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18 Cards in this Set

  • Front
  • Back
-suggests that the decision to engage in a particular behavior is the result of a rational process in which -behavioral processes are considered..
-consequences or outcomes of each are evaluated
- a decision is reached to act or not to act
- decision is then reflected in behavioral intentions
theory of planned behavior
-an extension of the theory of reasoned action
-individuals consider their ability to perform the behavior
attitude to behavior process model
-model of how attitudes guide behavior that emphasizes the influence of attitudes and stored knowledge of what is appropriate in a given situation on an individual's definition of the present situation
-this influences overt behavior
efforts to change others' attitudes through the use of various kinds of messages
systematic processing
processing of info in a persuasive message that involves careful consideration of message content and ideas
central route to persuasion
attitude change resulting from systematic processing of info presented in persuasive messages
heuristic processing
processing of information in a persuasive message that involves the use of simple rules of thumb or mental shortcuts
peripheral route to persuasion
attitude change that occurs in response to peripheral persuasion cues, often based on info concerning the expertise or status of would-be persuaders
elaboration-likelihood model (of persuasion)
a theory suggesting that persuasion can occur in either of 2 distinct ways -- systematic versus heuristic processing, which differ in the amount of cognitive effort or elaboration they require
negative reactions to threat to one's personal freedom
-increases resistance to persuasion and can even produce negative attitude change or that opposite to what was intended
advance knowledge that one is about to become the target of an attempt at persuasion
-often increases resistance to the persuasion that follows
selective avoidance
a tendency to direct attention away from info that challenges existing attitudes
- increases resistance to persuasion
cognitive dissonance
an internal state that results when individuals notice inconsistency among 2 or more attitudes or between their attitudes and their behavior
a technique for reducing dissonance in which the importance of attitudes or behaviors that are inconsistent with each other is cognitively reduced
speeding of alternatives
when individuals make a decision between 2 options, they tend to reduce the rating of the item they did not choose and increase the rating of the item they did choose
induced or forced compliance
situations in which individuals are somehow induced to say or do things inconsistent with their attitudes
the fact that offering individuals small rewards for engaging in couterattitudinal behavior often produces more dissonance, and so more attitude change, than offering them larger rewards
the public advocating of some attitudes or behaviors and then acting in a way that is inconsistent with these attitudes or behaviors