Psychology Chapter 6 - Attitude and Persuasion

What is the definition of attitude according to the text?

A positive, negative, or mixed reaction to a person, object, or idea.

What is an attitude scale according to the text?

A multiple-item questionnaire designed to measure a person's attitude toward some object.

What is the central route to persuasion according to the text?

The process by which a person thinks carefully about a communication and is influenced by the strength of its arguments.

What is cognitive dissonance theory according to the text?

Theory that being unable to maintain cognitive consistency can give rise to irrational, sometimes maladaptive behavior. Signup and view all the answers

What is evaluative conditioning according to the text?

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. Signup and view all the answers

What is the Implicit Association Test (IAT) according to the text?

A secret measure of unconscious attitudes derived from the speed at which people respond to pairings of concepts. Signup and view all the answers

What route are people with low need for cognition more likely to take when being persuaded?

Peripheral route Signup and view all the answers

What are individuals with low need for cognition persuaded by along the peripheral route?

Speaker's reputation and physical appearance Signup and view all the answers

What happens when self-affirmations are used to protect the self-concept?

Self-concept remains unchanged Signup and view all the answers

Which attribute of the source refers to how knowledgeable and well-spoken they are?

Perceived competence Signup and view all the answers

What attribute of the source is determined by both similarity and physical attractiveness?

Perceived likability Signup and view all the answers

What attribute of the source refers to whether they are usually correct about certain matters?

Perceived trustworthiness Signup and view all the answers

What becomes more important as personal involvement in an issue increases?

Strength of arguments Signup and view all the answers

Which route of persuasion requires more cognitive effort and careful message processing?

Central route Signup and view all the answers

What leads to more outright rejection when calling for change according to the text?

Extreme discrepancy Signup and view all the answers

Which route of persuasion relies more on superficial cues and heuristics?

Peripheral route Signup and view all the answers

What kind of problems do individuals with high need for cognition enjoy working on?

Difficult problems Signup and view all the answers

Which type of attitude is characterized by having mixed feelings or conflicted beliefs?

Dual attitudes (ambivalence) Signup and view all the answers

What is one of the ways discussed in the text to appeal to emotions?

Utilizing scare tactics Signup and view all the answers

What is one potential consequence when individuals are not provided with clear instructions after an appeal to fear?

Helplessness and tuning out the message Signup and view all the answers

How do individuals in a good mood tend to respond to persuasion?

Becoming more open to persuasion Signup and view all the answers

Which technique involves an influencer making a very large initial request that is rejected, followed by the real request?

Door-in-the-face technique Signup and view all the answers

What term is used for interpersonal 'credits' earned by following group norms?

Idiosyncrasy credits Signup and view all the answers

In what cultural orientation do interdependence, cooperation, and social harmony take precedence over personal aspirations?

Collectivism Signup and view all the answers

What is the main goal of brainstorming?

Increasing the production of creative ideas Signup and view all the answers

Which theory suggests that individuals will exert effort on a collective task based on its perceived importance and relevance?

Collective effort model Signup and view all the answers

What contributes to deindividuation according to the text?

Arousal, anonymity, and reduced feelings of individual responsibility Signup and view all the answers

Which theory states that the presence of others leads to social facilitation only when attentional conflict is created?

Distraction-conflict theory Signup and view all the answers

What defines group cohesiveness?

Forces that bring group members closer together Signup and view all the answers

How is collective intelligence defined?

The general ability of a group to excel across various tasks Signup and view all the answers