Term
| What is an attitude according to Eagly and Chaiken? |
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Definition
| "psychological tendency that is expressed by evaluating a particular entity with some degree of favor or disfavor" |
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Term
| Simple definition of attitude |
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Definition
| a learned predisposition to respond favorably or unfavorably toward some attitude object |
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Term
| "I like dogs" What is the attitude and what is the object |
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Definition
attitude: favorable
object: dogs |
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Term
| T/F: Attitudes are innate |
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Definition
| F: Attitudes are not innate |
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Term
| T/F: Attitudes are not static: they change over time |
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Definition
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Term
| T/F: Attitudes can not vary in intensity |
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Definition
| F: Attitudes can vary in intensity |
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Term
| List the ABC components of attitude |
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Definition
A: Affective- positive/negative, favorable/unfavorable
B: Behavioral- Actions
C: Cognitive- knowledge |
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Term
| T/F: Actions are always a predictor of attitudes |
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Definition
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Term
| Pervasiveness of Persuasion: Word of Mouth |
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Definition
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Term
| Pervasiveness of Persuasion: Social media |
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Definition
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Term
| Pervasiveness of Persuasion: Tipping Points |
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Definition
| "Going viral", darth vadar kid |
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Term
| Pervasiveness of Persuasion: Gameification |
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Definition
| Nike fit app, making things into games to spread product and brand awareness |
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Term
| Pervasiveness of Persuasion: Sciences |
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Definition
| Climate change, scientists are having to become more political in todays environment |
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Term
| Pervasiveness of Persuasion: Wierd Places |
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Definition
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Term
| Pervasiveness of Persuasion: Interpersonal Communication |
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Definition
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Term
| Pervasiveness of Persuasion: Arts |
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Definition
| movies, music, visual arts |
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Term
| What are the four benefits of studying persuasion? |
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Definition
| Instrumental function, Knowledge and Awareness Function, Defensive function, Debunking function |
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Term
| Define: Instrumental Function |
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Definition
Means to an end, you can get things done
using persuasion to get done what you need done |
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Term
| Define: Knowledge and Awareness Function |
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Definition
| Maximize persuasion effectiveness, tailor strategies to the situation, be creative and ethical |
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Term
| Define: Defensive Function |
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Definition
| Duck and cover, defend yourself from being persuaded when you dont want to be |
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Term
| Define: Debunking Function |
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Definition
| getting rid of "homespun" notions of persuasion, learning what really works as opposed to what people THINK works |
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Term
| T/F: In order for persuasion to occur, you must have a successful attempt at influence |
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Definition
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Term
| T/F: You can persuade without the presence of some goal |
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Definition
| F: You must have the presence of some goal |
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Term
| T/F: You can persuade with a goal in mind, but you dont have to have intent to reach that goal |
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Definition
| F: you must have intent to reach that goal, and you must be responsible for unintended consequences |
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Term
| T/F: The person you are trying to persuade must have some level of freedom in choosing influence |
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Definition
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Term
| T/F: Effects of persuasion are achieved through verbal communication only |
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Definition
| F: Effects are achieved through communication,both verbal and non verbal |
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Term
| T/F: Persuasion includes some change in the mental state of the reciever |
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Definition
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Term
| When we try and persuade someone, what three things can we target? |
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Definition
| beliefs, opinions, or values |
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Term
Belief, Opinion, or Value?
There are more cats than dogs in the US |
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Definition
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Term
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Definition
| our ideas about what exists facually |
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Term
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Definition
| how people feel about a fact |
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Term
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Definition
| our enduring notions of right and wrong |
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Term
Belief, Opinion, or Value?
People are crazy for loving cats |
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Definition
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Term
Belief, Opinion, or Value?
It is wrong to own an animal, even cats |
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Definition
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Term
Belief, Opinion, or Value?
My dad makes a lot of money |
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Definition
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Term
Belief, Opinion, or Value?
I do not like cauliflower |
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Definition
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Term
Belief, Opinion, or Value?
All men were created equall |
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Definition
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Term
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Definition
| the ability to do things without occupying the mind |
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Term
| T/F: Automaticity is not at all biological, but learned. |
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Definition
| F: Automaticity is partly biological |
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Term
| T/F: Information overload in our ever day life leads to shortcuts, and automaticity |
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Definition
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Term
| List two criticisms of the study of persuasion |
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Definition
research is too inconsistent
persuasion is just manipulation |
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Term
| Deception removes __________ . |
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Definition
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Term
| T/F: One can be good at persuasion without being maipulative |
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Definition
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Term
| What is compliance gaining? |
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Definition
| Persuasion focused of changing behaviors, getting someone to do what you want |
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Term
| List three examples of compliance gaining |
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Definition
| pay your taxes hitler duck cartoon, most of parenting, teachers encouraging kids to do their homework |
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Term
| What is the difference between persuasion and compliance gaining? |
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Definition
| Persuasion can mean a change in attitudes, beliefs, values and behaviors while compliance gaining is just focused on behaviors. |
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Term
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Definition
| Getting someone to do or believe as you want through deception |
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Term
| What are some characteristics of propaganda? (4) |
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Definition
* strong ideological bent
* institutional in nature
* uses mass media to persuade
*ethically suspect means of influence |
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Term
| What are the seven basic appeals of propaganda? |
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Definition
* plain folks appeal
* testimonials
* bandwagon affect
* Card-stacking
* transfer of positive or negative associations
* Glittering generalites
* name calling |
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Term
Give an example of...
Plain folks appeal |
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Definition
| im one of you, joe the plumber, daffy fuck being a regular guy |
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Term
Give an example of...
Testimonials |
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Definition
| "i used this and i feel great!" |
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Term
Give an example of...
Bandwagon effect |
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Definition
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Term
Give an example of...
Card stacking |
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Definition
| telling only one side of the story, leaving facts out |
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Term
Give an example of...
Transfer of positive or negative associations |
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Definition
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Term
Give an example of...
Glittering Generalities |
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Definition
| everyone who pays there taxes is a good american |
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Term
Give an example of...
Name calling |
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Definition
| racist, tree hugger, meanie butt |
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Term
| Who developed the Elaboration Likelihood model? |
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Definition
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Term
| What two ways does the ELM say we process persuasive messages? |
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Definition
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Term
| Do we ever use both peripheral and central methods of processing at the same time? |
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Definition
| You can but you tend to favor one at a time depending on a number of factors |
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Term
| Further define elaboration |
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Definition
| issue relevnet thinking, cognitive attention |
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Term
| Further define likelyhood |
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Definition
| the probability that you will spend time thinking about the persuasive attempt |
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Term
| What is the central route of persuasion? |
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Definition
| involves high elaboration, in other words lots of issue relevant thinking, focused on the facts, logical arguments and persuation |
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Term
| What is the peripheral route of persuasion? |
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Definition
| low levels of elaboration, not focused on the issues, few facts, more flashy and attention grabby |
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Term
| What type of involvement with the receiver does central route persuasion have? |
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Definition
high degree of involvement, receiver has high cognitive capacity.
basically they're invested and they're smart |
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Term
| What are three techniques we use to activate the central rout persuasion technique? |
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Definition
1. include pro additudinal arguments
2. use language that the reciever will understand
3. use strong arguments |
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Term
| What happens if we use words the audience doesn't understand when trying to employ the central route of persuasion? |
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Definition
| they revert to the peripheral route |
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Term
| What is a pro attitudinal argument? |
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Definition
| something the audience already agrees with |
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Term
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Definition
| (also heuristic cues) are mental shortcuts that someone uses when deciding whether or not to comply |
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Term
| When do people use heuristics? |
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Definition
| When the level of elaboration is low |
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Term
| When is the peripheral route used? |
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Definition
when the receivers degree of involvement is low, when they have low cognitive capacity
bored or dumb |
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Term
| Is a single source of information more likely to induce heuristics or central route? |
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Definition
| heuristics, (peripheral route) |
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Term
| What type of heuristics do we use? |
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Definition
source is high in credibility
source is attractive or likable
consensus among other receivers, bandwagon
number of arguments, quantity over quality
use of emotion to persuade |
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Term
| Which is easier to process, central persuasion or peripheral persuasion? |
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Definition
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Term
| Put simply, what is the elaboration likelihood model? |
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Definition
| we process information in two routes depending on the situation. Situation depends on motivation (involvement) and ability(intelligence) |
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Term
| When is peripheral persuasion a better route? |
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Definition
| cosmetics, clothes, sales |
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Term
| When is central persuasion a better route? |
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Definition
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Term
| What is need for cognition? (NFC) |
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Definition
| a persons interest in engaging in effortful thinking |
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Term
| Name three factors that can affect someones NFC (need for cognition) |
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Definition
the amount of distraction in the environment
how much stress a person is under
if we have exerted our brains a lot lately, tired brain |
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Term
| Which is more durable: and attitude created during a peripheral persuasion or central persuasion? |
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Definition
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Term
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Definition
| If i give you something, you have to give something back |
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Term
| The closer to people are, the more/less time the person has to reciprocate and the variance in gift can be bigger/smaller. |
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Definition
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Term
| What makes us feel like we have to reciprocate? |
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Definition
| we are ingrained in webs of indebtedness |
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Term
| T/F: Reciprocity is seen in primates |
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Definition
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Term
| T/F: Reciprocity is true across cultures |
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Definition
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Term
| What is the cognitive dissonance theory? |
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Definition
| humans try to avoid cognitive dissonance and will change their attitudes beliefs and behaviors in order to fix it. |
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Term
| What is the best supported and most researched theory in the social sciences? |
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Definition
| Cognitive dissonance theory |
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Term
| What are an additude objects three states? |
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Definition
consistent (in harmony)
inconsistent (in disharmony)
no relation |
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Term
| The motivation to achiever consistancy is a ________ like hunger or thirst. |
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Definition
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Term
| As the magnitude of inconsistency increases, the pressure to reduce it (increases/decreases). |
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Definition
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Term
| T/F: the proportion of dissonant elements is high increases dissonance |
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Definition
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Term
| T/F: the issue being trivial rather than important increases dissonance |
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Definition
| False: important decisions increase dissonance |
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Term
| T/F: doing something of your own free will increases dissonance |
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Definition
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Term
| T/F: foreseeing no negative consequences increases dissonance |
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Definition
| F: foreseeing negative consequences increases dissonance |
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Term
| T/F:Choosing between two attractive options increases dissonance |
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Definition
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Term
| T/F: making an easily undo able decision increases dissonance |
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Definition
| F: decision not being able to be undone increases dissonance ie killing someone |
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Term
| T/F: minimal justification means a lasting shift in additude |
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Definition
| TRUE. the less physical justification the more we need to justify in our heads |
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Term
| What are two ways to reconcile you thinking smoking is bad but smoking |
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Definition
| stop smoking, think smoking isnt so bad. Change additude or change behavior |
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Term
| How do people use the cognitive dissonance theory in the real world? |
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Definition
| make you sign up for things, then you want to be consistent and follow through |
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Term
| How do you get someone to make a commitment? |
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Definition
| write it down, seek harmless concessions, start with something modest |
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Term
| What is the theory of reasoned action? |
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Definition
| a highly rational and linear way of looking at behaviors |
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Term
| What are the key assumptions in TRA? |
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Definition
1. people are rational decision makers who use all the information presentede to them
2. intentions predict behaviors, additudes predict intentions
3. if we increase intent we increase behavior |
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