Attitudes & Persuasion Flashcards
Exam 2
What is cognitive dissonance?
A situation in which two cognitions contradict each other producing an uncomfortable state of arousal or tension (dissonance)
What are the 2 types of justifications that happen when we feel dissonance?
External and internal justification
What is external justification?
An explanation for dissonant behavior that resides outside the individual
What are some examples of external justification?
To get money, to reduct punishment
What happens when external justification is insufficient?
Move to internal justification
What is internal justification?
An explanation for dissonant behavior that resides within the person
What are some examples of internal justification?
One’s attitude or behavior
What is persuasion?
The process by which a message induces change in beliefs, attitudes, or behaviors
What are the 2 routes to persuasion?
Central and peripheral route
What is the central route?
Like to think/elaborate (actual message persuades them)
What is the peripheral route?
Don’t like to think (superficial things persuade them)
What factors lead to the central route?
Personal relevance of the message, out knowledge of the issue, if we are responsible for action
What does the central route lead to?
Long-lasting attitude change
What factors lead to the peripheral route?
Unmotivated or do not have ability to listen, distracted, tired, busy, not relevant
What does the peripheral route lead to?
Changeable attitudes
