week 1

Question 1

persuasive communication

Answer 1

a sender’s attempts to change a receiver’s beliefs, attitudes, and behavior

Question 2

knowledge function of attitudes

Answer 2

makes the world understandable and predictable. helps us pre-cut how people will respond/situations will work out.

Question 3

attitudes

Answer 3

a settled way of thinking or feeling about something

Question 4

instrumental function of attitudes

Answer 4

attitudes and associated behavior (approach/avoid) will help obtain positive outcomes (ex: children develop positive attitudes based on associated positive outcomes)

Question 5

ego defensive function of attitudes

Answer 5

attitudes help maintain a positive self-image (in vs. out-group: negative attitudes towards immigrants)

Question 6

value-expressive function of attitudes

Answer 6

attitudes help express central values and obtain social approval (being “woke”)

Question 7

social adjustment function of attitudes

Answer 7

people like others with similar beliefs

Question 8

expectancy-value approach

Answer 8

attitude = strength of beliefs x evaluation of beliefs

Question 9

balance theory

Answer 9

a theory holding that people try to maintain balance among their beliefs, cognitions, and sentiments (broken down car you really like)

Question 10

cognitive dissonance

Answer 10

Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions

Question 11

induced compliance

Answer 11

subtly compelling individuals to behave in a manner that is inconsistent with their beliefs, attitudes, or values, in order to elicit dissonance - and therefore a change in their original attitudes or values

Question 12

selective exposure

Answer 12

people seek information that confirms their attitudes and avoid information that contradicts their attitudes

Question 13

sunk cost fallacy

Answer 13

our tendency to continue with something we’ve invested (money, cost, time) into even if the current costs outweigh the benefits

Question 14

Festinger and Carlsmith (1959)

Answer 14

participants perform a tedious task
1/3 gets $1, 1/3 gets $20, and 1/3 get no money
the person who got $1 has a more positive attitude about the task itself

Question 15

hypocrisy induction

Answer 15

The arousal of dissonance by having individuals make statements that run counter to their behaviors and then reminding them of the inconsistency between what they advocated and their behavior.