Chapter 5- Social Pysch.

implicit attitude

an attitude that is activated automatically from memory, often without the person's awareness that they posses

What happens when low credible sources become persuasive over time

Sleeper effect

Persuasion

A kind of speaking or writing that is intended to influence people's actions.

Operant conditioning affects the attitude formation largely because of its influence on the ____ components of attitudes

Behavioral

What have the studies of the attitudes of Bennington College women found over time?

Changes in one's reference group can change their attitudes

dual attitudes

Differing implicit (automatic) and explicit (consciously controlled) attitudes toward the same object. Verbalized explicit attitudes may change with education and persuasion; implicit attitudes change slowly, with practice that forms new habits.

What have the studies of fear appeals found?

High fear appeals often produce so much anxiety that people are unable to process the arguments

cognitive dissonance

Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions

What studies have moral hypocrisy shown?

Moral attitudes are used by people to appear moral while avoiding the cost of being moral

facial feedback hypothesis

People are aware of their expressions and infer that they must have attitudes consistent with their expressions

Research has found for mere exposure for faces through the activation of...

The right hemisphere

attitude accessibility

The strength of the association between an attitude object and a person's evaluation of that object, measured by the speed with which people can report how they feel about the object

self-perception theory

The theory that when our attitudes and feelings are uncertain or ambiguous, we infer these states by observing our behavior and the situation in which it occurs

When do two sided messages work better than one sided ones?

When people are well informed on a topic

When is cognitive dissonance most likely to occur?

When people chose from several options and must justify their choice

When are people most likely to indicate that inconsistencies between attitudes and behavior bother them

When they have a high preference for consistancy

When is elaboration likelihood highest

When we are highly motivated to think about a set of arguments about a topic

sleeper effect

a delayed impact of a message that occurs when an initially discounted message becomes effective, such as we remember the message but forget the reason for discounting it

two-sided message

a marketing message that presents both positive and negative information

one-sided message

a marketing message that presents only positive information

reference group

a social group that serves as a point of reference in making evaluations and decisions

classical conditioning

a type of learning in which one learns to link two or more stimuli and anticipate events

moral hypocrisy

appearing moral while avoiding the costs of being so

implicit attitudes

attitudes that influence a person's feelings and behavior at an unconscious level

explicit attitudes

attitudes that we consciously endorse and can easily report

elaboration likelihood model

theory identifying two ways to persuade: a central route and a peripheral route

subliminal conditioning

classical conditioning that occurs in the absence of conscious awareness of the stimuli involved

When classical conditioning is used to influence the formation of an attitude toward a new product, the product is the

conditioned stimulus

Subliminal advertising can

encourage more vigorous behavior when people are already motivated to behave in a certain way

Persuader credibility is highest when the messenger is perceived to process ___ & ____

expertise & trustworthiness

attitude

feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events

observational learning

learning by observing others

A communicators attractiveness is heightened by their

likeablity

central route persuasion

occurs when interested people focus on the arguments and respond with favorable thoughts

peripheral route persuasion

occurs when people are influenced by incidental cues, such as a speaker's attractiveness

What is not a component of the tricomponent model of attitudes

perceived control

dual attitudes are ____ of contradictory implicit and explicit attitudes toward the same object.

simultaneous possesions

Self perception theory

suggests that we learn our attitudes by examining our behavior

Theory of Planned Behavior

the idea that people's intentions are the best predictors of their deliberate behaviors, which are determined by their attitudes toward specific behaviors, subjective norms, and perceived behavioral control

mere exposure effect

the phenomenon that repeated exposure to novel stimuli increases liking of them

subliminal perception

the registration of sensory input without conscious awareness

cognitive consistency

the state in which a person's thoughts and behaviors match his or her beliefs and the expectations of others

Even when people have a negative attitude toward smoking they still have difficulty quitting

they do not believe they can preform that behavior