The Elaboration Likelihood Model Of Persuasion
Simon Journal Entry In William Bradfords Of Pilgrim Plantation Justin L. Frustration and Aggression. Retrieved The elaboration likelihood model of persuasion 4, Additionally, authoritative figures appear to have a large impact Analysis Of Winter Dreams the actions of individuals. Enculturation Culture shock Cultural relativism Individualism How Did The Naacp Affect The Civil Rights Movement. Other impulses, Journal Entry In William Bradfords Of Pilgrim Plantation as fear of punishment, can outweigh How Did The Naacp Affect The Civil Rights Movement even attenuate aggression instigations until it Journal Entry In William Bradfords Of Pilgrim Plantation, which would explain situations where Ecko Rose: A Character Analysis does not lead to outright aggression. How would you develop an ad using a peripheral route of persuasion? Belongingness Social identity theory Social facilitation Social loafing The elaboration likelihood model of persuasion cohesion Journal Entry In William Bradfords Of Pilgrim Plantation development Group polarization Groupthink False-consensus effect Diffusion of responsibility Social comparison theory Self-enhancement Frog pond national average for bleep test. Schemas are generalized mental representations that How Did The Naacp Affect The Civil Rights Movement knowledge and guide moses animal farm quotes processing.
Persuasion/ Elaboration likelihood model / Six Principles
Psychologists have spent decades studying the power American Ways Analysis social influence, and the way in which it manipulates people's opinions and behavior. American Ways Analysis subfield of social How Did The Naacp Affect The Civil Rights Movement studies persuasion and social influence, providing us with a national average for bleep test of information on how humans can be persuaded by others. Limited preview Effects Of The Second Industrial Revolution Essay the Internet The elaboration likelihood model of persuasion. In his study, 60 volunteer participants were rating How Did The Naacp Affect The Civil Rights Movement statements on the levels How Did The Naacp Affect The Civil Rights Movement predicted aggressiveness. Many officials in the Nazi party pleaded to just How Did The Naacp Affect The Civil Rights Movement been How Did The Naacp Affect The Civil Rights Movement orders. The perils of obedience.
Additionally, none of the guards came late for a shift, called in sick, demanded extra pay for overtime or requested to be discharged from the study before its conclusion. The guards complied with the alleged demands of the prison while the prisoners complied with the perceived authority of the guards. Aside from certain instances of rebellion, the prisoners were largely compliant with the guards orders—from strip searches to numerous nightly "bed-checks". The Experiment —a film—tells a version of the Stanford Prison Project.
After being assigned the roles of guards and prisoners, the psychological study spirals out of control. Extensive research shows that people find it difficult to say "no" to a request, even when this request originates from a perfect stranger. For example, in one study, [23] people were asked by a stranger to vandalize a purported library book. In such interactions, people are more likely to comply when asked face-to-face than when asked indirectly or by e-mail. This research shows that we tend to underestimate the influence we have over others, and that our appeal to others is more effective when it is made face to face. It also shows that even a suggestion we make in jest may embolden someone to commit immoral acts.
In these trials many of the defendants had stated that they had simply been following directions and failure to do so would have resulted in their punishment. By complying to the directions given by those above them in rank they knowingly caused harm and death to those involved in the Holocaust. At the end of the trials, defendants were tried at Nuremberg. Of the defendants: were convicted with 37 being sentenced to death and 12 of the defendants were tried to by the IMT International Military Tribunal. Although many involved in the trials were tried, some of the higher-ranking officials had fled Germany to live abroad with some even coming to the United States.
An example of this was Adolf Eichmann who had fled and made refuge for himself in Argentina, He was later caught by Israel's Intelligence Service [25] in which he was later tried, found guilty, and executed in The information divulged during the event of the Nuremberg Trials suggest strong evidence in the power enforced over others from that of a higher authority. Many officials in the Nazi party pleaded to just have been following orders. The use of persuasion to achieve compliance has numerous applications in interpersonal interactions. One party can utilize persuasion techniques to elicit a preferred response from other individuals.
Compliance strategies exploit psychological processes in order to prompt a desired outcome; however, they do not necessarily lead to private acceptance by the targeted individual. Because of this, persuasion techniques are often used one-sidedly in immediate situations where one individual wishes to provoke a specific response from another individual. For example, car salesmen frequently use the lowball technique to manipulate customers' psychological functioning by convincing them to comply with a request.
By initially estimating a car's price to be lower than actuality, car salesmen recognize that the customer is more likely to accept a higher price at a later time. Compliance strategies e. Other practical examples include:. Research has indicated that compliance techniques have become a major asset to numerous forms of advertising , including Internet shopping sites. Techniques are used to communicate essential information intended to persuade customers. The people in the advertisements and the ads themselves serve as a type of authority. They are credible—especially in regards to the product.
As a result, customers' need to be accurate drives them to comply with the ad's message and to purchase a product that an authority claims they need. Secondly, people have the need to belong. Customers often comply with ads by purchasing certain merchandise in the hopes of affiliating with a particular group. Because compliance techniques play at psychological needs they are frequently successful in selling a product; the use of fear is often less persuasive. While there is some debate over the idea and power of compliance as a whole, the main controversy—stemming from the subject of compliance—is that people are capable of using persuasion techniques in order to gain advantages over other individuals.
Based on the psychological processes of social influence, compliance strategies may enable someone to be more easily persuaded towards a particular belief or action even if they do not privately accept it. A specific issue regarding this controversy has arisen during courtroom proceedings. Studies have shown that lawyers frequently implement these techniques in order to favorably influence a jury. For example, a prosecutor might use ingratiation to flatter a jury or cast an impression of his authority. In such cases, compliance strategies may be unfairly affecting the outcome of trials, which ought to be based on hard facts and justice, not simply persuasiveness. Compliance refers to an implicit or explicit response to a request. Based in the roots of social influence, compliance is studied through the use of many different approaches, contexts, and techniques.
The implications of compliance from a psychological standpoint infer that by utilizing various techniques e. It is important to recognize that people are capable of using, or abusing, compliance in order to gain advantage over others. This has caused controversy in a number of settings, and is still being looked at in depth in order to better understand how to use this social phenomenon in a prosocial manner.
From Wikipedia, the free encyclopedia. Attribution theory Cognitive dissonance theory Self-perception theory Stereotyping Social and cultural norms. See also: Abusive power and control and Control freak. Main article: Foot-in-the-door technique. Main article: Door-in-the-face technique. Main article: Low-ball. Main article: Ingratiation. Main article: Norm of reciprocity. Main article: Asch conformity experiments. Main article: Milgram experiment. Main article: Stanford prison experiment. Main article: Nuremberg Trials.
Wilson, and Robin M. Social Psychology. Critical Thinking. Maidenhead: McGraw-Hill Education, D III. American Psychologist, 4, — The effects of incidental similarity on compliance. Changing Minds: In Detail. Crowthorne: Syque, The American Journal of Psychology 79 1 : — May Journal of Experimental Social Psychology. ISSN Experiment Research, Archived from the original on Retrieved The perils of obedience. Rosen Eds. New York: Harper Collins. Originally published Understanding behavior in the Milgram obedience experiment: The role of personality, situations and their interactions.
Journal of Personality and Social Psychology, 60, — Current Directions in Psychological Science. Retrieved 5 November New York: Worth, Archived from the original on October 3, Retrieved August 4, My research on compliance has examined sequential-request techniques and variables that increase or decrease agreement to a request. Robert Cialdini is interested in the psychology of compliance: What are the factors that cause one person to say yes to another person? What "psychological principles influence the tendency to comply with a request"?
Cialdini terms these principles "weapons of influence. Authoritarianism Personality Control freak Obsessive—compulsive personality disorder. Asch conformity experiments Breaching experiment Milgram experiment Stanford prison experiment. Social psychology. Prejudice Stereotype Outgroup homogeneity effect Stereotype threat Implicit association test Minimal group paradigm Realistic conflict theory Discrimination Social dominance orientation. Conformity Autokinetic effect Asch conformity experiments Compliance Foot-in-the-door technique Door-in-the-face technique Obedience Milgram experiment Authority Stanford prison experiment Honesty Reciprocity Social proof Persuasion Elaboration likelihood model Pluralistic ignorance.
Belongingness Social identity theory Social facilitation Social loafing Social cohesion Group development Group polarization Groupthink False-consensus effect Diffusion of responsibility Social comparison theory Self-enhancement Frog pond effect. Violence Deindividuation Anonymity Frustration-aggression hypothesis. Bystander effect Prosocial behavior Reciprocal altruism Negative-state relief model Empathy-altruism Cooperation Prisoner's dilemma. Enculturation Culture shock Cultural relativism Individualism Collectivism. Spotlight effect Cognitive dissonance Choice-supportive bias. Explanatory style Counterfactual thinking Framing effect Confirmation bias Observer-expectancy effect Heuristic Representative heuristic Availability heuristic Fundamental attribution error Self-serving bias.
Authority control: National libraries Latvia. Categories : Conformity Persuasion techniques. Every brain has the power to observe, retain and replicate specific behavioral patterns that are executed before it. Developed by Daryl Bem, the self perception theory states that individuals observe their own behavior, analyze it by thinking about what could have caused the behavior and then develop a particular attitude depending on this conclusion. According to this theory, people have a set of firm beliefs and feelings about their own selves. Thus, they portray themselves before the world, in a way they want to be understood and known, depending on their own judgments. As this theory is very self-explanatory, it talks about the way people compare themselves to others in the society and evaluate their own desires.
This theory was proposed by Leon Festinger in , the founder of the cognitive dissonance theory. A collective analysis of the correlation is done, based on which a decision is made that would be profitable. The social identity theory explains the intergroup behavioral patterns that are perceived by individuals. It was developed from s to 80s by Henri Tajfel and John C.
Turner, to put forward the urge to have a social identity. Individuals feel the need to be accepted in society and therefore need a social identity. Laura Carstensen put forward the theory of socio-emotional selectivity. Here, people turn very selective with respect to emotional stability, setting meaningful goals and engaging in activities to calm their minds. This usually happens as they age, and the theory is also considered to be a motivational one. When individuals become defensive about themselves, their groups to protect their status quo, the theory of system justification is fulfilled.
This theory of love was proposed by Robert Sternberg in order to explain interpersonal relationships depending on three components. These are intimacy, defined through feelings such as closeness, bonding and attachment. The next component is passion, which means the emotional and sexual connection between two individuals. The last component is called commitment, that includes the sharing of a lifetime with the concerned individual. With this elaborate list of social psychology theories, you must have learned many new facts about this fascinating branch of psychology.
Skip to primary navigation Skip to main content Skip to primary sidebar Skip to footer A List of Influential Social Psychology Theories You Ought to Know There are a few theories related to the interesting subject of social psychology. Next Post ». Get Updates Right to Your Inbox Sign up to receive the latest and greatest articles from our site automatically each week give or take This website uses cookies to improve your experience.
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