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WOP & SP DTI > Chapter 7 SP > Flashcards

Chapter 7 SP Flashcards

1
Q

attitude

A

a cognitive representation of an individuals evaluation of a person/group/thing/action/idea.

people can hold attributes about literally anything

attribute = evaluation!

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2
Q

persuasion

A

the process of forming, changing or strenghtening attitudes via communication

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3
Q

attitudes possible directions

A

positive, negative or neutral

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4
Q

how to measure attitudes

A

self-report: attitude schale (measuring intensity and direction)

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5
Q

mensen geven meer lagere nummers op een schaal van 0-10 dan van -5 tot 5:

A

dus mensen willen liever geen negatieve nummers gebruiken

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6
Q

implicit attitudes vs explicit attitudes

A

implicit: automatic evaluations about an object

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7
Q

implicit attitudes vs explicit attitudes

A

implicit: automatic evaluations about an object
explicit: the evaluation they overtly express

eentje is niet perse beter!

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8
Q

attitudes are useful because they help

A

master the environment
express connections with others

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9
Q

attitudes are assembled due to 3 factors:

A
  • beliefs about attitude object
  • feelings and emotions towards object
  • information about past and current actions towards objects (vooral negative and heavy weighted info)
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10
Q

how do we master the environment via attitudes (2 functions)

A
  • knowledge function: organizing and summarizing experiences with an attitude object
  • instrumental function: helps us approach positive objects and avoid negative objects
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11
Q

and how do attitudes help us connect with others (2 functions)

A
  • social identity function: helps us confirm to groups and show what we stand for
  • impression management function: we try to support the thoughts that we think our environment also supports
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12
Q

we can form multiple attitudes about one object!!

A

oke

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13
Q

3 aspects of a mental representation

A
  1. cognitive info
  2. affective info
  3. behavioural info (past, present or future interactions w/ an object)
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14
Q

attitudes worden het meest veroorzaakt door …. (cognitive/affective/behavioural)

A

cognitive -> vooral door hearsay, niet door eigen experiences

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15
Q

affective info can also play a large role:

A
  1. attitudes come first, then cognitive
  2. attitudes can overrule cognitive info
  3. natural preferrence for pleasure over pain
  4. people differ naturally in temperament
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16
Q

information about behaviour can dominate when…

A

that behaviour is habitual

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17
Q

attitude forms via 3 mechanisms

A
  1. concistency: mensen gaan uit van wat ze al weten (want anders: cognitive dissonance)
  2. negative weighs more
  3. accessible info is more used
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18
Q

ambivalent attitude

A

als je een beetje met beide kanten eens bent -> neutraal (dus niet altijd uitgaan van consistency)

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19
Q

the stronger the association/attitude…

A
  1. the faster it comes
  2. the more it will substitute other information
  3. the less easily the attitude is changed
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20
Q

2 forms of persuasion

A
  1. rational messages (cognitive)
  2. emotional appeals
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21
Q

how do people deal with information about attitudes? 2 ways of processing

A

superficial processing: rely on accessible or salient info (meestal positief) -> simpel
systematic processing: meer complex

22
Q

persuasion heuristic

A

when you see a cue that reminds you of an attitude (bv advertentie in een magazine)

23
Q

peripheral route to persuasion

A

forming an attitude based on persuasion heuristics

24
Q

classical condiioning

A

emotional appeals can influence our attitude about neutral objects

25
Q

how do i feel about it heuristic

A

when people rely on their current emotions to evaluate their attitude about an object

26
Q

mere exposure effect

A

people tend to prefer things they have seen a lot

-> even (and stronger) when people are unaware of that they have seen it a lot

familiar = more persuasive, people view familiar statements as coming from a more reliable source

27
Q

attractiveness heuristics

A

we like things better if they are combined with positive things

28
Q

expertise heuristic

A

people believe things on the basis of who said it, not what they said -> judged on competence and trustworthiness (niet wat ze echt zeggen, niet de content)

daarom vertrouwen ze mensen meer als ze 2 kanten van het verhaal laten zien -> makes them seem well informed and trusted

29
Q

attributional processing

A

afvragen: why do they advocate for this? people may become suspicious

30
Q

message-length heuristic

A
  • the longer the message, the more trusted
  • during superficial processing: anything that sounds like an argument will be taken as one
31
Q

elaboration =

A

systematic processing -> dieper op ingaan, reacties krijgen

32
Q

central route to persuasion

A

= systematic processing

33
Q

dus hoe heten de 2 routes voor systematic and superficial processing

A
  • systematic: central route to persuasion
  • superficial processing: peripheral route to persuasion
34
Q

boomerang effect

A

when communicators try to persuade us in one direction, but because of bad arguments we tend to go into the other direction

35
Q

als beiden heuristic cues en message content er zijn:

A

decision alsnog based on message content meesal

36
Q

when message content is not so strong, even systematic processing can be influenced by..

A

heuristic cues

37
Q

na systematic processing zijn attitudes lastig om te veranderen

A

oke

38
Q

welke twee dingen zijn nodig voor systematic processing

A
  • cognitive capacity (niet te moeilijk, maar ook kunnen concentreren)
  • motivation
39
Q

3 vormen van motivatie en hoe laten ze dit zien in systematic processing

A
  • mastery: the importance of being accurate, dus dan systematic processing
  • connectedness: je wil het met mensen kunnen delen
  • valuing me and mine: self-relevance (when info is applicable to us, we want to know all about it)
40
Q

3 reasons people do not have the mental resources to systematic process things

A
  1. info too technical
  2. info too much
  3. info has multiple dimensions on which the alternatives differ
41
Q

alcohol myopia

A

alcohol reduces systematic processing

je gaat meer af op superficial cues -> dus dan geen safe sex (of juist wel als je AIDS KILLS op hand krijgt gestampt in een club)

42
Q

high need for cognition

A

mensen die graag systematic processing doen (papa) -> puzzels etc

43
Q

difference between high-self monitors and low-self monitors

A

high self monitors: geven veel om wat anderen om ze denken (me) -> zullen impression management function relevanter vinden

low self monitors: geven meer om hun eigen expressie als persoon (dion) -> zullen social identity function relevanter vinden

44
Q

prevention focused vs promotion focused

A

prevention focused -> avoiding losses.
promotion focused -> gaining winnings

45
Q

good mood kan leiden tot…

A

superficial processing (want alles gaat goed, geen systematic processing nodig)

46
Q

fear kan leiden tot..

A

Negative emotions like sadness, anger, or fear, on the other hand, convey
that something is wrong, and that the situation requires additional processing.

47
Q

the affect as information model…

A

positief = superficial processing
negatief = systematic processing / additional processing

48
Q

assimilation and contrast

A

info that corresponds with an attitude is attended to (assimilation) and info that is different from attitude is ignored (contrast)

49
Q

William McGuire (1964) suggereerde dat de meest effectieve manier is om weerstand te bieden aan overreding is om te oefenen met argumenteren tegen een overtuigend beroep ->

A

mensen die voor en tegen argumenten kregen, konden later beiden de condooms beter weerstaan maar ook de binge drinking. dus oefenen met argumenteren tegen mensen helpt niet alleen voor het gene waar je tegen argumenteerd, maar ook de andere neutrale cues. = INOCULATION

50
Q

people agree more with people whos foto’s they have seen unconsciously, door…

A

subliminal persuasion

51
Q

subliminal processen lastige punten

A
  • fotos beter dan messages
  • niet altijd: je moet maar net op het juiste punt en het juiste moment kijken
  • subliminal messages: wss nniet echt omdat mensen alleen in sequence geluiden kunnen horen.

WOP & SP DTI (17 decks)

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