#2 Exam (Review class/sheet)

Question 1

Components of attitudes? (Tripartite view)

Answer 1

-COGNITIVE-
beliefs about attitude object (pos & neg)
-AFFECTIVE-
emotions and feelings the object triggers (pos & neg)
-BEHAVIORAL-
reaction toward the object (pos & neg actions)

Question 2

Source of attitudes: Genes?

Answer 2

Twin studies

• high correlations on attitude strength and content for identical twins raised together OR apart
• significantly lower for fraternal twins

Question 3

Classical conditioning?

Answer 3

The case whereby a stimulus that elicits an emotional response is repeatedly experienced along with a neutral stimulus that does not, until the neutral stimulus takes on the emotional properties of the first stimulus

Question 4

Mere Exposure?

Answer 4

The tendency to develop more positive feelings toward objects & individuals the more we are exposed to them.

Question 5

Operant conditioning?

Answer 5

The case whereby behaviors that people freely choose to perform increase or decrease in frequency, depending on whether they are followed by positive reinforcement or punishment.

Question 6

Features of the Source of a Message that can Serve as Persuasive Cues?

Answer 6

Number of sources
Expertise
Credibility
Likeability
-attractiveness
-similarity
-in-group statusNumber of arguments
Reactions of others
-“social proof”
Mood
-classical conditioning

Question 7

Heider’s Balance Theory?

Answer 7

• balance: occurs when we agree with people we like and when we disagree with people we don’t like
• imbalance is aversive

Question 8

Source vs.Message: The Role of Audience Involvement?

Answer 8

Fort those high in involvement, the strength of argument matters

For those who are low in involvement, credibility of source matters

Question 9

Can subliminal messages influence behavior?

Answer 9

We are effected by subliminal cues.

-But the cues will not persuade to take action unless one is already motivated to do so.

Question 10

Cognitive Dissonance Theory: The Classic Version

Answer 10

• Cognitive Dissonance Theory: Inconsistent cognitions arouse psychological tension that people become motivated to reduce.
• Can lead to irrational and sometimes maladaptive behavior.
• Insufficient justification for behavior can lead to dissonance
• We are motivated by a desire for cognitive consistency.

Question 11

Evaluative condition?

Answer 11

Process by which we form an attitude toward a neutral stimulus because of its association with a pos or neg person, place, or thing

Question 12

Persuasion?

Answer 12

Changing an attitude

Question 13

Peripheral route to persuasion?

Answer 13

Process by which a person does not think carefully about a communication and is influenced instead by superficial cues

Question 14

Elaboration?

Answer 14

Process of thinking about and scrutinizing the arguments contained in a persuasive communication

Question 15

Self-Perception?

Answer 15

Theory that when internal cues are difficult to interpret, people gain self insight by observing their own behavior