ATTITUDES | PERSUASION Flashcards

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1
Q

a positive, negative or mixed evaluation of an object that is expressed as some level of intensity – nothing more, nothing less

A

ATTITUDE

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2
Q

the process by which we form an attitude toward a neutral stimulus because of its association with a positive or negative person, place, or thing.

A

EVALUATIVE CONDITIONING

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3
Q

the process by which attitudes are changed

A

PERSUASION

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4
Q

two routes of persuasion

A

CENTRAL ROUTE AND PERIPHERAL ROUTE TO PERSUASION

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5
Q

the process by which a person thinks carefully about a communication and is influenced by the strength of its arguments.

rational and critical way of thinking

A

CENTRAL ROUTE

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6
Q

where people think about the information they receive in personally significant messages.

A

elaboration

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7
Q

people assess the validity of their thoughts

A

SELF-VALIDATION HYPOTHESIS

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8
Q

the process by which a person does not think carefully about communication and is influenced winstead by superficial cues

A

PERIPHERAL ROUTE TO PERSUASION

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9
Q

Human thoughts and feelings are influenced by the physical position, orientation, and movements of our bodies.

A

EMBODIMENT EFFECTS ON ATTITUDES

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10
Q

Embodiment effects on attitudes:

nodding their heads

A

agreed more with arguments

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11
Q

Embodiment Effects of attitudes:

arm flexing

A

associated with pleasant judgements

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12
Q

two track distinction between central routes help explain why persuasion can seem logical or illogical

the route chosen depends on the recipient’s ability and motivation to process the messages.

A

ROUTE SELECTION

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13
Q

influenced by three factors:
source
message
audience

A

PERSUASIVE COMMUNICATION

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14
Q

the source speaks clearly
the message is important
the audience us bright, attentive, involved, cares about the issue, and has time to absorb information

A

CENTRAL ROUTE

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15
Q

the source speech is too fast to comprehend.
the message is trivial or overly complex.
the audience is distracted, pressed for time, or uninterested.

A

PERIPHERAL ROUTE

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16
Q

inconsistent cognition arouses psychological tension that people become motivated to reduce

Leon Festinger

A

COGNITIVE DISSONANCE

17
Q

the desire for cognitive consistency can lead ro irrational and maladaptive behavior

A

COGNITIVE DISSONANCE

18
Q

People can justify their own behavior, even when it is inconsistent with their attitudes.

A

JUSTIFYING ATTITUDE-DISCREPANT BEHAVIOR

19
Q

a condition in which people freely perform an attitude-discrepant behavior without receiving a large reward.

A

INSUFFICIENT JUSTIFICATION

20
Q

a phenomenon in which the punishment for a behavior is not severe enough to prevent people from engaging in that behavior.

A

INSUFFICIENT DETERRENCE

21
Q

People alter their attitudes to justify their suffering

Coming to like what we suffer for

A

JUSTIFYING EFFORT

22
Q

People tend to make their decisions seem even better after they have made them

When good choices get even better

A

Justifying difficult decisions

23
Q
  1. unwanted negative consequences
  2. personal responsibility
  3. physiological arousal
  4. attribute the arousal to their behavior
A

4 STEPS FOR AROUSAL AND REDUCTION OF DISSONANCE