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Understanding groups and individuals > Attitude Change and Persuasion > Flashcards

Attitude Change and Persuasion Flashcards

1
Q

What is cognitive consistency theories?

A

The seeking to have coherent self, attitudes, thoughts, beliefs, values and behaviours. Attitude changes to be consistent with each other and the behaviour

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2
Q

What occurs when there is inconsistency among the self, attitudes e.g.?

A

There is an aversive state that arouses a desire to reduce the aversion

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3
Q

Who looked at cognitive dissonance?

A

Festinger, 1957

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4
Q

What is cognitive dissonance?

A

Conflict between related attitudes, cognitions, actions can lead to dissonance

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5
Q

What has cognitive dissonance theory been applied to?

A

People’s feelings of regret and changes of attitudes after making a decision, why we seek social support for our beliefs, attitude change to rationalise hypocritical behaviour, attitude change in a situation when someone has said something contrary to beliefs

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6
Q

How can tension be alleviated from cognitive dissonance?

A

By changing one of our existing cognitions or adding an extra one to “explain” this discrepancy

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7
Q

What are the possible resolutions from cognitive dissonance?

A

Changing the behaviour, change one or more cognitions or adding new cognitions

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8
Q

How can dissonance be initiated?

A

Forced compliance, decision-making, effort justification, free choice

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9
Q

What is forced compliance?

A

Inconsistency due a person being persuaded in a way that is inconsistent with an attitude

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10
Q

What can forced compliance induce?

A

A counter-attitudinal way

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11
Q

Who looked at forced compliance?

A

Festinger and Carlsmith

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12
Q

What did Festinger & Carlsmith (1959) find with forced compliance?

A

Boring task for 1 hour, persuade another person that the task was interesting. Paided with $1 or $20 for doing so

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13
Q

Who looked at decision making?

A

Brehm

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14
Q

What did Brehm (1958) do with decision making?

A

Rating desirability of 8 household products, product as a reward

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15
Q

What occurs when there is a choice between two highly desirable products?

A

High dissonance

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16
Q

What occurs when there is a choice between one highly desirable and one less desirable item?

A

Low dissonance

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17
Q

What was the control for Brehm (1956)?

A

A highly desirable product but no product

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18
Q

What was the findings from Brehm (1956)

A

Change in evaluation of products in high dissonance condition

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19
Q

What is effort justification?

A

Inconsistency when a person makes an effort for the achievement of a modest goal

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20
Q

What is the effort justification process?

A

Act is voluntary–> much effort expended–> goal first rated as negative–> cognitive dissonance–> goal then rated as positive

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21
Q

Who looked at effort justification?

A

Aronson and Mills, 1959

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22
Q

What were the findings from Aronson and Mills, 1957?

A

With female participants, when explicit descriptions (the severe condition) of sex were given they found the discussion more interesting compared to mild descriptions and the control

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23
Q

What is the selective exposure hypothesis?

A

When possible they will avoid exposure to information that might arouse dissonance

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24
Q

What is the alternative views to cognitive dissonance?

A

Self-perception and latitude of rejection and latitude of acceptance

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25
Q

What occurs at the latitude of acceptance?

A

Self perception

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26
Q

What occurs at the latitude of rejection?

A

Cognitive dissonance

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27
Q

What is compliance?

A

A superficial public change in behaviour and expressed attitudes in response to a request by another individual

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28
Q

What are the tactics for enhancing compliance?

A

Ingratiation and multiple requests

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29
Q

What is ingratiation?

A

Attempting to influence others by first agreeung with them and getting them to like oyou

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30
Q

What is Jones and Pittman’s 5 strategies and emotions?

A

Intimidating, exemplification, supplication, self-promotion and ingratiation

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31
Q

What is exemplification?

A

Eliciting guilt so others regard you as morally respectable

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32
Q

What is supplication?

A

Eliciting pity

33
Q

What is self promotion?

A

Eliciting respect

34
Q

What are the 3 techniques of compliance?

A

Foot-in-the-door, door-in-the-face and low-ball

35
Q

What is the reciprocity principle?

A

If we do other people favours they will be obliged to reciprocate due to guilt

36
Q

What is the foot-in-the-door technique?

A

People are more likely to accept a large request after a small request (Freedman & Fraser, 1966)

37
Q

Who looked at when the foot-in-the-door technique won’t work?

A

Foss & Dempsey, 1979

38
Q

When will the foot-in-the-door technique not work?

A

If the first request is too small or the second request is too large

39
Q

What is the door-in-the-face technique?

A

A large request is asked first and then rejected, the person is likely to agree to a smaller request which was the asker’s desire in the first place

40
Q

What is the low ball tactic?

A

Once people are committed to an action they are more likely to accept a slight increase in the cost of the action

41
Q

What are the 4 steps in persuasion process?

A

Attention, comprehension, acceptance and retention

42
Q

What is the Yale Attitude Change approach?

A

Attitude chance is influenced by 3 factors

43
Q

What are the 3 factors from the yale attitude change?

A

Source (Who), message (What), audience (to whom)

44
Q

What processes occurs from the message, source and audience?

A

Attention, comprehension and acceptance

45
Q

What is the outcome from the process of the Yale approach?

A

Opinion change, perception chance, affect change, action change

46
Q

Give examples of the source that can affect attitude change

A

Expertise, trustworthiness, attractiveness

47
Q

What characteristics of the audience will effect attitude change?

A

Self-esteem, individual differences, age, third person effect, disconfirmation bias

48
Q

What is disconfirmation bias?

A

Tendency to notice and refute weak arguments that contradict prior belief

49
Q

What is the third person effect?

A

People thinking they are less likely to persuasion

50
Q

How does self-esteem effect attitude change?

A

When people have low self esteem they are less attentive and more anxious when processing a message when they have self-esteem they are more self-assured

51
Q

How does age affect attitude change?

A

There is a high susceptibility during early adulthood (openness to new information) and later life but lower in middle adulthood (core attitudes are set)

52
Q

How do individual differences effect attitude change?

A

Need for cognition and a need for closure

53
Q

What are examples of the message of the communication?

A

One sided vs two sided and facts vs feelings

54
Q

How will one sided vs two sided messages affect persuasion?

A

Effectiveness depends on the audience such as intelligence

55
Q

How does facts vs feelings effect the messages?

A

Depends on the type of attitude held such as affect or cognition

56
Q

How does repetition effect the message of the communication?

A

Repeated exposure increases familiarity

57
Q

Who found the inverted U curve hypothesis for fear?

A

Janis, 1967

58
Q

Who found the protection motivation theory for fear?

A

Rogers, 1975

59
Q

What does the protection motivation theory say?

A

There is threat appraisal (e.g. severity) and a coping appraisal (e.g. response cost) which leads to protection motivation and a behaviour

60
Q

What is the heuristic-systematic model?

A

When we attend to a message we use systematic processing or using heuristics

61
Q

What is heuristics?

A

Mental shortcuts

62
Q

What is systematic processing?

A

When people scan and consider available arguments

63
Q

When do we switch from heuristics to systematic?

A

When people have a sufficiency threshold so heuristics will be used as long as they satisfy our need to be confident in the adopted attitude

64
Q

What is the elaboration likelihood model?

A

A theory about the thinking processes that might occur when we attempt to change a person’s attitude

65
Q

What is examples of elaboration?

A

Motivation (interest), ability (fatigue), opportunity (time)

66
Q

What is the route when there is high elaboration?

A

Central

67
Q

What is the route when there is low elaboration?

A

Peripheral

68
Q

What is the information processing when there is a central route?

A

Careful

69
Q

What is the information processing when there is a peripheral route?

A

Not careful

70
Q

Is there attitude change when there is high elaboration?

A

It depends on the quality of the arguments

71
Q

Is there attitude change when there is low elaboration?

A

Depends on the presence of persuasive cues

72
Q

Who looked at action research?

A

Lewin, 1943

73
Q

What is action research?

A

Attitude change is more effective if the active participator rather than a passive

74
Q

What are the 3 reasons for resistance to persuasion?

A

Reactance, forewarning, inoculation

75
Q

What is reactance?

A

People try to protect their freedom to act when they think their freedom isn’t there they will act to regain it

76
Q

What is forewarning?

A

Prior knowledge to persuasive intent so there is time to rehearse counter arguments

77
Q

What is inoculation?

A

A way of making people resistant to persuasion by providing a diluted counter-argument that they are build up an effective refutation to a stronger argument

78
Q

What are the two defenses for inoculation?

A

Supportive and inoculation

79
Q

What is supportive defences?

A

Attitude bolstering and additional argument for the original beliefs

Understanding groups and individuals (9 decks)

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