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Chapter 5 - Exam 2
PSYC 372
| Question | Answer |
|---|---|
| what are attitudes? | favorable or unfavorable evaluation of a particular thing |
| what is persuasion? | change in a private attitude or belief resulting from a message |
| why do we persuade someone? | to achieve a desired behavior |
| what are 3 components of attitudes - the tripartite model of attitudes | affective, cognitive and behavioral |
| what is affect? | sympathetic nervous response and verbal statements of beliefs |
| what is cognition? | perceptual responses and verbal statements of beliefs |
| what is behavior? | overt actions and verbal statements concerning behavioral performance |
| where do attitudes come from? | classical conditioning, operant conditioning, observational learning and heredity |
| what is classical conditioning? | liking/disliking something based on its association with something else that is liked/disliked |
| what is operant conditioning? | liking/disliking something because it was previously rewarded or punished |
| what is observational learning? | liking/disliking something based on observing someone else being rewarded or punished for engaging in that behavior |
| what are biological influences? | liking/disliking for something based on hereditary, genes. |
| what does attitude strength refer to? | refers to the ability of attitudes to be stable across time, resist change, etc. |
| what are two components of strong attitudes? | committed and embedded |
| what is committed? | person is more certain that attitude is correct |
| what is embedded? | attitude is connected to aspects of ones' self-concept |
| what is the theory of planned behavior? | states that the best predictor of a behavior is ones behavioral intention which is influenced by ones attitude toward the specific behavior, the subjective norm regarding the behavior and ones perceived control over the behavior |
| what do unobstructive/covert measures observe? | an attitude-relevant behavior |
| what is the cognitive response model? | the cause of persuasion is not so much the message as it is the individuals internal thoughts in response to the message |
| what is quality of message? | strong arguments in support of the message, difficult to refute |
| what is timing of message? | after an event that would lead one to support the message? |
| what is presentation of the message? | written on professional/high quality paper, delivered by attractive, likable, credible person |
| what is expert testimony? | counterarguments less likely against an expert |
| what is time constraint? | limit targets time to formulate counteragument |
| what is cognitive strain? | distractions, overburdening task to limit cognitive resources |
| what does counteraguing do? | decreases persuasion and can be used strategically to neutralize and opponents message |
| what is inoculation procedure? | technique to increase resistance to an argument by first giving people weak, easily defeated versions of it |
| what is central route? | people are persuaded when they focus on the quality of argument |
| what is peripheral route? | people are persuaded when they focus on superficial aspects of the argument |
| what is motivation? | drive to accomplish a goal |
| what is personal relevance? | personal importance of the message, how it affects you |
| what is need for cognition? | the tendency to think carefully about, understanding something |
| what is ability? | being able to process a message carefully |
| what are the 3 major goals to persuasion? | hold more accurate world view, be internally consistent and gain social acceptance and approval |
| what is expertise? | communicators knowledge and experience |
| what is trustworthiness? | communicators honesty and lack of bias |
| what is issue involvement? | personal relevancy increases accuracy motivation |
| what is done deal? | when deciding what to think, feel, or do accuracy motivation increases, but after the decision is made, accuracy motivation decreases |
| what is unwelcome information? | if the information isnt what you prefer to believe accuracy motivation decreases |
| what is complex expertise? | accuracy motivation decreases when the issue increases in complexicity and expertise of the communicator increases- people default to expert-role as persuasive |
| what is consistency principle? | people desire consistency and will change their attitudes, beliefs, and behaviors to make them consistent with each other |
| what is balance theory? | people prefer harmony and consistency in their views of the world |
| what is counterattudinal action? | behavior inconsistent with an existing attitude - will produce a change in that attitude |
| what is postdecisional dissonance? | the conflict one feels about a decision that could possibly go wrong |
| what is unpleasant arousal? | increases the desire for consistency |
| what is preference for consistency? | value for consistency is not universal and varies on an individual basis |
| what are consequences? | more consequences lead to more desire for consistency |
| what is consistency salience? | the more obvious an inconsistency is , leads to more desire for consistency |
| what is consistency and culture? | behaviors that are considered consistent vary across cultures and communal cultures tend to show less traditional cognitive dissonance |
| what is impression motivation? | the motivation to achieve social approval by making good impressions on others |
Created by:
anaelc
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