SOCPSY 1Z03 Chapter Notes - Chapter 9: Attitude Change, Social Influence, Antibody

• School: McMaster University
• Department: Social Psychology
• Course: SOCPSY 1Z03
• Professor: Paul Glavin

Document Summary

In some cases, the influencing source may produce attitude change a change in the target"s beliefs and attitudes about some issue, person, or situation. Influence attempts can be either open or covertly manipulative. In open influence, the attempt is readily apparent to the target: the target understands that someone is trying to change his or her attitudes or behaviors. Influence attempted by means of threats or promises is based on punishments and rewards rather than on information. If a threat is to produce compliance, the target must believe that the source can impose punishment: the same is true for influence based on promises, except that it involves the control of rewards rather than punishment. If the target believes that the source has no real control over the punishments or rewards involved, the threat or promise is unlikely to succeed. Influence through the use of orders from an authority or officeholder is based on the target"s accepting that authority"s legitimacy.