4.2: Attitude Formation and Attitude Change

Question 1

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

Answer 1

attitudes

Question 2

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

Answer 2

foot-in-the-door phenomenon

Question 3

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

Answer 3

Cognitive Dissonance Theory

Question 4

changing people’s attitudes, potentially influencing their actions.

Answer 4

Persuasion

Question 5

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

Answer 5

peripheral route persuasion

Question 6

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

Answer 6

central route persuasion