Chapters 5-6

Question 1

Attitudinal Anchors

Answer 1

the position on a particular issue that a person finds most acceptable

Question 2

Social Judgment Theory

Answer 2

a cognitive theory that examines how persuasive messages are processed; developed by muzafer sheriff

Question 3

Latitudes of Acceptance

Answer 3

the range of positions along an attitude continuum a person finds acceptable

Question 4

Latitude of rejection

Answer 4

the range of positions along an attitude continuum a person finds unacceptable

Question 5

Latitude of noncommitment

Answer 5

the range of positions along an attitude continuum a person finds neither acceptable nor unacceptable

Question 6

Assimilation

Answer 6

person receieves a message as being similar to his or her attitudinal anchor and possibly closer than it really is from an objective point of view

Question 7

Contrasting

Answer 7

when a person receives a message as being in opposition to her views

Question 8

Boomerang Effect

Answer 8

can happen during constrasting when a persons anchor is moved in the opposite direction of the proposed message

Question 9

Ego-Involvement

Answer 9

a persons commitment to an issue and is related to a persons self concept and self esteem; Effects in two ways

1. size of the latitude of acceptance and rejection
2. increases contrasting and assimilation effects

Question 10

Social Justice Theory Pros

Answer 10

1. provides explanation of how an attitudinal anchor can change over time
   explains how and why messages can backfire and result in boomerang effect
   understandhow people process a persuasive message and how people can precieve it differently

Question 11

Social Justice Limitation

Answer 11

Need each persons LOA,LOR, and LNC, requires individual attention
doesn’t provide a theoretical prediction for what happens whena message falls in the latitude of noncommitment

Question 12

Consistency Theories

Answer 12

theories that are based on the assumption that humans have a basic need to be psychologically consistent

Question 13

Balance Theory

Answer 13

requires three things
1. a person
2. another person
3. an object
oldest consistency theory

Question 14

Limitations of Balance theory

Answer 14

limited explanatory power
doesn’t predict how balance will occur
Doesn’t take into account the importance of the objct or the relationship involved

Question 15

Congruity Theory

Answer 15

Consistency theory that introduced the idea of attitudes existing on a continuum
Attitudes tend towards maximum simplicity
attitudes shift towards a point of equilibrium

Question 16

Limitiations fo Congruity theory

Answer 16

limitied predictive power
limits theorys ability to control
doesn’t explain situations that are more complex than two elements

Question 17

Cognitive Dissonance theory

Answer 17

aversive motivational state that people are motivated to eliminate it

Question 18

Dissonance reduction 7 steps

Answer 18

1. change of importance
2. change of ratio
3. change of behavior
4. Denial
5. Bolstering
6. transcendence
   7 differentiation

Question 19

Decision making process

Answer 19

COnflit
Decision
Cognitive Dissonance
Dissonance reduction

Question 20

Strengths fo Dissoance theory

Answer 20

applies in many situations
broad explanatory power
utilized in many persuasion applications

Question 21

Limitiations of Dissonance thoery

Answer 21

lesser predictiveabily and control

limited in explanatory and predictive power to situations that meet criteria