1) Provide a reflection of social judgement theory. Clearly explain and define the theory, as well as it’s use as a theory of influence.
2) Sherif states that “most dramatic cases of attitude change, the most widespread, and enduring, are those involving changes in reference groups with differing values.” Paraphrase what Sherif means. Why do you believe this happens? Can you provide an example from personal experience?
In light of Bochner and Insko’s sleep study, theorize how source credibility influences the process of making social judgments. Specifically, how does source credibility influence a person’s anchor point? Latitudes? Susceptibility to assimilation and contrast effects? The process of attitude change?
3) Discuss the role of human choice in this theory. Specifically, if the outcome of persuasion only has to do with the discrepancy between the message and the anchor point, to what extent are humans free to make up their own minds?
4) Let’s say that you and I have very different opinions on water conservation—I say “who cares, I’m entitled to water my lawn” and you say, “Endangered species are more important than green grass.” What would Sherif say you would need to do to persuade me to change my mind?
5) In the discussion of the university fundraiser’s phone call to a wealthy alumnus, Griffin, Ledbetter, and Sparks raise the question of ethics.
To what extent are you willing to use a persuasive message that does not reflect your true thoughts—even if the persuasive message is forecast to be more effective? How do you feel when you receive such persuasive messages? Connect your discussion to two or more of the ethical reflections covered in the textbook.
