Question

When Hongyong tried to convince her husband that smuggling opium was a good idea, she was attempting to employ which technique of social influence? a. Cognitive dissonance b. Persuasion c. Conformity d. Compliance

Short answer

b. Persuasion

Step-by-step solution

Understanding the Context

First, we need to understand what the situation entails. Hongyong is trying to convince her husband about an idea that he might not initially agree with. This context is important in determining the social influence technique at play.

Exploring the Option: Cognitive Dissonance

Cognitive dissonance refers to the discomfort one feels when holding conflicting thoughts or beliefs. It typically involves an internal conflict where an individual attempts to reconcile their contradicting beliefs or attitudes. Since this situation involves convincing someone else rather than dealing with one's own conflicting beliefs, it's unlikely to be cognitive dissonance.

Exploring the Option: Persuasion

Persuasion involves attempting to change another person's attitudes or behaviors by delivering messages that are convincing and meaningful. Hongyong is trying to change her husband's mind about smuggling opium, which fits the definition of persuasion.

Exploring the Option: Conformity

Conformity involves changing one's behavior to match the group's norms or expectations. Since Hongyong is not trying to align with a group standard or norm but convince her husband individually, it does not align with conformity.

Exploring the Option: Compliance

Compliance involves agreeing to a request made by another person, usually resulting in outward agreement without necessarily changing internal beliefs. While compliance is related to requests, the focus here is more on the idea of convincing, which aligns more closely with persuasion.

Selecting the Most Appropriate Option

Given the detailed exploration of each option, the technique Hongyong is using is most closely related to persuasion, as she is trying to convince her husband to adopt a particular viewpoint he might not initially hold.

Key concepts

Persuasion

Persuasion is a powerful tool of social influence that involves convincing someone to adopt a particular belief or take a certain action. It’s not just about presenting facts; it’s about crafting a message that resonates with the audience's values, emotions, and logic. A persuasive message may include rational arguments, emotional appeals, and credibility signals. For instance, when Hongyong tried to convince her husband to participate in opium smuggling, she likely used persuasive techniques to change his attitude.

Effective persuasion tends to have several key elements:

• Credibility: The person trying to persuade should be seen as trustworthy and knowledgeable.
• Emotional appeal: Tapping into emotions can be more impactful than solely relying on logic.
• Clarity and simplicity: The message should be clear and easy to understand.
• Consistency: The argument should align with the listener's existing beliefs and experiences.
• Social proof: Showing that others have accepted the idea can increase willingness to agree.

Persuasion is an art, often seen in advertising, politics, and everyday negotiations or discussions.

Compliance

Compliance is another technique of social influence, which focuses on getting someone to agree to a specific request. Unlike persuasion, compliance does not require a change in personal belief or attitude. It's more about saying 'yes' to a request, often influenced by authority, social norms, or peer pressure. This technique is frequently seen in obeying rules or following orders that one might not personally agree with but decides to go along with nonetheless.

Here are some factors that often lead to compliance:

• Authority: People are more likely to comply with requests from individuals perceived as authority figures.
• Social norms: Understanding what others do in a similar situation increases compliance.
• Reciprocity: The tendency to return a favor increases the likelihood of compliance.
• Commitment: If someone agrees in part, they might comply further due to a desire for consistency.
• Scarcity: Limited availability of something often makes people more willing to comply.

Understanding compliance is crucial for recognizing how it subtly influences decision-making in everyday life.

Cognitive Dissonance

Cognitive dissonance is a psychological concept that describes the uncomfortable tension or conflict individuals feel when holding two contradictory beliefs or attitudes. This feeling often motivates a person to change one of the conflicting beliefs or attitudes to reduce discomfort. It does not involve convincing others but dealing with internal discrepancies.

Examples of cognitive dissonance are:

• Smokers who know smoking is harmful, yet continue to smoke might experience cognitive dissonance between their actions and beliefs.
• An individual who values health but rarely exercises may feel conflict and might adjust their behavior to align better with their values.
• After making a purchase, a buyer may feel uncomfortable if they find out it was overpriced but might justify the decision to alleviate dissonance, thinking of additional benefits.

Recognizing cognitive dissonance can help individuals understand their internal conflicts better and, in turn, make more coherent and aligned decisions.