Social Psych Chapter 7

Front 1

Cognitive Dissonance Theory

Back 1

a model proposed by Leon Festinger, which states that awareness of consonant cognitions makes us feel good, whereas awareness of dissonant cognitions makes us feel bad. Futher, the unpleasant feeling produced by dissonant cognitions motivate us to do something to change our state

Front 2

Consonant Cognitions

Back 2

Beliefs that are consistent or compatible with one another

Front 3

Dissonant cognitions

Back 3

Beliefs that are inconsistent or logically discrepant with one another

Front 4

Dissonance

Back 4

State of feeling bad or conflicted about one's own irrational behaviour

Front 5

3 Ways to Reduce Dissonance

Back 5

1) Change Behavior
2) Change belief --> value of the behavior
3) Add consonant cognition

Front 6

Induced Compliance paradigm

Back 6

A research methodology used to test dissonance theory that arouses dissonance by getting people to engage in counterattitudinal behaviour. In this paradign, participants are induced to comply with an experimenter's request that they behave in a way that is inconsistent with their attitudes

Front 7

Reverse Incentive Effect

Back 7

More money given for participants to engage in counterattitudinal behaviour, the less they actually changed their attitudes

People who were most favourable had to rationalize why they engaged to counteract dissonance

Front 8

Effort Justification

Back 8

Dissonance from wasted effort.

A research methodology used to test dissonance theory that arouses dissonance by getting people to invest time or energy to achieve a goal that may not be worthwhile

Front 9

Free Choice Paradigm

Back 9

A research methodology used to test dissonance theory that arouses dissonance by getting people to choose between two or more alternatives

Front 10

Postdecisional dissonance

Back 10

After making a decision, people almost always experience some dissonance.

Front 11

Impression management theory

Back 11

An alternative to dissonance theory that argues that participants in dissonance experiments want to appear consistent to the experimenter and therefore lie about their attitudes

Front 12

Self-Affirmation theory

Back 12

An alternative to dissonance theory that argues that people are threatened by behaviour that challenges their self-worth and can deal with this threat by reaffirming an important value

Front 13

Hypocrisy paradigm

Back 13

a research methodology used to test dissonance theory that arouses dissonance by having people publicly promote a socially desirable behaviour and then be made aware that they have not always exhibited the behaviour themselves in the past

Front 14

Preference for consistency (PFC)

Back 14

A disposition that represents the extent to which people desire predictability and consistency within their own responses and within others' responses

Front 15

Cognitive response theory

Back 15

model of persuasion that assumes that the impact of a message on attitudes depends on the thoughts evoked by the message

Front 16

Selective Exposure Hypothesis

Back 16

- People seek information that supports their attitudes and decisions (approach)

- People avoid information that is inconsistent with their attitudes and decisions (avoidance)

Front 17

Hard Sell

Back 17

Advertising strategy that relies on presenting information about the positive features of a product

Front 18

Heuristic Persuasion

Back 18

Attitude change resulting from cues that indicate that the position advocated ina message is valid

Front 19

Soft Sell

Back 19

Ad strategy that relies on the use of images, emotions, symbols, or values to promote a product

Front 20

Systematic-heuristic model

Back 20

Theory of attitude change that distinguishes between two types of processing that can occur in response to a persuasive message: systematic processing and heuristic processing

Front 21

Elaboration likelihood model

Back 21

Theory of attitude change that specifies the conditions under which people will think carefully about the content of a persuasive message. It distinguishes between two types of processing: central route to persuasion and the peripheral route to persuasion

Front 22

Systematic processing

Back 22

careful, deliberative analysis of the arguments in a message

Front 23

Heuristic processing

Back 23

Superficial analysis of a message that focuses on cues indicating the validity or invalidity of the advocated position

Front 24

Central route to persuasion

Back 24

persuasion that occurs when attitude change results from a careful analysis of the information in a persuasive communication

Front 25

Peripheral route to persuasion

Back 25

Persuasion that occurs when attitude change results from noncognitive factors; it encompasses evaluative conditioning and mere exposure

Front 26

Peripheral cues

Back 26

Simple features or heuristics that are assumed to indicate taht a message is valid

Front 27

Destructive Cult

Back 27

Rigidly structured group, led by a charismatic leader, that recruits and retains members using manipulative, deceptive techniques

Front 28

Characteristics of a Cult

Back 28

1) Rigidly structured rules and lifestyle
2) Charismatic Leader
3) Recruits members deceptively
4) Retains members via coercion
5) Isolated from established society
6) Portrays the world outside cult as evil
7) Offers simplistic solution to worlds problems

Front 29

4 Components of mind control

Back 29

Behaviour control
Information control
Thought Control
Emotions control

Front 30

Recruitment techniques

Back 30

1) Vulnerable young people
2) Isolation from non-cult influences
3) Sleep deprivation
4) Love Bombing
5) Repetition
6) Denial of Privacy
7) Reciprocity/guilt
8) Fear mongering