Psychology 3723F/G Chapter Notes - Chapter 10: Truism, Dcf Interframe Space, Focus Group
30 Apr 2018
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Chapter 10- The External World:
Time:
• Live in world millions messages presented more than once- one presentation message in
fav part product will be interp in light past messages received same brand, and numerous
messages about other brands (interesting cog processes created presence more 1
persuasive message over time)
Repeated messages:
• Cacioppo and Petty (1979)- Ps heard message cont many strong arguments in fav
increase uni spending= received message 1, 3/ 5 times and then rated att toward
recommendation and wrote thoughts while hearing message
• Issue-relv thoughts more consistent w message when presented 3 times than only 1 and
less persuaded 5 times than 3 times
• Repetition increased ability comprehend strong arguments to point, after became
tedious= led counter-argue message
• Poss people experience feeling freedom opinion being threatened when messages
repeatedly try sway views and imp b/c people tend react neg feel freedom being
threatened
• Increased comprehension useful explaining increased agreement fewer repetition stages,
b/c sub research found 3 exposures weak arguments decreases persuasion relative 1
exposure- makes easier see flaws messages
Supporting and contradictory messages:
• Persuasive messages good/bad, depending quality argument and whether we agree point
trying make- seem sinister b/c try get us do/ feel something, gets defenses up
• McGuire (1964)- examined effects giving people sequence messages say v dif things
about same att object= examined ability resist attacks against well-known truisms: beliefs
so widely accepted people rarely question them and consequently, fail to ever dev
arguments to support them
• People dramatically reduce acceptance medical health truisms after given arguments
attacking them
• Can be exposed prior messages provide 1/2 types defenses against such attacks-
supportive defenses= info supporting belief attacked and refutational defenses=arguments
against belief and rebuttals of arguments (same supporting info as in supportive defense,
w added glimpse what attacks can look like- inoculation approach)
• Inoculation approach part effective increasing resistance subsequent attacks, although
supportive defenses can be effective as well
• Defenses work better when help people form arguments directly relv subsequent attacks
than when they help people form arguments that defend truism, but not directly
threatened by subsequent attacks
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• Meta-cog model assumption people form beliefs about validity own thoughts= relv b/c
people might not always see their resistance prior message, such as inoculation message,
being completely legit/ completely correct
• When people suspect resisted message illegit way (source/ weak counter arguments)
become less certain about att- lower certainty makes more susceptible sub persuasive
message
• Other circs, resistance initial persuasive message in sequence can induce higher
certainty= seem impressive b/c occurred face strong challenge
• Resistance both cases leads att held more certainty than if weaker threats posed, causing
lower sub att change
Spillover to different messages:
• Reasons expect impact message can be shaped by message on dif topic before it
• Tormala and Petty (2007)- exposed Ps persuasive message promoting department store-
received another message cont much more/ much less info about something else (car)
• Ps rated extent ad promoting department store cont lot info and rated att toward store- Ps
thought received more info when first message cont little info and those thought received
lots info agreed more highly w message, reporting more fav att
• Tormala and Clarkson (2007)- prior low-cred source can enhance persuasiveness sub
mod cred source speaking on dif topic, prior high-cred source decrease persuasiveness
Messages through time that have a point:
• Capacity single story unfold over time is important b/c many stories also convey subtle/
not-so-subtle messages-narratives can shape att
• Green and Brock (2000)- readers involved in story reported att more congruent w
narrative’s themes= transportation causes type att change- process people become deeply
involved into narrative world= temp lose access some real-world knowledge and makes
less able counter-argue persuasive arguments encounter within story
• People exp more transportation personality and features narrative promote lower self-
consciousness
Relationships:
Social balance: My enemy’s enemy is my friend:
• Fitz Heider’s Balance Theory- seek harmony among thoughts about att object= focus
how manage inconsistency b/w att and thoughts about another person’s att (pre cog
dissonance)
• Can mentally rep att triads, contain individs own att toward another person, another
person’s att toward object and individs own att toward another person
• Person att toward object shown line P (person) to AO (att object), other person’s att
toward object line from OP (other person) to AO and persons att toward other person line
P to OP
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