Psychology Attitudes and Ambivalence

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Questions and Answers

What factor makes credible speakers more persuasive?

Their emotional appeal

Their physical appearance

Their expertise on the topic (correct)

Their popularity among peers

Which type of argument is more effective when addressing a mixed audience?

One-sided arguments

Two-sided arguments (correct)

Emotional arguments

Three-sided arguments

How does perceived intent affect the effectiveness of persuasion?

Manipulative strategies enhance persuasion

A clear intent to sell is always persuasive

Perceived intent does not influence persuasion

Authentic endorsements increase effectiveness (correct)

In what situation are younger individuals more likely to be persuaded?

Because of their open-mindedness Signup and view all the answers

What term describes having both positive and negative feelings about an attitude object?

Attitudinal ambivalence Signup and view all the answers

What type of audience is more easily persuaded when distracted?

Distracted audiences Signup and view all the answers

What is the primary focus of the central route in the Elaboration Likelihood Model?

Effortful thought and quality of argument Signup and view all the answers

According to Wicker's research, what was concluded about the relationship between attitudes and behavior?

There is a weak correlation. Signup and view all the answers

What influences behavioral intention in the Theory of Reasoned Action?

Attitudes and subjective norms Signup and view all the answers

Which factor can hinder persuasion when using complex arguments?

Audiences with lower intelligence Signup and view all the answers

What did LaPiere's study in 1934 demonstrate about attitudes and behavior?

There is often a discrepancy between stated attitudes and actual behavior. Signup and view all the answers

What kind of cues are used in the peripheral route of persuasion?

Heuristics or shortcuts such as attractiveness Signup and view all the answers

In the context of attitudes guiding behavior, what does 'specific attitudes predict specific behaviors' imply?

Specific attitudes are more reliable when predicting certain outcomes. Signup and view all the answers

What is meant by attitude strength in the context of behavioral prediction?

The durability and persistence of the attitude. Signup and view all the answers

Which aspect of behavior can influence the predictive capability of attitudes?

Time pressure Signup and view all the answers

What does the concept of 'cognitive mixed beliefs' imply in attitudinal ambivalence?

Having conflicting thoughts about a person's character. Signup and view all the answers

What is the primary principle behind the rejection-then-retreat technique?

Start with a large request that is likely to be refused, then follow with a smaller request. Signup and view all the answers

Which technique involves starting with a small request followed by a larger one?

Foot-in-the-Door Technique Signup and view all the answers

What is the difference between public conformity and private conformity?

Public conformity is surface-level agreement without internal acceptance, while private conformity involves internal acceptance of norms. Signup and view all the answers

In Asch's conformity experiments, what was the percentage of participants who conformed at least once?

75% Signup and view all the answers

What did Cialdini's littering experiment demonstrate about social proof?

People are more likely to litter when they observe others doing it. Signup and view all the answers

Which of the following best describes the concept of authority in social influence?

Greater likelihood of obeying requests from perceived authorities. Signup and view all the answers

What does the false-consensus effect suggest about individual's perception of their choices?

Individuals overestimate the extent to which others share their opinions. Signup and view all the answers

What is an example of normative influence in the context of group dynamics?

Conforming to gain social approval and avoid disapproval from the group. Signup and view all the answers

What impact does scarcity have on perceived value?

Scarcity makes items or opportunities seem more valuable. Signup and view all the answers

What key role does 'reality insurance' play in the concept of informational influence?

It positions consensus as an indicator of correctness. Signup and view all the answers

How do social norms relate to conformity?

Social norms influence behaviors that align with group agreements. Signup and view all the answers

What kind of behaviors can social norms encompass?

Both trivial and profound behaviors endorsed within a group. Signup and view all the answers

What can lead to misleading consensus in a group setting?

Statements suggesting a large number of people support a viewpoint. Signup and view all the answers

Which of the following best illustrates the concept of liking in compliance?

Salespeople often use familiar names and friendly behavior to enhance compliance. Signup and view all the answers

Why do individuals conform to group norms according to the theory outlined?

Because it often leads to positive social rewards. Signup and view all the answers

What is a primary reason individuals might believe in the correctness of the group's opinion?

Consensus is perceived as reflective of group knowledge. Signup and view all the answers

What effect does the presence of others have on complex tasks?

It increases errors due to perceived threat. Signup and view all the answers

In which type of task does the group perform worse than individuals?

Conjunctive tasks. Signup and view all the answers

Which of the following is a factor contributing to social loafing?

Expectation of group success. Signup and view all the answers

What does the term 'social loafing' refer to?

Decreased individual effort in group settings. Signup and view all the answers

What typifies disjunctive tasks?

The outcome is determined by the strongest member. Signup and view all the answers

Which of the following behaviors is typically associated with leadership?

Empowering group members to reach shared goals. Signup and view all the answers

What is a common solution to mitigate social loafing?

Instilling a strong group identity. Signup and view all the answers

What is the typical outcome of additive tasks?

Groups usually underperform due to social loafing. Signup and view all the answers

Study Notes

Attitude Formation and Ambivalence

Positive beliefs and feelings toward an object lead to a positive attitude, while negative beliefs result in a negative attitude.
Attitudinal ambivalence occurs when attitudes toward an object are mixed, reflecting both positive and negative feelings.
Examples of attitudinal ambivalence:
- Donating blood (knowing it’s good but fearing needles).
- A friend who is generous but rude combines cognitive (mixed beliefs) and affective (torn feelings) aspects.

Attitude-Behavior Relationship

Wicker's meta-analysis indicated a weak correlation (~0.3) between attitudes and behavior, highlighting limited predictive power.
LaPiere's study revealed a discrepancy between stated discriminatory attitudes and actual behavior in serving Chinese customers.
Fishbein & Ajzen found that matching the specificity of attitudes and behaviors enhances predictive correlation (General-Specific vs. General-General).

Conditions Guiding Attitude Behavior

Specific attitudes predict specific behaviors; general attitudes predict general behaviors.
Situational factors like time pressure can influence whether attitudes guide behavior.
Attitude strength and accessibility play significant roles; strong, accessible attitudes resist change and guide behavior consistently.

Theory of Reasoned Action

Behavioral intention arises from attitudes toward the behavior and subjective norms regarding it.
Evaluations of possible outcomes influence intentions, underscoring the importance of specific attitudes over general beliefs.

Persuasion Mechanics

Source Characteristics*
Credible speakers: Persuasive due to expertise and trusted knowledge, even with occasional errors.
Attractive speakers: Physical or personality-based attractiveness increases persuasive impact.
Communication Dynamics*
Perceived intent: Audiences less persuaded when they sense manipulation; authentic endorsements enhance credibility.
One-sided arguments are effective for supportive audiences; two-sided arguments are better for mixed audiences.
Order of presentation influences persuasion, with the first speaker setting expectations, and the last speaker being more memorable.
Audience Factors*
Distracted audiences are more easily influenced when engaged in mixed stimuli.
Younger individuals (18-25) tend to be more persuadable due to limited life experience.
Self-monitoring, need for cognition, and intelligence impact how individuals process persuasive messages.

Elaboration Likelihood Model (ELM)

Central Route: Involves deep cognitive processing; quality of the argument is essential.
Peripheral Route: Relies on heuristics and superficial cues; effective when the audience lacks motivation or ability to process deeply.

Compliance Techniques

Reciprocal concessions (Rejection-then-Retreat Technique): Proposal of a large request followed by a smaller request increases compliance likelihood.
Commitment consistency: Higher likelihood of compliance when individuals act consistently with prior commitments (Foot-in-the-Door Technique).
Social proof demonstrates conformity through group behaviors in ambiguous situations.
Authority increases compliance to requests perceived from authoritative figures, as shown in Hofling's experiment.

Social norms represent collective evaluations and behaviors accepted by a group, varying in significance and context.
Individual attitudes may conflict with group norms, creating social disapproval.
Asch’s experiments revealed high rates of conformity under group pressure, with implications for understanding social influence.

Types of Conformity

Public conformity: Surface-level compliance without internal acceptance.
Private conformity: Internal acceptance of group norms as personal values.

Functions and Influences of Conformity

Informational influence: Consensus perceived as an indicator of correctness.
Normative influence: Facilitates connectedness and rewards within social groups, encouraging conformity.

Challenges of Perceived Consensus

Misleading consensus can create illusions of agreement without substantial independent agreement among group members.

Group Performance Dynamics

Task Types*
Conjunctive tasks: Group performance determined by the weakest member, often leading to inferior performance compared to individuals.
Disjunctive tasks: Group output dictated by the strongest member, generally leading to superior group performance.
Additive tasks: Individual contributions summed, but groups may underperform due to social loafing.
Social Loafing*
Defined as a reduction in individual effort within a group context, evidenced by studies showing lower engagement in group shouting tasks.
Solutions include evaluating individual performance, enhancing group identity, and utilizing the Collective Effort Model.

Leadership in Groups

Leadership involves influencing and motivating group members toward common goals. Types include decision-making and task performance-focused behaviors.

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Description

Explore the complex world of attitudes and how genetic predispositions may influence our preferences, such as liking jazz. Learn about attitude ambivalence and how mixed feelings can create conflicting beliefs, illustrated by examples like donating blood despite the fear of needles.