PSYC-2400 Lecture Notes - Ingroups And Outgroups, Social Psychology, Devaluation
9 Dec 2013
School
Department
Course
Professor
Document Summary
Janis and feshback (1953): brush your teeth or else: people randomly exposed to 1 of 3 messages: High fear ( not brushing can lead to diseased gums, which lead to arthritic paralysis or blindness ) Distance yourself because you cannot cope, there"s nothing you can do) Dabs and leventhal: get a tetanus shot: people randomly exposed to 1 of 3 messages low fear (you should get a tetanus shot) Moderate fear (tetanus is not serious but painful) Take action (get the shot = free and clear) Danger control or fear control: danger -> save yourself, fear -> reduce anxiety. Cognitive attitude, use rational arguments to persuade: politically inclined, thinking rationally about the policies of country, you will be most responsive to someone who comes after you with policy arguments. Affective attitude, use emotional appeals: maximize persuasion. Common techniques to know and resist: foot-in-the-door. A modest request is followed by a larger one.
