Social Psychology Chapter 5: Attitudes
forewarning
advanced knowledge that one is about to become a target for an attempt of persuasion
systematic processing is being used
argument strength only affects persuasion when
fear appeals
attempting to change people's behaviors by use of message that induces fear
observational learning
basic form of learning in which individuals acquire new forms of behavior as a result of observing others
classical conditioning
basic form of learning in which one stimulus, initially neutral, acquires the capacity to evoke reactions through repeated pairings with another stimulus. the second stimulus becomes a signal for the occurrence of the other
instrumental conditioning
basic form of learning in which responses that lead to positive outcomes or permit avoidance of negative outcomes are strengthened
mere exposure
by having seen before, but not necessarily remembering having done so, attitudes toward an object can be formed
reduce dissonance
changing attitudes, or changing behavior by using "in the future", acquiring new information or justification; trivialization, alcohol (making themselves feel good), and self-affirmation
pluralistic ignorance
collectively misunderstand what attitudes others hold and believe erroneously that others have different attitudes than us
social networks
composed of individuals with whom we have interpersonal relationship and interact with on a regular basis
explicit attitudes
consciously accessible attitudes that are controllable and easy to report
persuasion
efforts to change others' attitudes through the use of various kinds of messages
reference groups
groups of people with who we identify and whose opinions we value
strength of an attitude
how strong the emotional reaction is
cognitive dissonance
internal state that results when individuals notice inconsistency between two or more attitudes or between their attitude and their behavior
reactance
negative reactions to threats to one's personal freedom; increases resistance to persuasion and can produce a negative attitude change opposite of what was intended
habit
repeatedly performing a specific behavior so response become relatively automatic whenever the situation is encountered again
heuristic processing
processing of information in a persuasive message that involves the use of simple mental shortcuts
Implicit Association Test
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
central route to persuasion
attitude change result from systematic process of information presented in persuasive messages
peripheral route to persuasion
attitude change that occurs in response to peripheral persuasion cues which is based on information concerning the expertise or status of the persuader
subliminal conditioning
classical conditioning of attitudes by exposure to stimuli that are below the individuals' threshold of conscious awareness
attitude
evaluation of various aspects of the social world
attitude to behavior process model
how attitudes guide behavior that emphasized the influence of attitudes and stored knowledge of what is appropriate in a give situation on an individual's definition of the present situation
attitudes towards the behavior and subjective norms
intentions are formed by two things
self regulation
limited capacity to engage our willpower and control our own thinking and emotions
less leads to more effect
offering individuals small rewards for engaging in counter attitudinal behavior often producers more dissonance so attitudes change more than the ones offered larger rewards
electronic word of mouth
persuasion depends on communicator credibility and consistency among recommendations and with the message
implementation plan
plan for how to implement our intentions to carry out some action
hypocrisy
publicly advocating some attitudes or behavior and then acting in a way that is incongruent with these attitudes and behaviors
conditioned stimulus
stimulus that comes to stand for or signal a period unconditioned stimulus
unconditioned stimulus
stimulus that evokes a positive or negative response without substantial learning
selective avoidance
tendency to direct attention away from information that challenges existing attitudes
illusion of truth effect
the mere repetition of information creates a sense of familiarity and more positive attitudes
social learning
the process through which we acquire new information, forms of behavior, or attitudes about other people
social comparison
the process through which we compare ourselves to others to determine whether our view of social reality is correct or not.
certainty of an attitude
the sense that you know what your attitude is and the feeling that it is the correct position to hold
elaboration likelihood model
theory suggesting that persuasion can occur in either two distinct ways differing in the amount of cognitive effort the message receives
theory of reasoned action
theory suggesting that the decision to engage in a particular behavior is the result of a rational process in which behavioral options are considered, consequences are evaluated, and a decision is reached to act or not. the decision is then reflected in behavioral intentions which influences overt behavior.
strength, certainty, and personal experience
three factors that effect accessibility of attitudes
implicit attitudes
unconscious associations between objects and evaluative responses
ego-depletion
when our capacity to self regulate has been reduced because of prior expenditures of limited resources
systematic processing
processing of information in a persuasive message that involves careful consideration of message content and ideas