Psych 350 Exam #2

Front 1

Define: Attitude

Back 1

Evaluation of person, things, issues

Front 2

Attitude: Affective component

Back 2

emotional reaction to target
EX=I don't like the smell of cigarettes

Front 3

Attitude: Behavioral component

Back 3

how you act toward the target
EX=I don't associate with people who smoke.

Front 4

Attitude: cognitive component

Back 4

knowledge and beliefs about the target
EX= I believe smoking is dangerous

Front 5

Do attitudes relate to behavior?

Back 5

longtime debate, modern consensus is that they do.

Front 6

Cognitive Consistency

Back 6

we want out behaviors to be consistent with our attitudes.

Front 7

Cognitive Consistency--Dissonance

Back 7

behaviors are inconsistent with attitudes
- especially when negative outcomes: "I like Jeff Dunham, but I did not go see him."
-Dissonance can be uncomfortabe. we want to reduce it.

Front 8

Motivated to reduce cognitive consistency dissonance if:

Back 8

- it was your choice to behave as you did: "I could have gone to Jeff Dunham but I just didnt"
- Negative consequences are your own fault
- Anticipated bad consequences: i know i would be disapointed to not see him
- dissonance will maek you look bad: my friends think its strange that i didnt go

Front 9

Theory of Planned Behavior

Back 9

Behavior is influenced by intentions. Intentions are a function of: attitude, opinions of important, perceived

Front 10

Example of Theory of planned behavior

Back 10

Do you intend to go on a diet?
- my attitude about dieting is positive, my doctor and gf think i should, im not confident
- if you put the most weight on attitude, you will go on a diet
- If i put the most weight on what others want me to do, i will go on a diet
- if i put the most weight on my sense of control, i will not go on a diet

Front 11

standard model in health psych, consumer psych

Back 11

suggests that changing attitude might not lead to behavior change; behavior change could result from getting people to emphasize different components.
- if others want you to go on a diet you will be more likely to do so.

Front 12

how to change attitudes:

Back 12

Theory of planned behavior--> change set of beliefs and/or evaluation of current beliefs

Front 13

Example of changing attitudes

Back 13

condom use in men:
- decreases sensitivity, eval=bad
-easy to get, eval=good
We could--change beliefs, change evaluations, add new beliefs

Front 14

Changing attitude: Change beliefs--> condom use

Back 14

condoms are ultrathin, no noticeable decrease in sensation

Front 15

changing attitude: change evaluation--> condom use

Back 15

interruption to put on condom is quick enough that it doesnt ruin intimacy

Front 16

changing attitude: add new beliefs--> condom use

Back 16

wearing a condom benefits my partner as much as me. Eval= positive

Front 17

Dual Processing Model

Back 17

much more socially cognitive
- people evaluate attitude info either centrally or peripherally

Front 18

Dual processing model: Central

Back 18

careful treatment of info
- think about it, check accuracy
- quality of info
- do this when issue is one of importance to us
- ONE GREAT FACT

Front 19

Dual processing model: Peripheral

Back 19

respond to features of infor
- # and length of arguments
- who is making the argument?
- do this when issue is not important to us, overloaded, distracted

Front 20

Central approach to condom attitude

Back 20

strategy-->present detailed, best-supported health info from center of disease control

Front 21

Peripheral Approach to condom attitude

Back 21

(doesnt care as much so you have to take different approach)
- strategy--> "there are 15 arguments in favor of condom use" says the surgeon general

Front 22

dual processing model assumes:

Back 22

people accept new info IF they cannot effectively argue

Front 23

dual processing model: if you do the central approach

Back 23

info needs to be: not to discrepant from persons current position, consistent and focused, presented by a credible trusted source

Front 24

Resistance to Change

Back 24

-usually strong, even with trivial issues.
- resistance related to--> centrality to self-concept

Front 25

Compliance

Back 25

Go along with what someone asks you to do
"reform this behavior. whether you like it or not"

Front 26

conformity

Back 26

change you behavior in order to be like others

Front 27

How do people get us to comply?

Back 27

POWER

Front 28

Legitimate Power

Back 28

a social role gives the ability to make things happen--> people have to what you say (teacher, boss)

Front 29

reward power

Back 29

give people something positive if they change (do chores if you do this)

Front 30

coercive power

Back 30

give people something negative if they dont change (if you dont do this, i will deliver a negative outcome to you)

Front 31

expert power

Back 31

special knowledge about the behavior (dentist and flossing)

Front 32

informational power

Back 32

tell the person valuable about the behavior (no special expertise, happen to learn something you didnt know)

Front 33

referent power

Back 33

a model for others (if you want to be like me you have to do this)

Front 34

what if you dont have any of these powers? But you still want people to comply

Back 34

Weapons of influence

Front 35

Weapons of influence: Scarcity

Back 35

"order before midnight tonight!" you must act now; dont think about it

Front 36

W of I: authority

Back 36

"[respected person] say you should do this"
- actually a topic that the speaker has no special knowledge about

Front 37

diffusion of status

Back 37

high status in all areas, could be imagined status, E.g. actor talking about investment firm on commercial
- correlate with W of I authority

Front 38

W of I: reciprocity

Back 38

take this free gift just for checking us out. (theyve done something nice for you so you need to do something nice back)

Front 39

W of I: social proof

Back 39

"look how many people do what we ask them to do"
- E.g. 4 out of 5 doctor reccomend this
- idea of #s-- how can you argue with so many people?

Front 40

W of I: Foot in the door

Back 40

get compliance with small request then jump up to larger target request
"Please read this lit about our group"
- based on desire for consistency, need to keep acting lie you did

Front 41

information influence

Back 41

others know what to do , we dont

Front 42

normative influence: injunctive norm

Back 42

(what is approved of)
"please dont take chips to preserve park"
- theft went down

Front 43

normative influence: descritptive norm

Back 43

(what people are doing at this point)
"many past visitors have taken chips ruining natural state"
- theft went up

Front 44

when are people most likely to conform?

Back 44

- large # of people do it
- they are unanimous (unified that this is the behavior)
- group is attractive to person
- person doe not like to stand out ( be like the rest)--> individuation

Front 45

conformity is less likely

Back 45

- some deviant in group
- group is unattractive
- issue is of central importance to ourself concept
- person want to individuate

Front 46

social norms marketing

Back 46

- use of conformity pressure to decrease problem behaviors
- used to target behaviors in high school and college students such as smoking and drinking
- they show public that people their age dont do that

Front 47

evidence of social marketing

Back 47

- problem behavior are reduced in severe abusers
- but may encourage mild users to increase

Front 48

Prejudice

Back 48

negative feelings about a certain group

Front 49

stereotype

Back 49

belief about members of the group: mexicans are short tempered

Front 50

discrimination

Back 50

negative behavior toward disliked group: i wont hire mexicans

Front 51

reasons why we are prejudice

Back 51

- starts as early as 5
- childrens lit can be a major source
- by teen years prejudice is solidified
- rein-forced through soical networks
- media presentation

Front 52

Old fashioned racism

Back 52

white superiority, segregation, withhold resources

Front 53

aversive racism

Back 53

negative affect toward minorities, belief in equality, avoid interacting with minorities

Front 54

symbolic racism

Back 54

discrimination doesnt exist, minorities dont try, resentment of special treatment of minorities, related to overall anger, reject old fashions

Front 55

implicit stereotypes

Back 55

well learned, automatic reactions to outgroups-->uncontrollable

Front 56

why are people prejudiced?

Back 56

-evolutionary: be on guard against hostile other tribes
-conflict over resources: prejudice usually less severe wealthier countries
- social dominance

Front 57

social dominance

Back 57

belief in a need for hierarchies

Front 58

social dominance: paternalism

Back 58

high groups must take care of low groups: low groups must defer to high groups

Front 59

social dominance: legitimizing myth

Back 59

"if a group is low, its their own fault"--> women cant lead. they are too emotional

Front 60

minority perceptions on other minorities

Back 60

- light skinned blacks show prejudice to dark-skinned
- latinos and blacks show bias agaisnt
- both show bias against asians

Front 61

contact hypothesis

Back 61

reduction of stereotypes...prejudice results from lack of experience with outgroup members. should decrease as experience increases

Front 62

to reduce stereotypes:

Back 62

- must be of equal status
- must work on cooperative task
- mist have frequent and deep interaction
- EX. jigsaw classroom

Front 63

Re-categorization

Back 63

emphasize larger group classification, "we are all americans", blur group differences