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30 Cards in this Set
- Front
- Back
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Attitudes definition
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A psychological construct that represents your evaluations -- your like vs dislike -- about people, objects, and ideas
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3 places where attitudes come from
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Personal Experience (classical and operant conditioning)
You get sick from your mom’s vegetable soup...you develop an aversion to vegetable soup Social Learning As a child you watch your parents root for a team...you like that team Genetic Factors Attitudes of identical twins more similar than fraternal twins |
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Persuasion definition
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An attempt to change someone’s attitude through communication; the process by which attitudes are changed
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Yale attitude change approach
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Who says what to whom…might be must more willing to trust somebody if they have some expertise in area (like buying car from car salesman)
What (and how): what is the message..theoretically most important part of it…we should be much more convinced on strong arguments than weak arguments….how is the same argument in different ways…same exact words, but way it is presented may change your mind about it (funny, emotional, celebrity) To whom: us..people want to know about things, not know about things..stuff like that |
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Elaboration likelihood model
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Central route
This is for people who are paying attention..who want to think about things (having strong arguments) and people reading Peripheral route Influence us even though they shouldn’t…maybe not paying attention |
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Central route
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This is for people who are paying attention..who want to think about things (having strong arguments) and people reading
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Peripheral route
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Influence us even though they shouldn’t…maybe not paying attention
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Bases of attitudes
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Central route --> cognitive
Peripheral route --> affective |
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More about central route
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strong logical argument
systematic processing strong |
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More about peripheral route
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Peripheral cues
Heuristic processing weak |
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Attitudes definition
|
A psychological construct that represents your evaluations -- your like vs dislike -- about people, objects, and ideas
|
|
|
3 places where attitudes come from
|
Personal Experience (classical and operant conditioning)
You get sick from your mom’s vegetable soup...you develop an aversion to vegetable soup Social Learning As a child you watch your parents root for a team...you like that team Genetic Factors Attitudes of identical twins more similar than fraternal twins |
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Persuasion definition
|
An attempt to change someone’s attitude through communication; the process by which attitudes are changed
|
|
|
Yale attitude change approach
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Who says what to whom…might be must more willing to trust somebody if they have some expertise in area (like buying car from car salesman)
What (and how): what is the message..theoretically most important part of it…we should be much more convinced on strong arguments than weak arguments….how is the same argument in different ways…same exact words, but way it is presented may change your mind about it (funny, emotional, celebrity) To whom: us..people want to know about things, not know about things..stuff like that |
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Elaboration likelihood model
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Central route
This is for people who are paying attention..who want to think about things (having strong arguments) and people reading Peripheral route Influence us even though they shouldn’t…maybe not paying attention |
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Central route
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This is for people who are paying attention..who want to think about things (having strong arguments) and people reading
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Peripheral route
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Influence us even though they shouldn’t…maybe not paying attention
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Bases of attitudes
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Central route --> cognitive
Peripheral route --> affective |
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More about central route
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strong logical argument
systematic processing strong |
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More about peripheral route
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Peripheral cues
Heuristic processing weak |
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Elaboration likelihood model motivation
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Situational Factors
Personal Relevance Accountability Personal Factors Need for Cognition |
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Elaboration likelihood model ability
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Situational Factors
Time Pressure Distraction Personal Factors Background Knowledge Fatigue |
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3 independent variables of senior comprehensive exam speech
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1) motivation (personal relevance)
2) argument strength 3) peripheral cue (expertise) |
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Central route persuasion
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More stable over time
More resistant Stronger attitude |
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Peripheral route persuasion
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Less stable over time
Less resistant Weaker attitude |
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Mood and elaboration with attitude change
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Positive mood less elaboration
Feelings-as-information |
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Fear appeals with attitude change
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Too much fear defensiveness & inability of rational thought
Moderate fear + ways to reduce fear persuasion |
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Inoculation
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Making people immune to persuasion attempts by exposing them to small doses of arguments against their position
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Motivated confirmation bias
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Seek out information that supports our attitude
Ignore or question information that contradicts our attitude |
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Reactive theory
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Negative reaction against attacks on freedom
Pennebaker & Sanders (1976) IV: threat to freedom Threat: “Do not write on these walls under any circumstances” No Threat: “Please don’t write on these walls” DV: amount of graffiti after 1 week Results: More graffiti from participants in the Threat condition |
