Psychology Commons^™

Observers' Perceptions Of Rapport In Accusatorial Interrogations, Gabriela Rico

Dissertations, Theses, and Capstone Projects

Rapport is widely regarded as a necessary precondition for interrogations and is thought to lay the foundation for the success of later interrogation techniques. In accusatorial contexts in which suspects are often resistant to disclose potentially self-incriminating information, rapport enables interrogators to gain the suspect’s trust, respect, and cooperation. Although the specific psychological mechanisms by which rapport achieves these effects are largely understudied, rapport-building techniques resemble principles of social influence (Goodman-Delahunty & Howes, 2014), specifically persuasion. Techniques such as establishing common ground, engaging in active listening, demonstrating empathy, and disclosing personal information may serve as impression management strategies, which allow …

Freedom, Abortion, And Hypocrisy: The Effect Of Hypocrisy On Pro-Life Abortion Attitudes, Emily M. Vance

Graduate Theses and Dissertations

Previous research suggests that highlighting the gap between inconsistent values can result in long-term attitude change (Rokeach, 1971), that feeling hypocritical might prompt pro-attitudinal behavior (e.g., Dickerson et al., 1992), and that a reactance decoy makes participants more receptive to subsequent persuasive messages (Schumpe et al., 2020). Drawing from these findings, the purpose of the present study was to investigate whether the impact of induced hypocrisy on pro-life abortion attitudes, an attitude commonly grounded in the value of freedom, depended on a reactance decoy. Consistent with Aronson et al.’s paradigm (1991), participants first publicly advocated for the importance of personal …

Engaging Gen Z Through Humor, Wendy Gillis, Fred Pozin

Association of Marketing Theory and Practice Proceedings 2023

ABSTRACT

The current generation of undergraduate students in the classroom (Gen Z) is the loneliest generation in the U.S. (Twenge, 2017), and they know it. What are they spending time on? Their phones. What are they not spending time on? Time with friends (Twenge, 2017). Gen Z has more of a life online versus offline, yet Gen Z yearns for in-person interaction, and the pandemic has only made it worse. The authors’ advice? Tell a joke. By combining theories from psychology, management, and marketing, this conceptual paper explores the relationship between humor, trust, and persuasion.

Changing Vaccine Hesitant Attitudes Of Parents Using Moral Persuasion, Max Vitro

Master's Theses

In the fight against Covid-19, overt, science-based messaging is not enough to persuade everyone to get vaccinated no matter how encouraging the data. Recent studies on attitudes toward vaccines and other health-promoting measures have provided clues as to why so many are still opposed, suggesting many who were resistant had reasons that were rooted along moral grounds. This process of moralization occurs when a belief becomes a moral matter of ‘right and wrong’ rather than a means to an end. Because moral beliefs are more entrenched, they’ve proven much more difficult to change. There is one approach that could increase …

The Psychology Behind The Marketing Of Alcohol And Tobacco: How We Convince People To Do Things That Are Bad For Them, Sophie Dvorkin

CMC Senior Theses

The marketing tactics of the alcohol and tobacco industry are inextricably linked through the psychological basis upon which these companies target their customers. Through the principles of reciprocity, social proof, scarcity, commitment and consistency, unity, and authority featured in Robert Cialdini’s book Influence: The Psychology of Persuasion (2021). The principle of reciprocity explains how companies get customers to buy in, social proof explains our dependence on our peers’ validation, and scarcity explains why we want what we can’t have. The principles of commitment and consistency explain how companies garner long-term customers that see themselves as an extension of a brand, …