Attitudes (persuasion) Flashcards

1
Q

What is an attitude?

A

beliefs, feelings and behavioural tendencies affect our evaluations of the world and people

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2
Q

What are the 3 components of persuasion?

A
  1. who is the source?
  2. what is the message? how’s it being delivered?
  3. who is the target?
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3
Q

What are the 2 source characteristics?

A
  1. credibility (expertise and trustworthiness)
  2. non-verbal cues (body language)
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4
Q

What are the 2 cues in credibility?

A

Accepting cue - this person is credible so I’ll believe them
Discounting cue - this person is not credible so i’m wary of what they say

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5
Q

When first given messages which sources are most persuading?

A

High credibility sources

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6
Q

What is the dissociation hypothesis? What does it result in?

A

Remember the message but forget the source
Sleeper effect - more persuaded by low credibility sources later
Normal decay - less persuaded by high credibility sources later

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7
Q

What specific criteria is needed for sleeper effect to occur?

A
  1. discounting cue must be strong
  2. message alone is persuasive
  3. enough time must pass to forget source
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8
Q

What is the fast talking effect?

A

faster you speak, more persuasive you are

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9
Q

What are 2 target characteristics?

A
  1. non-verbal cues
  2. distraction
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10
Q

What was the result of nodding/shaking head experiment?

A

If nodding head, more likely to agree with argument; if shaking, less likely to agree

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11
Q

When do targets mirror source’s body language?

A

when they like the source

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12
Q

According to learning theory, why does distraction increase persuasion?

A

pairing unattractive message with enjoyable distraction increases message’s attractiveness (wrong)

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13
Q

According to counterarguments theory, why does distraction increase persuasion?

A

while distracted, can not come up with counterarguments to the message

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14
Q

Is attitude change caused by distractions long-lasting?

A

No (can think of counterarguments later)

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15
Q

What is the elaboration likelihood model?

A

2 ways of processing messages:
1. central route - conscious, deliberate, controlled, critical thinking
2. peripheral route - heuristics, automatic, attractiveness cues

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16
Q

What is the heuristic systematic model of persuasion?

A

choose processing route depending on importance of accurate decision making (central - accurate; peripheral - easier)

17
Q

What was the findings of the paper copier experiment?

A

If a large request, use central route and need real reason
If small request, use peripheral route and don’t need actual reason (just use word “because”)