Chapter 13.3 - Flashcards

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1
Q

Attitude

A

Like or dislike that influences behavior

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2
Q

Cognitive Dissonance

A

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.

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3
Q

Central Route to Persuasion

A

When people take a decision seriously, they invest the necessary time and effort to evaluate the evidence and logic behind each message.

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4
Q

Peripheral Route to Persuasion

A

When people listen to a message on a topic they consider unimportant, they attend to more superficial factors.

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5
Q

Foot-in-the-door Technique

A

Starts with a modest request, which you accept, and follows with a larger request.

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6
Q

Bait-and-Switch Technique

A

First offers an extremely favorable deal, gets the other person to commit to the deal and then makes additional demands.

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7
Q

That’s-not-all Technique

A

Someone makes an offer and then improves the offer before you have a chance to reply.

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8
Q

Sleeper Effect

A

Delayed persuasion by an initially rejected message

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9
Q

Forewarning Effect

A

Simply informing people that they are about to hear a persuasive speech activates their resistance and weakens the persuasion.

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10
Q

Inoculation Effect

A

People first hear a weak argument and then a stronger argument supporting the same conclusion.

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11
Q

Proximity

A

(Closeness) We are most likely to become friends with people who live or work in proximity to us.

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12
Q

Mere Exposure Effect

A

The principle that the more often we come in contact with someone or something, the more we tend to like that person or object.

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13
Q

Exchange (Equity Theories)

A

Social relationships are transactions in which partners exchange goods and services.

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14
Q

Conformity

A

Altering one’s behavior to match other people’s behavior or expectations.

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15
Q

Group Polarization

A

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.

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16
Q

Groupthink

A

An extreme form of group polarization, when the members of a group suppress their doubts about a group’s decision for fear of making a bad impression or disrupting group harmony.