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Social Psych 6+7
| Term | Definition |
|---|---|
| Attitudes can have different bases | Attitudes are not always equally informed by all of the attitudinal components |
| elaboration likelihood model (ELM) | Two routes by which attitudes can be changed: central and peripheral |
| add new cognitions | -Provide justification for our behavior -"If i only text while driving when I need to, then it's okay" |
| to feel dissonance, one must have: | -Threats to self-esteem / self-concept -Choice/ illusion of choice Have to believe that you freely willed yourself to this behavior -Low external justification (insufficient justification) |
| specific types of dissonance | -effort justification -choice justification -insufficient punishment |
| terror management theory | -Knowledge of our own mortality = ultimate self-esteem threat -Reminders of mortality increase concern with, and adherence to, cultural worldviews |
| Classic findings (Festinger & Carlsmith, 1959) | -Researchers came up with a boring task - make participants to do it for 45 minutes -Asked if participants could convince someone else to do it and that it was fun - lying to others (either got 1 or 20 dollars) |
| Classic findings - One dollar (Festinger & Carlsmith, 1959) | Harder to convince with little amount of money - harder to convince yourself with little amount - has to make believe that it was actually fun - being subtlety influenced |
| cultural worldviews | -Resilient, political orientation, core personal values -Protects us from existential terror by offering: meaning, real immortality (afterlife), and symbolic immortality |
| Personal relevance (Petty and Cacioppo, 1984) | IV: Personal relevance IV: argument quality IV: Number of arguments - 3 or 9 |
| cognitive dissonance | -Discomfort (guilty, unsettled, bad) caused by performing an action that is discrepant from ones (typically positive) self-concept -Do something that goes against the way we see ourselves |
| how to reduce cognitive dissonance | -change our behavior -change our cognitions -add new cognitions |
| change our behavior | -Least likely to choose - shows that you were wrong -Can be difficult to change (addiction) |
| change our cognitions | -Change to align actions with morals -"If i don't know about legislatures in my state, then it must not be that important" |
| Classic findings results (Festinger & Carlsmith, 1959) | We work hard on something and try to justify it - we want to be right and change our attitude to justify our response |
| Classic findings - Twenty dollars (Festinger & Carlsmith, 1959) | Easier to convince yourself that you're doing it for the money and can lie easier with the 20 in the back |
| choice/illusion of choice | Have to believe that you freely willed yourself to this behavior |
| low external justification | Can't be external explanation for why you behaved in that behavior |
| effort justification | -Have tendency to justify hard work in order to make it seem like we made a good choice -"We come to love the things we suffer for" |
| Choice justification | -When deciding b/w 2 things we care about, we miss out on a choice - causing dissonance -Justify choices to get rid of dissonance -People have tendency to work hard to justify their choice -Dissonance is an almost inevitable consequence of a decision |
| Insufficient punishment | -Using dissonance to change their behavior by using a little bit of dissonance -If you do something wrong - instead of punishing you, parents say they are just disappointed |
| Terror management theory research | People are reminded of their mortality -"Write about your own death" -Complete questionnaire in front of a funeral home |
| Terror management theory consequences | -Avoid maladaptive behavior (staying out of the sun, quitting smoking,,,) -More aggression toward out-groups -Reinforce values -More patriotic |
| attitude | Evaluation of an object/person/stimulus in our environment |
| three components to any attitude | -cognitive -affective -behavioral |
| cognitive attitude | -Thoughts about the attitude object -Thing you have an attitude about -Reasons why something would be good/bad |
| affective attitude | Emotions/values towards the attitude object |
| behavioral attitude | -Actual behaviors towards the attitude object -How you act towards it |
| attitude change - Yale Attitude Change Approach - 1950s | Who says what to whom |
| attitude change - Yale Attitude Change Approach - 1950s - who | Attractiveness, similarity, expertise |
| attitude change - Yale Attitude Change Approach - 1950s - what | Personal relevance, attitude inoculation |
| attitude change - Yale Attitude Change Approach - 1950s - whom | Audience characteristics: age, need for cognition |
| elaboration likelihood model (ELM) - central route to persuasion | -Controlled processing -Have to be motivated and the ability to engage in the in depth controlled processing -Pay attention to arguments |
| elaboration likelihood model (ELM) - peripheral route to persuasion | -Automatic processing -Superficial signals occur w/ message, go along w/ message to try persuade receiver -Tend to have nothing to do w/ quality/message of project -need to use alot of peripheral persuasion for someone to be convinced with argument |
| Elaboration Likelihood Model (ELM) - other techniques | -mere exposure -classical conditioning -cognitive dissonance -fear appeals |
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axniss001
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