11 07 2013 Yale group Was very Atheoretical in their work very practical not very interested in why it worked but only if it worked Source Credibility trustworthiness expertise liking o Who s going to be the source What characteristics This person has to be credible trustworthy and have expertise another thing is liking liking we listen more to a person we like ex physical attractiveness Message how are we going to construct our pitch o Order of presentation o Do you want rational logical vs emotional arguments o One Just tell them your side vs Two sided presentation establish credibility then express own thoughts to a hostile group o Explicit this is what you should believe vs implicit Leave it open and let them decide what to do conclusion o Audience initial attitude are they for me or against me intelligence goes back to explicit conclusion what is the audience capable of doing How capable are they at drawing the conclusion Elaboration likelihood model ELM Petty Cacioppo Looking into the thoughtfulness of the attitude o Peripheral route of attitude change happens when the audience is not very interested Little thought elaboration given to the message no real thought given to it Attitude change based on Superficial cues attractiveness of source number of arguments given Simplistic agreement with source s message Temporary attitude change just going along Like the elections the candidates don t really care if you believe they just care about you going along for long enough to vote for them o Central Route of attitude change happens when the audience is interested on the subject Extensive thought give full consideration to the Thoughtful processing Elaboration of info Full consideration of augments Target makes up own mind based on info given When the make up their mind Long term attitude message change Consistency theories theory based Cognitive dissonance theory Festinger o If there is inconsistency between the beliefs and behaviors there will be cognitive dissonance This is an aversive state that the individual doesn t like and will be motivated to reduce or eliminate May be eliminated and consonance can be restored by stop smoking attitudes Changing behavior ex know smoking is bad so Adding new information to justify behavior Know smoking is bad but tries to justify it with new info Changing attitudes ex start with the attitude of smoking causes cancer but then change own attitude to think that smoking isn t bad for you o Why we are getting the change o Festinger and Carlsmith study participants participated in a boring peg turning task then were paid 1 or 20 to say a boring task was fun and tell other people What the participants had to work with Attitude knew the task was boring Behavior they ve gone to some and said the task is fun These are inconsistent which gives rise to cognitive dissonance To get rid of it they can change their behavior in this situation ex Start telling people that this task is boring 20 sufficient justification to why they did it 1 insufficient justification now to reduce dissonance they need to change their attitude very counter intuitive Prosocial behavior any kind of behavior that s going to benefit another person Bystander intervention Latane Darley o Situational factors and helping When do we help Decision tree model of bystander intervention in the packet Pluralistic Ignorance interpretation of the situation how do you decide look around and see no one else doing anything so they decide it must not be a problem Lady in distress Latane Rodin Have a lady go into another room and make a sound of falling and cry out 70 helps Alone Two people with another stranger Passive stranger 7 40 Smoke in the room Latane Darley There s a muffled explosion and smoke comes out 75 Alone 38 3 Na ve Subjects 10 2 passive others how we interpret the situation Diffusion of responsibility Seizure Darley Latane Alone with victim 85 Subject with victim other 62 S with victim 4 others 31 o Why do people help Egoism selfishness guilt avoidance Ciadini believes there are only egoistic meaning mood management Self other merging Altruism selflessness Batson empathy Social cognition Attribution theory judgments about causes of behavior o Native scientist model Heider o Internal causes characteristic of the actor ability and effort o External cause characteristics of the situation difficulty luck o We want to understand why things occur Attributional biases errors o Fundamental attributional error when you re making judgments about what other people do we tend to make o When we make judgments about other gives rise to actor internal attribution observer differences o Self serving biases when you succeed take personal explanation when you fail situational explanation 11 07 2013 11 07 2013