Psychology Of Attitudes Final Exam

Front 1

What is a primitive belief?

Back 1

associates an attribute with an object on the basis of direct personal experience; these beliefs compose our basic truths about the world--very hard to change

Front 2

What is an inferential belief?

Back 2

a belief that goes beyond directly observable events

Front 3

What is an informational belief?

Back 3

knowledge that we have about objects that is neither directly observed nor inferred, but is provided to us by the verbalization of others

Front 4

It is generally necessary to ___ a person's beliefs, ___ old beliefs, or ___ new beliefs

Back 4

change; eliminate; introduce

Front 5

What is a belief syllogism?

Back 5

a set of three statements, two of which serve as premises that lead psychologically to a conclusion

Front 6

The ___ structure of a belief refers to the fact that the conclusion of one syllogism may also serve as the conclusion of other syllogisms

Back 6

horizontal

Front 7

What is hedonic consistency?

Back 7

also known as "wishful thinking", refers to the fact that there is a tendency for individuals to see things as consistent with their personal desires and wishes

Front 8

What is the socratic effect?

Back 8

the tendency for belief structures to become more logically consistent simply as a result of asking people to express their beliefs

Front 9

According to the theory of reasoned action, the immediate determinant of a person's overt behavior is the person's ___ to perform (or not perform) that behavior

Back 9

intention

Front 10

We can predict a person's intentions by knowing two things:

Back 10

the person's attitude toward the behavior, and the person's subjective norm

Front 11

the general subjective norm is based on the person's ___ and ___

Back 11

normative beliefs; motivation to comply

Front 12

What are primary beliefs?

Back 12

beliefs that serve as fundamental determinants of the variable that one is trying to change

Front 13

The beliefs that the influence attempt is designed to change are called ___ beliefs.

Back 13

target beliefs

Front 14

Beliefs that do not correspond to any of the informational items provided in the message are ___ beliefs.

Back 14

external

Front 15

Janis and King discovered that active participants appeared to ___ more and were more ___ with their talks

Back 15

improvise; satisfied

Front 16

Improvisational role playing is effective in producing ___ persuasion

Back 16

persisting

Front 17

What is biased scanning?

Back 17

the theory that you pay more attention to arguments that benefit your position -- it increase the salience of the positive arguments and therefore increases the changes of acceptance of the new attitude position

Front 18

What is the ownness bias?

Back 18

the theory that generators of arguments may be more influenced by their own arguments because they perceive them to be of higher quality

Front 19

What is a schema?

Back 19

a preexisting bias a person has that provides a framework or structure for beliefs on a particular issue

Front 20

The more time a person is given to think about some issue or object, the more ___that results.

Back 20

polarization

Front 21

What is the conformity effect?

Back 21

when people go along with the opinions or judgments of other people in the absence of any supporting arguments

Front 22

Communication that evokes cognitive responses that are supportive are called ___ or ___.

Back 22

proarguments; favorable thoughts

Front 23

Communication that evokes antagonistic cognitive responses are called ___ or ___.

Back 23

counterarguments; unfavorable thoughts

Front 24

How do we prevent ourselves from being persuaded?

Back 24

counterarguments

Front 25

What is anticipatory polarization?

Back 25

subjects would become more extreme in the direction of their initial tendency prior to receiving the message

Front 26

What is a cultural truism?

Back 26

beliefs that are so widely accepted in a given culture that people are unpracticed in defending it

Front 27

The more people responsible for some cognitive task, the ___ individual cognitive effort that would be exerted

Back 27

less

Front 28

What is the central route in the ELM?

Back 28

is taken when persuasion results from thinking about the issue or arguments under consideration

Front 29

What is the peripheral route in the ELM?

Back 29

results when persuasion results from non-issue-relevant concerns such as impression management motives, the attractiveness of the message's source, or one's social role