CSP 280 Lecture Notes - Lecture 5: Psy, Ingroups And Outgroups, Prospect Theory

• School: University of Rochester
• Department: Clinical and Social Sciences in Psychology
• Course: CSP 280
• Professor: Estrada

Document Summary

Made up of a combination of affective, behavioral and cognitive reactions to an object. Behavioral: your actions toward the attitude object and using it to infer your attitude based on your behavior. Cognitive: based on beliefs about the properties of an object. Many people know that a behavior is bad yet they still continue to engage in it. Credibility: competence and has expertise, how trustworthy are these people, trustworthiness. Similar and match to your audience in order to affiliate with the same goals. Arguments: must be short, clear and direct and we most likely don"t like thinking about what we do. Strong arguments at beginning and end (remembering the first two and the last two) primacy effect and most recent. Two sided: talk about the two sides and must be able to refute to the part that they reject. Discrepancy: how extreme and how moderate can affect if people will listen.