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bkx PSY212 T2, P2
PSY-212 Test #2, Part 2: CH5, Attitudes
| Question | Answer |
|---|---|
| Five Factors of Attitude Formation | 1) Classical conditioning (association) 2) Operant conditioning (reward and punishment) 3) Observational learning (social learning) 4) Learning from experience 5) Observing our own behavior |
| Four Factors of Attitude-Behavior Consistency | 1) Knowledge 2) Personal relevance 3) Attitude accessibility 4) Behavioral intentions |
| Theory of planned behavior | a theory stating that the best predictor of a behavior is one’s behavioral intention, which is influenced by one’s attitude towards the specific behavior, the subjective norms regarding the behavior, and one’s perceived control over the behavior |
| Persuasion | change in a private attitude or belief as a result of receiving a message |
| Nonreactive measurement | measurement that does not change a subject’s responses while recording them |
| After-only design | assesses persuasion by measuring attitude only after the persuasion attempt |
| Cognitive response model | a theory that locates the most direct cause of persuasion in the self-talk of the persuasion target (persuasion doesn’t rest so much with what the speaker says but rather with what the audience says to himself afterwards) |
| Inoculation procedure | a technique for increasing individuals’ resistance to a strong argument by first giving them weak, easily defeated versions of it |
| Dual process model of persuasion | a model that accounts for the two basic ways that attitude change occurs – with and without much thought |
| Elaboration likelihood model | most prevalent dual process model in which there are two routes to attitude change – the central route and the peripheral route |
| Central route to persuasion | the way people are persuaded when they focus on the quality of the arguments in a message |
| Peripheral route to persuasion | the way people are persuaded when they focus on factors other than the quality of the arguments in a message, such as the number of arguments or the attractiveness of the speaker |
| Need for cognition | the tendency to enjoy and engage in deliberative thought |
| Three Reasons to Yield to a Persuasive Argument | 1) Hold a more accurate view of the world 2) Be consistent with oneself 3) Gain social approval and acceptance |
| Three Shortcuts to Accuracy | 1) Credibility 2) Others' responses 3) Ready ideas |
| Five Things that Affect the Desire for Accuracy | 1) Issue involvement 2) Mood 3) Done deals 4) Unwelcome information 5) Expertise and complexity |
| Consistency principle | the principle that people will change their attitudes, beliefs, perceptions, and actions to make them consistent with each other |
| Balance theory | Heider’s theory that people prefer harmony and consistency in their views of the world |
| Cognitive dissonance theory | the unpleasant state of psychological arousal resulting from an inconsistency within one’s important attitudes, beliefs, or behaviors |
| Counterattitudinal action | a behavior that is inconsistent with an existing attitude |
| Post-decisional dissonance | the conflict one feels about a decision that could possibly be wrong |
| Impression motivation | the motivation to achieve approval by making a good impression on others |
| Attitude | AFFECTIVE feeling of liking or disliking based on your beliefs or COGNITIONS about an object, person or event that leads to a BEHAVIORAL intention |
| Three Ways to Measure Attitudes | 1) Self-report 2) Behavioral 3) Physiological |
| Three Physiological Ways to Measure Attitudes | 1) Galvanic skin response 2) Pupillometrics 3) Facial feedback |
| Three Factors of Persuasion | 1) Source characteristics 2) Message characteristics 3) Recipient characteristics |
| Three Source Characteristics of Persuasion | 1) Credibility 2) Attractiveness 3) Power |
| Sleeper Effect | Phenomenon defined as the decrease in the impact of communicator credibility over time |
| Four Message Characteristics of Persuasion | 1) Strength of message 2) One-sided vs. two-sided 3) Conclusion-drawing 4) Rate of presentation How you handle each of these features of your message formation should vary based on how intellectual your audience is. |
| Social Judgment Theory | If you want to change somebody's attitude, you need to argue a position that falls within their latitude of acceptance but as close to their latitude of noncommittal as possible (the one exception being if you're highly credible) |
| Three Recipient Characteristics of Persuasion | 1) Self-esteem 2) Need for approval 3) Gender |
| Four Theories on Counterattitudinal Behavior | 1) Festinger's Cognitive Dissonance Theory 2) Bern's Self-Perception Theory 3) Incentive Theory 4) Impression Management Theory |
| Festinger's Cognitive Dissonance Theory | Dissonance is that rock in your stomach that you are MOTIVATED to resolve; it is a MOTIVATIONAL theory (examples: post-decision dissonance, blaming the victim, and effort justification) |
| Bern's Self-Perception Theory | COGNITIVE theory that we infer our attitude by looking at our behavior |
| Two Basic Premises by which Social Influence Works | 1) Mindlessness (copier study) 2) Heuristics (expensive = good, authority = right, etc.) |
| Perceptual Contrast | Seeing something wildly expensive right before something that is still expensive but significantly less so induces the feeling that we are getting a bargain |
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