PSYCH 221 CH 5 (BOOK) Flashcards
attitude
a favorable or unfavorable evaluation of a particular thing
theory of planned behavior
a theory stating that the best predictor of a behavior is ones behavioral intention, which is influenced by ones attitude toward the specific behavior the subjective norms regarding the behavior, and ones perceived control over the behavior
persuasion
change in a private attitude or belief as a result of receiving a message
nonreactive measurement
measurement that does not change a subjects responses while recording them
cognitive response model
a theory that locates the most direct cause of persuasion in the self talk of the persuasion target
counterargument
an argument that challenges and opposes other arguments
inoculation procedure
a technique for increasing individuals resistance to a strong argument by first giving them weak, easily defeated versions of it.
dual process model of persuasion
a model that accounts for the two basic ways that attitude change occurs- with and without much thought
elaboration likelihood model
a model of persuasion communication that holds that there are two routes to attitude change- the central route and peripheral route
central route to persuasion
the way people are persuaded when they focus on the quality of the arguments in a message
peripheral route to persuasion
the way people are persuaded when they focus on factors other than the quality of the arguments in a message, such as the number of arguments
need for cognition
the tendency to enjoy and engage in deliberative thought
consistency principle
the principle that people will change their attitudes, beliefs, perceptions, and actions to make them consistent with each other
balance theory
headers theory that people prefer harmony and consistency in their views of the world
cognitive dissonance
the unpleasant state of psychological arousal resulting from inconsistency within ones important attitudes, beliefs, or behaviors
