PSYC 2160 Lecture Notes - Lecture 7: Attitude Change, Social Influence, Milgram Experiment
Document Summary
Set 7: one person (the source) engages in some behavior (persuading, threatening, promising, or issuing orders, causing another person (the target) to behave differently from how he/she would otherwise behave. A change in the target"s beliefs and attitudes about some issue, person, or situation. Occurs when the target"s behavior conforms to the source"s requests or demands. The attempt is readily apparent to the target. Changing the beliefs, attitudes, or behaviors of a target through the use of information or argument (open influence) The use of threats or promises to gain compliance (open influence). The use of orders based on legitimate authority to gain compliance (open influence). Ignore it, dismiss the communicator, listen to the message but suspend judgment, misperceive or misconstrue the content, or attempt counter-persuasion. Conceptualizes persuasion attempts in terms of source, message, target, channel, and impact - that is, who says what to whom by what medium with what effect.
