Exam 2 Flashcards
*What is meant by ability in respect to ELM?
Sometimes it is difficult to pay attention even if we want to. The room is hot, you are thirsty, etc.
*Does normative or informational social influence lead to private acceptance?
Informational social influence
*When is informational social influence most likely to occur?
When the situation is ambiguous, a crisis, or the person is perceived to be an expert
*What is Impact Bias?
The tendency to overestimate the intensity and duration of one’s emotional reactions to future negative events.
*What is public compliance?
Conforming to other people’s behavior without necessarily believing in what the other people are saying or doing.
*What is upward social comparison?
Comparing ourselves to people who are better than we are with regard to a particular trait or ability. This can backfire by making us feel inferior.
*In respect to social impact theory, what is number?
How many people are in the group?
In the Yale Attitude Change Approach, what is meant by source of communication?
Who is trying to do the persuasion? Is he or she respected and considered intelligent?
*Describe the perceived behavioral control in the theory of planned behavior.
The ease with which people believe they can perform the behavior. E.g., if people think it’s too difficult to perform the behavior, they will not form a strong intention to do so. (Too much trouble to put on a condom before sex.)
Describe the Arizona Petrified Forest National Park Study.
Two signs:
One saying many visitors have removed wood with a picture of people taking the wood. (Descriptive norm)
Other saying “Please don’t remove petrified wood from the Park” with a circle and bar over the dude stealing the wood. (Injunctive norm)
When the second sign was up, less people stole the wood.
*Ted Talk: Dan Gilbert: The Surprising Theory of Happiness
What is the difference between natural and synthetic happiness?
Natural happiness is what we have when we get what we want.
Synthetic happiness is what we have when we don’t get what we want.
*What is the Elaboration Likelihood Model of Persuasion (ELM)?
A model explaining two ways in which persuasive communications can cause attitude change: centrally and peripherally.
In the Iron Eyes Cody PSA, what things did they do wrong?
They showed an already littered environment (descriptive norm, so I’m more willing to do it).
What are the gender differences in self-handicapping?
Women are critical of those that self-handicap because they put more value on trying hard to achieve something than succeeding in the activity.
Article: Growth Motivation as a Moderator of Behavioral Self-Handicapping in Women.
What were the dependent variables?
The type of CD chosen
When is the self-perception theory most likely?
When we are not sure how we feel.
In the Yale Attitude Change Approach, what is meant by the nature of the communiciation?
Is the message close to something the audience already believes?
What is a descriptive norm?
People’s perceptions of how people actually behave in given situations. (Littering is wrong, but my piece of paper won’t matter.)
What was the study on the over-justification effect?
4th and 5th graders were given math games, which they found playing that games were intrinsically motivated. Teachers gave rewards for playing with the games which resulted in an increase in game playing (extrinsic motivation). After the rewards system was over, the children were not interested in playing with the games again, despite the fact that they were intrinsically motivated prior to the rewards system.
*Describe the attitude component in the theory of planned behavior.
People’s attitude toward this behavior, but not their general attitude (football game where people dress alike and yell)
What are social norms?
The implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members. (On Wednesdays, we wear pink.)
*What is social impact theory?
The idea that conforming to social influence depends on the group’s importance, immediacy, and the number of people in the group.
What is self-awareness theory?
The idea that when people focus their attention on themselves, they evaluate and compare their behavior to their internal standards and values. (When we are self-aware, we evaluate our current behaviors in terms of our internal morals and values)
What is attitude inoculation?
Taking a series of small arguments to solidify their position by forcing them to think about the whys and hows.
Does impression management work?
Sort of. It saves face, but hurts us in the end. We also need to monitor and control how we appear to others, but we also want to be straightforward and “authentic.”
*What is the cognitive component of our social experiences?
Based completely on facts.
What is conformity?
A change in one’s behavior due to the real or imagined influence of other people.
*What components are involved in social experiences?
Cognitive Component
Affective Component
Behavioral Component
What is extrinsic motivation?
The desire to engage in an activity because of external rewards or pressures, not because we enjoy the task or find it interesting.
What is impression management?
Giving ourselves excusing for failing by using either behavioral or reported self-handicapping (or both!).
What are three ways to reduce cognitive dissonance?
Changing your behavior.
Justifying behavior by changing on the dissonant cognitions
Justifying behavior by adding new cognitions
*What is social comparison theory?
The idea that we learn about our own abilities and attitudes by comparing ourselves to other people.
*Describe the following in terms of cognitive dissonance:
Effort justification
Liking something more after working really hard to obtain it (hazing).
What is counter attitudinal advocacy?
Stating an opinion or attitude that runs counter to one’s private belief or attitude (saying becomes believing)
