Social Psych Ch 5

If Billy tells his friend that he intends to vote for a certain candidate, then Billy's intention reflects a(n)

attitude.

Having not met any members of a new social group, you hear a person expressing negative views of that group. Your attitude toward the new group would not be likely influenced by hearing this negative message if

you dislike the person expressing the attitude and see the person as dissimilar to yourself.

Cognitive dissonance arises when we notice a discrepancy between our attitudes and our behaviors. One way we can reduce the dissonance is by

using self-affirmation, whereby we restore positive self-evaluations by focusing our attention on positive self-attributes.

Students entering college who had social networks with more ________ attitudes toward affirmative action exhibited ________ change over the following 2 months.

diverse; more

We hold values similar to, and identify with,

members of our reference group(s).

Smaller rewards lead to greater attitudinal change due to the ________ effect.

less-leads-to-more

According to the theory of planned behavior, what type of process precedes the decision to engage in a particular behavior?

A rational process

Which of the following can contribute to a person showing attitudinal change when confronted with a counterattitudinal message?

Ego-depletion

Which form of conditioning causes many children and young teens to hold political, religious, and social views that are very similar to those of their parents?

Instrumental conditioning

Which of the following examples BEST illustrates a situation where there is a gap between our attitudes and behavior?

Roz tells her new boyfriend that she is extremely excited to see the new James Bond movie, even though she truly dreads seeing that film.

Marshall wants to pledge Theta Phi fraternity. He may well ________ publicly, believing active member decision makers will hear of his views. He is, in private, ________ to express those same views.

badmouth other fraternities; unlikely

Quentin is a devout religious follower. The holy books of the religion Quentin subscribes to strongly advocate helping the poor. However, Quentin believes that the poor simply need to work harder, and he refuses to offer them any assistance. Quentin's reaction to the poor is a form of

cognitive dissonance.

Suppose a breaking news story has occurred involving an incident of terrorism. A certain news station invites a well-respected terrorism scholar to discuss the event. His views will likely be persuasive because he will be seen as

credible.

Juan feels unsure about the correctness of his attitude about a new rule at his job. He may feel more correct in his attitude if

he finds out that most of his coworkers share his attitude.

A CEO of a Midwestern chemical company gave a press briefing and espoused some fairly restrictive regulations aimed at reducing carbon emissions and water pollution. His excellent credibility was probably due to the fact that

he is CEO of a chemical company.

Marcus felt clearer about his attitude regarding a school policy after meeting with other students about it. The change came about because

he was able to repeatedly express his own attitude about the policy.

Patty is a politician running for public office. At a town hall meeting, she claims that she has always fought for and will continue to fight for the LGBT community. At this, a person who does not support Patty stands up and claims that Patty only began to support marriage equality after the majority of U.S. states had legalized same-sex marriage. This person is trying to generate feelings of

hypocrisy.

Cognitive dissonance arises when we notice a discrepancy between our attitudes and our behaviors. One way we can reduce the dissonance is by

modifying either the attitude or the behavior to be more consistent with each other.

Erin works at a think tank in Washington, DC. She is a progressive liberal and, as most of her colleagues are around her age and come from similar backgrounds, she makes the assumption that her colleagues are too, even though a large percentage of them do not identify as such. Erin has fallen susceptible to

pluralistic ignorance.

Which of the following is usually true of a persuasive communicator?

An attractive communicator is more persuasive than an unattractive communicator.

Wendy, Greta, Tom, and Bill have all made New Year's resolutions to lose weight. Based on the information below, which of them is MOST likely to lose weight?

Greta, who intends to dramatically reduce her fat intake and tells others that she is greatly committed to her diet.

Next week, there will be a debate on campus. The topic of the debate will be, "Is Climate Change a Threat?" The debate will have three participants: Jim, a scientist from Harvard University; Caroline, a science writer from the Huffington Post; Ed, a conservative representative on the House Science Committee; and Janet, a science historian. Who will likely be more persuasive during the debate and why?

Jim, because his educational and professional background lend him credibility.

"Whistle-blowers" generally blow the whistle on corporate misbehavior because of what three attributes?

Their attitude is extreme, certain, and derives from personal experience.

In what health context might positive messages be much better than fear-inducing messages for effecting behavior change?

When the message's health concern is very serious or fatal

The suggestion that attitudes can be automatically activated and influence behavior by shaping interpretation of the situation, which in turn dictates behavior, is suggested by the

attitude-to-behavior process model.

According to the elaboration-likelihood and the heuristic-systematic models of persuasion, the two key factors that will determine whether we engage in effortful or effortless processing of information are one's

capacity to process information and level of motivation.

Upon learning that soda sales are in decline, a soda manufacturer, ABC Fizz, decides upon a new advertising tactic. Using demographic data, ABC Fizz discovers that 30-34-year-olds show a strong affiliation with Apple products. In the new advertising campaign, the company repeatedly pairs images of its soda with 30-34-year-olds using Apple products. Before long, they find that sales of their soda increase within this demographic. This is an example of ________ conditioning.

classical

Together, the attitude and the previously stored information about what's appropriate or expected in a given situation shape our _________ the event.

definition of

LaPiere's research with the Chinese couple pointed out the

difficulty of predicting actual behavior from reported attitudes.

A campaign manager has advised the candidate he represents to make sure there is a "spontaneous" demonstration of support for him during the candidate's next major speech. Given that the candidate relies on his audience's peripheral processing of his emotion-laden persuasive messages, the demonstration is useful because

distractions can increase the persuasiveness of a speech.

Emma is trying to convince her professor that he gave her an unfair grade. She continues to pester him for several days, as her arguments become ever more extreme. Ultimately, the professor tells Emma, "I wilII will not change your grade; moreover, you should be thankful for the grade you received!" Emma's professor likely resisted changing her grade because he

felt strongly that he was being pushed to do something he didn't want to do, rather than being asked.

Ursula has decided that she will quit smoking by January 1 of next year. She creates a weekly calendar. On each week of the calendar, she notes down how many cigarettes she can smoke, gradually reducing the amount over the course of the year, so that by January 1 she will be able to give up the habit for good. Ursula has created a(n)

implementation plan.

Arlene was always averse to physical contact with pigs because she thought pigs were essentially dirty animals. Despite her concerns, she was induced to kiss a clean-looking pig on the snout for $2.00 while appearing on a television game show. As a result, Arlene has become a staunch advocate of pigs, and she soon plans to have one as a pet. The most probable explanation for this change in attitude is the

less-leads-to-more effect.

Tina, who favors the death penalty, hears two different, though persuasive, messages: one favoring the death penalty and one against it. Tina will likely report ________ oppositional (than supportive) thoughts about the counterattitudinal message (the message arguing against her attitude), and ________ supportive (than oppositional) thoughts about the proattitudinal message (the message in line with her attitude). Because of this experience, she will be ________ able to resist counterattitudinal persuasion in the future on this topic.

more; more; better

According to the theory of planned behavior, our behavioral intentions are determined in part by our perceptions of whether others will approve or disapprove of the behavior, our perceptions of our ability to perform the behavior, and

our attitudes toward a particular behavior.

Simone feels somewhat ambivalent about premarital sex. However, most of her friends seem to be unambiguously in favor of sexual activity before marriage. As a result, in a recent group discussion in her health class, Simone expressed fairly strong opinions in favor of premarital sex and avoided voicing her real concerns about the topic. Simone's actions are most likely due to

pluralistic ignorance.

At Thanksgiving dinner, Rachel, a Ph.D. student in economics, gets into a conversation with her father about the current state of the economy and income inequality. He claims that the top-down policies under Reagan in the 1980s, known as "trickle down" economics, are what this country needs. Rachel stresses that current research shows that this type of economic distribution hurts those that are not in the top one percent of earners. Afterward, she sends her father links to academic studies, popular essays, and YouTube videos that explore this topic. The next week, her father is even more resolute in his conviction than ever. The father's behavior is a form of

reactance.

Bethany has been listening to a political speaker who is encouraging people to support a law that would require all people to recycle aluminum cans and severely penalize those who do not recycle. The speaker is giving strong arguments in favor of this proposed law and is couching his appeal in moral and ethical language. As a result, Bethany is becoming increasingly annoyed and resentful of the speaker and his arguments. She may be experiencing

reactance.

Marlon is a liberal. When he wants to watch the news on television, he only watches MSNBC. On the Internet, he only views popular liberal sites such as The Nation, Salon, and Slate. When he's using Facebook, if any of his friends posts links with conservative viewpoints, he hides these from his feed. Marlon is resisting persuasion through the use of

selective avoidance.

Irene considers herself to be an environmentalist, and she wants to reduce her carbon footprint. One day, her husband comes home and says that he sold their electric lawn mower and used the money, plus some savings, to by a new, powerful gasoline-powered mower. Irene is shocked, but when she uses the mower, she decides that she really likes it. This makes her feel uneasy, so she reminds herself of all the good environmental work she has done in the past. Irene is engaging in

self-affirmation.

Jason has been listening to a talk show concerning animal rights. This is an issue that he cares deeply about and he is very knowledgeable about the topic. Jason is most likely to be persuaded by

strong, convincing arguments from a speaker delivering a message.

A film studio pairs with a brewery and exclusively includes scenes of people drinking this beer or the beer standing in the background of scenes throughout many of its summer blockbusters. Sales of the brewery's line of beers skyrocket. The increased sales were likely due to ________ conditioning.

subliminal

According to __________, events trigger our attitudes and, simultaneously, the appropriate norms for how people should or typically do behave in a given situation.

the attitude-to-behavior process

Tony disagrees with a certain political commercial. When the commercial comes on, he immediately switches the television channel. This is an example of

selective avoidance.

An advertising company has been hired by the Centers for Disease Control to produce TV commercials to increase awareness of breast cancer in males. Advertising executives are considering three different commercials. The first features actual patients who describe the pain they experienced from the disease. The second focuses on medical doctors discussing early detection strategies and treatment options. The third shows grieving family members surrounding a grave. Which is likely to be more effective at changing men's behavior?

The second, focusing on specific information that will reduce fear