SOCPSY 1Z03 Lecture Notes - Lecture 13: Social Influence, Attitude Change
19 Apr 2018
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Social influence: when one person does something to get another person to engage in a certain behaviour. Persuasion = changing the beliefs, attitudes, or behaviours of a target using information or an argument. The source -> the message -> the target -> the response. Can be based in fact or emotion. Discrepant message: minor discrepancies = more likely that attitude will change, major discrepancies = less likely that attitude will change because it sways too far from personal beliefs and knowledge about the world. Relationship between the credibility of the source and discrepancy of the message. Complying with threats and promises: (cid:862)do as (cid:455)ou are told! (cid:863) complying based off punishments or rewards. A target must want to avoid the sanction of a threat for or view the sanction of a promise as rewarding for the compliance to occur. Authority figures target believes in and accepts the authority of the person giving the orders.
