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66 Cards in this Set
- Front
- Back
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Define attitude |
The positive or negative evaluations of people objects and ideas |
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What is affect? |
The positive/negative emotional response to an objects |
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What is behavior? |
How we act toward an object |
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What is cognition? |
Beliefs about the properties of an object |
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What are the three components of attitude? |
1) Affect 2) Behavior 3) Cognition |
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What is the problem with self-reported attiudes? |
They do not predict behavior very well |
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What did LaPierre research? |
He observed discrimination of a chinese-american couple at restaurants.
1) Only got refused service once 2) Survey said that 90% would not serve them |
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What does an implicit association test (IAT) do? |
It focuses on the unconscious attitudes by measuring how quickly we pair positive/negative words with objects |
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What is the principle of aggregation? |
The idea that we should average over many behaviors for better prediction |
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What is the level of specificity? |
The idea that we should ask about specific attitudes to better predict specific behavior |
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What does the theory of planned behavior include? |
1) Social norms 2) Perceived behavior control 3) Attitudes
All are predictors of behavior |
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What is the best predictor of behavior? |
Intentions! |
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What are the three lessons to take from the stanford prison experiment? |
1) Power of the situation can determine behavior 2) It could be that behavior comes first followed by attitude 3) Applications to hostage situations in war |
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How does the foot-in-the-door technique work? |
You start with a small request and eventually ask for a big one. |
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How is the foot-in-the-door technique based on self-perception? |
It takes advantage of people who infer attitudes by first observing our behavior |
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What is escalating behavior? |
Harmful acts as a result from momentum of smaller acts that build up and then change our attitudes |
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What is cognitive dissonance theory? |
Another explanation for why behavior affects attitudes |
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What are the main ideas that festinger's research is based upon? |
1) people are motivated by consistency between behavior and attitude 2) tension/anxiety when it feels inconsistent |
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How did festinger study cognitive dissonance? |
Paid either $1 or $20 to lie |
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What were the results of festinger's study? |
1) $20 was enough to justify lying 2) $1 caused a change in attitude to match behavior (" I really must have liked the task since I wasn't paid well to lie") |
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What is self perception theory? |
An alternative to cognitive dissonance theory |
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What does SP theory say we do when we find it difficult to interpret our feeling or have a weak attitude? |
We look to our behavior for clues |
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How does facial feedback work? |
Changes in facial expression triggers changes in emotion |
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What is embodied cognition? |
When we reflect our body's cues |
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How does embodied cognition work? |
It stems from the priming of abstract concepts (a person's warmth) from physical cues (hot/cold cup) |
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What is the overjustification effect? |
When motivation is reduced for rewarding people for what they already like |
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Why might rewards decrease motiviation? |
It does not create an internal drive |
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What does cognitive dissonance theory focus on? |
1) anxiety / tension 2) attitude change |
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What does self perception theory focus on? |
Attitude formation |
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What is persuasion? |
Messages that induce attitude or behavior change |
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How does the central route of persuasion work? |
It focuses on argument |
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What is an example of the central route of persuasion? |
Ads which include info about the product |
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How does the peripheral route of persuasion work? |
It focuses on emotion or other cues besides argument |
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What is an example of the peripheral rout of persuasion? |
Ads with celebrities, sex appeal, emotions |
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What determines which route of persuasion we use? |
Whether or not the target has the ability and motivation to use central route |
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What is credibility? |
A positive correlation with persuasion |
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What is likeability? |
1) similarity 2) physical attractiveness |
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What does the primacy vs recency effect focus on? |
Whether the first or last bit of info is more persuasive |
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What kinds of fear-based messages are the most effective? |
1) strong argument 2) provide info on how to cope with threat |
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What are subliminal messages? |
Words/pictures that are not consciously perceived but may influence attitudes |
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What were the results of greenwald's experiment? |
Neither subliminal memory or self-esteem messages had an affect on actual memory or selfesteem
Based on what they were told, participants slef reported an improvement |
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What were the results of murphy's experiment with chinese characters? |
There were a higher liking for characters people had subliminally "saw" |
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Do individual differences affect persuadability? |
Not necessarily |
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What is the idea behind forewarning and existence? |
That we are more likely to resist if forewarned (develop counterarguments) |
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Is lifecycle or generational explanation for attitude change more accepted? |
Generational as the attitudes of older people are generally stable |
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What is the lifecycle explanation for attitude change? |
That our attitudes become more conservative as we age |
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What is the generational explanation for attitude change? |
That we keep the attitudes we adopted when we were young |
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What did the explanations of Jonestown focus upon? |
Jones' charisma |
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What are the situational explanations for Jonestown? |
1) foot-in-the-door technique with income 2) removed outside social support 3) set in group / out group distinctions ("them vs us") |
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What are the components of persuasion used to recruit into cults? |
1) source: new members recruited by people they know 2) message: give consistent message of inclusion 3) audience: often young when attitudes are not yet stabilized |
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How does attitude inoculation work? |
You first expose someone to weakened counterarugments which triggers counterarguing which leads to resistance to later/stronger persuasive messages |
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What is conformity? |
the tendency to change our perceptions and behaviors in ways consistent with the group norms |
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What is compliance? |
When you carry out a direct request |
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What is obedience? |
When you comply with direct orders from someone with authority |
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How was Sherif's experiment performed? |
People were placed into a dark room and asked how much an unmoving light source moved. It found that groups of people tend to conform (even when individual after) |
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What is an informational purpose? |
When there is a difficult/unclear task, we use others to gain info/opinoins |
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What is a normative purpose? |
When we base our responses on group dynamics |
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What is public conformity? |
When you only pretend to accept the attitude (generally normative purpose)
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What is private conformity |
True acceptance of your attitude (generally informational purpose) |
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What group size tends to influence conformity? |
Groups with 4-6 members |
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What influence does having a partner in nonconformity have? |
The rate of conformity actually drops |
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What were the results of langer's xerox experiment? |
1) 60% comply with the request to cut in line 2) the word because increased compliance |
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What is the reciprocity norm? |
Feeling obliged to repay |
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How many people obeyed Milgram? |
65% |
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What is a core influence in the Milgram experiment? |
Situation! 1) location 2) experimenter 3) closeness 4) disobedient others |
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What is inflicted insight? |
Learning things about yourself that you hadn't agreed to beforehand |
