Attitudes And Persuasion

Question 1

___ - The beliefs and feelings we have about objects, people, and events. (Can affect our behavior in different situations. Major part of social cognition. Can foster strong emotions such as love or hate)

Answer 1

Attitudes

Question 2

____ can develop through classical or operant conditioning. And observational learning

Answer 2

Attitudes

Question 3

___ ___ - Is how we form our attitudes and opinions from the information we hear.

Answer 3

Cognitive evaluation

Question 4

The stronger the attitude someone has, the more predictive of the ___ someone has. (Attitudes are not always a good predictor)

Answer 4

Behavior

Question 5

____ ___ - May occur when someone’s attitudes do not line up with their actions (someone who believes smoking is bad but still smokes. Can cause feelings of tension)

Answer 5

Cognitive dissonance

Question 6

___ __ ___ - Suggests that we value goals and achievements that we have put a lot of effort into (The more difficult the initiation into a group, the more strongly someone in that group feels. Like the military, organizations, or clubs)

Answer 6

Justification of effort

Question 7

___ - The attempt to influence one’s attitude or views (attitudes don’t change but this is a way to get someone’s views to change)

Answer 7

Persuasion

Question 8

____ route - Based on evidence and logic, such as statistics in order to appeal to the person

Answer 8

Central route

Question 9

___ route - Attempts to persuade people more indirectly by getting people to associate objects, people, or events with positive or negative cues

Answer 9

Peripheral route

Question 10

If the central route is taken, the ____ stands alone, but does not do so in the peripheral route

Answer 10

Message

Question 11

____ can be used to get out the message (if more people hear the message the more likely it is that they will be persuaded to adopt those attitudes)

Answer 11

Repetition

Question 12

__-___ __ - That presents the facts from both points of view

Answer 12

Two-sided argument

Question 13

___ ____ - Arousing feelings with strong visual cues such as the music that is playing or the images shown (fear can also be aroused)

Answer 13

Emotional appeals

Question 14

___ ____ - A technique used, often in politics, to use vague sounding words and phrases

Answer 14

Glittering generalities

Question 15

___---___ ___ - This strategy is employed when the persuader asks for a small favor or task and builds up to larger ones, (also employed by political campaign)

Answer 15

Foot-in-the-door technique