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15 Cards in this Set
- Front
- Back
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balance theory
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Heider's theory that people prefer harmony and consistency in their views of the world.
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cognitive response model
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A theory that locates the most direct cause of persuasion in the self-talk of the persuasion target.
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theory of planned behavior
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A theory stating that the best predictor of a behavior is one's behavioral intention, which is influenced by one's attitude toward the specific behavior, the subjective norms regarding the behavior, and one's perceived control over the behavior.
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persuasion
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Change in a private attitude or belief as a result of receiving a message.
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nonreactive measurement
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Measurement that does not change a subject's responses while recording them.
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counterargument
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An argument that challenges and opposes other arguments.
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innoculation procedure
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A technique for increasing individual's resistance to a strong argument by first giving them weak, easily defeated versions of it.
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dual process model of persuasion
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A model that accounts for the two basic ways that attitude change occurs - with and without much thought.
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elaboration likelihood model
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A model of persuasive communication that holds that there are two routes to attitude change - the central route and the peripheral route.
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need for cognition
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The tendency to enjoy and engage in deliberative thought.
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consistency principle
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The principle that people will change their attitudes, beliefs, perceptions, and actions to make them consistent with each other.
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counterattitudinal action
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A behavior that is inconsistent with an existing attitude.
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cognitive dissonance
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The unpleasant state of psychological arousal resulting from an inconsistency within one's important attitudes, beliefs, or behaviors.
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impression motivation
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The motivation to achieve approval by making a good impression on other's.
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postdecisional dissonance
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The conflict one feels about a decision that could possibly be wrong.
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