Personality characteristics
and persuasion
ž
žNeed for cognition
žSelf-monitoring
ž

Self-fulfilling prophecy
žSebanaplňujúce sa proroctvo je fenomén, kde očakávania budúcich udalostí vedú k správaniu, ktoré
zapríčiní, že sa daná udalosť skutočne stane.
ž
žRealizácia je známa jako Pygmalion efekt
ž
crystal ball.jpg

Pygmalion effect
Rosenthal & Jacobson (1968/1992)
PROCEDURE:
1.Intelligence test was given to elementary school pupils
2.20% of those pupils were randomly selected.
3.The teachers were told that these pupils have "unusual potential for intellectual growth“
4.8 months later, the researchers came to re-test the pupils
RESULTS: - Those labeled as "intelligent" children showed significantly greater increase in the new
tests than the other children.
- These kids were also rated by teachers as more intellectually curious and happier.
EXPLANATION:  The change in the teachers' expectations (consequently also in behavior) regarding
the intellectual performance of these 'special' children had led to an actual change in the
intellectual performance of these randomly selected children.

Rosenthal and Jacobson borrowed the term 'Pygmalion effect' from a play by George Bernard Shaw
('Pygmalion') in which a professor's high expectations radically transformed the educational
performance of a lower-class girl.

selffulfilling prophecy.jpg



Confirmation bias
žTendency to search for information that confirms our decision or hypothesis
ž
žHow to use it?
ž After having persuaded a person of something, help them feel good by letting them find examples
that confirm their good judgment

Halo effect
halo effect.jpg
= concluding from a perceived single trait a general assessment

Halo effect
P1060496.JPG byt po rekon.jpg


Halo effect
vacation 2.jpg

Wow!!! The pool right next to the see! (But what about the additional fees for the activities you
want and are free in all the other hotels. And what about the free bar they are offering in the
other hotel)

Halo effect - Conclusion
žDon’t get swayed by the “halo”
halo effect.jpg