Week 4: Chapter 4 + 7 Flashcards
________: A favourable or unfavourable evaluative reaction towards something or someone
attitude
Social psychologists measure ___________ attitudes
expressed
_____________ _____________ test: uses reaction times to measure how quickly people associate concepts
Implicit association test
Principle of _____________ : the effects of an attitude become more apparent when we look at a person’s aggregate or average behaviour than when we consider isolated acts
aggregation
attitude predicts behaviour better when the _______ is potent
attitude
Making people ____-_______ promotes consistency between words and deeds
self-aware
Our social ____ can affect our attitudes and behaviours
role
The tendency for people who have first agreed to a small request to comply later with a larger request is known as what?
The foot in the door phenomenon
Actions and ___________ feed each other, even to the point of moral numbness
attitudes
Moral actions affect moral ____________
attitudes
What three theories attempt to explain how behaviour can affect attitudes:
- ___-_________ theory
- C__________ __________ theory
- S____ __________ theory
Self-presentation theory; cognitive dissonance theory; self-perception theory
____-________ theory assumes that for strategic reasons we express attitudes that make us appear consistent
Self-presentation theory
_____________ ______________ theory assumes that to reduce discomfort, we justify our actions to ourselves
Cognitive dissonance
_______-_____________ theory assumes that our actions are self-revealing
self-perception theory
Insufficient ___________: reduction of dissonance by internally justifying one’s behaviour when external justification is insufficient
justification
____-_________ theory: The theory that when we are unsure of our attitudes, we infer them much as would someone observing us, by looking at our behaviour and the circumstances under which it occurs
Self-perception theory
_________________ effect: The result of bribing people to do what they already like doing; they may then see their actions as externally controlled rather than intrinsically appealing
over justification effect
Do anticipated or unanticipated rewards decrease intrinsic interest in a task?
anticipated
Cognitive dissonance theory explains attitude ________; while self-perception theory explains attitude __________
change; formation
______________; The process by which a message induces change in beliefs, attitudes and behaviours
persuasion
How many pathways to persuasion are there?
Two; the central route and the peripheral route
The __________ route of persuasion occurs when interested when focus on the arguments and response with favourable thoughts
central route
The ____________ route to persuasion occurs when people are included by incidental cues, such as a speaker’s attractiveness
peripheral route
_________ route persuasion can lead to more enduring change than does the ___________ route
Central; Peripheral
Are attitudes relatively permanent?
Yes
Are attitudes relatively functional and generalisable?
Yes
______ ____________ effect: number of times exposed to an object influences evaluation of object
Mere exposure effect
Does the mere exposure effect occur if the original stimulus is disliked?
No, it needs to be rewarding
Can classical conditioning lead to attitude formation?
Yes
_____-__________: we infer our own attitudes from our freely chosen behaviours
Self-Perception theory
____-______ theory occurs when attitudes are weak, newly formed, and ambiguous
self-perception
A ________ scale is a good self-report measure of attitudes
Likert
__________ Association Test: Reaction time to test measure of automatic attitudes
Implicit Association Test
The more specific the _________ the better chance of a subsequent behaviour
attitude
Is self-awareness a determinant of attitude - behaviour relationship?
Yes
________ justification: Inconsistency experience when a large effort is made to achieve a modest goal
Effort justification
Induced _____________: inconsistency experienced when a person is persuaded to behave in a way contrary to their attitude
compliance
Can changing our perception of a behaviour reduce dissonance?
yes
Three variables that affect Persuasion:
1 : Communicator or _________ (who)
2 Communication or ___________ (what)
3: _______________ ( to whom )
source; message; audience
Presenting the communication as an e________, can lead to better persuasion
expert
____________ processing: process message more carefully, pay more attention
systematic processing
____________ processing - pay less attention, use cognitive shortcuts
heuristic processing
___________ - negative reaction to efforts of others to limit our personal freedom
reactance
The effects of source credibility diminish after a ______ or so
month
__________ effect: A delayed impact of a message that occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it
Sleeper effect
Speech _____ affects a speaker’s apparent trustworthiness and subsequent persuasive ability
style
People respond better to a message that comes from someone in their _____
group
Fear-framed messages work better when trying to prevent a _____ outcome that when trying to promote a ____ outcome
bad; good
Recency effects are less common that _________ effects
primacy
Compliance breeds _________ in cults
acceptance
Successful cults usually have a __________ leader
charismatic leader
