chap 20

Question 1

Attitude

Answer 1

predisposition to act, think, and feel in a particular ways

Question 2

Self-concept

Answer 2

how we see ourselves; total perception of ourselves

Question 3

Compliance

Answer 3

change or maintenance of behavior to avoid discomfort or rejection and to gain approval

Question 4

Identification

Answer 4

seeing oneself as similar to another person/group and accepting the attitudes of another person/group as one’s own

Question 5

Internalization

Answer 5

incorporating the values, ideas, and standards of others as a part of oneself

Question 6

Cognitive dissonance

Answer 6

the uncomfortable feeling when a person experiences contradictory or conflicting thoughts, attitudes, beliefs, or feelings

Question 7

Self-justification

Answer 7

the need to rationalize one’s attitude and behavior

Question 8

Boomerang effect

Answer 8

a change in attitude or behavior opposite of the one desired by the persuader

Question 9

Sleeper effect

Answer 9

delayed impact on attitude change of any persuasive communication

Question 10

Inoculation effect

Answer 10

developing resistance to persuasion by exposing a person to arguments that challenge their beliefs so that they can practice defending them

Question 11

Brainwashing

Answer 11

an extreme form of attitude change

Question 12

counterattitudinal behavior

Answer 12

behavior that is inconsistent with an attitude