Term
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Definition
| an attitudinal function that serves to alert ppl to rewarding objects and situations they should approach and costly or punishing objects or situations they should avoid |
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Term
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Definition
an attitudinal function that allows ppl to maintain cherished beliefs about themselves and their world by protecting them from contradictory info
- ex. terror management theory
- ex. political conservatism --> resistant/fear of change |
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Term
| Value-expressive function |
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Definition
| an attitudinal function whereby attitudes help ppl express their most cherished values--usu. in groups in which these values can be supported and reinforced |
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Term
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Definition
| groups whose opinions matter to a person and that affect the person's opinions and beliefs |
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Term
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Definition
| an attitudinal function whereby attitudes help organize ppl's understanding of the world, guiding how they attend to, store, and retrieve information |
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Term
Elaboration likelihood model (ELM)
[heuristic-systematic model] |
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Definition
| a model of persuasion that maintains that there are two diff routes of persuasion: the central route and the peripheral route |
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Term
| Central (systematic) route |
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Definition
| a persuasive route wherein ppl think carefully and deliberately about the content of a message, attending to its logic, cogency and arguments as well as to related evidence and principles |
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Term
| Peripheral (heuristic) route |
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Definition
| a persuasive route wherein ppl attend to relatively simple, superficial cues related to the message, such as the length of the message or the expertise or attractiveness of the communicator |
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Term
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Definition
characteristics of the person who delivers the message. Incl. the person's:
- attractiveness
- credibility and
- expertise |
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Term
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Definition
| an effect that occurs when messages from unreliable sources initially exert little influence but later cause indiv's attitudes to shift |
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Term
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Definition
| aspects of the message itself, incl the quality of the evidence and the explicitness of its conclusions |
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Term
| Identifiable victim effect |
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Definition
| the tendency to be moved more by the plight of a single, vivid indiv than by a more abstract # of indivs i.e. a statistic |
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Term
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Definition
characteristics of the person who receives the message. Incl.
- age
- mood
- personality
- and motivation to attend to the message |
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Term
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Definition
| the assumption by most ppl that "other ppl" are more prone to being infl by persuasive messages (such as in media campaigns) than they themselves are |
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Term
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Definition
| efforts of the media to select certain events and topics to emphasize, thereby shaping which issues and events ppl think are important |
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Term
| Thought polarization hypothesis |
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Definition
| the hypothesis that more extended thought about a particular issue tends to produce more extreme, entrenched attitudes |
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Term
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Definition
| Small attacks on ppl's beliefs that engage their attitudes, prior commitments, and knowledge structures, enabling them to counteract a subsequent larger attack and be resistant to persuasion |
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