Exam 2- Chapter 6

A sleeper effect occurs when

a persuasive message from a noncredible source becomes more persuasive over time.

bogus pipeline

a phony lie-detector device that is sometimes used to get respondents to give truthful answers to sensitive questions

implicit attitude

an attitude, such as prejudice, that one is not aware of having

facial electromyograph (EMG)

an electronic instrument that records facial muscle activity associated with emotions and attitudes

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

appear consistent

Implicit Association Test (IAT)

A covert measure of unconscious attitudes derived from the speed at which people respond to pairings of concepts—such as black or white with good or bad.

insufficient justification

a condition in which people freely perform an attitude-discrepant behavior without receiving a large reward

insufficient deterrence

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

sleeper effect

a delayed increase in the persuasive impact of a non credible source

Attitude scale

a multiple-item questionnaire designed to measure a person's attitude toward some object

need for cognition

a personality variable that distinguishes people on the basis of how much they enjoy effortful cognitive activities

attitude

a positive, negative, or mixed reaction to a person, object, or idea

An attitude is implicit if you

are not aware of it

The peripheral route to persuasion is more likely to be chosen than the central route when the

audience is distracted

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

causes people to analyze persuasive appeals much more carefully

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

cognitive dissonance

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

context

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

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

insufficient deterrence

According to cognitive dissonance theory, people are most likely to change their attitudes when they have _____ justification for an attitude-discrepant behavior.

insufficient external

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

The process by which attitudes are changed is called

persuasion

One potential problem with self-report measures is that

respondents might not respond truthfully

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

The main factor influencing source likeability is(are)

similarity and physical attractiveness

inoculation hypothesis

the idea that exposure to weak versions of a persuasive argument increases later resistance to that argument

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

peripheral route to persuasion

the process by which a person does not think carefully about a communication and is influenced instead by superficial cues

central role persuasion

the process by which a persona thinks carefully about a communication and is influenced by the strength of its arguments

Persuasion

the process by which attitudes are changed

evaluate 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

elaboration

the process of thinking about and scrutinizing the arguments contained in a persuasive communication

cognitive dissonance theory

the theory holding that inconsistent cognitions arouses psychological tension that people become motivated to reduce

Theory of Planned Behavior

the theory that attitudes toward a specific behavior combine with subjective norms and perceived control to influence a person's actions

psychological reactance

the theory that people react against threats to their freedom by asserting themselves and perceiving the threatened freedom as more attractive