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Trial Tactics


What does this refer to? "a concept challenged in the study with the asian couple and their welcome at hotels" Attitude behaviour congruency
What does this refer to? "when asian couple was welcome but emails from hotel said that they would not be" Attitude behaviour inconsistency
What does this refer to? "how narrow, exact, precise an attitude is. The more specific, the more likely to predict behaviour" Attitude specificity
Attitude-behaviour congruence is higher when attitudes are more _____________ specific
What personality variable can come into play to make it that even attitudes that are specific do not always produce consistent behaviour? Self-Monitoring
What does this refer to? "A person's degree of sensitivity to social contexts" Self-Monitoring
A high self monitor will be more willing to adjust their behaviour (behaviour component) in response to ________ cues social
Low Self monitors behave more consistently with their ___________ (are 'truer' to their beliefs) attitudes
Which are more concerned about the impression they make on others? High or low self monitors? High
Does this refer to high or low self monitors? In deliberation they may choose not to be open about their own opinions/attitudes and may even adjust their beliefs towards others beliefs. High self monitors
What does this refer to? "Each point on continuum represents the extent to which a person is motivated and able to devote cognitive resources to processing the persuasive message". Elaboration continuum
Which route uses heuristic ways of thinking? Peripheral
What does this refer to? "If the juror decides that a defendant is culpable because they have a "guilty look"" Heuristic reasoning (peripheral route)
What does this refer to? (it influences motivation) "students used central route when listening to speech about their exams being bought forward (high relevance) and used peripheral route for speech about exams being later (low relevance)" self relevance
What does this refer to? "a personality trait where person typically feels compelled to understand things - their general level of curiosity" Need for cognition (NFC
Someone who is high in NFC is more likely to take which route? Central
Attitude-consistent behaviour is more likely when attitude change occurs via _______ route - more likely to change razor brand (behaviour) central
The lower NFC someone has the more likely they are to accept information from a source that "appears" to be trustworthy and knowledgable" so good way to get message across if no motivation to use central route ....
Dont want distractors when evidence is _______. Do want distractors when evidence is ________ bad/weak, good/strong
Source credibility: source trustworthiness is stronger or weaker than source expertise? stronger. People who view a source as trustworthy do not find the need to use central processing as dont feel that they need to inspect closely
What does this refer to? "when weak arguments appear particularly unconvincing when compared to the arguments you would expect from an expert" Contrast bias
The relationship between confidence and persuasion is ....? curvilinear
What does this refer to? "when presentation of a collection of strong arguments is divided among different sources, people experiences the argument as being more persuasive than the same arguments conveyed by a single source" Multiple source effect - this only works is argument is strong, not if weak as they are more likely to use central route
So you should use multiple sources if your argument is weak or strong? strong
What does this refer to? "Arguments that are expressed in a concise and "punchy" fashion may be more persuasive than arguments that are verbose - so lawyers handling complex material should use language economically - (brevity is a peripheral cue)" Argument Succinctness
What does this refer to? "A group phenomenon that might erode jurors motivation to use the central route. Refers to a loss of motivation on the part of the group members to contribute to the teams efforts" Social loafing
What does this refer to? "When the output of a group consists of the cumulated labors of its constitutes but these constitutes are not or cannot be held accountable for their contributions" Free Riding - a type of social loafing
What does this refer to? "Responsibility for the group performance rests on group, not the individual, so some team members loaf as they think their efforts are disposable & that their activity will be compensated for & obscured by the exertions of others Free Riding - a type of social loafing
Group tasks can induce a form of free riding that reduces thoughtful ____________ elaboration
What does this refer to? "this model proposes that as a trial unfolds, jurors spontaneously construct stories to accommodate the incoming evidence ans to fill gaps that it might contain" The Story Model
What does this refer to? "Good for lawyers to present evidence in a way that tells a story, in a chronological order, even setting a scene, adding action or rounding out the characters" The Story Model
What does this refer to? "Info presented first is most effective whereas info presented last is only more effective if the recipient needs to make his or her decision soon afterward" Order effects (primacy and recency effects)
What does this refer to? "most beneficial first and most damaging last" Primacy-effect-order
What does this refer to? "most damaging first and more beneficial last" Recency-effect-order
What does this refer to? "Vivid messages/testimonies are more persuasive and memorable" The Vividness effect phenomenon
What does this refer to? "the vivid elements of the message are congruent with the messages main themes" (so not going into too much vivid detail such as describing merits of non-stick cookware as this is straying too far from main themes of message) Vivid Congruency
The keys to predicting if a vividness effect will arise may be whether there is "vividness _____________" and whether recipients are motivated to process the message" Congruency
What does this refer to? "Occurs when a person imagines how an outcome would have been different, had some factor or behaviour been changed. Usually generate this in response to bad events "if only I hadn't stopped off at shop" Counterfactual Reasoning
What does this refer to? "When subjects had imagined how changing the actions by a particular person would have led to a better outcome, that person was found to be more at fault" Counterfactual Reasoning
What does this refer to? "In cross-examination, lawyers can use this to advantage - "so if you had not rung you sister that morning, you would not have left the house"" Counterfactual Reasoning
What does this refer to? "with naked statistics, the results of a forensic test on tyre tracks at accident scene that favoured the plaintiff, led to high rates of finding against defendant even tho the jurors were told that tests were only 80% reliable The Wells Effect - lawyers should be wary with using naked statistics.
What does this refer to? "changing attitudes to resolve the incompatibility of her behaviour and her initial attitude" Cognitive dissonance
What does this refer to? "I avoided tax, so I must be a person who thinks this is Ok" Self-perception
What does this refer to? "Voir Dire" Preliminary examination of witness or jurors
What are the two reasons for why "stealing thunder" works? 1. it acts as a peripheral cue for credibility (the thunder stealer is perceived a honest and hence more believable). 2. Jurors find it so perplexing that lawyer would act in self-destructive way that they devalue the important of the information
Created by: alicemcc33