Social Psychology Chapter 5 Flashcards
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Questions and Answers

What is attitude inoculation?

  • Making people immune to attitude change by exposing them to small arguments against their position (correct)
  • A way of measuring implicit attitudes
  • Directly teaching people about attitudes
  • None of the above

    • What is spontaneous processing?

    Cursory or superficial way of processing.

    Define thoughtful processing.

    More cognitive elaboration of a message.

    What is an attitude?

    <p>Our relatively enduring evaluation of something.</p> Signup and view all the answers

    Give an example of an attitude.

    <p>I like pie.</p> Signup and view all the answers

    How are attitudes learned?

    <p>Through direct and indirect experiences with the attitude object.</p> Signup and view all the answers

    What makes up attitudes?

    <p>Cognitive, affective, and behavioral components.</p> Signup and view all the answers

    What is the implicit association test?

    <p>A method to assess attitudes by measuring facial expressions, arousal, and cognition.</p> Signup and view all the answers

    Where can emotional attitudes be seen in neuroimaging?

    <p>In the prefrontal cortex and amygdala.</p> Signup and view all the answers

    What does attitude strength refer to?

    <p>The importance of attitude as assessed by how quickly it comes to mind.</p> Signup and view all the answers

    When do attitudes become stronger?

    <p>When we have direct positive or negative experiences with the attitude object.</p> Signup and view all the answers

    What is the relationship between self-concept and attitudes?

    <p>Attitudes linked to self-concept are stronger.</p> Signup and view all the answers

    What does ABC stand for in attitudes?

    <p>Affect, Behavior, and Cognition.</p> Signup and view all the answers

    This is a _____ _______ attitude: 'I like chocolate, but chocolate is bad for me.'

    <p>less strong</p> Signup and view all the answers

    What does attitude consistency predict?

    <p>Predicts our attitude to guide behavior.</p> Signup and view all the answers

    What are behaviors more likely to be consistent with?

    <p>Attitudes when the social situation in which they occur is similar to the situation in which the attitude is expressed.</p> Signup and view all the answers

    What happens if we assess an attitude in a situation where people are primarily thinking about the attitude object?

    <p>The relationship will be weak.</p> Signup and view all the answers

    Define self-monitoring.

    <p>Individual difference in tendency to attend to social cues and adjust one's behavior.</p> Signup and view all the answers

    What do high self-monitors do?

    <p>Attempt to blend in social situations in order to be liked.</p> Signup and view all the answers

    What do low self-monitors do?

    <p>Are less likely to attempt to blend in social situations in order to be liked.</p> Signup and view all the answers

    What are the components of effective communication?

    <p>Get people's attention, send an effective message, and ensure they process the message in the desired way.</p> Signup and view all the answers

    What must persuaders take into consideration?

    <p>Cognitive, affective, and behavioral aspects of their methods.</p> Signup and view all the answers

    What characterizes an expert?

    <p>This person is confident, quick, and straightforward.</p> Signup and view all the answers

    What is the sleeper effect?

    <p>Attitude change that occurs over time.</p> Signup and view all the answers

    What is spontaneous attitude change?

    <p>Occurs as a direct or affective response to a message.</p> Signup and view all the answers

    What is thoughtful message processing?

    <p>Involves careful consideration of how a message relates to our beliefs and goals.</p> Signup and view all the answers

    When we can't process thoughtfully, it is usually because we are _____ or _______ .

    <p>tired, distracted</p> Signup and view all the answers

    What signifies high personal relevance in attitudes?

    <p>Strongly influenced by quality.</p> Signup and view all the answers

    What is forewarning in the context of attitude change?

    <p>Giving people a chance to develop resistance to persuasion by reminding them of potential persuasive messages.</p> Signup and view all the answers

    What is inoculation?

    <p>Build up defenses against persuasion by mildly attacking attitude position.</p> Signup and view all the answers

    What is psychological reactance?

    <p>Strong emotional response experienced when we feel our freedom of choice is being taken away.</p> Signup and view all the answers

    What is subliminal advertising?

    <p>A message presented to consumers without their awareness.</p> Signup and view all the answers

    What is self-perception?

    <p>Occurs when we use our own behavior as a guide to help determine our thoughts and feelings.</p> Signup and view all the answers

    What does the phenomenon of insufficient justification entail?

    <p>When social situations cause our behavior but we don't realize it.</p> Signup and view all the answers

    What is overjustification?

    <p>Occurs when we view our behavior as caused by the situation, discounting personal interest.</p> Signup and view all the answers

    What is cognitive dissonance?

    <p>Discomfort that occurs when we behave in ways we see as inappropriate.</p> Signup and view all the answers

    What is buyer's remorse?

    <p>Post-decisional dissonance, the feeling of regret that may occur after an important decision.</p> Signup and view all the answers

    What does the foot-in-the-door technique involve?

    <p>First getting the target to accept a minor request and then asking for a larger request.</p> Signup and view all the answers

    What is a lowball technique?

    <p>Promising a customer something desirable with the intention of getting them to engage in the desired behavior.</p> Signup and view all the answers

    What is bait and switch?

    <p>Advertising a product at a low price, but selling out before the customer arrives.</p> Signup and view all the answers

    Study Notes

    Attitude Inoculation

    • Attitude inoculation involves exposing individuals to small counterarguments to strengthen their stance against persuasion attempts.
    • This technique aims to make individuals resistant to changes in their attitudes.

    Processing Types

    • Spontaneous processing refers to superficial processing of information, leading to quick acceptance of messages.
    • Thoughtful processing involves deeper cognitive engagement with the message, encouraging critical evaluation.

    Attitudes

    • Attitudes are enduring evaluations of objects, people, or events that consist of cognitive (beliefs), affective (feelings), and behavioral (actions) components.
    • Example: Expressing a liking for chocolate includes cognitive recognition, emotional response, and resultant behavior.

    Learning Attitudes

    • Attitudes are learned through both direct experiences and indirect influences, reflecting personal interactions with attitude objects.

    Implicit Association Test

    • A method for measuring attitudes through physiological responses, including facial expressions and arousal levels.

    Neuroimaging and Attitudes

    • The prefrontal cortex and amygdala are areas in the brain where emotional attitudes can be observed via neuroimaging techniques.

    Attitude Strength and Consistency

    • Strong attitudes are indicated by their accessibility; they are quickly brought to mind.
    • Direct experiences enhance the strength and impact of attitudes, creating a more robust belief system.
    • Attitude consistency occurs when cognitive, affective, and behavioral components align, influencing behavior predictability.

    Self-Monitoring

    • Self-monitoring defines an individual's tendency to adjust behavior based on social cues.
    • High self-monitors are adaptive and strive for social acceptance, while low self-monitors are less concerned with fitting into social contexts.

    Effective Communication

    • Effective communication encompasses capturing attention, delivering a clear message, and prompting recipient processing in desired manners.
    • Successful persuaders consider the cognitive, affective, and behavioral dimensions of their messages to resonate with the audience.

    Persuasion Techniques

    • The sleeper effect refers to gradual attitude changes over time as individuals eventually forget the source of initial persuasive information while retaining its content.
    • Spontaneous attitude change occurs through immediate emotional responses, while thoughtful change relies on deeper cognitive engagement.
    • Fear appeals leverage strong negative emotions to enhance memory retention.

    Resistance to Persuasion

    • Forewarning prepares individuals by alerting them of potential persuasive attempts, allowing them to formulate counterarguments.
    • Inoculation prepares attitudes for defense against persuasion by introducing mild challenges.

    Psychological Reactance

    • Psychological reactance is an emotional response triggered when individuals perceive a threat to their freedom of choice.

    Subliminal Advertising

    • Subliminal advertising involves presenting messages without consumers' conscious awareness, potentially influencing decisions subconsciously.

    Self-Perception Theory

    • Self-perception theory suggests individuals deduce their feelings and thoughts by observing their own behavior.

    Cognitive Dissonance

    • Cognitive dissonance occurs when individuals experience discomfort from actions that contradict their beliefs or expectations.
    • Buyer's remorse is a form of post-decisional dissonance, where feelings of regret surface after significant choices.

    Persuasion Strategies

    • The foot-in-the-door technique involves securing agreement to a small request before escalating to a larger appeal.
    • The lowball technique uses initial enticing promises to create an emotional commitment, making the associated behavior more appealing.
    • Bait-and-switch tactics advertise products at lower prices but may lead to disappointment if the product is unavailable upon arrival.

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    Test your knowledge on key concepts from Chapter 5 of Social Psychology with these flashcards. Explore essential terms like attitude inoculation, spontaneous processing, and thoughtful processing to enhance your understanding of how attitudes are formed and changed.

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