psych 109 ch6

Impression management theory suggests that people change their attitudes to match their behaviors in an effort to

appear consistent

The reason of forewarning tends to prevent attitude change is that it

causes people to analyze persuasive appeals much more carefully

When people listen carefully to a persuasive communication and think about the arguments, they are using the _____ route to persuasion

central

Persuasive communication is the outcome of three possible factors. Which of these is not one of those factors?

Context

Which of the following theories 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

An attitude is implicit if you

are not aware of it.

The concept of subjective norms refers to people's

beliefs about what important others will think of their behavior

An unpleasant psychological state often aroused when people hold two conflicting cognitions is called

cognitive dissonance.

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 called

evaluative conditioning

The more products a celebrity endorses, the

less trustworthy she becomes in the eyes of consumers.

People tend to be less aware of the their _________________ attitudes, which are more likely to influence their behaviors when they are not monitoring.

implicit

A condition in which people refrain from engaging in a desirable activity, even though only mild punishment is threatened, is called

insufficient deterrence.

People high in need for cognition are

more likely to process a message along the central route.

The findings of the classic Festinger and Carlsmith (1959) experiment indicate that

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.

When people do not listen carefully to the substance of a persuasive communication and but instead pay attention to irrelevant cues,, they are using the _____ route to persuasion.

peripheral

Corey and Jennifer engage in a debate in speech class. Corey goes first and Jennifer goes second. Most students thought that Corey did a better job in the debate. Assuming that the quality of the arguments and presentation by the two speakers was equally good, this would be an example of a(n) _________ effect

primacy

A negative reaction to the feeling that one's freedom is being threatened is called

psychological reactance.

The most direct and straightforward way to assess an attitude is through the use of

self-report measures

The main factor influencing source likeability is(are)

similarity and physical attractiveness.

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.