midterm 2 lecture terms

Question 1

attitude

Answer 1

favourable or unfavourable evaluative reaction toward something or someone. exhibited in beliefs, feelings, and intended behaviour.

Question 2

theory of planned behaviour

Answer 2

whether or not we plan to do something depends on:
1. attitude towards behaviour.
2. subjective norms.
3. perceived control.
4. behaviour intention.

Question 3

role-taking

Answer 3

assuming the role of another individual to understand their point of view.

Question 4

foot-in-the-door technique

Answer 4

2-step compliance technique where influencer sets stage for main request by first asking for much smaller request.

Question 5

self-perception theory

Answer 5

people develop attitudes by observing their own behaviour and concluding what attitudes must have caused it.

Question 6

lowball technique

Answer 6

2-step compliance technique where influencer secures agreement with request and then increases the size of the request by revealing hidden costs.

Question 7

self-presentation theory

Answer 7

we employ various strategies to shape what other think of us.

Question 8

commitment theory

Answer 8

once you make a commitment to something you are unlikely to change your mind.

Question 9

door-in-the-face technique

Answer 9

2-step compliance technique where the influencer prefaces heir real request with one so large it is rejected.

Question 10

cognitive dissonance theory

Answer 10

tension arises when we are simultaneously aware of 2 inconsistent cognitions.

Question 11

central route of persuasion

Answer 11

occurs when people focus on arguments most likely to change explicit attitudes. likely to lead to enduring change. analytical and motivated audience.

Question 12

peripheral route of persuasion

Answer 12

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.

Question 13

credibility

Answer 13

perceived expertise or trustworthiness of source of information.

Question 14

reactance

Answer 14

unpleasant motivational arousal that emerges when people experience a threat to or loss of their free behaviours.

Question 15

power of forewarning

Answer 15

warning people of the topic and position of an upcoming message often results in increased resistance to persuasion.

Question 16

stages of change

Answer 16

1. precontemplation.
2. contemplation.
3. preparation.
4. action.
5. maintenance.

Question 17

selective exposure

Answer 17

extent to which people’s attitudes affect the info they expose themselves to.

Question 18

selective attention

Answer 18

extent to which people’s attitudes affect how much information they pay attention to once exposed.

Question 19

selective memory

Answer 19

people tend to remember information congruent with attitudes better than information that is incongruent.

Question 20

attitude inoculation program

Answer 20

technique to make people immune to attempts to change attitude by first exposing them to small arguments against their position.

Question 21

conformity

Answer 21

change in behaviour to accord with others.

Question 22

compliance

Answer 22

conformity that involves publicly acting in accord with social pressure while privately disagreeing.

Question 23

acceptance

Answer 23

conformity that involves acting and believing.

Question 24

the norm of reciprocity

Answer 24

we treat others as they have treated us. some individual differences (reciprocation ideology vs. reciprocation weariness).

Question 25

informational conformity/influence

Answer 25

we’re convinced others are right and influenced because we want to be right.

Question 26

normative conformity/infuence

Answer 26

we worry others will disapprove of us if we disagree with the group and we are influenced because we want to be liked.

Question 27

containment theory

Answer 27

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.

Question 28

general theory of crime

Answer 28

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.