Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

Social Psychology > chapter 7 > Flashcards

chapter 7 Flashcards

You may prefer our related Brainscape-certified flashcards:
Psychology 101 flashcards GRE® Psychology flashcards AP® Psychology flashcards
1
Q

People are not neutral observers of the world

A

– They evaluate what they encounter.

– They form attitudes

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

Attitudes

A

Evaluation of people, objects, and ideas

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

Attitudes are made up of three components:

A

Affective
Behavioral
Cognitive

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

Affective

A

Emotional reaction

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

Behavioral

A

Actions or observable behavior

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

Cognitive

A

Thoughts and beliefs

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

Identical twins share more attitudes

A

than fraternal twins

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

Indirect function of our genes

A

Temperament, personality

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

Social experiences

A

– Not all attitudes are created equally.
– Though all attitudes have affective, cognitive, and
behavioral components, any given attitude can be
based more on one type of experience than another.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

Cognitively Based Attitudes

A

An attitude based primarily on people’s beliefs
about the properties of an attitude object
Sometimes our attitudes are based primarily on
the relevant facts

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

Affectively Based Attitudes

A

An attitude based more on people’s feelings and
values than on their beliefs about the nature of an
attitude object

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

Where do Affectively Based Attitudes come from?

A

Values
Sensory reaction
Aesthetic reaction
Conditioning

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

Values

A

– Example—religious, moral beliefs

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Sensory reaction

A

– Example—liking the taste of something

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

Aesthetic reaction

A

– Example—admiring lines and color of a car

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

Conditioning

A

Classical Conditioning and Operant Conditioning

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
17
Q

Classical Conditioning

A

A stimulus that elicits an emotional response is
paired with a neutral stimulus
Neutral stimulus takes on the emotional properties
of the first stimulus

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
18
Q

Operant Conditioning

A

Freely chosen behaviors increase or decrease

when followed by reinforcement or punishment

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
19
Q

Affectively based attitudes are similar for several

reasons

A

– Not a result of rational examination
– Not governed by logic
– Often linked to values

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
20
Q

Behaviorally Based Attitudes

A

An attitude based on observations of how one

behaves toward an attitude object

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
21
Q

Self-Perception Theory (Bem, 1972)

A

• Sometimes people do not know how they feel until
they see how they behave
– Can form our attitudes based on our observations of
our own behavior
• People infer their attitudes from their behavior only
under certain conditions:
– When initial attitude is weak or ambiguous
– When no other plausible explanation for behavior

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
22
Q

Explicit Attitudes

A

Attitudes that we consciously endorse and can easily

report

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
23
Q

Implicit Attitudes

A

Attitudes that are involuntary, uncontrollable, and at

times unconscious

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
24
Q

Implicit attitudes test (IAT)

A

way to measure implicit attitudes

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
25
Q

Attitudes will predict spontaneous behaviors only

when

A

they are highly accessible to people

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
26
Q

Attitude Accessibility

A

The strength of the association between an attitude object
and a person’s evaluation of that object, measured by the
speed with which people can report how they feel about
the object

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
27
Q

Theory of Planned Behavior

A

– People’s intentions are the best predictors of their
deliberate behaviors
– Intentions determined by their attitudes toward
specific behaviors, subjective norms, and perceived
behavioral control

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
28
Q

Specific attitudes

A

Only specific attitudes can be expected to predict Planned behavior

29
Q

Subjective norms

A

their beliefs about how people they care about will view

the behavior in question

30
Q

Perceived behavioral control

A

Intentions are influenced by the ease with which they

believe they can perform the behavior

31
Q

When attitudes change

A

it is often due to social

influence

32
Q

People experience dissonance:

A

– When their image is threatened.
– When they cannot explain behavior with external
justifications

33
Q

Yale Attitude Change Approach

A

The study of the conditions under which people are
most likely to change their attitudes in response to
persuasive messages
“Who said what to whom”
– Who: the source of the communication
– What: the nature of the communication
– Whom: the nature of the audience

34
Q

Elaboration Likelihood Model

A

An explanation of the two ways in which persuasive

communications can cause attitude change

35
Q

Elaboration Likelihood Model

– Central route

A

When people are motivated and have the ability to pay

attention to the arguments in the communication

36
Q

Elaboration Likelihood Model

– Peripheral route

A

When people do not pay attention to the arguments but are

instead swayed by surface characteristics

37
Q

Central Route to Persuasion

A

– Elaborate on a persuasive communication
 listening carefully to and thinking about the arguments
 occurs when people have both the ability and the motivation to
listen carefully

38
Q

Peripheral Route to Persuasion

A

– People do not elaborate on the arguments
– People can be swayed by peripheral cues, such as by
who delivers a persuasive message rather than by the
strength of the message itself. An example is when
consumers buy certain products because a celebrity
tweets about them.

39
Q

Personal relevance of the topic

A

– How important is the topic to a person’s well-being?
– More personally relevant, pay more attention.
 Central route

40
Q

People high in the need for cognition

A

Form attitudes through central route

41
Q

People low in the need for cognition

A

Rely on peripheral cues

42
Q

Need for Cognition

A

A personality variable reflecting the extent to which people

engage in and enjoy effortful cognitive activities

43
Q

When people are unable to pay close attention to

the arguments,

A

they are swayed more by
peripheral cues
– Status of communicator
– Liking or trusting communicator

44
Q

Someone with a weak argument can still be

persuasive if they

A

distract their audience

45
Q

People who base their attitudes on a careful

analysis of the arguments will be:

A

– More likely to maintain this attitude
– More likely to behave consistently with this attitude
– More resistant to counter-persuasion

46
Q

Fear-Arousing Communications

A

Persuasive messages that attempt to change

people’s attitudes by arousing their fears

47
Q

Strong amounts of fear fail if they overwhelm

people

A

 Become defensive
 Deny importance of threat
 Cannot think rationally about issue

48
Q

Do fear-arousing communications work?

A

– Moderate amounts of fear work best

– Provide information on how to reduce fear

49
Q

Heuristic–Systematic Model of Persuasion

A

– An explanation of the two ways in which persuasive
communications can cause attitude change:
 Systematically processing the merits of the arguments
 When using peripheral route

50
Q

When using peripheral route

A

– Use mental shortcuts (heuristics)

– Use emotions as heuristic

51
Q

Problem with the “How do I feel about it?” heuristic

A

– Can make mistakes about what is causing our mood
 Misattribute feelings created by one source to another
 If so, people might make a bad decision

52
Q

Advertisers and retailers want to create good

feelings about their product

A

Pair product with appealing music or showing pleasant

images in hope people will attribute feelings to the product

53
Q

Several studies have shown that it is best to “fight

fire with fire”:

A

– If an attitude is cognitively based
 Try to change it with rational arguments
– If it is affectively based
 Try to change it with emotional appeals

54
Q

ads stress the objective merits of a product

A

Price, reliability, efficiency

55
Q

ads stress emotions and values

A

Sex, beauty, youthfulness

56
Q

Body posture plays a significant role in attitude

change (Briñol & Petty, 2009, 2012)

A

– Cartoons rated as more funny when holding an object
between one’s teeth (mimicking a smile) compared to
holding it between one’s lips (mimicking a frown)
– Nodding or shaking one’s head while listening to strong
or weak arguments also affects attitude change

57
Q

Split cable market tests

A

– Advertisers work with cable companies and stores
– Show commercial to randomly selected group of people and keep
track of purchases
– Results of over 300 of these reveal ads effective, especially for
new products

58
Q

Public health campaigns

A

– Meta-analysis on ads and substance use among youths
encouraging
– Television and radio better than print ads

59
Q

Attitudes that are more cognitively based:

A

– Personally relevant?
 Yes, then use logical, fact-based arguments
 No, might use peripheral route
 Peripheral route leads to attitude change that is not long
lasting
 Goal to make product personally relevant.

60
Q

Subliminal Messages

A

Words or pictures that are not consciously perceived but
may nevertheless influence people’s judgments, attitudes,
and behavior
There is no evidence that the types of subliminal
messages encountered in everyday life have any influence
on people’s behavior

61
Q

Subliminal Influence Limitations:

A

No evidence that subliminal message can get people to

act counter to wishes, values, or personalities

62
Q

Gender Roles

A

Societal beliefs—such as those conveyed by media and
other sources—regarding how men and women are
expected to behave

63
Q

Western cultures May base attitudes more on

A

individuality and self improvement

64
Q

Eastern cultures May base attitudes more on

A

standing in social group

65
Q

Attitude Inoculation

A

Making people immune to attempts to change their
attitudes by initially exposing them to small doses of
the arguments against their position

66
Q

Peer pressure in adolescence

A

Operates on values and emotions

Not based in logical arguments

67
Q

To make adolescents resistant to attitude change

attempts via peer pressure

A

Attitude inoculation that focuses on inoculating against

emotional appeals

68
Q

Reactance Theory

A

People feel their freedom to perform a certain behavior
is threatened, an unpleasant state of reactance is
aroused, which they can reduce by performing the
threatened behavior

Social Psychology (9 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions