Chapter 6

Question 1

Persuasion

Answer 1

process by which attitudes are changed

Question 2

Peripheral Route

Answer 2

careless thinking about a communication leading to influence from superficial cues

Question 3

Central Route

Answer 3

careful thinking about a communication leading to influence from argument strength

Question 4

attitude

Answer 4

positive, negative, or mixed reaction to a person, object, or idea

Question 5

attitude scale

Answer 5

multiple-item questionnaire designed to measure a person’s attitude toward some object

Question 6

bogus pipeline

Answer 6

phony lie-detector device used to get respondents to give truthful answers to sensitive questions

Question 7

facial electromyograph (EMG)

Answer 7

electronic instrument that records facial muscle activity associated with emotions and attitudes

Question 8

implicit attitude

Answer 8

feeling, such as prejudice, that one is not aware of having

Question 9

Implicit Association Test (IAT)

Answer 9

measure of unconscious feelings from the speed at which people respond to pairings of concepts

Question 10

evaluative conditioning

Answer 10

process wherein one forms attitudes toward neutral stimuli because of association with positivity or negativity

Question 11

theory of planned behavior

Answer 11

proposal that attitudes toward behavior, subjective norms, and perceived control influence people’s actions

Question 12

elaboration

Answer 12

process of thinking about and scrutinizing the arguments contained in a persuasive communication

Question 13

sleeper effect

Answer 13

delayed increase in the persuasive impact of a noncredible source

Question 14

need for cognition

Answer 14

personality variable that distinguishes people based on how much they enjoy effortful cognitive activities

Question 15

inoculation hypothesis

Answer 15

idea that exposure to weak versions of persuasive argument increases later resistance to that argument

Question 16

psychological reactance

Answer 16

theory that people respond against threats to their freedom by asserting themselves

Question 17

cognitive dissonance theory

Answer 17

idea that inconsistent cognitions arouse psychological tension that people become motivated to reduce

Question 18

insufficient justification

Answer 18

condition in which people freely perform attitude-discrepant behaviors without receiving large rewards

Question 19

insufficient deterrence

Answer 19

condition in which people refrain from engaging in a desirable activity