Exam 2 Review

Question 1

a ____ attitude is more resistant to change, a ____ attitude is more vulnerable to change

Answer 1

strong; weak

Question 2

_____ _____ attitudes are likely to stimulate actions that are consistent

Answer 2

highly accessible

Question 3

best predictor of one’s behavior is one’s behavioral ______

Answer 3

behavioral intentions

Question 4

what influences a person’s behavioral intentions

Answer 4

1. attitude
2. subjective norms
3. perceived behavior control

Question 5

________ - person’s perception of the ease or difficulty of performing behavior of interest

Answer 5

perceived behavior control

Question 6

_____ - change in private attitude or beliefs as a result receiving a message

Answer 6

persuasion

Question 7

cognitive response model of persuasion states that the most direct cause of persuasion is the ____-____ of the persuasion target rather than content of message

Answer 7

self - talk

Question 8

______ - technique used to increase individuals’ resistance to a strong argument by first giving them weak, easily defeated versions of it

Answer 8

inoculation procedure

Question 9

____ model that presents 2 routes toward attitude change: central and peripheral routes

Answer 9

elaboration likelihood model of persuasion

Question 10

what is need for cognition?

Answer 10

the tendency to enjoy and engage in deliberate thought

Question 11

_____ route is being persuaded by the quality of the argument

Answer 11

central route

Question 12

_____ route is being persuaded by other factors not including the quality of the argument

Answer 12

peripheral route

Question 13

_____ ______ are reliable ways to attain accuracy more quickly such as - credible communicators, others’ responses, and ready ideas

Answer 13

shortcut evidence

Question 14

fear appeals are most effective with individuals that have high levels of ____-_____

Answer 14

self - efficacy

Question 15

what is the consistency principle?

Answer 15

idea that people will change their beliefs, attitude, perception, and actions to make them consistent w one another

Question 16

_____ - motivation to achieve approval by making a good impression on others

Answer 16

impression motivation

Question 17

_____ _____ - desire to produce positive perceptions in others in order to be approved and avoid feelings of being disapproved

Answer 17

approval motivation

Question 18

what is social influence

Answer 18

a change in overt behavior caused by real or imagined pressure from others

Question 19

what are the three types of social influence

Answer 19

1. conformity
2. compliance
3. obedience

Question 20

______ _____ - unpleasant states of psychological arousal resulting from inconsistency w one’s important attitudes and beliefs

Answer 20

dissonance theory

Question 21

______ _____ - mental conflict that occurs when your beliefs don’t add actions so we do everything to we can to ease those unpleasant feelings

Answer 21

cognitive dissonance

Question 22

an individual’s conformity in a group is most likely to happen when you are the only _____

Answer 22

outlier

Question 23

____ - behavior change designed to match behavior of others

Answer 23

conformity

Question 24

______ - changing behavior in response to a direct request

Answer 24

compliance

Question 25

_____ - changing one’s behavior in response to an authority figure

Answer 25

obedience

Question 26

what is compliance - relative to physical attractiveness

Answer 26

an individual is more likely to comply if other person is attractive

Question 27

what factors motivate people to be accurate?

Answer 27

knowledge, power, or social approval

Question 28

what is the best predictor of a person’s behavior

Answer 28

a person’s behavioral intention

Question 29

principle of commitment states

Answer 29

more likely to be convinced or persuaded if its consistent w existing values

Question 30

principle of scarcity states

Answer 30

more likely to want something if it is limited

Question 31

social validation gets at

Answer 31

if others do something you are more likely to

Question 32

Solomon Asch line experiment results state that people conform 2 main reasons

Answer 32

to fit in with the group (normative influence) and because they believe the group if more informed than they are (informational influence)

Question 33

how do men and women differ in responding to conformity

Answer 33

women are more likely to conform than men bc they are made to be more sociable

Question 34

Norms of obligation ______ _____ _____

Answer 34

vary across cultures

Question 35

Sarah will be more likely to go along with the group when evaluating the taste of a new brand of coffee if her response is ______ to the group

Answer 35

observable

Question 36

Research on gender and conformity has demonstrated that men are ____ ____ to _____ than women under public conditions

Answer 36

men are less likely to conform

Question 37

Suppose that you are presented with an essay favoring comprehensive exams at your school. Which of the following would most likely affect your attitudes if you are told that the policy will not go into effect for 10 years?

Answer 37

total number of arguments - no personal relevance

Question 38

Strong attitudes are more resistant to persuasion because

Answer 38

strong attitudes are more related to additional features of the person

Question 39

When is conformity of an individual in a group most likely to happen?

Answer 39

when the individual feel as part of the group, they are more likely to be easily influence when they feel like they belong

Question 40

________ - more likely to say yes to something when asked to do it directly, especially if they give a reason in support to what they’re asking

Answer 40

compliance