314 Exam 2

Front 1

Attitudes

Back 1

Evaluative reaction to people, things, and ideas
Exhibited in beliefs, feelings or behavior
Often determines what we do

Front 2

Attitude Object

Back 2

Can be concrete or abstract

Front 3

Types of Attitudes

Back 3

Cognitive
Affective
Behavioral

Front 4

Cognitive Attitude

Back 4

An attitude based primarily on people's beliefs about the properties of an attitude object.
EXAMPLE: Buying a car we look primarily at things like gas mileage and it's safety features.
Pro/Con list

Front 5

Affective Attitude

Back 5

An attitude based more on people's feelings and values than on their beliefs about the nature of an attitude object.
Difficult to change even with logical arguments.
EXAMPLE: We like a car based on the status it gives us,

Front 6

Behavioral Attitude

Back 6

An attitude based on observations of how one behaves toward an attitude object.
Self-Perception Theory
EXAMPLE: Ask a friend how much she likes exercising, it is behavior based if she says "I guess I like it, because i always seem to be going for a run or heading over to the gym to work out."

Front 7

Self-Perception Theory

Back 7

Under certain circumstances, people don't know how they feel until they see how they behave.

Front 8

Attitudes and Behavior

Back 8

Attitudes may not determine behavior.

Front 9

Attitude Change

Back 9

Attitudes may be changed by changing a behavior
Cognitive Dissonance
Counter-Attitudinal Advocacy.
Resisting Attitude Change

Front 10

Counter-Attitudinal Advocacy

Back 10

Stating an opinion or attitude that runs counter to one's private belief or attitude

Front 11

Resisting Attitude Change

Back 11

Psychological reactance "we want to do something a lot more when someone tells us not to do it"

Front 12

Persuasive Communication

Back 12

Communication advocating a particular side of an issue.
Central Route
Peripheral Route

Front 13

Central Route to Persuasion

Back 13

The case whereby people elaborate on a persuasive communication, listening carefully to and thinking about the arguments, as occurs when people have both the ability and the motivation to listen carefully to a communication.
Quality of arguments

Front 14

Peripheral Route to Persuasion

Back 14

The case whereby people do not elaborate on the arguments in a persuasive communication but are instead swayed by peripheral cues.
Attractiveness of Speaker
Length of Message
Credibility of presenter

Front 15

Persuasion depends on...

Back 15

Motivation to pay attention
Ability to pay attention
Strength of argument
If weak, use peripheral

Front 16

Fear-Arousing Communications

Back 16

Persuasive messages that attempt to change people's attitudes by arousing their fears.
Induce moderate fear.
Provide info to reduce fear.

Front 17

Attitude Change and Advertising

Back 17

With high personal relevance use logical statements
Cognitive
Central route
Utilitarian Aspects
Affective
Peripheral Route
Social Identity Aspects

Front 18

Conformity

Back 18

A change in behavior due to real or imagined influence of others
*Differs from compliance or obedience

Front 19

Informational Social Influence

Back 19

The influence of other people that leads us to conform because we see them as a source of information to guide our behavior; we conform because we believe that others' interpretation of an ambiguous situation is more correct than ours and will help us choose an appropriate course of action.
Social Norms

Front 20

Social Norms

Back 20

The implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members

Front 21

Normative Social Influence

Back 21

The influence of other people that leads us to conform in order to be liked and accepted by them; this type of conformity results in public compliance with the group's beliefs and behaviors but not necessarily private acceptance of those beliefs and behaviors
Body Image

Front 22

Consequences of Resisting

Back 22

Ostracism
Other members attempt to get deviant to conform

Front 23

Social Impact Theory`

Back 23

The idea that conforming to social influence depends on the strength of the group's importance, its immediacy, and the number of people in the group

Front 24

"Jeer Pressure"

Back 24

More likely to conform if they hear a person making fun of someone for a particular reason

Front 25

Group Size

Back 25

Bigger the group the more likely to conform using social influence

Front 26

Injunctive Norms

Back 26

People's perceptions of what behaviors are approved or disapproved by others

Front 27

Descriptive Norms

Back 27

People's perceptions of how people actually behave in given situations, regardless of whether the behavior is approved or disapproved of by others

Front 28

Scarcity

Back 28

The less something is available to us, the more we want it

Front 29

Door-In-the-face
Face-in-the-door

Back 29

Big to smaller request
Small to bigger request
*Attitude change after prior commitment

Front 30

Compliance to direct request

Back 30

We automatically and mindlessly comply to words such as "because" (at least for simple requests)

Front 31

Group

Back 31

Two or more people who interact and are interdependent in the sense that their needs and goals cause them to influence each other

Front 32

Groups can establish identity

Back 32

Social norms-apply to all members
Social roles-apply to specific members

Front 33

Social Roles

Back 33

Shared expectations in a group about how particular people are supposed to behave

Front 34

Social Facilitation

Back 34

The tendency for people to do better on simple tasks and worse on complex tasks when they are in the presence of others and their individual performance can be evaluated

Front 35

Social Loafing

Back 35

The tendency for people to relax when they are in the presence of others and their individual performance cannot be evaluated, such that they do worse on simple tasks but better on complex tasks.

Front 36

Deindividuation

Back 36

Held less responsible for your actions in a crowd
*Which can result in loosening f normal constraints on behavior and increase in deviant or impulsive acts

Front 37

Making decisions

Back 37

Groups are better than individuals in general,
IF THEY
rely on people with most expertise
are stimulated by each other's comments

Front 38

Process Loss

Back 38

Any aspect of group interaction that inhibits good problem solving
Groups do not find out who is most competent
Members cannot break from normative conformity

Front 39

Groupthink

Back 39

A kind of thinking in which maintaining group cohesiveness and solidarity is more important than considering the facts in a realistic manner.
Good for individual, not for group

Front 40

Negotiation

Back 40

A form of communication between opposing sides in a conflict in which offers and counteroffers are made and a solution occurs only when both parties agree

Front 41

Integrative Solutions

Back 41

Trade-offs according to the different interests.