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Definition
| a favorable or unfavorable evaluative reaction toward something or someone. (often rooted in one's beliefs and exhibited in one's feelings and intended behavior) |
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| the effects of an attitude become more apparent when we look at a person's aggregate or average behavior rather than at isolated acts |
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| a set of norms that defines how people in a given social position ought to behave |
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| foot-in-the-door phenomenon |
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Definition
| the tendency for people who have first agreed to a small request to comply later with a larger request |
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| a tactic for getting people to agree to something. People who agree to an initial request will often still comply when the requester ups the ante. People who receive only the costly request are less likely to comply with it. |
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Term
| insufficient justification effect |
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Definition
| reduction of dissonance by internally justifying one's behavior when external justification is insufficient |
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Definition
| the theory that when we are unsure of our attitudes, we infer them much as someone observing us, by looking at our behavior and the circumstances under which it occurs |
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Term
| cognitive dissonance theory |
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Definition
| tension that arises when one is simultaneously aware of two inconsistent cognitions. for example, dissonance may occur when we realize that we have, with little justification, acted contrary to our attitudes or made a decision favoring one alternative despite reasons favoring another. |
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Definition
| the result of bribing people to do what they already like doing; they may then see their actions as externally controlled rather than intrinsically appealing |
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Definition
| a theory that (a) people often experience a self-image threat, after engaging in an undesirable behavior; (b) they can compensate by affirming another aspect of the self. Threaten peoples' self-concept in one domain, and they will compensate either by refocusing or by doing good deeds in some other domain. |
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Term
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Definition
| A change in behavior or belief as the result of real or imagined group pressure |
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Definition
| conformity that involves publicly acting in accord with an implied or explicit request while privately disagreeing. |
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Definition
| acting in accord with a direct order or command |
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Definition
| conformity that involves both acting and believing in accord with social pressure |
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Term
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Definition
| self(auto) motion(kinetic). the apparent movement of a stationary point of light in the dark. |
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Definition
| A "we feeling"; the extent to which members of a group are bound together, such as by attraction for one another |
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Definition
| conformity based on a person's desire to fulfill others' expectations, often to gain acceptance |
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Definition
| conformity occurring when people accept evidence about reality provided by other people |
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Definition
| a motive to protect or restore one's sense of freedom. Reactance arises when someone threatens our freedom of action |
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Term
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Definition
| the process by which a message induces change in beliefs, attitudes, or behaviors. |
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Term
| central route to persuasion |
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Definition
| occurs when interested people focus on the arguments and respond with favorable thoughts |
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Term
| peripheral route to persuasion |
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Definition
| occurs when people are influenced by incidental cues, such as speaker's attractiveness |
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Term
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Definition
| believability. a credible communicator is perceived as both expert and trustworthy |
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Definition
| a delayed impact of a message that occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it. |
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Definition
| having qualities that appeal to an audience. an appealing communicator (often someone similar to the audience) is most persuasive on matters of subject preference |
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Definition
| other things being equal, information presented first usually has the most influence |
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Term
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Definition
| information presented last sometimes has the most influence. Recency effects are less common than primacy effects |
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Term
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Definition
| the way the message is delivered - whether face-to-face, in writing, on film, or in some other way |
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Term
| two-step flow of communication |
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Definition
| the process by which media influence often occurs through opinion leaders, who in turn influence others. |
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Term
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Definition
| the motivation to think and analyze. Assessed by agreement with items such as "the notion of thinking abstractly is appealing to me" and disagreement with items such as "I only think as hard as I have to" |
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Term
| cult (new religious movement) |
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Definition
| A group typically characterized by: 1) distinctive ritual and beliefs related to its devotion to a god or a person, 2) isolation from the surrounding "evil" culture and 3) a charismatic leader. |
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Term
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Definition
| exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available. |
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Term
| What predicts conformity? |
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Definition
Group size - larger groups have stronger influence
Unanimity - agreement of the group
cohesion - togetherness of the group
status - higher status people have more effect
Public response - people conform more when responding in front of others
no prior commitment - once commited to a position, people seldom yield to social pressure |
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