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18 Cards in this Set
- Front
- Back
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THEORY OF REASONED ACTION
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-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 |
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theory of planned behavior
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-an extension of the theory of reasoned action
-individuals consider their ability to perform the behavior |
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attitude to behavior process model
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-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 |
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persuasion
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efforts to change others' attitudes through the use of various kinds of messages
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systematic processing
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processing of info in a persuasive message that involves careful consideration of message content and ideas
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central route to persuasion
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attitude change resulting from systematic processing of info presented in persuasive messages
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heuristic processing
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processing of information in a persuasive message that involves the use of simple rules of thumb or mental shortcuts
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peripheral route to persuasion
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attitude change that occurs in response to peripheral persuasion cues, often based on info concerning the expertise or status of would-be persuaders
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elaboration-likelihood model (of persuasion)
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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
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reactance
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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 |
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forewarning
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advance knowledge that one is about to become the target of an attempt at persuasion
-often increases resistance to the persuasion that follows |
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selective avoidance
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a tendency to direct attention away from info that challenges existing attitudes
- increases resistance to persuasion |
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cognitive dissonance
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an internal state that results when individuals notice inconsistency among 2 or more attitudes or between their attitudes and their behavior
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trivialization
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a technique for reducing dissonance in which the importance of attitudes or behaviors that are inconsistent with each other is cognitively reduced
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speeding of alternatives
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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
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induced or forced compliance
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situations in which individuals are somehow induced to say or do things inconsistent with their attitudes
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lead-leads-to-more-effect
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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
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hypocrisy
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the public advocating of some attitudes or behaviors and then acting in a way that is inconsistent with these attitudes or behaviors
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