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《态度改变与社会影响》 原文笔记

#原文笔记

内容提要

本书包括社会影响的所有内容:说服、顺从、从众、认知失调和自我归因、条件作用、社会学习、态度与行为的关系、态度的卷入、偏见、非言语沟通,甚至阈下影响。

正如第一作者津巴多教授所言,当你真正读懂这本书,并在日常生活中加以运用时,那么你在改变他人或社会时可能变得更加有影响力;另外当你遇到一些负面的从众、屈服和服从压力(比如传销或邪教宣传)时,应用书中的知识能帮助你更好地抵制这些压力。

译丛新序

《社会认知:洞悉人心的科学》《不确定世界的理性选择》《社会冲突》《社会心理学之旅》《社会心理学纲要》等新品种,而且对《态度改变与社会影响》《决策与判断》

现代化国家的一个重要标志就是“人”变得比“物”更为重要。现代化之前,我们追求小康,以物质的丰富作为社会发展的目标,现代化以后,我们追求和谐、文化、美丽和幸福,以人民的尊严和完美生活为奋斗目标。

科学发展,以人为本。它呼唤的其实就是社会心理学。因为社会就是人的集合;人的本质就是心理的载体。

2000年,美国科学院组织了一批著名的学者讨论人类的未来科学究竟有哪些重要领域,他们的结论是NBICS(纳米—生物—信息—认知—社会)。

译丛序

社会心理学家通常思考的问题有:我们如何认识他人(社会认知),我们如何与他人打交道(社会互动)以及文化、社会、团体如何作用于我们(社会影响)等方面的内容。

社会心理学研究向来有心理学的、社会学的和符号学的三种取向

主编序

你只要数一数每天企图控制和影响你思想和行为的事件和人物,就会意识到你的存在本身就是社会影响的产物。社会影响包括:对你提出要求的人、迫使你行动的因素、影响你购买的广告、让你破费的事件、提示你行程的标识、告诉你如何思考与应答的宣传;社会影响还包括:重复的口号、记住的歌曲、接受的态度以及各种意识形态。所有这一切都是社会影响心理学的范畴。

在某种程度上,社会就是由那些互相影响、说服、请求、强迫、勒索和控制的人群所组成的。我们把它称为社会,是因为它使用的大多是社会影响的技巧,而非武力的逼迫。

从心理学的角度来看,社会影响指的是通过某种方式改变个体的行为、态度和信念。行为上的变化叫作接受,态度上的变化叫作说服,信念的改变叫作宣传或教育。

更重要的是让你能够发现和意识到存在于你周围的社会影响。这种发现也是对自我的一种解放。它将使你对人性、人生和人心都会有完全不同的认识。

作者序(中文版序)

因为传统的心理学更多关注的是个体的思维、情感和行为,而传统的中国文化强调的则是集体、家庭和社会对个体行动的决定性作用。这就与传统心理学的个人主义倾向形成抵触。

在一定程度上,现代社会心理学家,包括本书的作者都在试图通过研究各种社会力量(包括经济、政治、文化、法律等)系统如何影响社会情境,而情境又如何与个体相互影响,进而创造出结合了个人主义和集体主义思维范式的新社会心理学。

中国就意味着变化(China is change)。

了解社会影响的过程,起码会对你产生两种影响:第一,这一知识会使你在希望成为改变社会的力量时,变得更有影响力;第二,这一知识也能帮助你抵制你不需要的从众、服从和盲从的压力。

前言

结果这本书就包括了社会影响的所有重大主题:说服、顺从、从众、服从、认知失调和自我归因、条件作用、社会学习、态度与行为的关系、态度卷入、偏见、非言语沟通甚至阈下影响

第1章 充满影响力的世界

以上问题都关涉社会影响(social
influence)——由他人行为所导致的个人变化。我们无疑都能自由地决策,但是所有人都浸染在社会环境中,或多或少会受到他人的影响,进而影响我们的选择。实际上,我们往往愿意接受那些聪明、公正而且关心我们的人的影响。

要想成功地为人处世,就需要知道何时、何地及如何利用这些影响,有能力辨别施加于你的社会影响,警醒地决定接受或拒绝特定的社会影响。

社会影响的过程和情境

社会影响过程涉及一个人改变另一个人对某一事物的行动、感觉或者想法的行为(甚或意图)。

社会影响的技巧多种多样,但是最终都可归结为几种基本的影响过程,它们取决于人类思考、记忆、感觉和决策的方式。

这三种情境分别发生在人际领域、说服领域及大众传媒领域。

关于影响——来自“名人堂”(“恶人谷”)的故事

人际影响:皈依和个人接触

沟通与说服:“山姆,再说一遍”

大众传媒的影响:烟草及广告

“我们有车今晚就去!”大家握手又拥抱,一派亲密气氛。你想融入其中,还是拔脚离去,回到你自己那孤独寂寞、不受赏识、与世隔绝的处境中呢?这就是快乐的受影响者头脑中所能想到的问题。

强调的主题始终是爱、信任和道德;重点是这个社会已经走向歧途,而追随文鲜明的理念就能拨乱反正。

如果细心观察,你会发现那些邪教分子在小心翼翼地操控人们的沟通——勾勒邪教的信仰;打压与主题无关的言论和意见;如果发现新成员有消极迹象则立即收起笑容;而对积极态度则大为赞赏。总而言之,邪教成员们相互帮助以创造一种和谐与睿智的景象,而让新成员感觉自己非常特殊——比如,成为“大家庭中的一员”、重磅力量的一部分或者暗中获悉秘密消息

潜在的新会员与影响者进行长达几小时甚或数天的面对面接触,影响者的任务就是要改变新会员的信仰和行为,让他加入他们的组织,成为邪教成员。

那些相信并加入邪教之人的典型行为是:放弃学业,为了邪教信仰捐出所有的金钱和财产,抛弃家人和好友,全心全意地追求所谓“弃恶扬善”的邪教目标——拉新人入伙。

尽管他们灌输和蛊惑的方法没有什么变化,但他们调整了言语措辞,与今天年轻人较为保守的观点保持一致,并蒙上了一层主流社会相互尊重的光环

第一,大多数受蛊惑的年轻人都感到一定程度的疏离和孤独,或者对自己不确定的未来感到焦虑不安。

美国宪法第一修正案禁止对宗教信仰和思想自由予以干涉

什么情况下自由意志能主导我们的选择?什么情况下不可抗拒的情境力量决定了我们的选择?

从高压推销到协同努力劝说人们不要酒后驾驶,再到拒绝毒品和安全性行为,有效的社会影响技术被有意识地大量运用于几乎每个人的日常生活之中。

争议的真正问题是:(1)在什么情况下“典型和通常”的心理压力会变成异常和不公正的,或者过于强大以致常人无法抵御;(2)在个体完全没有受到身体限制的情境下,我们能否说他失去了抵制或逃避的自由?

像所有伟大的演讲家一样,金传达的信息简单易懂,直截了当,不时重复重要的词语,以使听众能够同声附和。

在阐述他自己的希望和信念时,用“我们”和“我们的”这样的字眼。通过运用这些重要的词语和内团体性暗示,使听众感到自己是一场重要运动特别的成员——一个站在梦想起点的自己人。这样有助于把单纯的赞同变成主动的行为。

(1)确定演讲者和听众之间的感知共同性;(2)在人们的意识中建立积极的联想。

里根平稳而流畅的嗓音也让人感觉舒适。

直截了当的信息和真诚的面孔

他们与听众沟通的方式完全不同,但背后主要的共同点是乐观的思想主张,显而易见的诚恳态度,表现出与听众的认同和相似,以及信息的简洁明了。历史一次又一次地证明,如果这几个方面搭配恰当,就能非常有效地说服他人。

大众的接受能力极为有限,他们能懂的很少。另一方面,他们忘性极大。既然如此,所有有效的宣传都必须集中局限于少数几个要点,而且一定要用标语口号的形式来表现,直到每一个人都懂得这个口号的意义。牺牲这一原则而去追求面面俱到,就必然使有效的宣传工作功亏一篑,因为人们无法理解或者记住讲给他们的东西。

集会绝不仅仅是人们聚在一起演讲的场合,而是精心策划的戏剧表演:背景、光线、背景音乐以及入场和出场的时间都经过周密设计,将本来已经高呼口号、情绪高涨的听众推向兴奋的巅峰。

琼斯的声音平稳,同时根据需要调整语气,时而缓和,时而恭维,时而明确。你也可以感觉到他“迷惑大众”的高超手腕。

教义只有更加极端和隔离,控制才更加全面和强大。

他从来没有让他们失望过,赐予他们和平和幸福,他多么爱他们,而且努力给他们营造美好的生活。他鼓励听众发表意见,但是有策略地选择那些他认为能有力支持他观点的人。因此,我们所听到的就是那些感谢“爸爸”的发言。

琼斯的自杀演讲包含沟通理论所称的问题解决结构

问题解决结构也能强化“我们”与“他们”的对立心态。

大众传媒时,就会发现,至少长期来看,这种影响作用具有生和死的意义。而这种意义在很大程度上取决于我们对日常生活中社会加诸于我们的影响所做出的反应。

你是孤立的,你是不同的,谁愿意为这事去得罪大家。

我们的大众传媒,不断灌输给我们的是:抽烟是美好生活必不可少的一部分。

社会影响是通过不带个人色彩却又无处不在的大众传媒来实现的。

不断重复的信息是“有效的说服材料”,可以影响我们的意象、恐惧和注意力。

精明的商人花费大笔金钱制造扭曲现实的形象,引诱美国人实施伤害自我的行为——就像琼斯所做的那样,只是程度轻得多。

仅从广告上看,香烟和许多人们喜欢的娱乐活动联系在一起。棒球场上“温斯顿”香烟的口号是“温斯顿,成功的口味”。“万宝路”针对西部牛仔的口号是“新精神”。滑雪者会发现“阿尔卑斯”香烟的口号是“高峰新体验”。

时,它的口号是“宝贝,你终于来了”。它很巧妙地把抽烟和妇女解放运动联系在一起,使抽烟不再受男性和由男性制定的社会规则所左右。这是一则成功的广告。

香烟的广告牌主要竖立在以蓝领工人和少数族群为主居住的地方,因为这些地方抽烟的人很多。这一切看来都经过周密安排。确实是这样的,一切都为了赚更多的钱。

如果烟草公司为我们的社区付出了这么多,难道我们不应回报一下,抽点它们的香烟吗?赞助这些活动使烟草公司的形象得到正面宣传,很像黑手党头目给小教堂大笔捐款。

致命的形象:香烟广告试图帮“喜欢抽烟的人”将抽烟与快乐、体育、音乐、性事、浪漫、高贵和自由联系起来。

大众传媒和烟草业狼狈为奸的主要原因是杂志和报纸收取了巨额的平面广告费,而获得资助的国会政治游说团体则竭力说明联邦、州和地方政府从烟草税收中得到的收益多么巨大

媒体搭建舞台。我们刚利用抽烟这个问题来说明大众传媒的社会影响,信息即使以与个人根本无关的方式传播也会影响人的思考与行为。

烟草业把抽烟从一个健康问题转变为一场宪法危机:抽烟是美国人的自由选择,而戒烟倡导者却试图剥夺抽烟者的基本权利

其中一个原因是媒体的广告宣传增加了抽烟对黑人的吸引力,广告公司设计的烟草广告都迎合黑人的基本价值观。

如上所述,烟草公司对社区活动的各种资助和奖励是其用来消解潜在的反对力量的一种策略

对烟草巨额收入依赖的结果就是,大部分面向黑人读者的出版物很少报道香烟和癌症的关联,也很少报道探讨少数族群癌症问题的公开会议。

烟草公司也用“市场细分”策略来让黑人抽烟。这种针对黑人的广告和销售计划,宣传的是黑人的需要、价值观和自我意象。

影响的ABC:态度(Attitudes)、行为(Behavior)和认知(Cognitions)

态度系统

一个正在组织化的主题:以变促变

以态度为中心的其他主题

影响者的目标归根结底是要改变影响目标的行为。

本质上,态度就是对某特定目标的评价性倾向。它是一个人对特定事物或者个体在喜欢到讨厌或赞成到反对的连续谱上所给出的评价。

信念和态度的改变,也许不会直接引起行为的变化,但是却使个体更容易受到后续社会影响的作用。

因此我们可以将态度宽泛地定义为建立在认知、情感反应、行为意向以及过去行为基础上的评价性倾向,这种倾向本身可以影响我们的认知、情感反应、未来意向和行为

在有组织的系统里态度、认知、情感、意图和行为之间的相互联系有着非常重要的意义。它意味着任何一部分的改变都可能引起其他部分的变化。

态度系统是有组织的系统(无论在态度内部的各个组成部分之间,还是在不同的态度之间),因此,改变个体态度的某一个方面,通常会引起其他方面的变化。

即使我们对某个事物的心理表征事实上并没有形成观念,也缺乏真实的了解,仍能形成对它的态度(喜欢或讨厌)。我们的许多偏见(我们对自己了解很少的一群人所持有的负面态度)都是这样形成的。

原本缺乏知识基础的态度,可能会影响后续知识的获取和观念的形成,而这些后来获得的知识和观念最终可能“填充”以前空白的心理表征

所以我们第二个基本主题就是态度引导知觉和认知过程。

既然人们对重要问题的态度有利于维系个体的自我定义和自尊,那么许多影响过程可能会改变人们的自我认知,而不仅仅是改变态度本身。

社会影响的最终目标可能是改变行为,但通向这一最终目标的很多途径都要经过复杂的态度系统。

社会心理学视角

什么是社会心理学的取向呢?基本上,社会心理学取向具有4个主要特点。第一,其作为心理学的焦点是个体行为和心理过程。

社会心理学取径的第二个特点是强调行为的情境原因。

第三个特点,是对主观知觉的强调。人们如何定义社会情境往往比客观现实本身更重要。

社会心理学的第四个特点,也是最后一个特点,是其科学性和实验性。

各章概要

态度是由情感、认知和行为构成的个人化系统对某一事物所做的评价性总结。

我们的目的就是要改变你信念系统的某些方面。至于你的行为是否随之改变,就不是我们能够控制的。行为变化很大程度上是由你和你所处的情境决定的。

小结

·在社会影响过程中,一个人的行为会改变(或企图改变)另一个人的行为、感受和想法。

说服的精髓在于有效地使用文字与修辞。

态度系统包括5个部分:态度、认知(信念和知识)、情感反应(感受)、行为意图和行为本身。

影响研究的社会心理学取径主要有4个特点。第一,关注个人行为和心理过程。第二,强调社会情境对行为的动因作用。第三,假定个体对社会情境的知觉比客观现实本身更能影响人的行为。第四,依赖科学的方法获取和评价证据。

第2章 影响行为:直接途径

行为不会主动地发生改变。行为是通过他人提供的金钱、同伴压力或者使人感到内疚的小伎俩(如简的例子)而被动改变的。

响应情境的力量——诱因、团体压力和所谓“闭门羹效应”的顺从—诱导策略,再加上额外的一点儿内疚,使他们做出了与自己态度相反的行为。

通过社会学习过程而产生的影响,在本质上是基于奖励和惩罚的力量。

顺从可以解释为什么希拉里在拒绝简的一个较大请求后,却能满足她的一个较小请求。

一组彼此关联的行为、行为意向、态度、信念和情绪共同组成了态度系统。因为这一系统的各个部分是相互关联的,所以直接针对行为的影响可能会触发涟漪效应,进而扩散改变人们稍后对行为对象的思考与情感。

行为得以强化时的学习

工具性学习与列联强化

社会学习理论

侵犯行为的模仿

榜样的阴与阳

第一,作为行为的外部结果,情境性刺激起强化物的作用,它增加先前行为发生的频率。

塑造(shaping)是一种学习程序。在这一学习程序中,最初对任何与目标行为相类似的行为都给予奖赏;然后逐步提高标准,只对与目标行为越来越相类似的行为予以奖赏;最后,只有在目标行为真正出现时,才予以奖赏。

人们喜欢重复那些能为自己带来益处的行为,而工具性学习就是这一原则运用的直接结果。

社会学习理论的另一个重要特征,即强调自我期望和认知对行为的重要影响。

一系列主体内部的信念可以影响行为,而行为又转而对环境产生影响。由行为引发的环境事件会反过来进一步影响个体的自我意象。

因此,在不先改变内部心理过程的条件下,就可以直接改变某些行为。相似地,不必对行为做相应的改变,就可以改变某些态度和信念。

学生通过对教师实施行为矫正,对自己控制学校环境的能力有了自信。换句话说,影响者本身受到了影响。他们认识到他们拥有一定控制力。

惩罚就是紧随行为而出现,导致行为发生频率减少的刺激。

强化紧随习得行为而出现,而强化的消失会导致该习得行为出现的频率降低,这种“关闭”反应被称为消退(extinction)。

进行观察性学习的必要条件是观察者注意到并记住榜样的行为,并且有机会将观察到的行为付诸行动。

行为的实施(performance)取决于在相同或相类似的情境中对强化或者惩罚的预期。

一旦戴维对那些得到了强化的消极标签进行思考,他的态度和信念——消极成见,我们称之为偏见——紧接着就会形成。

辨别性刺激为人们根据先前习得的方式做出反应创造了条件。根据其所发出信号的不同,辨别性刺激的出现既能够引发某种行为,也能抑制某种行为。比如你在公共场合对坦尼娅做出的善意且具有建设性的批评,会被视为是充满敌意的;而你在私下对她做出的批评则会被认为是有益的。

认可与不认可:社会奖赏的力量

对于大多数人而言,他人对自己的看法和他人对待自己的方式是我们行为的最有效影响源之一

即偏离与拒绝之间的联系。与他人意见的不一致,即作为一个偏离者,通常会受到令人恐惧的社会疏远

当我们为了被他人所接受,避免被他人所拒绝而按这种方式行动时,我们就经历了心理学家称为规范性社会影响(normative social
influence)的过程

赞同他人可以获得的强化不是一种,而是两种:社会认可和正确感。

坚信自己行为和信念的正确性或适当性,会使人们获得能对自我命运进行自主控制的可靠感和对自身能力的满意感。

规范性社会影响与信息性社会影响的概念有助于人们理解从众和服从

从众:保全面子与赢得体面,获得知识

从众的成因

从众:好事还是坏事

从众(conformity)定义为在既没有遵从于团体的直接要求,也没有任何改变行为的充分理由的条件下,个体为了适应真实或想象中的团体压力而改变自己的行为或信念。

即使面对一个清晰而客观的标准,群体规范仍然能够对我们的行为产生影响。

对异议者给予少许社会支持就能减弱从众的束缚。这一结果令人信服地表明,从众行为的目的就是为了避免社会支持的完全丧失。

如果你喜欢多数派中的人,那么你必定会表现出更多的从众行为,因为你希望他们能够喜欢你而不是把你驱逐出团体。

当缺乏关于某一主题的知识和自信时,个体会在这一主题上表现出更强的从众。简而言之,从众再次受到了信息性影响的作用。

人们表现出从众既是为了维持社会认可,又是为了增加他们在不确定情境中正确行事的机会。

同伴压力(peer pressure)也是一种从众压力,它可能非常强烈。

然而就整体而言,似乎存在这样一种趋势,即男性表现出较少的从众,因为他们更倾向于把持有异议视为一种表达自身能力的方式。男性倾向于相信“与众不同”是一种能力,他们必须保持独立性;相反,女性则倾向于认为,就与群体内其他人合作以及与他们意见一致才是能力的体现。

服从:权威下的行为

米尔格拉姆的脚本:如果希特勒叫你电击陌生人,你会服从吗

从普通人的角度来解释异常的行为

按下不服从的退出按钮

这就是服从(obedience)现象,或者说,是在没有任何个人意愿的情况下按照他人的要求而行动的现象。

温顺地服从非正义的权威。

伴随着实验者的专家性质或权威性的降低,信息性影响压力在下降,从而导致服从比例的下降;反之亦然。

服从权威是一种根深蒂固的习惯

服从“可能是一种根深蒂固的倾向,它实际上是一种能够征服道德规范、同情心和社会操行的强大驱力”

启发法判断是一些类似于“服从权威”的心理捷径,能够降低思考的需要并加快反应的速度。

人们在焦虑的时候就更加难以进行理性思考。同时,想要一劳永逸地解决困境的愿望会变得更加强烈。

当面对这样的情境时,你可用的对策包括:(1)相信自己“似乎有什么不对劲”的直觉;(2)不要接受他人呈现给你的对当前情境的解释,他们追求的既定利益可能与你的有所不同;(3)考虑一下“糟糕的情形”,并且按照这种可能性去行动;(4)制订出一个逃脱计划,并且尽快实施;(5)不用顾虑别人会因你的行为而对你形成什么样的印象。请记住,当你处在一个安全情境中,如果你犯了错误,那么你任何时候都能够就此而道歉;(6)考虑上述逃脱计划的具体情境,并在脑海中进行一次预演,把它运用到你生活的不同情境中去。

在没有仔细思考,或者没有与那些你所信任的、将你的利益放在心上的人进行讨论的情况下,不要做任何决定。

膝跳反射心理:由启发法形成的影响

互惠规则

承诺规则

一个规则是互惠规则(reciprocity rule),它是指我们应该回报那些帮助过自己的人;另一个规则是承诺规则(commitment
rule),作为一种信念,承诺是指我们应该履行自己的诺言和契约。

得到帮助引发了一种义务感,从而产生了报答这一友好行为的动机。

吃闭门羹,得好处。被称之为“闭门羹”技术(door-in-the-face
technique)的方法是一种更加神奇的赢得顺从的方法,它似乎与互惠规则也有某种联系。该技术是这样一种策略,即首先提出一个几乎一定会被拒绝的、非常大的请求——门当着你的面砰然关上。然后,在请求被拒绝时,再提出一个小一点的请求。

在一商品中加入一些东西会被视为是一种协商,这使潜在的顾客感觉到必须通过购买这一“优惠”商品进行报答。

所以,如果你希望改变一些社会行为,那么就直接要求人们做出承诺吧。

虚报低价效应所必需的一个条件是,虚报低价技术的受众必须觉得他自己是在自由选择的情况下达成最初协议的

该技术的关键在于,要求人们先承诺一个非常小的和容易被接受的请求,这一承诺似乎是为了凸现出那些人们希望自己拥有的形象,即他们是好人,愿意对那些由合法的请求者为了做好事而提出的有价值的请求做出回应,而后一个承诺则是维护那个积极自我意象一致性的一种方式。

小结

社会认可是一种奖励,而社会拒绝则是一种惩罚。背离社会规范会导致拒绝,而“与众人保持意见一致”将提升或保持个人的被接纳性。这是规范性影响。

从众就是改变自身的行为或信念以便与某一团体的行为、信念相一致,而这个团体并没有直接提出改变的要求。

如果我们太愿意从众,那么我们就会变得非常容易被他人所操纵。

对一个强有力权威角色的服从似乎并不是人格特质上的弱点,而应是强大情境力量的产物。

为了避免落入服从的圈套,我们需要对我们为什么服从提出疑问,暂时走出情境,对问题重新进行思考,并且学会区别公正和不公正的权威。

第3章 行为影响态度:因做而信

在行为科学家之间流传着这样一种经典的说法:过去的行为可以最准确地预测未来的行为。

“合理化”(rationalization),即在行为发生后给出各种自认为满意和合理的理由。

自我归因、自我说服、自我辩解都能影响我们的思维、情感和行为

归因与自我归因

归因理论

自我知觉与自我归因

性格归因(或称内部归因)把所观察到的行为产生的原因归结于个体内部。

情境归因(或称外部归因)则把社会与客观环境中的某些因素视为导致个体行动的原因。

第一,当行为是非常规的,即这一行为不同于我们认为多数人会有的行为时,我们尤其可能做出性格归因。

第二,当知道行为人经常做出某种行为时,人们就更倾向于对其进行性格归因。

第三,当同一类型的行为发生在许多不同情境中,而且这些情境涉及非常不同的激励因素时,人们倾向于进行性格归因。

观察者可以同时运用常规性、一贯性与特异性的所有信息。

显著性效应是指人们更看重那些最明显的和最吸引注意力的因素的倾向——就像人们格外会注意坏消息。

我们倾向于高估性格因素而又低估情境因素。我们太喜欢根据人格特质(personality trait)与性格品质(characteristic
trait)来理解行为,同时又太过于抵制把背景因素视为行为的基础。

即使我们的确认识到情境对个体的行为具有一定的作用,我们还是不能充分地估量情境变量对我们所观察到的行为有多大的影响。

人类的许多行为并不是行动前对内部情感和态度进行思索的产物。相反,它们是自动发生的。

对于那些帮了小忙的人为什么通常会愿意帮大忙这一现象,自我知觉理论提供了非常合理的解释,他们从自己过去的助人行为中推断自己是乐于助人的人。

我们是我们行为的产物。

仅仅短暂地曝光于一些描述性的词语就导致这一重要维度上自我知觉的巨大差异。这一细微的情境操纵改变了大学生的自我意象,从而导致他们把自己视为宗教虔诚程度不同的人。

情境引发的行为能影响我们的态度和自我意象的一个主要原因是,情境的力量是如此强大,但表面看来却又如此微不足道。

自我说服与角色扮演

世界是舞台,我们是演员

再论自我说服:电视是否施加了影响

付诸行动就是角色扮演,而思考过程就是自我说服,再加上助长这些行动和思想的情境,三者共同作用就能深刻地改变人们的态度。

要求一个人积极地建构和即兴扮演某个角色比被动地接受说服性沟通更能有效地改变态度

一个人可能对某一主题有大体的看法,但是他对这一主题的所有知识、信念和情感不可能明确地偏向单方面,在大多数情况下都可能是含混不清的。

自我说服比从他人那里接受信息有着更强大的影响力。这是一个“卷入”的问题。自己创造的观念和情感显得更明显、更具有个人相关性和更令人难忘

自我辩解心理学:认知失调理论

影响认知失调大小的因素

认知失调与理由不足效应:越少越好

减小认知失调的模式

认知失调与不道德的商业决策

影响认知失调程度的一个因素是每个认知元素的重要性。

如果行为本身是失调的认知的根源,那么个体将失调认知转变为协调认知的方法就是改变行为。

费斯汀格的理论假定,人类有保持认知一致性的需要,而认知失调是一种令人厌恶的驱力状态,会激发人们行动,以减少这种失调直至重新建立一致性。

认知失调理论的主要原则是:与态度矛盾的行为如果要产生认知失调的不适状态,而这种不适状态稍后可以通过态度或行为的改变得以消除,那么人们就必须知觉到他们所从事的行为是自由选择的。

因为强烈的诱因(恐吓、贿赂、乞求、金钱等)是再明显不过的理由,它们能消除任何自主选择的感觉。因而我们就明确了认知失调理论的逻辑:仅仅使用恰如其分的、能使个体行动所必需的“力量”。诱因应该刚刚足以获得顺从,但却不足以作为证明态度与行为不一致合理的一个额外认知元素。

引导人们顺从的语言通常是:“如果你不愿意,你不必这样做”“这完全取决于你,但是如果你这样做,我将不胜感激”,等等。

减小认知失调的特殊方法可以总结为四大模式:(1)试图撤回或改变决定、态度或者行为;(2)降低认知或决定的重要性;(3)增加协调因素,以此改变失调与协调的比率;(4)通过使用镇静药物或者酒精,直接削弱由认知失调引发的唤起状态。

认知重构需要付出很多心理努力,所以只有在没有其他更容易的改变方法,并且出现了某种情境压力时,认知重构才会发生。

认知失调、自我归因以及自我肯定:相似性与独特性

过度合理化

不同过程的相似效果

自尊的确认

如果奖赏蕴含的是能力和成就的信息,而不仅仅是控制的手段,那么奖赏就既能维持行为又能增加兴趣。

结论

对社会心理过程的一个重要嘲弄就是,微妙的触动往往比那些强大而有力的因素更容易改变信念。

小结

改变态度和行为的一个有效方式是,让目标受众表态支持与其目前态度相反的观点或者对这种行为进行角色扮演。

如果为那些已经主动发生的行为提供过多的外部理由,那么可能会导致行为人对该行为的喜欢程度变小。

寻求影响:社会比较过程

有关特征的相似

观点的相似

相异性作为比较的基础

确定我们的观点是否正确的一种方法是,把自己的观点和他人的观点进行比较。事实上,鉴于许多重要的观点都有主观性,这种社会比较往往是对观点进行评价的唯一方法。

在主观的问题上,我们想知道与我们最相似的人的看法。

即使是立场最坚定的人也会寻求社会比较。他们更感兴趣的是证实自己的观点,而不是评价自己的观点

成为影响的对象:说服诉求

说服过程的阶段

最初和最后的阶段

如果每条信息都对我们产生一些影响,我们的想法就会不停地改变,就会被任何试图吸引我们注意的信息来回推拉。我们也可能会不知所措,态度变得麻木,在任何时候都不知道该相信什么或者怀疑什么。我们马上就会发现这种优柔寡断会束缚我们的行动。

要让某一信息改变我们的行为,我们必须:接触该信息;注意它;至少对它有一些理解;接受它的结论;长时间地保持新的态度(即使信息不再被重述);在某个情境中提醒并鼓励自己让新的态度来指引我们的行为

呈现与曝光

观念的过滤

媒体观点的管理

我们通常只愿意接触我们已经认同的观点,这一倾向被称为选择性曝光

在理想的情况下,教育者教给学生的不是去思考什么,而仅仅是怎么去思考。

有一点是明确的:任何国家的教育系统都会控制和限定被教育者所接触的价值观和对现实的理解。

注意

屏蔽

接受和屏蔽

认知失调理论预测了选择性注意(selective attention)——对支持自己现有态度信息的注意要多于对反对自己态度信息的注意的一种倾向。

理解

如果论据中的信息很重要且受众对其不熟悉,就应该强调理性论据的理解(Rothschild,1987)。如果信息不太重要性,受众也较为熟悉,并且信息经常重复曝光,动之以情会更有说服力。

接受:最大的障碍

认知反应:有意义的思考

接受的捷径:使用启发法而不是系统分析

电视播送的形象

系统加工的客观性和偏差

对想要成为说服者的人来说,对信息的接受更多地依赖于信息所引起的认知反应而不是信息的内容本身

知识是我们有能力反驳信息观点的一大法宝。

如果你清楚自己的感受及其原因,那么外界的压力很难改变你的信念和情感。就说服而言,储存在你记忆中的相关知识和经验受到信息的触发,如果信息的立场刚好和你的态度相反,这些知识就会促使你产生抵制信息的认知反应。

因为思考特定的与态度一致的新信息所涉及的认知过程,唤起了记忆中大量赞同的观念和经验,从而导致人们形成了诸多支持这些信息的认知反应,进而为认可更为极端的态度提供了基础。

只要受众没有系统分析信息中论证过程的动机,信息源的可信性就可以使无力的信息产生说服力。

对于那些时间很少、缺乏意愿或能力对信息进行系统分析的人而言,任何外周线索都可以作为细心加工(mindful processing)的替代捷径。

乐观似乎成了一条容易让人接受信息的线索,部分原因在于人们有一种必须相信自己能够控制命运的需要。

小结

社会比较理论认为,我们通过把自己的观点与他人的观点做比较来评估自己观点的正确性。

在信息改变行为以前必须经过6个心理阶段。我们必须:(1)接触信息(曝露在信息之下);(2)注意信息;(3)理解信息的要点;(4)接受信息的结论,将其作为我们的新态度;(5)记住这一新态度;(6)运用这一态度指引行为。

第5章 长久说服:态度改变的持续和行为结果

重复原则是一种容易使用并因此而常被使用的说服工具。

播撒保持的种子:确立强烈、明确且极端的态度

适度的曝光

复杂信息的重复

信息的重复呈现是使态度的改变得以保持进而支配后继行为的一个有效策略。

:重复呈现人们已经喜欢的刺激会导致人们更加积极地评定这些刺激;反之,重复呈现先前不被喜欢的刺激会导致人们更加消极地评定这些刺激。

个人关联性以及没有分心物是让强有力的信息具有说服力的两种条件。

保持:让说服经得起时间考验

再说一次,反复而更强烈地

系统分析:主动的头脑产生持久的态度

态度:自发的从属者

首因与近因:我第一还是第二

主动创造的信息能够引起心智投入,并且这一投入的产物——认知反应——是难忘的。

睡眠者效应(sleeper
effect),顾名思义,是指信息并非立刻产生说服力,因为没有紧随信息之后而发生即刻的态度改变;然而,在间隔了一段时间后——可以认为是受众有
“好整以暇,翌日再作打算”的机会时,信息就变得有说服力了。

首因效应(the primacy
effect),顾名思义,植根于类似引发思维极化和偏差解释过程的知觉和认知加工过程。最初的印象形成了一个心理图式,而这一图式是一个有偏差的过滤器,它对后来的信息进行选择性的注意和解释。

顽固的头脑:抵制和选择性遵从

结构的效力:坚定性的认知基础

卷入状态:抵制说服和接纳说服的动机基础

社会心理学家把这种可以确保得到信念—支持的答案的提问方式称为确认策略

克服抵制:解放极权主义的自我

正视(可解释性)的作用

唱反调的人是无罪的

问题指向哪里,我们就跟到哪里——即使自相矛盾

让被说服者产生共鸣

这种两难效应产生的原因是,那些确信自己信念的人们渴望他人明确地知道他们的感受。他们努力地表明他们并不是如问题所暗示的那样极端。

另一个极端:说服是轻而易举的事

缺乏抵制:相关的案例

形成抵制的能力

引导压力转向有利的方向

容易被说服的人的共同特征是低自尊

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