CHAPTER 6: Attitudes Flashcards
Explain the central and peripheral route to persuasion and give examples of each
Central route to persuasion: the process of being persuaded throguh careful consideration of the strength of the arguments provided. An example of the central route would be school as a lot of the information is supported through statistics and research.
Peripheral route to persuasion: the process of which a person does not think about the strength of the arguement, but is influenced by non-central, superfical cues, such as appearance. An example of the peripheral route is seeing the majority of students with apple products on university campus.
explain cognitive dissonance theory and provide an example
cognitive dissonance theory is a theory holding that inconsistent cognitions arouses psychological tension that people become motivated to reduce. An example of cognitive dissonance is between your attitude and behaviors around dieting - you say you need to be on a diet, but keep eating ice cream. To reduce the dissonance, you change your attitude to “I don’t really need to be on that diet”
explain insufficient deterrence and insufficient justification
insufficient deterrence: a condition in which people refrain from engaging in a desireable activity, even when only mild punishment is threatened
insufficient justification: a condition in which people perform an attitude-discrepant behavior without recieving a large reward
False: the more money you tell people to lie, the more they will come to believe it
explain the implicit association test (IAT) and how it measures implicit attitudes
implicit attitudes: an attitude, such as prejudice, that one is not aware of having
implicit association test measures unconscious attitudes derived from the speed at which people respond to pairings of concepts
an example is pairing concepts of black and bad together and white and good together
explain psychological reactance
the theory that people react against threats to their freedom by asserting themselves and percieving the threatened freedom as more attractive.
freedom can mean someone is attempting to change their attitude or manipulate them
explain theory of planned behavior
the theory that attitudes towards a specific behavior combine with subjective norms and percieved control to influence a person’s actions
it suggests that an individual’s behavior is driven by their intentions, which are influenced by their attitudes toward the behavior, subjective norms, and perceived behavioral control.
what is the sleeper effect?
a delayed increase in the persuasive impact of a non-credible source
an example of the sleeper effect is if a skin care product is advertised by a non-credible influencer, and is not initally popular, but with time, people remember the overall message of the advertisement, and forget about the influencer’s role in the ad, and sales later increase.
what is an inocululation hypothesis
the idea that exposure to weak versions of of a persuasive argument increases later resistance to that arguement
