midterm 2 lecture terms Flashcards
attitude
favourable or unfavourable evaluative reaction toward something or someone. exhibited in beliefs, feelings, and intended behaviour.
theory of planned behaviour
whether or not we plan to do something depends on:
1. attitude towards behaviour.
2. subjective norms.
3. perceived control.
4. behaviour intention.
role-taking
assuming the role of another individual to understand their point of view.
foot-in-the-door technique
2-step compliance technique where influencer sets stage for main request by first asking for much smaller request.
self-perception theory
people develop attitudes by observing their own behaviour and concluding what attitudes must have caused it.
lowball technique
2-step compliance technique where influencer secures agreement with request and then increases the size of the request by revealing hidden costs.
self-presentation theory
we employ various strategies to shape what other think of us.
commitment theory
once you make a commitment to something you are unlikely to change your mind.
door-in-the-face technique
2-step compliance technique where the influencer prefaces heir real request with one so large it is rejected.
cognitive dissonance theory
tension arises when we are simultaneously aware of 2 inconsistent cognitions.
central route of persuasion
occurs when people focus on arguments most likely to change explicit attitudes. likely to lead to enduring change. analytical and motivated audience.
peripheral route of persuasion
occurs when people focus on unplanned/incidental cues most likely to build on implicit attitudes. cues trigger liking and acceptance but change easily. audience is not analytical or involved.
credibility
perceived expertise or trustworthiness of source of information.
reactance
unpleasant motivational arousal that emerges when people experience a threat to or loss of their free behaviours.
power of forewarning
warning people of the topic and position of an upcoming message often results in increased resistance to persuasion.
stages of change
- precontemplation.
- contemplation.
- preparation.
- action.
- maintenance.
selective exposure
extent to which people’s attitudes affect the info they expose themselves to.
selective attention
extent to which people’s attitudes affect how much information they pay attention to once exposed.
selective memory
people tend to remember information congruent with attitudes better than information that is incongruent.
attitude inoculation program
technique to make people immune to attempts to change attitude by first exposing them to small arguments against their position.
conformity
change in behaviour to accord with others.
compliance
conformity that involves publicly acting in accord with social pressure while privately disagreeing.
acceptance
conformity that involves acting and believing.
the norm of reciprocity
we treat others as they have treated us. some individual differences (reciprocation ideology vs. reciprocation weariness).
informational conformity/influence
we’re convinced others are right and influenced because we want to be right.
normative conformity/infuence
we worry others will disapprove of us if we disagree with the group and we are influenced because we want to be liked.
containment theory
crime in modern society is due to the individuation of the self. crime occurs when inner and outer containment are weakened. inner elements emphasized. most likely to conform to law when:
1. have positive view of self as law-abiding citizen.
2. you believe your success goals are attainable.
3. you have adequate self-control to deal with frustration.
4. you believe in conventional values.
general theory of crime
crime is a result of certain personality traits, usually developed by age 7. traits are: self-centred, risk-seeking, impulsive, insensitive to needs of others, inability to defer gratification, and a lack of diligence and tenacity.
