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Social and cross-cultural psychology
Chapter 7 Strategies of Attitude and Behavior Change
17
Psychology
Undergraduate 1
11/21/2012

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Term
Systematic processing
Definition
Thorough, detailed processing of information (e.g attention to the arguments contained in a persuasive communication); this kind of processing relies on ability and effort
Term
Leader in the field: William. J. McGuire
Definition
Attitudes and attitude change
Term
Leader in the field: Anthony Greenwald
Definition
The cognitive response model
Term
Cognitive response model
Definition
Assumes that attitude change is mediated by the thoughts, or 'cognitive responses', which recipients generate as they receive and reflect upon persuasive communications
Term
Thought-listing
Definition
A measure of cognitive responses; message recipients are asked to list all the thoughts that occurred to them while being exposed to a persuasive message
Term
Distraction
Definition
While listening to a persuasive communication, individuals are distracted by having to perform an irrelevant activity or by experiencing sensory stimulation irrelevant to the message
Term
Dual-process theories of persuasion
Definition
Theories of persuasion postulating two modes of information processing, systematic and non-systematic. Modes differ in the extent to which individuals engage in content-relevant thoughts and critical evaluation of the arguments contained in a message
Term
Leader in the field: Richard E. Petty
Definition
Elaboration likelihood model
Term
Elaboration likelihood model (ELM)
Definition
Attitude change to persuasive communications is mediated by either central or peripheral processing; elaboration denotes the extent to which a person thinks about the issue-relevant arguments contained in a message
Term
Leader in the field: Shelly Chaiken
Definition
Heuristic-systematic model
Term
Heuristic-systematic model (HSM)
Definition
Attitude change to persuasive communications is mediated by heuristic and/or systematic processing: when motivation and ability are high, systematic processing is likely; when they are low, individuals rely on heuristic cues
Term
elaboration
Definition
Refers to the extent to which a person thinks about the issue-relevant arguments contained in a message
Term
Central route to persuasion
Definition
A person's careful and thoughtful consideration of the arguments presented in support of a position
Term
Peripheral route to persuasion
Definition
Subsumes those persuasion processes that are not based on issue-relevant thinking (e.g. evaluative conditioning, heuristic processing)
Term
Heuristic processing
Definition
Assessing the validity of a communication through reliance on heuristics; that is, simple rules like 'statistics don't lie', 'experts can be trusted', 'consensus implies correctness', rather than through evaluation of arguments
Term
Counterattitudinal behavior
Definition
Behavior (usually induced by monetary incentives or threats) which is inconsistent with the actor's attitude or beliefs
Term
Cognitive dissonance theory (Festinger, 1957)
Definition
Assumes that dissonance is an aversive state which motivates individuals to reduce it (e.g. by changing beliefs, attitudes or behavior, and searching for consonant, or avoiding dissonant, information)
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