PSYC 2245 Midterm: 2nd midterm
25 Mar 2018
School
Department
Course
Professor
Document Summary
52. operant conditioning: perceived behavioral control, peripheral route persuasion the phenomenon whereby behaviors we freely choose to perform become more or less frequent, depending on whether they are followed by a reward or a punishment. Ex: different groups of women were asked about their attitudes towards birth control. Ex: speech or tv ad: postdecision dissonance, private acceptance, propaganda, public compliance, reactance theory dissonance aroused after making a decision, typically reduced by enhancing the attractiveness of the chosen alternative and devaluating the rejected alternatives. Ex: graffiti: the milder the instructions, the less likely people were to draw graffiti on the walls. the obligation to give when you receive. Ex: if you receive an invite to a party, you"ll feel obligated to invite that person to your future party. Personalized and unexpected are the keys to using this as a method of influence. objects and opportunities seem more attractive based on this.
