Ch. 20 Attitudes and social influence Flashcards
How we see or describe ourselves; our total perception or ourselves
Self- concept
A change or maintenance of behavior to avoid discomfort or rejection and to gain approval
Compliance
Seeing oneself as similar to another person or group and accepting the attitudes of another person or group as one’s own
Identification
Incorporating the values, Ideas, and standards of others as a part of oneself
Internalization
The uncomfortable feeling when a person experience contradictory thoughts, attitudes, beliefs , or feelings
Cognitive dissonance
The process of taking a public position that contradicts ones private attitude
Counterattitudinal behavior
The need to rationalize ones attitude and behavior
Self- justification
A belief, prediction, or expectation that operates to bring about its own fulfillment
Self-fulfilling prophecy
Preconceived attitudes toward a person or group that have been formed
w/o sufficient evidence and are not easily changed
Prejudice
The unequal treatment of individuals on the basis of their race, ethnic, group, age, gender, or membership, in another category rather than on the basis of individual characteristics
Discrimination
The direct attempt to influence attitudes
Persuasion
A change in attitude or behavior opposite of the one desired by the persuader
Boomerang effect
The delayed impact on attitude change of a persuasive communication
Sleeper effect
Developing resistance to persuasion by exposing a person to arguments that challenge his or her beliefs so that he or she can practice defending them
Inoculation effect
Extreme form of attitude change; user peer pressure, physical suffering, threats, rewards, guilt, and intensive indoctrination
Brainwashing
