQ_M Peripheral route – Youtube: http://www.youtube.com/watch?v=X8nJKa13sBo Do you have any examples?

5. Say What? Say How? Say How Often? Other factors that impact how persuasive a message is. Repeated Exposure Youtube: http://www.youtube.com/watch?v=AEG4Q6BCX_4&feature=related http://www.youtube.com/watch?v=79tMMFja-Fw&feature=PlayList&p=D289C0FD426BE73E&index=0&playnext=1 Counter-arguments: Youtube: http://www.youtube.com/watch?v=AzK6MqVG_PM Emotional Appeal: You tube: http://www.youtube.com/watch?v=UvYb4BLIAQw&feature=PlayList&p=CF03D6817A58FF63&playnext=1&playnext_from=PL&index=1

6. Persuasion: The Communicator and Context Persuasive communicators are characterized by credibility, likeability, trustworthiness, attractiveness, and similarity with their audiences. Ex. Celebrities, health professionals and attractive individuals. Music Mood Surprise!!

7. Are you a person who can’t say “no”? High self-esteem vs. low self-esteem Anxious individual vs. self-assured Review examples of thoughts that impact why some can or cannot refuse an unreasonable request.

8. Sales Ploys The Foot-in-the-Door Low-Balling Bait-and-Switch Test you own ability to resist these ploys. Fill out the worksheet on page 239.

9. 3 Types of Group Influences Obedience to Authority Conformity Mob mentality

10. Obedience to Authority 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? People are more concerned by approval than their own morality. Stanley Milgram also wondered about this and conducted an experiment to determine how many people would resist authority figures who made immoral requests.

11. Factors in Blind Obedience Propaganda Socialization Lack of Social Comparison Perception of legitimate authority The foot-in-the-door technique Inaccessibility of values Buffers

12. Example of Propoganda

13. CONFORMITY Conform: To change one’s attitudes or behaviors to adhere to social norms. Social norms: Explicit and implicit rules that reflect social expectations and influence the ways people behave in social situations. The tendency to conform to social norms.

14. CONFORMITY The tendency to conform to social norms can be positive or maladaptive 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.

15. Factors Influencing Conformity Belonging to a collectivist rather than an individualistic society Desire to be liked by other members of the group Low self-esteem Social shyness Lack of familiarity with the task Group size Social support

16. Mob Behavior Deindividuation Factors: Anonymity Diffusion of responsibility Arousal due to noise and crowding Attending to social norms of group rather than moral values. Ex. Riots

17. Altruism and the Bystander Effect. Altruism: Unselfish concern for the welfare of others. Altruism is characterized by helping behavior. Bystander effect: The tendency for bystanders to fail to act to help a person in need.

19. The Helper: Who Helps? Mood (good mood = more likely to help) and Empathy If they know the victim (more likely to help people they know) Women more likely to help people in need Race and identity impact as well.

20. The Victim: Who is Helped? If victim is more similar to helper (ie. Dress) Women more likely to be helped than men People with more baby-faced features are more likely to be helped Race and identity impact as well .

21. Assertiveness Activity

22. Steps to becoming more assertive Self-Monitoring: Self-monitoring of social areas can help you pinpoint problem areas. Confronting Irrational Beliefs: While monitoring behavior, pay attention to irrational beliefs that lead to unassertive or aggressive behavior. 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. 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.