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