Exam 2

Front 1

Attitudes

Back 1

evaluation of an object

Front 2

WHat do attitudes include?

Back 2

affect, cognition and behavior

Front 3

Functions of Attitudes?

Back 3

Utilitarian, Ego defensive, value expressive, knowledge

Front 4

Components of Yale Model of Persuasive communication

Back 4

WHo, WHat, Whom, By what means, what restulsts

Front 5

Who

Back 5

source

Front 6

what

Back 6

message

Front 7

whom

Back 7

audience

Front 8

by what means

Back 8

medium

Front 9

what results

Back 9

effects

Front 10

Yale model of Persuasive communication steps in persuasion

Back 10

Exposure, attention, comprehension, acceptance, retention, action

Front 11

Systematic

Back 11

intentional process, more careful evaluation of message

Front 12

Heuristic

Back 12

shortcuts; relying on existing schemas, theories, and sterotypes

Front 13

Central Route

Back 13

Attitude change due to "elaboration"

Front 14

WHat are the three conditons to central route persuasion?

Back 14

Motivation; ability; strong arguments

Front 15

motivation

Back 15

relevance

Front 16

ability

Back 16

cognitive resources

Front 17

Peripheral Route

Back 17

Attitude change due to simple cues or rules

Front 18

What makes a successful peripheral route persuasion?

Back 18

Low motivation or ability

Front 19

Characteristics of the peripheral route?

Back 19

weak/no arugments, positive source cues, or heuristics are avaliable

Front 20

Attitude change in the Central Route?

Back 20

Long lasting, more predictive of behavior.

Front 21

Attitude change in Peripheral Route?

Back 21

Short lived and less predictive of behavior

Front 22

Central route is

Back 22

systematic

Front 23

Peripheral route is

Back 23

Heuristic

Front 24

Match between argument type and receiver characteristics is

Back 24

Critical.

Front 25

Source characteristics

Back 25

Attractiveness, credibility, role playing, number of arguments, persuasive techniques

Front 26

Credibility

Back 26

Expertise, trustworthiness, sleeper effect

Front 27

Sleeper effect?

Back 27

Message becomes more impactful later

Front 28

Message Characteristics?

Back 28

Quality, Vividness, Fear, Culture

Front 29

Quality

Back 29

Appeal to intended audience and refute other sides' argument

Front 30

Vividness

Back 30

identifiable victim effect

Front 31

Culture

Back 31

individual vs. collectivist

Front 32

Receiver Characteristics

Back 32

Need for cognition, mood, age

Front 33

How effective are consumer ads?

Back 33

THird--person effect

Front 34

How effective are political ad?

Back 34

Agenda setting

Front 35

How effective are public service anouncements?

Back 35

Many are not effective

Front 36

Markenting segmentation is

Back 36

very important for all messages

Front 37

Resistance to persuasion?

Back 37

Selective attention, selective evaluation, thought polarization hpothesis

Front 38

Dissonance

Back 38

cognitions contradict or behavior and cogntions contradict

Front 39

Effort justification

Back 39

exert high effort and have more commitment to goal than if had exerted less effort

Front 40

Decision justification

Back 40

Try to avoid post decision regret, make alternative even more desirable and devalue alternative

Front 41

Insufficient justificaiton

Back 41

Make attitude more in line with behavior.

Front 42

Social facilitaion

Back 42

Performance improves in presence of others vs. alone

Front 43

Social inhibition

Back 43

performance declins for complex/difficult tasks

Front 44

Social loafing

Back 44

Reduction in motivation and effort when working collectively

Front 45

Groupthink?

Back 45

the distorted decision--making process that results from not considering evidence or dissenting views

Front 46

Conformity

Back 46

going along with others ot fit in

Front 47

Bystander effect?

Back 47

as the number of people in an emergency increase, the likelihood of help decreases

Front 48

Deindividuation theory?

Back 48

state of decreased self-evaluation and apprehension that may result in anti-normative and or uninhibited behavior

Front 49

BAS

Back 49

behavioral approach system

Front 50

BIS

Back 50

Behavioral Inhibition system

Front 51

Social norms

Back 51

Customary rules for beliefs, values, behavior

Front 52

Descriptive vs. Injunctive

Back 52

what people do vs what they should do

Front 53

Pluralistic ignorance

Back 53

belief that most people follow a norm, but in reality they do not

Front 54

Prevention

Back 54

efforts used to reduce likelihood or severity of illness

Front 55

Normative education?

Back 55

change beliefs about prevalence and acceptability of peer substance use

Front 56

Norms

Back 56

Shared beliefs bout acceptable and unacceptable behaviors

Front 57

Percieved norms

Back 57

influence people's behaviors

Front 58

Dscriptive norms

Back 58

perceptions of actual behavior

Front 59

Injunctive norms

Back 59

perceptions of what others approve of

Front 60

Impression formation

Back 60

gives list of traits; people form unified impressions; they fill in the blanks

Front 61

Order effects

Back 61

information coming first as more of an impact on the overall impression

Front 62

Implicit Personality Theory

Back 62

Certain things go togheter

Front 63

Centrality

Back 63

WHat concepts are more central than others?

Front 64

Dual process theories

Back 64

Two modes of person perception; automatic and effortful

Front 65

Automatic

Back 65

fast; not affected by cognitive; not readily accessible

Front 66

Effortful

Back 66

Slow; impaired by cognitive load; conscious, deliberate

Front 67

Self-fulfilling prophecy

Back 67

an expectaion that alters a person behavior to produce the expected effect

Front 68

Four horsemen that predict dissolution?

Back 68

Criticism, contempt, defense, and stone-walling

Front 69

Satisfaction

Back 69

affected by rewards, costs, comparison level

Front 70

Commitment

Back 70

level of attachment, desire and willingness to work toward staying with