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Chapter Seven
social psych
| Question | Answer |
|---|---|
| attitudes | Evaluations of people, objects, and ideas. |
| cognitively based attitude | An attitude based primarily on people’s beliefs about the properties of an attitude object |
| affectively based attitude | An attitude based more on people’s feelings and values than on their beliefs about the nature of an attitude object. |
| classical conditioning | The phenomenon whereby a stimulus that elicits an emotional response is repeatedly paired with a neutral stimulus that does not, until the neutral stimulus takes on the emotional properties of the first stimulus. |
| operant conditioning | The phenomenon whereby behaviors that people freely choose to perform increase or decrease in frequency, depending on whether they are followed by positive reinforcement or punishment. |
| Behaviorally based attitude | An attitude based on observations of how one behaves toward an attitude object. |
| explicit attitude | Attitudes that we consciously endorse and can easily report |
| implicit attitude | Attitudes that are involuntary, uncontrollable, and at times unconscious. |
| persuasive communication | Communication advocating a particular side of an issue. |
| Yale Attitude Change Approach | study of the conditions under which people are most likely to change their attitudes in response to persuasive messages, focusing on “who said what to whom”—the source of the communication, the nature of the communication, and the nature of the audience |
| Elaboration LIkelihood Model | explaining2ways persuasive communications can cause attitude change centrally, wen ppl r motivated&hav da ability2 pay attention2da argument in da commun,&peripherally, wen ppl dont pay attention2da arguments, but r swayed by surface characteristics |
| Central Route to persuasion | The case whereby people elaborate on a persuasive communication, listening carefully to and thinking about the arguments |
| Peripheral Route to Persuasion | The case whereby people do not elaborate on the arguments in a persuasive communication but are instead swayed by peripheral cues. |
| need for cognition | A personality variable reflecting the extent to which people engage in and enjoy effortful cognitive activities. |
| Fear-arousing Communication | Persuasive messages that attempt to change people’s attitudes by arousing their fears. |
| Heuristic-Systematic Model | An explanation of the two ways in which persuasive communications can cause attitude change: either systematically processing the merits of the arguments or using mental shortcuts (heuristics). |
| Attitude Inoculation | Making people immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position. |
| Reactance Theory | The idea that when people feel their freedom to perform a certain behavior is threatened, an unpleasant state of reactance is aroused, which they can reduce by performing the threatened behavior. |
| Attitude Accessibility | The strength of the association between an attitude object and a person’s evaluation of that object, measured by the speed with which people can report how they feel about the object. |
| Theory of Planned Behavior | The idea that the best predictors of a person’s planned, deliberate behaviors are the person’s attitudes toward specific behaviors, subjective norms, and perceived behavioral control. |
| Subliminal Messages | Words or pictures that are not consciously perceived but may nevertheless influence people’s judgments, attitudes, and behaviors. |
| Responding to a “puppies for sale” ad, you arrive at the seller’s home and immediately fall in love with the first puppy you see. The component of your attitude toward the puppy that is exemplified by such a reaction is called the ____ component. | affective |
| While studying the conditions under which people are most likely to be influenced by persuasive communications, Hovland and colleagues at Yale repeatedly asked: | who says what to whom? |
| Distraction during a persuasive message and message complexity prevent the careful consideration of relevant arguments by decreasing the: | ability to attend to relevant arguments. |
| Though fear-arousing communications are threatening, people will reduce this threat by changing their attitudes and behaviors only when | the fear-arousing communication offers suggestions about how to avoid the threat. |
| Children may adopt prejudiced attitudes through operant conditioning if their parents: | reward them for expressing such attitudes. |
| Which of the following is true regarding when attitudes will predict spontaneous or deliberative behaviors? | Attitudes will predict spontaneous behaviors when they are very accessible; Attitude-behavioral consistency is high among people with accessible attitudes; Deliberate behaviors are predicted by people’s intentions. |
| a personality variable that has been linked to the use of the central route to persuasion is: | need for cognition. |
| Words or pictures that are not consciously perceived but may be influential are: | subliminal messages. |
| The theory of planned behavior states that all of the following are predictors of people’s planned, deliberative behaviors EXCEPT: | social norms. |
| According to Petty and Cacioppo’s (1986) elaboration likelihood model, when people are persuaded by surface characteristics of a message, such as how long the message is, they have taken the ____ route to persuasion. | peripheral |
| Attitudes changed by the central route to persuasion are: | maintained over time; consistent with behaviors; resistant to counter persuasion |
| Shavitt (1990) presented participants with cognitively or affectively oriented ads for products about which people had either cognitively or affectively based attitudes. Results indicated that participants were most influenced by: | ads that “matched” the type of attitude they had. |
| When you encounter an object and your attitude toward that object comes immediately to mind, your attitude is said to be highly: | accessible |
| After strongly prohibiting the reading of banned books, Professor Jones has noticed an increased interest by her students in the books. Which of the following theories best explains this outcome? | reactance theory |
| Responses to which of the following questions will best predict whether someone donates clothes to the Salvation Army next Sunday at noon? | “How do you feel about donating clothes to the Salvation Army next Sunday at noon?” |
| Rudman and colleagues (2007) found evidence that implicit attitudes are rooted more in people's _____ experiences whereas explicit attitudes are rooted more in their _____ experiences. | childhood; recent |
| An attitude change theory that states that we can satisfy our need to justify engaging in attitude- discrepant behaviors by changing our attitudes is: | cognitive dissonance theory. |
| Fear-evoking persuasive appeals fail if they are too strong and threatening because: | people become defensive; people deny the threat; people will not think rationally about the issue. |
| Heuristic processing is to the ____ route to persuasion as systematic processing is to the ____ route to persuasion. | peripheral; central |
| Making people immune to persuasion attempts by exposing them to small doses of arguments against their position is called: | attitude reactance |
| Regarding attitude-behavior consistency, it is important to measure people’s beliefs about how others will view the given behavior. These beliefs are called: | subjective norms |
| Which of the following is FALSE regarding subliminal messages? | There is no evidence that subliminal messages, both those used in everyday life and those manipulated in the lab, influence people’s behavior. |
| If someone asks you “how much do you like pizza?” you will likely report a(n) ___________________ towards pizza. | explicit attitude |
| According to the Yale Attitude Change approach, which of the following is true? | People are more susceptible to attitude change when they are between the ages of 18 and 25. |
| An attitude is a(n): | evaluation of people, objects, and ideas. |
| Pp in a study told that their university was thinking about requiring senior comprehensive exams either immediately or in 10 yrs. Pp paid greater attention to arguments favoring the exams when they believed that the exam policy might take effect soon bc | the issue was personally relevant. |
| When we can find little external justification for behavior that is inconsistent with an attitude, changing the attitude so that it is consistent with the behavior is one way to reduce: | cognitive dissonance. |
| Techniques such as the IAT are useful in assessing: | implicit attitudes. |
| According to the elaboration likelihood model of persuasion, the ____ of persuasive arguments has more impact when people’s personal involvement in the issue is ____. | strength; high |
| Which was NOT an independent variable in Petty, Ciacioppo, and Goldman’s (1981) study of attitudes toward comprehensive exams? | participants’ attitudes toward comprehensive exams |
| Linda believes that spinach is good for you. This belief represents the _____ component of Linda’s attitude. | cognitive |
| People’s attitudes about appliances such as vacuum cleaners and refrigerators are most likely _____ based. | cognitively |
| Joe believes he is not prejudiced toward homosexuals, yet he does not want gay couples living in his neighborhood, or gays or lesbians working in his office building. Joe’s attitude toward homosexuals is | implicit |
| According to the Yale Attitude Change Approach, speakers are more persuasive if they are only moderately attractive because we assume they are more intelligent. | false |
| According to the Yale Attitude Change Approach it is best to give your speech before another person presenting an opposing viewpoint when | the speeches are to be given back to back and there will be a delay before people have to make up their minds. |
| Who is most likely to pay close attention to an advertisement for children’s aspirin? | Tammy, who has a 4-year-old daughter |
| Ron is listening to a speech about a topic that is only slightly relevant to him. Which of the following is most likely to influence Ron? | who the speaker is |
| One way in which emotions can cause attitude change is by acting as a signal for how we feel about something. | true |
| In a study by Han & Shavitt (1994) Americans were more persuaded by ads stressing interdependence. | false |
| A movie contains a scene in which a character is shown drinking a can of Coke. This is an example of | product placement. |
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aelayan21