Persuasion and Social Influence - O'Keefe - - Major Reference Works - Wiley Online LibraryThe field of social psychology is growing rapidly and is having an increasingly important influence on how we think about human behavior. Newspapers, magazines, websites, and other media frequently report the findings of social psychologists, and the results of social psychological research are influencing decisions in a wide variety of areas. During the s and s, the social psychologists Kurt Lewin and Leon Festinger refined the experimental approach to studying behavior, creating social psychology as a rigorous scientific discipline. In , Festinger edited an influential book called Research Methods in the Behavioral Sciences , in which he and other social psychologists stressed the need to measure variables and to use laboratory experiments to systematically test research hypotheses about social behavior. He also noted that it might be necessary in these experiments to deceive the participants about the true nature of the research. Social psychology was energized by researchers who attempted to understand how the German dictator Adolf Hitler could have produced such extreme obedience and horrendous behaviors in his followers during the World War II.
Influence - The Psychology of Persuasion by Robert Cialdini ► Book Summary
Affect as Information in Persuasion: A Model of Affect Identification and Discounting
Three studies examined the implications of a model of affect as information in persuasion. According to this model, extraneous affect may have an influence when message recipients exert moderate amounts of thought, because they identify their affective reactions as potential criteria but fail to discount them as irrelevant. However, message recipients may not use affect as information when they deem affect irrelevant or when they do not identify their affective reactions at all. Consistent with this curvilinear prediction, recipients of a message that either favored or opposed comprehensive exams used affect as a basis for attitudes in situations that elicited moderate thought. Affect, however, had no influence on attitudes in conditions that elicited either large or small amounts of thought. According to Schwarz and Clore , people use affect as information just as they use any other criterion.
The Person and the Social Situation
Skip to search form Skip to main content. Attitude change: persuasion and social influence. The review emphasizes research published during the period from Across these literatures, three central motives have been identified that generate attitude change and resistance. View PDF. Save to Library.
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