Attitudes Change Flashcards
what is the difference between imitation and modeling in attitude formation?
imitation versus being influenced.
Conscious vs unconscious.
source factors
WHO is delivering the message.
what are the source factors of the elaboration likelihood model.
trustworthy
expertise
attractiveness
sleeper effect
Central Route
Message elaboration; the path of cognitive processing that involves scrutiny of message content
Peripheral Route
Mental shortcut process that accepts or rejects a message based on irrelevant/superficial cues
what are the target factors of the elaboration likelihood model.
personal relevance need for cognition distraction prior knowledge personality traits
what are the message factors of the elaboration likelihood model.
Strong vs. weak arguments
Long arguments
Unilateral vs. bilateral arguments
Need for closure (Pierro et al., 2004)
unilateral vs bilateral arguments.
highlighting the positive features vs more complex highlighting argument that doesn’t offer closure.
Cognitive Dissonance Theory (Festinger, 1957)
believes that.
we cannot hold incomparable beliefs in regards to our behavior unless we will feel distress and will need to change our behavior or beliefs to minimize this distress.
‘foot in the door’ technique.
Once the person has accepted the first inquire, accepting to listen you are going to accept further requests. Further persuasion will happen.
low-ball technique
even if the conditions are worse, you are going to accept it.
That’s-not-all technique
perceived they were getting more with just a little higher of price
Explain ‘imitation’ increases the possibility of positive perspective of others.
Copying behavior has shown to cause change of opinion of others i.e. imitating regional accents, results showed they began change on how they say other regional accents.
how is modeling is different from imitation?
we may see the other persons behavior and not necessarily engage in imitation straight away.
Mere Exposure Effect is defined as…
a
Central route is targeted if there is a desire for a _________ change in people’s attitudes.
long-term
Peripheral route is related to what social influence technique?
Foot-in-the-door technique
Bilateral argument
More complex highlighting argument that doesn’t offer closure.
Unilateral argument
the argument that highlights pros and cons and it does not need as much knowledge or skill to comprehend as a bilateral argument.
this model is defined by the discomfort from holding incompatible beliefs (Festinger, 1957)
Cognitive Dissonance Theory.
According to the Theory of Planned Behavior (Azjen, 2001) attitudes towards behavior, subjective norms and perceived behavioral control are the components of…
Behavioral intention that transfers to actual behavior.
