Chapter 13.3 - Flashcards
Attitude
Like or dislike that influences behavior
Cognitive Dissonance
A state of unpleasant tension that people experience when they hold contradictory attitudes or when their behavior contradicts their stated attitudes, especially if the inconsistency distresses them.
Central Route to Persuasion
When people take a decision seriously, they invest the necessary time and effort to evaluate the evidence and logic behind each message.
Peripheral Route to Persuasion
When people listen to a message on a topic they consider unimportant, they attend to more superficial factors.
Foot-in-the-door Technique
Starts with a modest request, which you accept, and follows with a larger request.
Bait-and-Switch Technique
First offers an extremely favorable deal, gets the other person to commit to the deal and then makes additional demands.
That’s-not-all Technique
Someone makes an offer and then improves the offer before you have a chance to reply.
Sleeper Effect
Delayed persuasion by an initially rejected message
Forewarning Effect
Simply informing people that they are about to hear a persuasive speech activates their resistance and weakens the persuasion.
Inoculation Effect
People first hear a weak argument and then a stronger argument supporting the same conclusion.
Proximity
(Closeness) We are most likely to become friends with people who live or work in proximity to us.
Mere Exposure Effect
The principle that the more often we come in contact with someone or something, the more we tend to like that person or object.
Exchange (Equity Theories)
Social relationships are transactions in which partners exchange goods and services.
Conformity
Altering one’s behavior to match other people’s behavior or expectations.
Group Polarization
If nearly all the people who compose a group lean in the same direction on a particular issue, then a group discussion moves the group as a whole even further in that direction.
