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140 Cards in this Set
- Front
- Back
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attitudes |
Evaluations of people, objects and ideas.
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cognitively based attitude
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An attitude based primarily on people's beliefs about the properties of an attitude object.
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affectively based attitudes
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An attitude based more on people's feelings and values than on their beliefs about the nature of an attitude object.
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classical conditioning |
The phenomenon whereby a stimulus that elicits and emotional response (e.g., your grandmother) is repeatedly paired with neutral stimulus that does not (e.g. the smell of mothballs) until the neutral stimulus takes on the emotional properties of the first stimulus.
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operant conditioning
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The phenomenon whereby behaviors we freely choose to perform become more or less frequent, depending on whether they are followed by a reward (positive reinforcement) or punishment.
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behaviorally based attitude
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An attitude based on observations of how one behaves toward an attitude object.
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explicit attitudes
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Attitudes that we consciously endorse and can easily report.
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implicit attitudes
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Attitudes that are involuntary, uncontrollable, and at times unconscious.
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persuasive communication
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Communication (e.g., a speech or television ad) advocating a particular side of an issue.
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Yale attitude change approach
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The study of the conditions under which people are most likely to change their attitudes in response to persuasive messages, focusing on "who said what to whom" - the source of the communication, the nature of the communication, and the nature of the audience.
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elaboration likelihood model
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A model explaining two ways in which persuasive communications can cause attitude change: centrally, when people are motivated and have the ability to pay attention to the arguments in the communication, and peripherally when people do not pay attention to the arguments but are instead swayed by surface characteristics (e.g., who gave the speech).
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central route to persuasion
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The case whereby people elaborate on a persuasive communication, listening carefully to and thinking about the arguments, as occurs when people have both the ability and the motivation to listen carefully to a communication.
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peripheral route to persuasion
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The case whereby people do not elaborate on the arguments in a persuasive communication but are instead swayed by peripheral cues.
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need for cognition
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A personality variable reflecting the extent to which people engage in an enjoy effortful cognitive activities.
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fear arousing communications
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Persuasive messages that attempt to change people's attitudes by arousing their fears.
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heuristic-systematic model of persuasion
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An explanation of the two ways in which persuasive communications can cause attitude change: either systematically processing the merits of the arguments or using mental shortcuts (heuristics), such as "experts are always right."
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attitude inoculation
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Making people immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position.
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reactance theory
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The idea that when people feel their freedom to perform a certain behavior is threatened, an unpleasant state of reactance is aroused, which they can reduce by performing the threatened behavior.
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attitude accessibility
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The strength of the association between an attitude object and a person's evaluation of that object, measured by the speed with which people can report how they feel about the object.
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Theory of planned behavior
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The idea that the best predictors of a person's planned, deliberate behaviors are the person's attitudes toward specific behaviors, subjective norms, and perceived behavioral control.
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subliminal messages
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Words or pictures that are not consciously perceived but may nevertheless influence people's judgments, attitudes, and behaviors.
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belief
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Choose one: A [belief/attitude] is a piece of information about something, facts or opinions (thoughts/cognitions)
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belief
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Choose one: who the president is a/an [belief/attitude]
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belief
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Choose one: if it's cloudy outside is a/an [belief/attitude]
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belief |
Choose one: A [belief/attitude] is a general or global evaluation that people hold in regard to themselves, other people, objects, events, or ideas (favorable or unfavorable)
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attitude
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Choose one: whether you like the President is a/an [belief/attitude]
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attitude
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Choose one: Whether you like clouds is a/an [belief/attitude]
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choosing, explaining
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Attitudes are for [explaining/choosing] and beliefs are for[explaining/choosing].
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affective
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People's emotional reactions toward the attitude object are an example of [affective/ behavioral/ cognitive] based attitudes.
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cognitive
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Attitudes based on appraisal of the positives and negatives of an issue are an example of [affective/ behavioral/ cognitive] based attitudes.
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affective
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People's attitudes that come from morals are an example of [affective/ behavioral/ cognitive] based attitudes.
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affective
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People's attitudes that come from their religious value system are an example of [affective/ behavioral/ cognitive] based attitudes.
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affective
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People's attitudes that come from their sensory reactions (disgust/fear) are an example of [affective/ behavioral/ cognitive] based attitudes.
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affective
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People's attitudes that express their basic value system are an example of [affective/ behavioral/ cognitive] based attitudes.
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behavioral
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People's attitudes that are based on their observations of how they behaves toward an attitude object are example of [affective/ behavioral/ cognitive] based attitudes.
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behavioral
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People's attitudes that are based on scanning behaviors and basing their attitude on observation of their own behaviors are example of [affective/ behavioral/ cognitive] based attitudes.
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cognitive
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People's attitudes that are based on their beliefs about the properties of the attitude object are example of [affective/ behavioral/ cognitive] based attitudes.
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cognitive
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People's attitudes that are based on relevant facts about an attitude object are example of [affective/ behavioral/ cognitive] based attitudes.
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cognitive
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People's attitudes that are based on objective merits of an attitude object are example of [affective/ behavioral/ cognitive] based attitudes.
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attitude scale
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A multiple-item questionnaire designed to measure a person's attitude toward some object.
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bias
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main problem of self report measures of attitudes.
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self report measures
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Measures of attitudes include: 1) ___________, 2) covert measures
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covert measures
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Measures of attitudes include: 1) self report measures, 2) ___________
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participant anonymity
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Researchers solve the problems of self-report measures by, 1) ___________, and 2) obscure the true purpose of the study.
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obscure the true purpose of the study
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Researchers solve the problems of self-report measures by, 1) participant anonymity, and 2) ___________.
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Bogus Pipeline
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Term for a method of reducing false answers from participants by tricking them into believing that the researchers can read their true feelings.
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covert measures of attitude and behavior
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What is the bogus pipeline used for?
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Facial Electromyograph |
An electronic instrument that records facial muscle activity associated with emotions and attitudes.
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covert measures of attitude and emotions
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What is a facial electromyograph (EMG) used for?
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behavioral observations (e.g. thrown political leaflets)
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A covert method of measuring people's attitudes.
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implicit attitudes test
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Computerized method that measures people's reaction times in order to assess the feelings they have toward themselves and others.
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direct experience
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Attitudes come from 1) ___________, 2) mere exposure, 3) social learning (modeling, operant and classical conditioning), 4) genetics.
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mere exposure
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Attitudes come from 1) direct experience, 2) ___________, 3) social learning (modeling, operant and classical conditioning), 4) genetics.
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social learning (modeling, operant and classical conditioning),
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Attitudes come from 1) direct experience, 2) mere exposure, 3) ___________4) genetics.
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genetics
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Attitudes come from 1) direct experience, 2) mere exposure, 3) social learning (modeling, operant and classical conditioning), 4) ___________.
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mere exposure
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What is the term for when people evaluate an attitude object more positively as a result of having had more exposure to it?
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1
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The mere exposure effect is 1) very robust, 2) strong, but only when measured on attitudes to self, 3) moderately strong, 4) barely significant.
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dislike
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If you don't like something, the more you're exposed to it, the more you [like/dislike] it.
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mere exposure |
The simple repeated exposure of the individual to a stimulus is a sufficient condition for the enhancement of his [or her] attitude toward it.
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mere exposure
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The following explanation partly explains which psychological phenomena? People find it easier to perceive and cognitively process familiar stimuli (more fluent). Fluency is inherently pleasurable, so positive feelings make the stimuli more appealing.
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mere exposure
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The following explanation partly explains which psychological phenomena? Classical conditioning - repeated exposure of stimuli is paired with something very rewarding - the absence of any negative consequences (usually).
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fluency is more pleasurable
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Why does mere exposure work? 1) ___________, 2) classical conditioning.
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classical conditioning
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Why does mere exposure work? 1) fluency is more pleasurable, 2) ___________.
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modeling
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Three types of social learning that contribute to attitude formation 1) ___________, 2) classical conditioning, 3) operant (instrumental) conditioning.
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classical conditioning
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Three types of social learning that contribute to attitude formation 1) modeling, 2) ___________, 3) operant (instrumental) conditioning.
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operant (instrumental) conditioning
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Three types of social learning that contribute to attitude formation 1) modeling, 2) classical conditioning, 3) ___________.
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strengthened, weakened
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Operant (Instrumental) conditioning: Attitudes that are praised get________; attitudes that followed by negative reinforcement are ________.
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paired with
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Classical conditioning: Attitude object gets _______ another stimulus and evokes a reaction
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classical conditioning
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Where do attitudes come from in the following study? Participants showed greater attitude change in their enjoyment of the music when they were instructed to nod their heads up and down versus shaking head from side to side along with the music (Briñol & Pelly, 2003; Wells and Petty, 1980).
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do, small, larger
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Evidence suggests genetic factors [do/don't] play [small/large] role in our attitudes. Environment plays a [smaller/larger] role
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more, apart
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Attitudes of identical twins correlate [less/more] highly than non-identical twins even if twins are reared [apart/together].
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better
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Specific attitudes are [better/weaker] predictors of specific behaviors.
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specific
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The more ______ and attitude is, the better is predicts behavior.
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better
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Strong attitudes tend to be [better/ weaker] predictors of behavior as well
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better
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How accessible the attitude is, [better/ weaker] predicts behavior
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weaker
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Ambivalent attitudes tend to be [better/ weaker] predictors of behavior
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attitude toward the behavior
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Three key factors affecting our behavioral intentions (and consequently our behaviors) are: 1) ___________, 2) subjective norms, 3) perceived control (efficacy).
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subjective norms
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Three key factors affecting our behavioral intentions (and consequently our behaviors) are: 1) attitude toward the behavior, 2) ___________, 3) perceived control (efficacy).
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perceived control (efficacy)
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Three key factors affecting our behavioral intentions (and consequently our behaviors) are: 1) attitude toward the behavior, 2) subjective norms, 3) ___________.
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central, peripheral
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the two routes to persuasion are _______ & _______
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central
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[central/peripheral] route to persuasion: People are influenced by the strength and quality of the message.
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peripheral
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[central/peripheral] route to persuasion: People do not think critically about the contents of the message but focus instead on other cues.
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hold correct attitudes
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in regards to persuasion, people are motivated to ___________
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motivation, ability
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What are the two key factors that influence the amount of effort people will devote to carefully thinking about an attitude object?
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motivation, ability
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The elaboration likelihood model of persuasion says that: _______ + _______ = elaboration likelihood
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more
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If a person uses the central route in being persuaded, they are [less/more] likely to elaborate (in their minds) on the message
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less
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If a person uses the peripheral route in being persuaded, they are [less/more] likely to elaborate (in their minds) on the message;
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central
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If a topic has high personal relevance, people are more likely to use the ______route in evaluating persuasive arguments
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peripheral
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If a topic has low personal relevance, people are more likely to use the ______route in evaluating persuasive arguments.
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source
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Three key factors influencing the persuasiveness of an ARGUMENT include features of the: 1) ___________, 2) message, 3) audience.
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message
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Three key factors influencing the persuasiveness of an ARGUMENT include features of the: 1) source, 2) ___________, 3) audience.
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audience
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Three key factors influencing the persuasiveness of an ARGUMENT include features of the: 1) source, 2) message, 3) ___________.
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likability
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The SOURCE of a persuasive message is a key factor influencing the persuasiveness of their argument. This includes their:1) ___________, 2) expertise and credibility, 3) trustworthiness, 4) similarity with the audience, 5) in-group status, 6) familiarity, 7) number of sources.
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expertise and credibility
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The SOURCE of a persuasive message is a key factor influencing the persuasiveness of their argument. This includes their:1) likability, 2) ___________, 3) trustworthiness, 4) similarity with the audience, 5) in-group status, 6) familiarity, 7) number of sources.
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trustworthiness
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The SOURCE of a persuasive message is a key factor influencing the persuasiveness of their argument. This includes their:1) likability, 2) expertise and credibility, 3) ___________, 4) similarity with the audience, 5) in-group status, 6) familiarity, 7) number of sources.
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similarity with the audience
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The SOURCE of a persuasive message is a key factor influencing the persuasiveness of their argument. This includes their:1) likability, 2) expertise and credibility, 3) trustworthiness, 4) ___________, 5) in-group status, 6) familiarity, 7) number of sources.
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in-group status
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The SOURCE of a persuasive message is a key factor influencing the persuasiveness of their argument. This includes their:1) likability, 2) expertise and credibility, 3) trustworthiness, 4) similarity with the audience, 5) ___________, 6) familiarity, 7) number of sources.
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familiarity
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The SOURCE of a persuasive message is a key factor influencing the persuasiveness of their argument. This includes their:1) likability, 2) expertise and credibility, 3) trustworthiness, 4) similarity with the audience, 5) in-group status, 6) ___________, 7) number of sources.
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number of sources |
The SOURCE of a persuasive message is a key factor influencing the persuasiveness of their argument. This includes their:1) likability, 2) expertise and credibility, 3) trustworthiness, 4) similarity with the audience, 5) in-group status, 6) familiarity, 7) ___________.
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number of arguments offered
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A persuasive MESSAGE has the following factors that influence its persuasiveness: 1) ___________, 2) exclusivity (scarcity) of the arguments, 3) subtle emotional appeals (including fear and subliminal)
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exclusivity (scarcity) of the arguments
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A persuasive MESSAGE has the following factors that influence its persuasiveness: 1) number of arguments offered, 2) ___________, 3) subtle emotional appeals (including fear and subliminal)
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subtle emotional appeals (including fear and subliminal)
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A persuasive MESSAGE has the following factors that influence its persuasiveness: 1) number of arguments offered, 2) exclusivity (scarcity) of the arguments, 3) ___________
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their mood
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Key features of the target that influence the persuasiveness of an argument include, 1) ___________, 2) whether others like them want it.
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whether others like them want it
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Key features of the target that influence the persuasiveness of an argument include, 1) their mood, 2) ___________.
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reduce counter-argumentation in the target
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What is the key to persuasion?
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source
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Use of a sportsman to promote a product is an example of the importance of the [source/message/target] factor in the persuadability of a message.
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source and target
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Use of an "everyday guy" to promote a product is an example of the importance of the [source/message/target] factor in the persuadability of a message.
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source
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Use of a person in a lab coat to promote a product is an example of the importance of the [source/message/target] factor in the persuadability of a message.
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message
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Use of a large number of supporting arguments to promote a product is an example of the importance of the [source/message/target] factor in the persuadability of a message.
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source
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Offering weak arguments against your own message and countering them, is an example of the importance of the [source/message/target] factor in the persuadability of a message.
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source
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Using word-of-mouth to promote a product is an example of the importance of the [source/message/target] factor in the persuadability of a message.
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message
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Use of repeated assertions (same message presented in many ways) to promote a product is an example of the importance of the [source/message/target] factor in the persuadability of a message.
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message (repeated assertions)
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The fact that advertising is EVERYWHERE (back of toilet doors, inside elevator doors, on milk cartons) is an example of the importance of the [source/message/target] factor in the persuadability of a message.
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message
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Implying the scarcity of a product to promote it, is an example of the importance of the [source/message/target] factor in the persuadability of a message.
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message
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Implying the exclusivity of a product to promote it is an example of the importance of the [source/message/target] factor in the persuadability of a message.
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message
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Us of subliminal sexual messages to promote a product is an example of the importance of the [source/message/target] factor in the persuadability of a message.
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message
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Use of emotional appeals (eg references to Hitler, starving people) to promote a product is an example of the importance of the [source/message/target] factor in the persuadability of a message.
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mood
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Factors about the audience that influence their response to a persuasive argument, 1) ___________, 2) social proof, 3) distractions, 4) need for cognition
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social proof
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Factors about the audience that influence their response to a persuasive argument, 1) mood 2) ___________, , 3) distractions, 4) need for cognition
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distractions
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Factors about the audience that influence their response to a persuasive argument, 1) mood, 2) social proof, 3) ___________, 4) need for cognition
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need for cognition
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Factors about the audience that influence their response to a persuasive argument, 1) mood, 2) social proof, 3) distractions, 4) ___________
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individualist
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A persuasive argument in advertising, such as "She's got a style all her own" is more likely to work in a/an [individualist/collectivist] society
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individualist
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A persuasive argument in advertising, such as "Alive with pleasure" is more likely to work in a/an [individualist/collectivist] society
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individualist
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A persuasive argument in advertising, such as "You...only better" is more likely to work in a/an [individualist/collectivist] society
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individualist
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A persuasive argument in advertising, such as "A leader among leaders" is more likely to work in a/an [individualist/collectivist] society
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individualist
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A persuasive argument in advertising, such as "Treat yourself to a breath-freshening experience" is more likely to work in a/an [individualist/collectivist] society
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individualist |
A persuasive argument in advertising, such as "I love what it does for me. From any angle" is more likely to work in a/an [individualist/collectivist] society
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collectivist
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A persuasive argument in advertising, such as "We have a way of bringing people closer together" is more likely to work in a/an [individualist/collectivist] society
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collectivist |
A persuasive argument in advertising, such as "Celebrating a half century of partnership" is more likely to work in a/an [individualist/collectivist] society
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collectivist
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A persuasive argument in advertising, such as "Sharing is beautiful" is more likely to work in a/an [individualist/collectivist] society
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collectivist
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A persuasive argument in advertising, such as "Share the breath-freshening experience" is more likely to work in a/an [individualist/collectivist] society
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collectivist
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A persuasive argument in advertising, such as "The best relationships are lasting ones" is more likely to work in a/an [individualist/collectivist] society
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never, susceptible
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The Inoculation Hypothesis says that Attitudes that have [never/often] been questioned are particularly [susceptible/resistant] to persuasive arguments.
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weak, build
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By overcoming a [weak/strong] attack against your beliefs, you will [weaken/build] defenses against powerful arguments.
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scrutinize the message
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People who use the central route to persuasion (attitude change): 1) ____________ , 2) give a cognitive based response, 3) attitude change is more permanent.
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give a cognitive based response
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People who use the central route to persuasion (attitude change): 1) scrutinize the message, 2) ____________ , 3) attitude change is more permanent.
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attitude change is more permanent
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People who use the central route to persuasion (attitude change): 1) scrutinize the message, 2) give a cognitive based response, 3) ____________.
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do not scrutinize the message
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People who use the peripheral route to persuasion (attitude change): 1) ____________ , 2) give heuristic response, 3) attitude change is less permanent.
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give heuristic response
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People who use the peripheral route to persuasion (attitude change): 1) do not scrutinize the message, 2) ____________ , 3) attitude change is less permanent.
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attitude change is less permanent
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People who use the peripheral route to persuasion (attitude change): 1) do not scrutinize the message, 2) give heuristic response, 3) . |
