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34 Cards in this Set
- Front
- Back
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attitude
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a belief and feeling that can predispose our response to something or someone
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role
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a set of norms that defines how people in a given social positoin ought to behave
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foot-in-the-door phenomenon
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the tendency for people who have first agreed to a small request to comply later with a larger request
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low-ball technique
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a tactic for getting people to agree to something. people who agree to an inital request will often still comply when the requester ups the ante. people who recieve only the costly request are less likely to comply with it
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cognititve dissonance
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tension that arises when one is simultaneously aware of two inconsistent congnitions. For example, dissonance may occur when we realize that we have acted contrary to our attitudes or made a decision favoring an alternative despite reasons favoring another
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self-perception theory
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the theory that when unsure of our attitudes, we infer them much as would someone observing us- by looking at our behavior and the circumstances under which it occurs
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interaction
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the effect of one factor (such as biology) depends on another factor (such as environment)
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door in the face
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influencer prefaced real request with one so large it is rejected
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low balling
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influencer secures agreenment with a srequest but increases its size with hidden costs
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thats not all folks
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influencer gives inflated request and then decreases its apparent size with discounts or bonus
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attitude inoculation
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exposing people to weak attacks on their attitudes so that when stronger attacks come they have refutations available
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compliance traps
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foot in the door, door in the face, low balling, thats not all folks
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high motivation
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central route
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low motivation
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peripheral route
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central route
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appeal to someones reason for they are motivated to think systematically and reasonably about a topic
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peripheral route
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people are busy, lazy or unmotivated to think about a topic so appeals to emotion. will focus on cues that trigger acceptance (source credibiliy, attractiveness, competency)
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three key ingredients of persuasion
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source (credibility, attractiveness), message (emotion/reason/both) and audience (uninvoled/involved)
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conformity
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we go along with other in response to group norms
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compliance
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we change our behavior in direct response to requests
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obedience
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we change our behavior in response to others
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implicit norm
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unspoken social rule
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explicit norm
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spoken social rule
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descriptive norm
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how things are done: how things tend to be
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prescriptive norm
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how things should be
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normative influence
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we accept influence to avoid being a deviant
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informational influence
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we accept influence because we believe others are correct in their judgements of social reality
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unambiguous social reality
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normative influence
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ambiguous social reality
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informational influence
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Factors influencing attitude-behavior consistency
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attitude specificity, attitude formation (direct vs indirect), external influence on behavior (social norm, reward/punishment), attitude awareness
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Self-perception theory
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when attitudes are ambiguous people will observe their own behavior and assume thier attitudes
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cognitive dissonance theory
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we adjust our attitudes to correspond w/ our behavior to avoid conflicting behavior and attitudes
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operant conditioning
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reward/punishment for behavior
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classical conditioning
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a nuetral stimulus is paired with positive or negative stimulus and neutral becomes linked to other stimulus
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attitude functions
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knowledge (knowing why you feel about something), instrumental (maximize reward/punishment), ego-defensive (protecting from inner dissonance) and value (oppertunity to express values)
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