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13.3 Attitudes and persuasion
key terms
10
Psychology
Undergraduate 2
12/15/2010

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Term
attitude
Definition
likes or dislikes that influence our behavior toward a person or thing
Term
bait-and-switch technique
Definition
procedure of first offering an extremely favorable deal and then making additional demands after the other person has committed to the deal
Term
central route to persuasion
Definition
method of persuasion based on careful evaluation of evidence and logic
Term
cognitive dissonance
Definition
state of unpleasant tension that people experience when they hold contradictory attitudes or when their behavior is inconsistent with their attitudes, especially if they are displeased with this inconsistency
Term
foot-in-the-door technique
Definition
method of eliciting compliance by first making a modest request and then following it with a larger request
Term
forewarning effect
Definition
tendency of a brief preview of a message to decrease its persuasiveness
Term
inoculation effect
Definition
tendency of a persuasive message to be weakened if people first hear a weak argument supporting the same conclusion
Term
peripheral route to persuasion
Definition
method of persuasion based on such superficial factors as the speaker's appearance and reputation or the sheer number of arguments presented, regardless of their quality
Term
sleeper effect
Definition
delayed persuasion by an initially rejected message
Term
that's-not-all-technique
Definition
method of eliciting compliance whereby someone makes an offer and then improves the offer before anyone has a chance to reply
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