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51 Cards in this Set
- Front
- Back
Attitude Inoculation |
Making people immune to attempts to change their attitudes by initially exposing them to small doses of the argument against their position; Providing initial exposure to arguments makes people more resistant to later (stronger) arguments |
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Causal Theories |
Theories about the causes of one's own feelings and behaviors; often we learn such theories from our culture (eg. "absence makes the heart grow fonder") |
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Cognitive Dissonance |
The discomfort that people feel when two cognitions (beliefs, attitudes) conflict, or when they behave in ways that are inconsistent with their conception of themselves |
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Elaboration Likelihood Model |
A model explaining two ways in which persuasive communications can cause attitude change; centrally, when people are motivated and have the ability to pay attention to the arguments in the communication, and peripherally, when people do not pay attention to the arguments but are instead swayed by surface characteristics |
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Introspection |
The process whereby people look inward and examine their own thoughts, feelings, and motives |
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Intrinsic Motivation |
The desire to engage in an activity because we enjoy it or find it interesting, not because of external rewards or pressures |
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Extrinsic Motivation |
The desire to engage in an activity because of external rewards or pressures, not because we enjoy the task or find it interesting |
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Impact Bias |
The tendency to overestimate the intensity and duration of one's emotional reactions to future negative events |
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Perceived Behavioral Control |
Theory of Planned Behavior How easy would it be to perform the behavior? (eg. If people think it would be really difficult to use birth control pills, they won't do it) |
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Overjustification Effect |
The tendency for people to view their behavior as caused by compelling extrinsic reasons, making them underestimate the extent to which it was caused by intrinsic reasons |
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Performance-Contingent Rewards |
Rewards that are based on how well we perform a task |
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Misattribution of Arousal |
The process whereby people make mistaken inferences about what is causing them to feel the way they do |
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Self-Concept |
The overall set of beliefs that people have about their personal attributes; Our knowledge about who we are |
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Self-Awareness Theory |
The idea that when people focus their attention on themselves, they evaluate and compare their behavior to their internal standards and values |
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Reasons-Generated Attitude Change |
Attitude change resulting from thinking about the reasons for one's attitudes; people assume that their attitudes match the reasons that are plausible and easy to verbalize; Decrease enjoyment or appreciation; Might cause regret later; Effects wear off relatively quickly |
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Self-Perception Theory |
The theory that when our attitudes and feelings are uncertain or ambiguous, we infer these states by observing our behavior and the situation in which it occurs |
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Task-Contingent Rewards |
Rewards that are given for performing a task, regardless of how well the task is done |
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Social Comparison Theory |
The idea that we learn about our own abilities and attitudes by comparing ourselves to other people |
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Two-Factor Theory of Emotion |
The idea that emotional experience is the result of a two-step self-perception process in which people first experience physiological arousal and then seek an appropriate explanation for it
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Theory of Planned Behavior |
The idea that people's intentions are the best predictors of their deliberate behaviors, which are determined by their attitudes toward specific behaviors, subjective norms, and perceived behavioral control |
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Self-Awareness |
The act of thinking about ourselves
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Relational Interdependence |
Important to a woman's self-concept; Focus on close relationships (eg. how they feel about their spouse, their child, their friends) |
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Collective Interdependence |
Important to a man's self-concept; Focus on membership in larger groups (eg. they are Americans, belong to a fraternity, Panther's football fans) |
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Consequences of Increased Self-Awareness |
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Cultural Differences on Self-Awareness |
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Order Effects |
When the order items are experienced affects judgements about the items |
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Telling more than we know (problems with intuition) |
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Why mistakes in intuition happen |
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Why reasons-generated attitude change can decrease liking or enjoyment |
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When to use rewards and what kind is usually best |
Task-contigent rewards are good initially; Performance-contingent rewards are best long term; It is sometimes possible to combine both (leads to initial motivation and lasting motivation)` |
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When do we engage in social comparison? |
When no objective standard exists
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Who do we compare ourselves to? |
Initially, anyone around
We compare ourselves to similar others
Small (local) groups rather than large (global) groups
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Upward Social Comparison |
Know the best we can be: Comparing to people who are better |
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Downward Social Comparison |
Feel better about ourselves: Comparing to people who are worse |
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How is dissonance reduced? |
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When will dissonance lead to attitude change? |
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Attitudes |
Evaluations of people, objects, and ideas |
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Source, message, audience characteristics (Who says what to whom?) |
Three components to a communicated message:
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Central Cues |
The specifics of the arguments (the important stuff); Argument strength (strong vs. weak arguments); Specifications of a computer |
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Peripheral Cues |
"Surface" characteristics associated with the message; Expertise of speaker, attractiveness of salesperson, number of arguments, "forced" associations |
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Factors affecting motivation |
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Factors affecting ability |
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Tradeoff Postulate |
First Postulate: When motivation and ability are high, people will pay attention to central cues Second Postulate: Central cues most influential when people have motivation and ability to process the message (If lacking either, peripheral cues more influential); There's a tradeoff between influences of central and peripheral cues Ability to Process information: ability high=central cues; ability low=peripheral cues |
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Spontaneous Behaviors |
Behaviors that occur without much thinking (spur-of-the-moment decisions); Attitudes do not predict very well; Only highly accessible attitudes predict
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Deliberate Behaviors |
Behaviors that are the consequence of explicit thought; Need to know 3 things to predict someone's behavior (Theory of Planned Behavior)
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Subjective Norms |
Theory of Planned Behavior What do most other people think about the behavior? (eg. If people think others have a negative view of BCPs, they won't do it) |
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Does advertising work? |
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How advertising woks (5) |
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Subliminal Advertising |
Subliminal Messages: Words/pictures that people can't report seeing but influence their judgements or behavior; No evidence it works in the real world |
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Post-Decisional Dissonance (spreading of alternatives) |
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Initiation and Dissonance |
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