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Social Psychology > Chapter 6: Attitudes > Flashcards

Chapter 6: Attitudes Flashcards

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1
Q

What are Attitudes?

A

Positive and negative reactions to various persons, objects, and ideas.

Enables us to judge quickly and without much thought whether something we encounter is good or bad, helpful or hurtful, to be sought or avoided

Process is immediate and automatic

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2
Q

What are Self-Report Measures?

A

A way of assessing a person’s attitudes

A more direct and straightforward way to collect information

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3
Q

What are Attitude Scales?

A

These are tests of statements about an attitude object and that ask respondents to indicate their responses on multipoint scales

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4
Q

Who developed the most popular attitude scale and what is it called?

A

Rensis Likert; Likert Scale

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5
Q

What is a Bogus Pipeline?

A

An elaborate mechanical device that supposedly records our true feelings physiologically

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6
Q

What is the Bogus Pipeline used for?

A

It compels the respondents to tell the truth

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7
Q

What are Covert Measures?

A

Measures of attitudes which are collected indirectly.

Observable behavior is used

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8
Q

How are Covert Measures taken?

A 
Facial Electromyographs (EMG)
Implicit Associated Tests (IAT)
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9
Q

What are Facial Electromyographs?

A

Covertly measures the movement of facial muscles when respondents are asked about their attitudes

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10
Q

What are Implicit Associated Tests (IAT)

A

These are covert measures of unconscious attitudes derived from the speed at which people respond to pairings of conceptss

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11
Q

What is Theory of Planned Behavior?

A

Attitudes toward a specific behavior combine with subjective norms, social pressures to conform, an intention to behave in a particular manner, and perceived control to influence a person’s actions.

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12
Q

What psychological functions distinguish the strength or weakness of attitudes?

A

Individuals must have self-interest.

Attitude object must relate to their deeply held philosophical, political, and religious beliefs

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13
Q

How can one determine the strength of an individual’s attitudes?

A

Amount of information on what it is based

How the information was acquired

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14
Q

What is Persuasion?

A

The process by which attitudes are changed

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15
Q

What are the two Routes to Persuasion?

A

Central Route to Persuasion

Peripheral Route to Persuasion

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16
Q

What is the Central Route to Persuasion?

A

Makes an individual think critically about the contents of a message and is influenced by the strength and quantity of the arguments

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17
Q

What is the Peripheral Route to Persuasion?

A

When individuals do not think critically about the message but focuses instead on other cues.

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18
Q

What are the steps needed for Persuasion to happen?

A

Learning/Reception of a message
Acceptance of the message
Elaboration

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19
Q

What is Elaboration?

A

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

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20
Q

What factors ensure the positive outcome of Persuasive Communication?

A

Source
Message
Audience

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21
Q

What are the two important characteristics of a effective communicator?

A

Credibility

Likability

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22
Q

What is Credibility?

A

Related to Competence and Trustworthiness of the Speaker

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23
Q

What is Competence?

A

Refers to the speaker’s ability, the speaker is persuasive by virtue of expertise

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24
Q

What is Likability?

A

When a speaker is similar to the audience or when the speaker is attractive

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25
Q

What is the Sleeper Effect?

A

Delayed increase in the persuasive impact of a non-credible source

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26
Q

What is the Discounting Cue Hypothesis?

A

People discount the arguments made by non-credible communicators, but over time, they dissociate what was said from who said it

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27
Q

What is the Primacy Effect?

A

When the audience remembers the first thing they saw.

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28
Q

What is the Recency Effect?

A

The most recent thing the audience saw makes more of an impact

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29
Q

What is Persuasion?

A

The process of changing attitudes

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30
Q

What is Message Discrepancy?

A

It is how discrepant a message should be from the audience’s existing position in order to have the greatest impact.

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31
Q

What are Fear Appeals?

A

The use of scare tactics to convince the audience

Exploits fear through negative advertising

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32
Q

When is the use of Fear Appeals ineffective?

A

When there are no specific instructions on how to cope, people feel helpless and they panic and tune out the message

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33
Q

What is the effect of positive emotions on Persuasion?

A

People are “soft touches” when they are in a good mood, they let down their guard and become lazy processors of information
Positive feelings activate the Persuasive Route to Persuasion
Positive feelings are a cognitive distraction
People would rather maintain their positive mood than think critically about a situation

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34
Q

What are Subliminal Messages?

A

The presentation of commercial messages outside of conscious awareness

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35
Q

What are Subliminal Cues?

A

The are cues which are perceived but are not persuadedd into action unless they are motivated to do so.

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36
Q

What is the Need for Cognition?

A

A personality variable that distinguishes people on the basis of how much they enjoy effortful cognitive activities

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37
Q

How does an audience’s High Need for Cognition and Low Need for Cognition relate to the type of appeal used to persuade them??

A

High Need for Cognition - Information Oriented Appeals

Low Need for Cognition - Appeals that rely on Peripheral Cues

38
Q

How does Self-Monitoring relate to persuasion?

A

High Self-Monitors regulate behavior from one situation to the next because of public self-presentation
Low Self-Monitors - are less image conscious and behave according to one’s own beliefs, values, and preferences

39
Q

What is a Regulatory Fit?

A

People are more likely to be influenced by messages that fit their frame of mind and “feel right”

40
Q

What are the two orientations individuals have to regulate their own emotional states?

A

They either become Promotion Oriented or Prevention Oriented

41
Q

What are the characteristics of individuals who are Promotion-Oriented?

A

They are drawn to pursuit of success, advertisement, and their ideals

42
Q

What are characteristics of individuals who are Prevention-Oriented?

A

They are protective of what they have, are fearful of failure, and are vigilant about avoiding loss.

43
Q

What are the strategies used tot resist Persuasion?

A 
Attitude Bolstering
Source Derogation
Counterarguing
Social Validation
Selective Exposure
Negative Affect
44
Q

What is Attitude Bolstering?

A

Thinking of reasons people believe they do

45
Q

What is Source Derogation?

A

Looking for faults in the person who challenges their beliefs

46
Q

What is Counterarguing?

A

Talking to one’s self and playing Devil’s Advocate

47
Q

What is Social Validation?

A

Relying on others with the same opinion to be there for them

48
Q

What are Assertions of Confidence?

A

Doubting that anybody could change their viewpoint

49
Q

What is Selective Exposure?

A

Ignoring people most of the time

50
Q

What is Negative Affect?

A

The tendency to get angry when someone tries to change one’s beliefs.

51
Q

What are the effects of Forewarning?

A

Knowing in advance enables us to come up with counterarguments and become more resistant to change.

52
Q

What is the Inoculation Hypothesis?

A

An attitude can be immunized to build resistance to an idea

53
Q

What is Psychological Reactance?

A

People react against threats to their freedom by asserting themselves and perceiving the threatened freedom as more attractive.

54
Q

When is communication Persuasive?

A

When the source is favorable and when the message meets the psychological needs of its audience

55
Q

How does Role Playing change one’s Attitudes?

A

Works to change attitudes because it forces people to learn the message. It has a powerful effect on our private attitudes.

56
Q

What is an Attitude Discrepant Behavior?

A

It is behavior that is at odds with your inner convictions.

57
Q

What is the Theory of Cognitive Dissonance?

A

A powerful motive to maintain cognitive consistency can gie rise to irrational, sometimes maladaptive behavior.

58
Q

Who proposed the Theory of Cognitive Dissonance?

A

Leon Festinger

59
Q

What are the ways to reduce Cognitive Dissonance?

A 
Change your attitude
Change your perception of the behavior
Add consonant cognitions
Minimize the importance of the conflict
Reduce perceived choice
60
Q

What is Insufficient Justification?

A

Condition in which people freely perform an attitude discrepant behavior without receiving a large reward

61
Q

What is Insufficient Deterrent?

A

A condition in which people refrain from engaging in a desirable activity, even when only a mild punishment is threatened

62
Q

What is Justifying Effort?

A

It is coming to like what we suffer for we alter our attitudes to justify our suffering.

63
Q

What conditions must be present for Cognitive Dissonance to be aroused?

A

Attitude discrepant behavior must produce unwanted negative consequences
There must be a feeling of personal responsibility for the unpleasant outcomes
There must be physiological arousal
One must make an attribution for that arousal in his own behavior

64
Q

What is Self-Perception Theory?

A

We infer how we feel by observing ourselves and the circumstances of our own behavior

65
Q

Who proposed the Self-Perception Theory?

A

Daryl Bem

66
Q

What is Impression Management Theory?

A

What matters is not a motive to be consistent but a motive to appear consistent.

67
Q

What are self-esteem theories

A

These relates to self-persuasion

68
Q

What is the Self-Affirmation Theory?

A

Change is motivated by threats to the self-concept

69
Q

What is the Theory of Reasoned Action and Planned Behavior?

A

Our attitudes are likely to predict our behavior when subjective norms and perceived behavioral control influence one’s intentio.

70
Q

What did Allan Wicker say about attitude?

A

Attitudes are weakly correlated with behavior

71
Q

What did Stephen Kraus say about attitude?

A

Yes, attitude predicts behavior to a certain extent.

72
Q

What were the findings of Richard LaPierre’s study?

A

That attitudes are not good predictors of behavior. The Chinese couple experiment.

73
Q

When are attitudes and behavior linked?

A

When the individual is well-informed
When the information was acquired through experience
When a persuasive communicator attacks one’s beliefs
When the individual’s strong attitudes are highly accessible to awareness

74
Q

Who proposed that role playing can convince a person to have an attitude change?

A

Irving Janz

75
Q

What is the fourfold reaction to an attitude object?

A

Indifference - when positive reaction and negative reaction is low
Negative Attitude - when positive reaction is low and negative attitude is high
Positive Attitude - when positive reaction is high and negative reaction is low
Ambivalence/Dual Attitude - when positive reaction is high an negative reaction is high

76
Q

When an individual describes himself/herself as high in need for evaluation, how do they view their daily experiences?

A

In judgmental terms.

77
Q

Who proposed the Theory of Planned Behavior?

A

Icek Ajzen

78
Q

Who proposed that persuasion required elaboration?

A

Anthony Greenwald

79
Q

When does Overcorrection happen?

A

When people who want to hold the right attitudes and fear they are biased or overly influenced by nonrelevant factors andd then try to correct for that bias

80
Q

What is a Communicator?

A

The spokesperson being used to persuade audiences

81
Q

What were the results of Richard Petty’s study?

A

Personal involvement determined the relative impact of the expertise of the source and the quality of speech.

82
Q

Who proposed the Discounting Cue Hypothesis?

A

The Hovland Research Group

83
Q

Who proposed the Psychological Reactance Theory?

A

Jack Brehm

84
Q

Who proposed the New Cognitive Dissonance Theory?

A

Joel Cooper and Russel Fazio

85
Q

What steps are necessary for both the arousal and reduction of dissonance?

A

Attitude discrepant behavior must produce unwanted negative consequences.
There has to be a feeling of personal responsibility for the unpleasant outcomes of behavior
There must be physiological arousal from the dissonance
The person must make an attribution for that arousal to his or her own behavior

86
Q

What are the two factors that make up Personal Responsibility?

A

Freedom of choice - no choice, no dissonance

Forseeable negative consequences of their actions - when outcome was anticipated, no dissonance

87
Q

Who proposed Self-Esteem Theories as an alternate route to self-persuasion?

A

Elliot Aronson

88
Q

What are the Alternative Routes to Self-Persuasion?

A

Self Perception Theory
Impression Management Theory
Self-Esteem Theories

89
Q

How are Self-Esteem Theories alternatives to self-persuasion?

A

Acts that arouse dissonance do so because they threaten the self-concept, making the person feel guilty, dishonest, or hypocriticcal, and motivating a change in attitude or future behavior

90
Q

What are examples of dissonance-producing situations?

A

Engaging in attitude-discrepant behavior
Exerting wasted effort
Making a difficult decision

91
Q

What is the Dual Process Model of Persuasion?

A

There are two routes to Persuasion - Central and Peripheral

Social Psychology (8 decks)

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