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chap 6 psych
| Question | Answer |
|---|---|
| why is it important to assess attitude | to predict behavior ex voting behavuor,purchasing |
| purpose of lapiere's study | examine relationship between attitudes and behavior; observed peoples behavr and then assessed their attitudes |
| main flaw of lapiere's study | wrong direction observed behaviors then attitudes, should have done in opp direction |
| describe lapiere's study | traveled with nicely dressed chinese couple and observed how hotels/restaurants reacted to them, only turned away once gave survey, same hotels said they wouldnt let chinese people in |
| results of lapiere's study | behavior: people willing to serve chinese questionnaire: only one said they would let chinese in behaviors and attitudes did not match up |
| conclusion of lap's study | questioned relationship between attitudes and behaviors |
| factors influencing attitude-behavior relationship | theory of planned behavior strongly held beliefs better predicts ppl behave spontaneously time between measuring attitude and observing behavior? measure general attitude to predict specific behavior |
| 3 factors affecting intention that leads to behavior in the theory of planned behavior | attitude toward a behavior, subjective norm, perceived behavior control |
| 2 routes to persuasion/dual process model both successful/both work in diff situations | central and peripheral |
| central route to persuasion | person thinks carefully about a message persuade person based on strength/quality of messages assume recipient is attentive, thinking critically, wants to hear all the arguments ex) getting student to come to stonehill using info and stats |
| peripheral route to persuasion | a shortcut mesage evaluated thru use of heuristcs using attitude-irrelevant factors have jay-z stand outside stonehill and say his kid is going there |
| peripheral route speaker variable | expert, attractive, celeb, |
| fear appeal of persuasion | slight combo of central and peripheral |
| 2 steps of fear appeal | create fear then explain how to avoid feared event |
| theory to explain when prophecy fails | festinger's cognitive dissonanc |
| festinger's cognitive dissonance theory | oldest of theories to explain inconsistency between behavior and attitudes 1: when attitudes and behaviors are inconsistent causes state of dissonance must reduce the dissonance |
| ways to reduce disssonance | change your attitude, rationalize justification, no choice/external cause |
| festinger and carlsmith study describe it | participant rotates pegs for 60 min - boring attitude: this is boring experimenter has them tell next participant task was enjoyable, experimenter will pay $20 oe $1 for them to say this,20 is sufficient justification 1 is not (1 - probs didnt hate task |
| festinger's study illustrated: | self persuasion |
| most popular attitude scale | likert scale |
| assumption of self report measures | people answer honestly |
| 2 appraoches to self report measure (2) | bogus pipeline technique and covert measures |
| head movement made when people agree disagree? | agree - vertical disagree - horizonta |
| are implicit or explicit attitudes more predictive of peoples' behaviors | explicit |
| eary hypothesis advanced by Tesser | strong likes and dislikes are rooted in our genetic makeup |
| first to realize that attitudes and behaviors dont go hand in hand | lapiere |
| corresponsdence between attitude measures and behavior | similarity |
| behavior influenced not only by attitudes but also by... which are our beliefs about what others think we should do | subective norms |
| 3 psych factors that dostinguish between our strongest and weakest attitudes | most passionate about issues that 1. directly affect own self interests 2. related to deeply held values 3. of concern to their close friends/family |
| strong attitudes highly accessible to ____ | awareness |
| process by which attitudes are changed nothing evil or bad about it | persuasion |
| third, intermediate step of persuasion | elaboration |
| ironic result that occurs when people want to hold the right attitudes and fear they are biased or overly influenced by irrelevant factors | overcorrection |
| persuasive oommunication is outcome of what 3 factors | source, message, and audeince |
| 2 key attributes of the source in persuasion | likeability and credibility |
| overheeard communicator trick | source tells a buddy about a new product that reallu works viewers assume what oone friend says to another can be trusted |
| when do peiople use periopheral route? when do they use central? | central when thy have involvement with info and it directly affects them |
| delayed increase in persuasive impact of a noncreduible source | sleeper effect |
| discounting hue hypothesis | people immediately discount the arguments made by noncredible communicators but overtime dissociate what was said from who said it rmember message but forget the source |
| shopuld people have discrepancy in their messages when persuading or should they take an extreme position | should have some discrepancy and use caution |
| fear and ____, such as embedding a commercial in an ueat program indduces persuasion | positive emotions |
| 2 2 factors of audience that influenc persuasion | recipent's personality and his expectations |
| what type of people are more or less vuulnerable to persuasion | very few people are consistently eary or hard to persuade |
| __ self monitors regulate behavior from 1 situation to next out of concern for public self presentation they are particularly responsive to messages that promise desirable social images | high self monitors |
| red flag that goes up when we thibnk someone is trying to change our attitude | psychological reactance |
| moving in the direction thats the opposite of teh one being advocated | negative attitude change |
| how culture affects persuasiion | americans persuaded more by individualistic ads, koreans persduaded more by collectivisit ads |
| do people remember arguments better if they came up with them on their own or other people came up with them | if they came up with them on their own |
| research on role playing shows that | behavior can change attitudes |
| does discrepancy always produce dissonance | no |
| 2 noptworthy aspects of festinger and carlsmiths study | showed phenomenon of self persuasion contradicted belief that big rewards produce greater changes |
| the less severe the threatened punishment, the ____ the attitude change produced | greater |
| 4 necessary steps for the arousal and reduction of dissonance | unwanted negative consequences personal responsibility physiological arousal attribution of arousal to behavior |
| 3 alternative routes to self persuasion other that cognitive dissonance theory | self perception theoryu impression management self esteem theories |
| we infer how we feel by observing ourelves and the circumstances of our own behavior | self perception theory |
| theory that says that what matters is not a motive to be consistent but a motive to appear consistent dont wanna be seen as a hjypocrite places emphasis on self preentation | impression management theory |
| says that acts that arouse dissonance do so because they threaten the self concept making person feel guilty, dishonest or hypocritical and motivates a change in attitude or future behavior | self esteeem theories |
| serves to revalidate the integrity of teh self concept | self affirmation |
| theory that says the attitude change is motivated by threats to self concept | self affirmtation theory |
| is cognitive dissonance universal or dependent on culture | both at times, everyone feels and tries to reduce dissonance, but cultures influence the conditions under which these processes occur |
Created by:
Jessieepap