Term
| Affective Component of Attitude |
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Definition
Emotional reaction to a target
ex: I don't like cigarettes. |
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Term
| Behavioral Component of Attitude |
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Definition
How you act towards a target
ex: I don't associate with people who smoke. |
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Term
| Cognitive Component of Attitude |
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Definition
Knowledge understanding and beliefs about the target
ex: I believe smoking is dangerous. |
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Term
| Cognitive Consistency Model |
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Definition
We always want our behaviors to be consistent with our attitudes
ex: I love college football, I attend every game. |
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Term
| Dual Processing Model (Attitude Change of CC Model) |
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Definition
| New attitude is processed in one of two ways, Peripheral (Heuristical) and Central |
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Term
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Definition
Respond to features of the information (# of arguments etc.)
ex: Brad Pitt says there are 15 arguments for condom use. |
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Term
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Definition
Careful treatment of information
ex: Here is detailed evidence for condom use. |
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Term
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Definition
Power through social role
ex: Your teacher can give you a test. |
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Term
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Definition
Power through a positive offer
ex: Paying your brother to wash your car. |
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Term
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Definition
Power through a negative offer
ex: Take your brother's phone to wash your car. |
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Term
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Definition
Power through special knowledge about the behavior
ex: My dentist says I should floss. |
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Term
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Definition
Variant of Expert Power; just happens to know something useful
ex: My roommate says the food is terrible. |
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Term
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Definition
Power through admiration from others
ex: I'll quit smoking because Obama did. |
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Term
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Definition
| Variant of Referent Power; power through who you know rather then who you are |
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Term
| Qualities of Minority Influence |
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Definition
1. Minority members must be former majority members
2. Needs to still be majority of another aspect |
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Term
| Needs to reduce Dissonance |
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Definition
1. You chose the dissonance causing behavior
ex: I could have gone to a game but I didn't.
2. The negative consequences are your own fault
ex: It's my fault. I never got tickets.
3. Anticipated the bad consequences
ex: I knew I would be disappointed if I didn't go.
4. Dissonance will make you look bad
ex: My friends think it's weird I didn't go. |
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Term
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Definition
| Majorities encourage variants on same idea |
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Term
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Definition
| Minorities encourage new ideas |
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Term
| Theory of Planned Behavior |
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Definition
| Behavior is not always (perhaps never) consistent with attitude and this is OK because behavior is influenced by intentions |
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Term
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Definition
Attitude, Opinion, Control
ex: I won't have steak because: I don't like steak (A), My bf is a vegetarian (O), I can't afford steak (C) |
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Term
| Attitude Change of Theory of Planned Behavior |
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Definition
| New attitude will only produce new intention if attitude is emphasized, change beliefs, evaluation of beliefs, and give new beliefs |
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Term
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Definition
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Term
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Definition
| Respected person says you should do something |
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Term
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Definition
| A person who is respected on one dimension or for one feature is thought to be an expert in other unrelated areas |
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Term
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Definition
| Respected person performs this action, so should you |
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Term
| That's Not All! Influence |
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Definition
| To offer something in conjunction with an extra offer. (In reality you pay the actual price of both offers) |
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Term
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Definition
| Focus on daily costs rather aggregate costs |
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Term
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Definition
| Make an offer in hopes of receiving something in return |
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Term
| Foot in the Door Influence |
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Definition
| Get compliance with small request, then jump to larger request |
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Term
| Door in the Face Influence |
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Definition
| Make a large request, then step down to small request |
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Term
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Definition
| Get commitment for impossible offer, reveal similar possible outcome |
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Term
| Pique Technique Influence |
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Definition
| Make an unusual request to stimulate more thought |
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Term
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Definition
| It would be effective to show people performing problem behaviors that aren't a typical behavior |
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Definition
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Term
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Definition
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Term
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Definition
| Pattern body movements to increase likability |
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Term
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Definition
Copying of specific action
ex: You yawn, I yawn. |
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Term
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Definition
| Fight pressure in approach avoidance conflict |
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Term
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Definition
| Everybody else is doing it |
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Term
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Definition
| A reason to change behavior |
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Term
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Definition
| Adopt initiators emotional |
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Term
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Definition
| Imitate initiators physical problems |
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