12.6-12.9

Question 1

● The process by which one
person tries to change the
belief, opinion, position, or
course of action of another
person through argument,
pleading, or explanation.

Answer 1

PERSUASION

Question 2

= the
communicator is the
person delivering the
message.

Answer 2

Source

Question 3

= the actual
message should be clear
and well organized.

Answer 3

Message

Question 4

= the
characteristics of the
people who are intended
target of the message of
persuasion are also
important in determining
the effectiveness of the
meesage.

Answer 4

Target Audience

Question 5

= the form
through which a person
receives a message is also
important.

Answer 5

Medium

Question 6

● Model of persuasion stating that
people will either elaborate on
the persuasive message or fail to
elaborate on it and that the
future actions of those who do
elaborate are more predictable
than those who do not.

Answer 6

ELABORATION LIKELIHOOD
MODEL

Question 7

Type of information
processing that involves
attending to the content
of the message itself.

Answer 7

CENTRAL-ROUTE
PROCESSING

Question 8

Type of information
processing that involves
attending to factors not
involved in the message,
such as the appearance of
the source of the
message, the length of
the message, and other
noncontent factors.

Answer 8

PERIPHERAL-ROUTE
PROCESSING

Question 9

● Sense of discomfort or distress
that occurs when a person’s
behavior does not correspond to
that person’s attitudes.

Answer 9

COGNITIVE DISSONANCE

Question 10

● The forming of the first
knowledge that a person has
concerning another person.

Answer 10

IMPRESSION FORMATION

Question 11

There is a ___ in
impression formation: The first
time people meet someone,
they form an impression of that
person, often based on physical
appearance alone, that persists
even though they may later
have other contradictory
information about that person

Answer 11

primacy effect

Question 12

● The assignment of a person one
has just met to a category based
on characteristics the new
person has in common with
other people with whom one
has had experience in the past.

Answer 12

SOCIAL CATEGORIZATION

Question 13

○ a belief that a set of characteristics
is shared by all
members of a particular
social category

Answer 13

Stereotype

Question 14

(although not
always negative) are very
limiting, causing people to
misjudge what others are like and often to treat them
differently as a result.

Answer 14

● Social stereotypes

Question 15

● Categories into which people
place others are based on
something called an implicit
personality theory.
● Sets of assumptions formed in
childhood about how different
types of people, personality
traits, and actions are all related

Answer 15

IMPLICIT PERSONALITY THEORIES

Question 16

● The process of explaining one’s
own behavior and the behavior
of others.

Answer 16

ATTRIBUTION

Question 17

○ Originally developed by
social psychologist Fritz
Heider (1958) as a way of
not only explaining why
things happen but also
why people choose the
particular explanations of
behavior that they do.

Answer 17

ATTRIBUTION THEORY

Question 18

■ cause of behavior
attributed to
external factors,
such as delays, the
action of others, or
some other aspect
of the situation.

Answer 18

SITUATIONAL CAUSE

Question 19

■ cause of behavior
attributed to
internal factors
such as personality
or character.

Answer 19

DISPOSITIONAL CAUSE

Question 20

■ the tendency to
overestimate the
influence of
internal factors in
determining
behavior while
underestimating
situational factors.

Answer 20

FUNDAMENTAL
ATTRIBUTION ERROR

Question 21

= the
tendency to use
situational
attributions instead
of personal.people tend to
explain the actions
of others based on
what “kind” of
person they are
rather than
looking for outside
causes, such as
social influences or
situations

Answer 21

Actor-Observer
Bias