Task 5- Attitudes

Question 1

One-component attitudes models

Answer 1

an attitude consits of affect (wirkung) towards or evaluation of the object

Question 2

two-component attitude model

Answer 2

attitude consists of mental readiness to act;
it also guides evaluative (judgemental) responses

-> mental readiness: predisposition that influences how we decide what is good/bad

Question 3

Three-component attitude model

Answer 3

attitude consists of cognitive, affective & bahvioural components

-> attitudes are
• permanent
• limited to socially significant events/objects
• generalisable & capable of abstraction

Question 4

Cognitive consistency theory

Answer 4

cognitive processes have to stay the same

• > people change one or more contradictory beliefs, so that belief system as a whole is in harmony
  • > restoration of consistency

Question 5

Balance theory

Answer 5

people prefer attitudes that are consistent with each other over those that are inconsistent

-> Person (P) tries to maintain consistency in attitudes to & relationships with other people (O)
and elements of environment (X)

Question 6

Sociocognitive model

Answer 6

attitude theory an evaluative component

• labels for object -> makes sense of world & rules for application
  => help to deal with environment

Question 7

Information integration theory

Answer 7

idea that a person’s attitude can be estimated by averaging across the positive and negative ratings of the object

-> process in which more and more information about attitude object have been integrated

Question 8

Cognitive algebra

Answer 8

how people combine attributes that have value into an overall positive/negative impression

-> as new information arrives people evaluate it & combine it with existing information stored in memory

Question 9

Multiple-act criterion

Answer 9

term for general behavioural index based on an average/combination of several specific behaviours

-> general attitudes predict multiple behaviours much better than they predict a specific single behaviour

Question 10

Theory of planned behaviour

Answer 10

predicting a behaviour from an attitude measure is improved if people believe they have control over that behaviour

Question 11

Protection motivation theory

Answer 11

adopting a healthy behaviour requires cognitive balancing between perceived threat of illness & one’s capacity to cope with health regimen

Question 12

Self-efficacy

Answer 12

expectation that we have about our capacity to succeed in particular tasks

Question 13

Mere exposure effect

Answer 13

repeated exposure to an object results in greater attraction to it

Question 14

Evaluative conditioning

Answer 14

stimulus will become more/less liked when it’s consistently paired with stimuli
(either positive/negative)

Question 15

Self-perception theory

Answer 15

we gain knowledge of ourselves only by making self-attributions
-> infer our own attitudes from our own behaviour

Question 16

Social representations

Answer 16

collectively elaborated explanations of unfamiliar & complex phenomena that transform them into a familiar & simple from

Question 17

Cognitive dissonance

Answer 17

state of psychological dissonance, produced by having to opposing cognitions

•we seek harmony in our attitudes, beliefs, behaviour

Question 18

persuasive communication

Answer 18

message intended to change attitude & related behaviours of an audience

Question 19

Third-person effect

Answer 19

most people think that they are less likely influenced thta others by advertisement

Question 20

Disconfirmation bias

Answer 20

tendency to notice, refute & regard as weak arguments that contradict with one’s prior beliefs

Question 21

Elaboration-likelihood model

Answer 21

attitude change: when people attend to message carefully

use central route to process information; otherwise peripheral route

Question 22

Heuristic-semantic model

Answer 22

attend message carefully through sytematic processing

otherwise process information by using heuristics/mental short cuts

Question 23

Compliance

Answer 23

superficial, public and transitiry change in behaviour and expressed attitudes
in response to requests, coercion or group pressure

Question 24

Reciprocity principle

Answer 24

if someone else does us a favour we feel obliged to do them a favour

Question 25

Multiple request

Two-Step procedure

Answer 25

1. request: set-up/softener for second request

2. request: real request

Question 26

Foot-in-the-door tactic

multiple request technique

Answer 26

smaller request, which are more likely to agree on are made before the real request (larger request)

Question 27

Door-in-face-tactic

Answer 27

Someone asks first for a large favour and then when that has been declined, asks for a smaller favour (real goal)

Question 28

Low-ball tactic

Answer 28

person agrees to something, then someone tells person about hidden costs but person still goes with it

Question 29

reactance

Answer 29

we try to protect our freedom of act