4.2 Attitude Formation and Attitude Change

Question 1

Attitudes

Answer 1

Feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events.

Question 2

Foot-In-The-Door Phenomenon

Answer 2

The tendency for people who have first agreed to a small request to comply later with a larger request.

Question 3

Door-In-The-Face Phenomenon

Answer 3

After approaching someone with an unreasonable request and being declined, a follow up moderate request becomes more acceptable.

Question 4

Role

Answer 4

A set of expectations (norms) about a social position, defining how those in the position should behave.

Question 5

Leon Festinger

Answer 5

American social psychologist who originated the theory of cognitive dissonance.

Question 6

Cognitive Dissonance Theory

Answer 6

The theory that we act to reduce the discomfort (dissonance) when two of our thoughts (cognitions) are inconsistent. For example, when we become aware that our attitudes and actions clash, we can reduce the resulting dissonance by changing our attitudes.

Question 7

Persuasion

Answer 7

Changing people’s attitudes, potentially influencing their actions.

Question 8

Peripheral Route Persuasion

Answer 8

Occurs when people are influenced by incidental cues, such as a speaker’s attractiveness.

Question 9

Halo Effect

Answer 9

When we believe that beautiful or famous people are especially smart or trustworthy.

Question 10

Central Route Persuasion

Answer 10

Occurs when interested people’s thinking is influenced by considering evidence and arguments.