Social Ch. 6 (Attitudes)
the process by which attitudes are changed is called
persuasion
Which means of persuasion is least obvious to a person who is unfamiliar with social psychology?
persuasion from within
a major difference between cognitive dissonance theory and self-perception theory involves the extent to which ___ is necessary to lead to self-persuasion attitude change
physiological arousal
Tariq
present them with weak arguments for smoking so that they can generate counterarguments
a negative reaction to the feeling that one's freedom is being threatened is called
psychological reactance
Selma's friends cant stand her new girlfriend patty
psychological reactance; feeling even more dedicated to her relationship with Patty
the "lipton ice"
really needed the item being advertised
Marla knows eating donuts is bad for her
reduce perceived choice
Leo has always believed strongly that fidelity in a marriage is very important
reducing perceived choice
the idea that people are more likely to be influenced by messages that match their frame of mind is known as
regulatory fit
strachan and others (2002)
the participants were thirsty and water had been withheld
Eric is hoping to take advantage of
the peripheral route to persuasion
impression management theory suggests that people change their attitudes to match their behaviors in an effort to
appear consistent
Loui runs a clinic to help individuals quit smoking
first scare clients by showing them gory lung-cancer operations. then outline the specific steps they could follow to stop smoking.
Wedener et. al (1995)
happy people avoid processing only if it threatens to spoil their mood
Elias believes that gun control is neccessary
he anticipants giving a speech against gun control, and then gives the speech
social psychologists seek to understand
how and why persuasion occurs.
high self-monitors respond more to ___ advertising
image-oriented
Markesan
impression management theory
a condition in which people refrain from engaging in desirable activity, even though only mild punishment is threatened is called
insufficient deterrence
the feeling of ambivalence can be described as an attitude that is
mixed in terms of positive verus negative emotions
people high in need for cognition are
more likely to process a message along the central route
Jaycee is extremely judgemental. She has strong opinions about politics, social issues, and moral concerns. Jaycee is high in the
need for evaluation
Harmon-Jones and others (1996)
negative consequenes for lying are not essential to dissonance
Jacqueline, an attitude researcher, is interested in how people feel about alcohol. She would be well-advised to use a
bogus pipeline because it is not as susceptible to social desirability effects
source credibility is determined by
both competence and trustworthiness
the main factors influencing source likability are
both similarity and physical attractiveness
which is not one of the four steps in the dissonance process?
elaboration
the covert attitude measure that uses electrodes pasted onto the scalp to record the waves of electrical brain activity is called
electroencephalograph
In a study about political attitudes and opinions during the 2004 presidential election, researchers used brain imaging to examine what happened in the brain when participants listened to positive or negative statements about the candidate of their choice. They found that most affected were those areas of the brain associated with which of the following?
emotion
the primary difference between the models of persuasion proposed by Hovland and McGuire and that proposed by Greenwald is that Greenwald's model
emphasizes the role of elaboration in producing persuasion
people who are high in intelligence and/or self esteem tend to be __ vulnerable to persuasion when compared to people low in intelligence and/or self esteem.
equally
A political candidate is often eager to win the endorsement of celebrities who are popular with hordes of people. The candidate hopes that the association of his or her campaign with a popular figure will result in the masses feeling more favorable toward his or her candidacy due to
evaluative conditioning
the process by which we form an attitude toward a neutral stimulus because of its association with a positive or negative person, place, or thing is callled
evaluative conditioning
han and shavout
"an exhilarating way to provide for your family"
an attitude is implicit if you
are unaware of it
Gallup pool
nurses
an attitude that is brought to mind quickly and easily is said to be
accessible
Gino. He should do all the following except
approach perspective buyers who obviously care deeply about his product
Which of the following situations should prompt the least cognitive dissonance?
Audrey doesn't like cats much, so she devides that her new pet will be a dog
which statement regarding LaPeer's (1934) study of attitudes is false?
Even though respondents who were asked self-report questions claimed that they would not be racially prejudiced, their behavior showed clear discrimination.
which of the following would not be considered an attitude?
Dalton drives a silver minivan
Marcia has two boyfriends
Mickey will seem more attractive than ever, convincing marcia that she made the right choice
Which statement concerning the impact of body movements on persuasion is true?
People who nod their heads up and down express greater agreement with a persuasive message than those who shake their heads side to side.
Dr. Flinstone
Yes. If the change is to happen next year, the strength of the arguments will matter more than whom he hires to promote the idea.
Tristian has to choose between two potential mates
Tristan suggests that she was impressed by his career ambitions at first, but has come to realize that Charlie's busy work schedule would have been an obstacle to a successful relationship.
Shaniqua plans to use a self-report measure in which people indicate their agreement or disagreement with a list of statements. She is using
a likert scale
which of the following is not used to overcome the limitations of traditional self-report methodology?
a likert scale
a sleeper effect occurs when
a persuasive message from a non credible source becomes more persuasive over time
Which of the following is not an explanation for why people in a positive mood are more susceptible to persuasion?
a positive mood makes people more thoughtful, so they are more likely to engage in central processing.
Shawna wants to join a sorority.
a severely unpleasant initiation
Abby compliments Sharon
abby must feel physiological arousal after her lie in order to feel cognitive dissonance
the central route of persuasion requires
ability and motivation
Miss Roberto is concerned that Talia and Emily avoid playing with Michael because he is African American. Which strategy would best enable her to assess any unconscious dislike these two students feel toward Michael?
administer an IAT to examine the girls' racial attitudes
the theory of planned behavior posits that behavior is a function of attitudes, subjective norms, behavioral intentions, and the
amount of control we perceive to have over our own actions
which strategy for resisting persuasion is exemplified
an assertion of confidence
for which type of attitude would an implicit attitude measure be more predictive than an explicit attitude measure?
an attitude toward committing suicide
because communicator trustworthiness is important, people tend to be readily impressed by speakers who
argue against their own interests
All of the following are necessary conditions for cognitive dissonance specified by Cooper and Fazio (1984) except that people must
assign responsibility for the behavior to an outside source
a positive, negative, or mixed response to a person, object, or idea is called
attitude
formula and Petty
attitude can be strenghtened by a persuasive message or argument against it
If you want to convince a friend to abandon an attitude and start thinking more like you, what would be the best approach?
be cautious in your approach and do not promote an idea that is too different than your friend's current attitude
Professor Shackleford
be less skeptical than usual about such an unlikely cause
sally is a democrat
become less certain
Yanquan is a staunch democrat
become more certain
Hoshino-Browne and colleagues (2005)
felt dissonance when making a decision for a friend rather than themselves
Cross-cultural research indicates that cognitive dissonance
can be seen across cultures, but emerges in different situations in different cultures.
While watching the presidential debate on television, Matilda critically evaluated the arguments made by each candidate and was persuaded to support a particular candidate because of the quality of her arguments. Matila exhibited
central route of persuasion
An unpleasant psychological state often aroused when people hold two conflicting cognitions is called
cognitive dissonance
Marge believes rather strongly that more money should be devoted to environmental concerns. However, she is agitated because she just signed a petition for a friend advocating the logging of a local forest in order to create new jobs. She then seems to soften her stance about the environment. This is best explained by
cognitive dissonance theory
persuasive communication is the outcome of three possible factors. Which is not one of these factors?
context
one way to increase the accuracy of self-report measures of attitudes is to
convince respondents that any deception can be detected
amy joined the army
effort justification
Stanley the stockbroker
elaboration
which of the following concerning the use of EMG to assess attitudes is true?
facial EMG can detect muscular changes not observable to the naked eye
which statement concerning the use of fear appeals is not supported by research?
fear appeals are generally less effective than messages that do not provoke fear
Langau and colleagues (2004)
fear arousal can influence even attitudes as important as political opinions
After narrowing their choices to a Toyota and a Honda, Tammy Faye and James have decided to buy a Toyota. It is likely that after making this decision, Tammy Faye and James will
feel less dissonance if they are told by friends that they have decorated their house nicely
A social psychology graduate student who works long hours for little pay becomes increasingly convinced that she loves social psychology. This student's attitude toward her chosen field of study is most likely the result of
insufficient justification
measuring attitudes by assessing physiological arousal tends to identify the __ but not the __ of the attitude
intensity; direction
according to the theory of planned behavior, one reason that a person's behavior might not be consistent with that person's attitudes is that the behavior
is determined by norms that we counter to the person's attitudes
Aronson and Carl Smith
is less likely than mild punishment to inspire cognitive dissonance
Jon and Kate
it should yield a primacy effect.
Attitudes are useful because they
leet us quickly judge whether something we encounter is good or bad
the more products a celebrity endorses, the
less trustworthy she becomes in the eyes of consumers.
Roger and Mike
like the song less than he would have had he not talked to roger ahead of time
which source characteristic best explains why a company might recruit a supermodel to endorse its products
likeability
cacioppo and petty
listening to a agreeable message increased activity in the cheek muscles
people who want to hold correct attitudes will often engage in central route processing. Doing so means that they
may fall prey to overcorrection
when message recipients use central route processing, which of the following will be true
memorable messages will be more persuasive than forgettable ones
what condition is not specified in Holland's model of persuasion as necessary for persuasion to occur?
message recipients must elaborate on the message
Your friend is thinking of purchasing a self-help weight-loss CD that promises its effects through subliminal persuasive messages embedded in the music. What should you tell her research shows about the effectiveness of such programs?
no solid evidence exists to support such programs
Brady and Quinn
overheard conversations
Fastinger and Carl Smith
participants in the $1 condition experience greater discomfort and agitation when lying about how fun the task was than do participants in the $20 condition.
implicit attitudes can be difficult to measure because
people are not aware of having them
one potential problem with self-report measures is that
respondents might not respond truthfully
Steele's research on self-affirmation and cognitive dissonance indicates that when self-affirmations fail, dissonance
returns
when used to measure attitudes, physiological measures such as heart rate and perspiration
reveal the intensity of an attitude
Kirk is a strong republican
right after voting
which of the following has not been demonstrated in research on role-playing?
role-playing effects are stronger among those low in need for cognition than those high in need for cognition
After giving the matter a great deal of thought, Iris declared chemistry rather than physics as her major.
self-affirmation
they basic prediction of __ theory is that attitude change occurs when people infer how they feel by observing themselves and the circumstances of their own behavior
self-perception
The idea that we infer our own attitudes by coolly observing ourselves and the circumstances of our behavior is most consistent with
self-perception theory
The most direct and straightforward way to assess an attitude is through the use of
self-report measures
gloria has a negative attitude toward smoking, but she continues to smoke two packs of cigarettes a day. According to the theory of planned behavior, one reason that her attitude and behavior are inconsistent could be that
she doesn't believe that she can control her smoking behavior
Jerri thinks gossiping is wrong, but she chooses to engage in it anyways
she doesn't foresee the negative consequences
sam hates celine dion with a passion
she offers him a free coupon for his next dry cleaning order in exchange for listening to it
stephen kraus's (1995) meta-analysis on the relationship between attitudes and behaviors showed that attitudes
significantly and substantially predict future behavior
Balletic and Dunning (2007)
students in the high-choice condition underestimated how far they had walked relative to those in the low-choice condition
wells and petty 1980
students signaled their attitudes by nodding or shaking their heads
Wilkin and others (2010)
the Japanese participants reported liking their favorites for a shorter time than the americans did
which indicator is not used to distinguish weak attitudes from strong ones?
the amount of perceived behavioral control
research on the attitude of twins suggests
the attitudes of identical twins are more similar than the attitudes of fraternal twins
the process by which a person carefully about a communication and is influenced by the strength of its arguments is called
the central route to persuasion
Sleeper effects can be reduced by reminding people that the source of a persuasive message was not credible. This supports which explanation of sleeper effects?
the discounting cue hypothesis
the hypothesis that there is a genetic component to some attitudes would be supported by all but which finding?
the human genome project has identified specific genes that are responsible for the ability to hold positive or negative attitudes
Research demonstrates that exposure to weak versions of a persuasive argument tends to increase later resistance to that argument. This is consistent with
the inoculation hypothesis
in trying to assess attitudes about particular subjects, public opinion pollsters have become aware that attitude responses seem to be affected by all of the factors below except
the length of the questionarre
Vicki the lawyer
the less expensive expert
the process by which a person is persuaded by cues in the persuasion context rather than thinking critically about the content of a persuasive message is called
the peripheral route to persuasion
As personal involvement regarding an issue increases
the quality of the arguments becomes a more important determinant of persuasion
implicit association tests (IAT's) can detect implicit attitudes by measuring
the speed at which participants associate stimuli with a positive or negative word
which theory suggests that intentions to perform a behavior are best predicted by attitudes toward the behavior, subjective norms, and perceived behavioral control?
theory of planned behavior
the most common approach to persuasion is
through information from others
which factor has the biggest impact on whether or not there will be a primacy or regency effect in persuasion?
time
research indicates that subliminal influence
usually occurs in the short term for simple judgements and actions
attitudes are best understood as
varying in strength along both positive and negative dimensions
Ichiro, a member of a campus political group, is surveying how many students plan to vote in the 2018 interim election. According to the theory of planned behavior, which question would be the best predictor of whether or not a particular student would actually vote in the 2018 interim election?
what are your attitudes about voting in U.S. interim elections, when the presidency is not being decided?