Social Psych 6+7
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| Attitudes can have different bases | Attitudes are not always equally informed by all of the attitudinal components
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| elaboration likelihood model (ELM) | Two routes by which attitudes can be changed: central and peripheral
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| add new cognitions | -Provide justification for our behavior
-"If i only text while driving when I need to, then it's okay"
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| 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)
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| specific types of dissonance | -effort justification
-choice justification
-insufficient punishment
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| terror management theory | -Knowledge of our own mortality = ultimate self-esteem threat
-Reminders of mortality increase concern with, and adherence to, cultural worldviews
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| 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)
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| 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
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| cultural worldviews | -Resilient, political orientation, core personal values
-Protects us from existential terror by offering: meaning, real immortality (afterlife), and symbolic immortality
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| Personal relevance (Petty and Cacioppo, 1984) | IV: Personal relevance
IV: argument quality
IV: Number of arguments - 3 or 9
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| 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
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| how to reduce cognitive dissonance | -change our behavior
-change our cognitions
-add new cognitions
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| change our behavior | -Least likely to choose - shows that you were wrong
-Can be difficult to change (addiction)
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| 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"
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| 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
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| 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
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| choice/illusion of choice | Have to believe that you freely willed yourself to this behavior
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| low external justification | Can't be external explanation for why you behaved in that behavior
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| 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"
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| 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
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| 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
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| Terror management theory research | People are reminded of their mortality
-"Write about your own death"
-Complete questionnaire in front of a funeral home
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| Terror management theory consequences | -Avoid maladaptive behavior (staying out of the sun, quitting smoking,,,)
-More aggression toward out-groups
-Reinforce values
-More patriotic
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| attitude | Evaluation of an object/person/stimulus in our environment
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| three components to any attitude | -cognitive
-affective
-behavioral
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| cognitive attitude | -Thoughts about the attitude object
-Thing you have an attitude about
-Reasons why something would be good/bad
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| affective attitude | Emotions/values towards the attitude object
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| behavioral attitude | -Actual behaviors towards the attitude object
-How you act towards it
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| attitude change - Yale Attitude Change Approach - 1950s | Who says what to whom
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| attitude change - Yale Attitude Change Approach - 1950s - who | Attractiveness, similarity, expertise
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| attitude change - Yale Attitude Change Approach - 1950s - what | Personal relevance, attitude inoculation
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| attitude change - Yale Attitude Change Approach - 1950s - whom | Audience characteristics: age, need for cognition
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| 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
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| 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
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| Elaboration Likelihood Model (ELM) - other techniques | -mere exposure
-classical conditioning
-cognitive dissonance
-fear appeals
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