Exam 2

complying with an explcit command

Milgram experimet (we'll go a lot further than we would have of there was no authroity figure

use appealing images to persuade them without their knowledge

central is better for an interested and involved audience

peripheral is better for a disinterested audience

-from who (the source)

-what

-how

-to whom (the audience)

-messages envoking good feelings or fear

-classical conditioning

-going first helps (primacy effect)

-but if there is a delay going last can be better (recency effect)

-channel of communicatio matters (written, video, live)

-more life-like and vived channels are more persuasive

-but written channel is best for complex messages

- the young are more easily persuaded

-so are distracted, uninterested, or unprepared audiences

the listener is intially oppposed

the more included we feel, the less distinct we feel; the more distinct we feel the less included we are

-the tendency for people to perfrom better when others are present

-complex, less mastered skills break down when under pressure

-mastered skills increase when under pressure

what will they think of me?

produces arousal (faster heart beat)

-if one is tight with other group members

-if the task if very challenging, appealing, or involving

-stereotyping the adversary

-group members censoring themselves

-pressure for dissenters to conform

-high group consensus

-high stress situation (time pressure)

-directive (controlling) leader

-insulation of the group form outside opinions

-leaders strive to remain impartial

-group member solicit outside opinions

-break the group into subgroups or have someone play devil's advocate

-use secret ballots

-rethink group decicions in "second chance" meetings