Social PsychologyMcGraw-Hill, 1993 - 682 pages |
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Page 265
... PERSUASION Social psychologists have explored four ingredients of persuasion , some cen- tral to the message , others more peripheral . These are : ( 1 ) the communicator , ( 2 ) the message , ( 3 ) how the message is communicated , and ...
... PERSUASION Social psychologists have explored four ingredients of persuasion , some cen- tral to the message , others more peripheral . These are : ( 1 ) the communicator , ( 2 ) the message , ( 3 ) how the message is communicated , and ...
Page 298
... persuasion , by stimulating the listener's defenses , may be counter- productive . Rebuffed appeals " harden the heart " against later appeals . Inoculation research has a personal implication too . Do you want to build your resistance ...
... persuasion , by stimulating the listener's defenses , may be counter- productive . Rebuffed appeals " harden the heart " against later appeals . Inoculation research has a personal implication too . Do you want to build your resistance ...
Page 300
... persuasion by stimulating counterar- guments . On the other hand , distracting people while they hear a disagreeable message can increase persuasion by interfering with their counterarguing . Highly involved or analytically minded ...
... persuasion by stimulating counterar- guments . On the other hand , distracting people while they hear a disagreeable message can increase persuasion by interfering with their counterarguing . Highly involved or analytically minded ...
Contents
INTRODUCING SOCIAL PSYCHOLOGY | 3 |
HOW WE DO SOCIAL PSYCHOLOGY | 12 |
Searching for Cause and Effect | 20 |
Copyright | |
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actions aggression altruism American arousal asked attitudes attractive availability heuristic believe biases Chapter chology cognitive common confirm conflict correlation cultures decision depressed dissonance effect emotional evaluation everyday example expectations Experimental Social experiments explain eyewitness factors favor feel Figure fundamental attribution error gender group polarization groupthink human illusion illusion of control Illusory correlation individual Journal of Personality Journal of Social judgments jurors jury laboratory Lee Ross less males ment mood motivation negative norms observed one's ourselves people's perceive percent Personality and Social persuasion positive predict prejudice questions recall relationship responses rewards Richard Nisbett Robert Cialdini role self-efficacy self-esteem Self-handicapping Self-perception theory self-serving bias sexual situation Snyder social loafing Social Psy Social Psychol Social Psychology someone sometimes stereotypes teacher television tendency theory things tion tive traits University women York