13.3- Attitudes, Behaviour, and Effective Communications

Question 1

elaboration likelihood model (ELM)

Answer 1

a dual process model of persuasion that predicts whether factual information or other types of information will be most influential

Question 2

central route to persuasion

Answer 2

all about substance; it focuses on facts, logic, and the content of a message in order to persuade

Question 3

peripheral route to persuasion

Answer 3

focuses on features of the issue or presentation that are not factual (ex: the attractiveness of the person delivering the info)

Question 4

construal-level theory

Answer 4

which describes how information effects us differently, depending on our psychological distance from the information (info more personal to us- closer to us)
(info more general= more distant)

Question 5

indentifablevictim effect

Answer 5

describes how people are more powerfully moved to action by the story of a single suffering person than by information about a whole group of people- specific detail (1 girl does, 1000 people die)

Question 6

attitude inoculationia

Answer 6

strategy for strengthening attitudes and making them more resistant to change by first exposing people to a weak counter-argument and then refuting that argument

Question 7

door-in-the-face

Answer 7

technique involves asking for something relatively big, then following with a request for something small

Question 8

foot-in-the-door

Answer 8

technique making a simple request followed by a more substantial request

Question 9

cognitive dissonance theory

Answer 9

describing that when we hold inconsistent beliefs, this creates a kind of aversive inner tension or “dissonance”, we are than motivated to induce this tension