Personality characteristics
and persuasion
 Need for cognition
 Self-monitoring
Self-fulfilling prophecy
 Sebanaplňujúce sa proroctvo je fenomén, kde
očakávania budúcich udalostí vedú k správaniu,
ktoré zapríčiní, že sa daná udalosť skutočne stane.
 Realizácia je známa jako Pygmalion efekt
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.
Confirmation bias
 Tendency to search for information that
confirms our decision or hypothesis
 How to use it?
After having persuaded a person of
something, help them feel good by
letting them find examples that confirm
their good judgment
Halo effect = concluding from a perceived
single trait a general assessment
Halo effect
Halo effect
Halo effect - Conclusion
 Don’t get swayed by the “halo”