PSY 210 Study Guide - Midterm Guide: Microexpression, Lie Detection, Cognitive Dissonance
17 May 2018
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Chapter 6
• Microexpression - last less than half a second and can be really
hard to perceive.
• Eka & O’Sullivan (1991: Lie detection – We are not good at
tellig if soeoe is lyig to us. We’re oly right % of the tie.
Only the USS agents are significantly good at it.
Chapter 8 part 1
• Persuasion – process by which you are conditioned to think of a
neutral stimulus as a desirable object; your attitude toward the
stimulus/object changes
• Evaluative conditioning – marketers pair their products with
attractive people/models to condition you to want it.
• Petty & Cacioppo (1980): Elaboration likelihood model (ELM) –
interested on why people are persuaded by superficial things.
o Their motivation and ability affect outcome
o Central route – people think critically about message
o Peripheral rout – people do’t thik use of heuristis,
superficial rules, and guesses). Credentials of message
source influence you.
• Chaiken (1980): Heuristic systematic model (HSM) - guiding
belief: we tend to try to minimize our thought process – we tend
to use heuristics first and more detailed processing later if
needed.
o Heuristic – mindless and effortless (peripheral routes)
o Systematic – deep and attentive.
• Source – who is delivering the message
o Trust/competence? Reputation
o Likeability – goodwill, similarity, attractiveness
o Trustworthiness – reliability, composure, virtue
o Competence – expertise, qualification
• Message – what it says
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o Central route – high quality message. It’s ore persuasie
when you get to your point in small steps than when you
attack opposition.
o More arguments = more persuasive
o Tell your costumers to check out opposition = shows
confidence
o More memorable = better
• Audience – who is receiving the message
Chapter 8 part 2
• Hovland & Weiss (1951): High credibility and low credibility
source – initially, high credibility source is more persuasive than
low. Over time, agreement with high credibility source decays.
o Sleeper effect – increase in agreement with low credibility
source. People dissociate the information from who said it.
• Effective emotional appeal – 4 key elements
o Threat must be serious
o Audience must believe it can happen to them
o Message needs to offer solution
o Audience must believe they have the power to implement
solution.
o Some people could have a negative reaction to an emotional
appeal/do’t at to e aipulated
• Identifiable Victim Effect – a flesh and blood person is more
effective than statistics.
• Petty & Cacioppo (1981): Source vs Message importance – it
depends on how personally relevant the message is to the person.
o high schoolers being told about a future test for seniors.
o If it applied to them, they would pay more attention to the
message/argument. If not, they would pay attention to the
credibility.
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• Subliminal messages – occur below the level of consciousness –
cannot see it even if you want to
• Supraliminal Message – you a see it, ut it’s hidde.
• Karremans, Stroebe & Claus (2006): Subliminal Message –
priig sujets ith Lipto ie as positie ith the hoie
and intention of drinking that brand but only if the subject was
already thirsty.
o it may guide behavior, not create behavior.
o It’s a priig stiulus
• North et al (1999): Supraliminal message – german music = more
german wine sold. French music = more French wine sold.
o You must already want something for the message to work.
• Public commitments: when someone takes a stand on something
publically, they are less likely to change their attitude/position.
• Thought Polarization: when you commit to something, you feel
more strongly about it
• Psychological Reactance: persuasive messages can be seen as a
threat to freedo. resist arrest, do’t uy dier for husad
eause he did’t all, getting back at someone, etc.)
• Attitude Inoculation: an attitude can be strengthened by
surviving an attack.
o Exposure to a weak persuasive message leads to stronger
resistance to a later stronger message.
Chapter 9
• Conformity: happens silently and can be unconscious
o Social conformity – people perform same behaviors as
others without noticing (ex: waiting in line)
• Compliance: changing behavior in response to a specific request.
More likely to comply to an authority figure.
o President of a club calls on a mandatory meeting. Your
doctor tells you to take a medication for 10 days.
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find more resources at oneclass.com
Document Summary
Chapter 6: microexpression - last less than half a second and can be really hard to perceive, ek(cid:373)a(cid:374) & o"sullivan (1991: lie detection we are not good at telli(cid:374)g if so(cid:373)eo(cid:374)e is lyi(cid:374)g to us. Only the uss agents are significantly good at it. Reputation: likeability goodwill, similarity, attractiveness, trustworthiness reliability, composure, virtue, competence expertise, qualification, message what it says, central route high quality message. Chapter 8 part 2: hovland & weiss (1951): high credibility and low credibility source initially, high credibility source is more persuasive than low. Over time, agreement with high credibility source decays: sleeper effect increase in agreement with low credibility source. Chapter 9: conformity: happens silently and can be unconscious, social conformity people perform same behaviors as others without noticing (ex: waiting in line, compliance: changing behavior in response to a specific request. More likely to comply to an authority figure: president of a club calls on a mandatory meeting.
