Term
|
Definition
Is just about anything that involves molding or shaping attitudes
Can be positive or negative
Is the study of attitudes and how to change them |
|
|
Term
| What is the definition of persuasion from the book? |
|
Definition
| A symbolic process in which communicators try to convince other people to change their attitudes or behaviors regarding an issue through the transmission of a message in an atmosphere of free choice. |
|
|
Term
|
Definition
| It is a form of language, representing broader concepts or ideas with rich meaning |
|
|
Term
| What are some examples of symbols? |
|
Definition
1. Words: “freedom” “justice” “equality”
2. Nonverbal signs: a country’s flag, a religious icon
3. Brand icons: golden arches, swoosh |
|
|
Term
| What does a conscious attempt mean in terms of persuasion? |
|
Definition
| Persuader must intend to persuade and must be aware of that intention. |
|
|
Term
Are babies and animals able to persuade? |
|
Definition
| Animals and infants do not persuade because they are not consciously aware they are persuading (intent) |
|
|
Term
| Multitude of types of messages include: |
|
Definition
Verbal / nonverbal Interpersonal / mediated Reasonable / unreasonable Factual / emotional
Arguments or peripheral cues |
|
|
Term
| What is necessary for persuasion to work and it can act against the recommendation of the persuader? |
|
Definition
|
|
Term
| In persuasion theory, a person is free when what? |
|
Definition
| He or she has the ability to act differently than the persuader suggests |
|
|
Term
| What is the distinction between persuasion and coercion? |
|
Definition
The perception of freedom to resist
Freedom = persuasion
No freedom = coercion |
|
|
Term
Persuasion requires_______.
Coercion demands ________. |
|
Definition
|
|
Term
| Coercion occurs when the influence agent: |
|
Definition
Delivers a threat of some consequence
Attempts to induce the individual to act contrary to personal preferences
Deprives the individual of some measure of freedom or autonomy |
|
|
Term
| What is the definition of propaganda and what are some of its characteristics? |
|
Definition
Ruling group has near/total control over transmission of information
Typically mass-level influence Deceptive and manipulative, always negative |
|
|
Term
| What are some characteristics of Manipulation? |
|
Definition
| True goals of persuader hidden Recipient misled |
|
|
Term
| Explain the differences between persuasion and propaganda. |
|
Definition
Propaganda = Mass audience, focus on emotional appeals, concealment of purpose, lack of sound support
Persuasion = Can be mass or interpersonal, more open about purpose/goals |
|
|
Term
| What are some effects of persuasion? |
|
Definition
Shaping responses – Associate a new idea with a concept
Reinforcing responses – Strengthening already-held attitudes
Changing responses – Boldest form of persuasion |
|
|
Term
| Why should we study persuasion? |
|
Definition
It’s everywhere
If persuasion didn’t exist, people might use other means to get their way (threats, violence, etc.)
To become better consumers of information
To better understand what’s happening around us
To be better persuaders |
|
|
Term
| What was an ancient form of persuasion? |
|
Definition
|
|
Term
|
Definition
| Argumentation, language, and public address was used to influence audiences |
|
|
Term
There was a dual approach amongst Plato and the Sophists; whatdid they stand for in terms of persuasion? |
|
Definition
Plato stood for logic and reason
The Sophists stood for persuasion as style and flash |
|
|
Term
| What are the three things that you need to be conscious of according to Aristole when you are trying to persuade someone? |
|
Definition
|
|
Term
|
Definition
| Nature of the communicator |
|
|
Term
|
Definition
| The emotional state of the audience |
|
|
Term
|
Definition
| Arguments within the message |
|
|
Term
| Who was the person that helped with rhetoric's radical turn in the 1950s who promoted symbols and emotions are more important? |
|
Definition
|
|
Term
| What three things does the scientif approach use? |
|
Definition
| Theory, hypotheses, and empirical tests |
|
|
Term
| What is a conceptualization of a phenomenon that links variables, explains events, and offers predictions? |
|
Definition
|
|
Term
| What three things should a theory be? |
|
Definition
| Objective, testable,and formalized |
|
|
Term
| What doesw utilitarianism emphasize on? |
|
Definition
Emphasizes utility/consequences of actions
Greatest good for greatest number
Emphasizes consequences over justice, fairness, even truth |
|
|
Term
| What does Kant's deontological (duty-based) theory emphasize upon? |
|
Definition
Emphasizes moral duties, obligations, and respect toward individuals
Moral value is in intention, not outcome
Lying is never allowed in persuasion |
|
|
Term
| What is Perloff's definition of an attitude? |
|
Definition
| A learned, global evaluation of an object (a person, place, or issue) that influences thought and action |
|
|
Term
| What does attitudes express? |
|
Definition
| Passions and hates, attractions and repulsions, likes and dislikes |
|
|
Term
| What influences our attitudes and beliefs? |
|
Definition
|
|
Term
|
Definition
| Desirable end states or behaviors that transcend specific situations, guide selection or evaluation of behavior and events, and are ordered by relative importance |
|
|
Term
| How are values different than our attitudes? |
|
Definition
| Values are more global and abstract |
|
|
Term
| What are some examples of values? |
|
Definition
| Freedom, equality, power, self-fulfillment, and security |
|
|
Term
|
Definition
| Cognitions about the world--subjective probabilities that an object has a particular attribute or that an action will lead to a particular outcome |
|
|
Term
| How are beliefs different than our attitudes? |
|
Definition
| It is more specific and cognitive |
|
|
Term
| Provide some examples of beliefs. |
|
Definition
College students drink too much
Video games are addictive
Girls talk more about relationships than do guys |
|
|
Term
| What is the definition of descriptive beliefs. |
|
Definition
| Perceptions or hypotheses about the world that people carry around in their heads |
|
|
Term
| What is the definition of prescriptive beliefs. |
|
Definition
| Ought or should statements that express conceptions of preferred end-states |
|
|
Term
| What are some examples of prescriptive beliefs? |
|
Definition
Prostitution should be legal
Abortion should be illegal
Capital punishment should be banned
|
|
|
Term
| Give an example of a descriptive belief. |
|
Definition
| College students drink too much |
|
|
Term
| Strong attitudes are particularly likely to? |
|
Definition
Persist over time
Affect judgments
Guide behavior
Resist change |
|
|
Term
| Why are strong attitudes particularly likely to _,_,_,_? |
|
Definition
Associated with values and deep-rooted beliefs
Associated with more knowledge and attention
More accessbile and at-hand
Bolstered by other people with similar attitudes |
|
|
Term
| What are strong attitudes characterized by? |
|
Definition
Importance
Ego-involvement
Extremity
Certainty
Accessibility
Knowledge
Hierarchial organization |
|
|
Term
| What is the social judgment theory? |
|
Definition
| An attitude theory in which people evaluate issues based on where they already stand on the topic |
|
|
Term
| What are the 3 core concepts of the social judgment theory? |
|
Definition
Latitudes of acceptance, rejection, and non-commitment
Assimilation and contrast
Ego-involvement |
|
|
Term
| What does the latitude of acceptance mean? |
|
Definition
| Consists of all those positions on an issue that an individual finds acceptable, including the most acceptable position |
|
|
Term
| What does the latitude of rejection mean? |
|
Definition
| Those positions that the individual finds objectionable, including the most objectionable position |
|
|
Term
| What does the latitude of non-commitment mean? |
|
Definition
| Consists of those positions on which the individual has preferred to remain noncommital |
|
|
Term
| What does assimilation mean? |
|
Definition
| When a person overestimates the similarity between congenial messages and their own attitude |
|
|
Term
|
Definition
| When a person overestimates the difference between a somewhat conflicting message and their own attitude |
|
|
Term
| Who do we usually assimilate our attitudes with? |
|
Definition
|
|
Term
| Who we do we contrast our attitudes with? |
|
Definition
|
|
Term
|
Definition
| When someone perceives that an issue touches on their self-concept or core values |
|
|
Term
| What are some characteristics of an ego-involved person |
|
Definition
They have a larger LOR relative to their LOA/LON
They only assimilate ambiguous messages when its consistent with their attitude
They engage in selective perception |
|
|
Term
| What does selective perception mean? |
|
Definition
| When you perceive events in ways that fit their prior attitudes |
|
|
Term
| What are some characteristics of attitude accessiblity? |
|
Definition
| Weak attitudes have lukewarm evaluations and strong attitudes have familiar, well-learned associations |
|
|
Term
| What are 3 key findings on attitude accessibility? |
|
Definition
Frequency of mental rehearsal of associations boosts their strength
Objects toward which we have accessible attitudes better capture our attention
Accessible attitudes filter the way we process information |
|
|
Term
| What are the two key concepts of attitude accessibility? |
|
Definition
| Accessibility and associations |
|
|
Term
| What does accessibility mean? |
|
Definition
| The degree to which attitude is automatically activated from memory (how fast something comes to mind) |
|
|
Term
|
Definition
| Links among componenets of an attitude |
|
|
Term
| What is the functional theory of attitudes? |
|
Definition
| Argues that people adopt attitudes because they fulfill particular psychological functions |
|
|
Term
| What are the six functions of attitudes discussed in chapter 5? |
|
Definition
Knowledge
Utilitarian
Social adjustive
Social identity
Value-expressive
Ego-defensive |
|
|
Term
| What does the knowledge function do? |
|
Definition
| It helps people make sense of the world and explain baffling events |
|
|
Term
| What does the utilitarian function of attitude do? |
|
Definition
| Explains that attitudes help people obtain rewards and avoid punishments |
|
|
Term
| What does the social adjustive function do? |
|
Definition
| Explains that attitudes help us adjust tom or fit in with, others |
|
|
Term
| What does the social identity function do? |
|
Definition
| Explains that attitudes help people communicate who they are and what they aspire to be |
|
|
Term
| What does the value-expressive function do? |
|
Definition
| Explains that attitudes help people express core values and cherished beliefs |
|
|
Term
| What does the ego defensive function do? |
|
Definition
| Explains that attitudes can serve as a “defense” against unpleasant emotions people do not want to consciously acknowledge. |
|
|
Term
| Functional theory suggests that a persuasive message is most likely to change an individual's attitude when what? |
|
Definition
| When the message is directed at the underlying function the attitude serves |
|
|
Term
| What are the three key factors that influence attitude-behavior relationship? |
|
Definition
Situational factors
Personal characteristics
Qualities of the attitude itself |
|
|
Term
|
Definition
| Beliefs about appropriate behavior in a given situation |
|
|
Term
|
Definition
| Our everyday functions and played parts |
|
|
Term
|
Definition
| A set of expectations about an event or sequence; well-learned rules about how to behave |
|
|
Term
| What does self-monitoring refer to? |
|
Definition
| Some people naturally change thier behavior to fit the situation, and monitor their public self |
|
|
Term
| Attitudes formed through direct experience are more: |
|
Definition
| clearly defined, certain, stable, resistant to change, and accessible |
|
|
Term
| What is the difference between a general attitude and a specific attitude |
|
Definition
| A general attitude is a global evaluation for multiple situations (attitude toward the object) and a specific attitude is an evaluation of a specific act or behavior (attitude twoard a behavior) |
|
|
Term
| What is an example of a general and specific attitude? |
|
Definition
General= Religion
Specific= attending religious services |
|
|
Term
| With the reasoned action model, behavior can be predicted but depends on what? |
|
Definition
Peoples likes and dislikes
Peoples natural propensity to please others
Peoples confidence that they can carry out their plans |
|
|
Term
| What are the five components of the reasoned action model |
|
Definition
Attitude toward the behavior
Perceived norm (social pressure to do it)
Perceived behavioral control (sense of own ability to do it)
behavioral intention (intent or plan to do it)
Behavior itself (the action in question) |
|
|
Term
| What is the accessibility theory? |
|
Definition
| Attitudes will predict behavior if they can be activated from memory at the moment of decision |
|
|
Term
| What are the two core requirements for accessibility theory |
|
Definition
attitude must be activated from memory
attitude must influence our perceptions of the issue |
|
|
