Features of the audience that affect persuasion are attention (Albarracn & Wyer, 2001; Festinger & Maccoby, 1964), intelligence, self-esteem (Rhodes & Wood, 1992), and age (Krosnick & Alwin, 1989). The researchers developed two sets of facts about the Moonstone, one containing strong information (for instance, that the phone could withstand a fall of up to 30 feet) and the other containing similar, but weaker information (the phone could withstand a fall of up to 3 feet). Please click here to support us. Marco shops at consignment stores for clothes and economizes when possible. Despite the negative connotation of "selfish," selfishness is not always bad. 173-174). Arguments that occur first, such as in a debate, are more influential if messages are given back-to-back. B) attitudes; intentions For ten days, participants completed brief daily surveys to assess elevation, feelings of competence, interpersonal functioning, symptoms, and compassionate goals. https://quizlet.com/346756554/social-psychology-chp-5-flash-cards Elevation makes an individual feel lifted up and optimistic about humanity. Finally, this attitude will be reflected in favorable thoughts (for example, Recycling is good for the environment or Recycling is the responsible thing to do). Under certain conditions, a two-sided argument may be more persuasive than a one-sided argument because: 5. The .gov means its official. But previous research didnt explain why this result was being observed.Two theories emerged. Explain. \text { semiannually } Malti T, Gummerum M, Keller M, Buchmann M. Child Dev. WebFinally, younger adults aged 1825 are more persuadable than older adults. When are facts alone better than stories? Affect; altruism; approach; moral beauty; moral elevation; motivation. Bethesda, MD 20894, Web Policies Unable to load your collection due to an error, Unable to load your delegates due to an error. The military example demonstrates the observation that a difficult initiation into a group influences us to like the group more. Participants who underwent a difficult initiation process to join the group rated the group more favorably than did participants with an easy initiation or no initiation (Figure 12.13). Moral Elevation and Moral Beauty: A Review of the And, importantly, instead of just rating how favorably they viewed the product, participants were asked to provide their email address if they wanted to receive an update when the drug went on the market. Later, half of them were given specific instructions about where and when the shots were available, while the other half was not. Their findings indicated that on days that clinically distressed individuals experienced high elevation in relation to their normal levels, they reported a greater desire to help others and to be close to others. The main reason social psychologists want their experiments to have impact on subjects is that, without Instead, we often find ourselves in situations where we are trying to persuade others to attitudes, values, beliefs, and behaviors with which they may not agree. Because humans have souls, each one is of infinite value and dignity. While there is a great deal of research about individual acts of altruism, the amount of research done about a person's reaction to the altruism of others is surprisingly low. With the foot-in-the-door technique, getting someone to agree to a small request such as (a) wearing a campaign button can make them more likely to agree to a larger request, such as (b) putting campaigns signs in your yard. While moral development is often conceptualized as a lifelong process, Haidt offers an "inspire and rewire" hypothesis to describe momentary experiences that can potentially cause temporary or even permanent moral transformation through the temporary or permanent exposition to those very same experiences. Doing so will only work against you. As Dr Saturn noted to a reporter, Weve found that just showing an inspiring video of people being kind is enough to cause dramatic events [to take place]in the body and to allow you to want to pay it forward and be prosocial in return.. The elaboration likelihood model considers the variables of the attitude change approachthat is, features of the source of the persuasive message, contents of the message, and characteristics of the audience are used to determine when attitude change will occur. are licensed under a, Neo-Freudians: Adler, Erikson, Jung, and Horney. Haidt defines elevation as the opposite of disgust, because witnessing others rise on the third dimension causes the viewer to also feel higher on this dimension. The trend was reversed when facts were strong: 34.3 percent of these participants were willing to provide their email address when they received strong facts alone, compared to 17.6 when they received strong facts in story form. But did you know that the act can also make you want to pay it foward. [4] He asserts that elevation elicits warm, pleasurable sensations in the chest, and it also motivates individuals to act more virtuously themselves. In this type of situation, people can change their beliefs, their attitudes, or their behaviors. Ayn Rand's popularity continues to grow despite the failure of her philosophy. [8] However, further investigation is necessary in order to determine whether elevation has a unique physiological profile. Finally, what movies would you recommend to a teenager needing an uplift about the potential for goodness that exists within human nature, and why? Influence: The psychology of persuasion (pp. Persuasion can take one of two paths, and the durability of the end result depends on the path. Furthermore, the elevation-inducing stimulus (vs. the control condition) significantly promoted prosocial motivation and this effect was sequentially mediated by feelings of moral elevation followed by an approach-oriented state. Industrial Psychology: Selecting and Evaluating Employees, Organizational Psychology: The Social Dimension of Work, Human Factors Psychology and Workplace Design, Diagnosing and Classifying Psychological Disorders, Obsessive-Compulsive and Related Disorders, Mental Health Treatment: Past and Present, Substance-Related and Addictive Disorders: A Special Case, The Sociocultural Model and Therapy Utilization, Cognitive dissonance is aroused by inconsistent beliefs and behaviors. 2019 Jun 14;10:1381. doi: 10.3389/fpsyg.2019.01381. Moral elevation is defined as the emotional response to witnessing acts of moral beauty. A series of experiments conducted by Dr Haidt and international colleagues beginning in the early 2000s revealed the answer is a definite yes. The central route to persuasion works best when the target of persuasion, or the audience, is analytical and willing to engage in processing of the information. The first theory was that, because stories are innately pleasurable, they make us less aware of, or even make us avoid, our negative thoughts. Job specialization is a great thing. In order to be persuaded, audience members must be paying attention. Stories shouldnt always be your go-to tool, Rucker argues. This is good news if your facts are weaka story can sugarcoat less-than-compelling informationbut not if you have strong data on your side. \end{array} \\ I am learning discipline and how to defend myself and my country. The first experiment strongly suggested that narratives bring about reduced message processingthat is, that stories make us pay less attention to all facts, whether strong or weak. The immediate and long term impact of the persuasion also depends, however, on the credibility of the messenger (Kumkale & Albarracn, 2004). Conversely, moral motivation drops when the reward system honors inappropri- ate behavior.29Individuals are much more likely to act ethically when they are evaluatedon how well they adhere to important values and when they receive raises, bonuses, pro-motions, and public recognition for doing so. When one member of a community witnesses another helping, they are likely to feel elevated and immediately or briefly in time react by helping someone else in the group. Self-perception of identity as a leader can be complicated for women, especially those with multiple marginalized identities. The researchers Derek Rucker, a professor of marketing at the Kellogg School, and PhD student Rebecca Krausewere intrigued. It gets worse. The list is long, and thats surely an encouraging thing. We encounter attempts at persuasion attempts everywhere. Coalitionality shapes moral elevation: evidence from the U.S. Black Lives Matter protest and counter-protest movements. And for the rest of us, Rucker says we should consider raising our guard when stories become part of a sales pitch. Because the salesperson convinced the buyer that they need a car that has all of the safety features that were not available in the used car.
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