SOCPSY 1Z03 Chapter Notes - Chapter 9: Attitude Change, Social Influence, Milgram Experiment

• School: McMaster University
• Department: Social Psychology
• Course: SOCPSY 1Z03
• Professor: Paul Glavin

Document Summary

Source - the person doing the influencing. Attitude change - a change in the target"s beliefs and attitudes. Compliance - when the target"s behaviour conforms to the source"s demand or request. Open - the attempt is readily apparent to the target. The target understands that someone is trying to change their attitudes or behaviour. Manipulative - the attempt is hidden from the target. Forms of open influence: the use of persuasive communication to change the target"s attitudes or beliefs. More likely to succeed if the source has compelling and valid arguments the target has not heard before: the use of threats or promises to gain compliance. Based on punishments and rewards rather than information. The target must believe that the source can impose punishment or has control over the rewards involved: the use of orders based on legitimate authority to gain compliance. Target has to accept the authority"s legitimacy.