13.3 Attitudes, Behaviour, and Effective Communication

Question 1

Elaboration likelihood model

Answer 1

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

Question 2

Central route to persuasion

Answer 2

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

Question 4

Construal-level theory

Answer 4

describes how info affects us differently depending on our psychological distance from the info

Question 5

Identifiable victim effect

Answer 5

describes how people are more powerfully moved to action by the story of a single suffering person than by info about a whole group of people

Question 6

Attitude inoculation

Answer 6

a 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 technique

Answer 7

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

Question 8

Foot-in-the-door technique

Answer 8

Involves making a simple request followed by a more substantial request

Question 9

Cognitive dissonance theory

Answer 9

when we hold inconsistent beliefs, this creates a kind of aversive inner tension, or “dissonance”; we are then motivated to reduce this tension in whatever way we can