12.3 Attitudes and Persuasion

Question 1

cognitive dissonance

Answer 1

psychological discomfort that arises from a conflict in a person’s behaviors, attitudes, or beliefs that runs counter to one’s positive self-perception

Question 2

Attitude

Answer 2

evaluations of or feelings toward a person, idea, or object that are typically positive or negative

Question 3

justification of effort

Answer 3

theory that people value goals and achievements more when they have put more effort into them

Question 4

Persuasion

Answer 4

process of changing our attitude toward something based on some form of communication

Question 5

central route

Answer 5

logic-driven arguments using data and facts to convince people of an argument’s worthiness

Question 6

peripheral route

Answer 6

one person persuades another person; an indirect route that relies on association of peripheral cues (such as positive emotions and celebrity endorsement) to associate positivity with a message

Question 7

foot-in-the-door technique

Answer 7

persuasion of one person by another person, encouraging a person to agree to a small favor, or to buy a small item, only to later request a larger favor or purchase of a larger item