Social Psychology Chapter 5 Flashcards

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?

Our relatively enduring evaluation of something. Signup and view all the answers

Give an example of an attitude.

I like pie. Signup and view all the answers

How are attitudes learned?

Through direct and indirect experiences with the attitude object. Signup and view all the answers

What makes up attitudes?

Cognitive, affective, and behavioral components. Signup and view all the answers

What is the implicit association test?

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

Where can emotional attitudes be seen in neuroimaging?

In the prefrontal cortex and amygdala. Signup and view all the answers

What does attitude strength refer to?

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

When do attitudes become stronger?

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

What is the relationship between self-concept and attitudes?

Attitudes linked to self-concept are stronger. Signup and view all the answers

What does ABC stand for in attitudes?

Affect, Behavior, and Cognition. Signup and view all the answers

This is a _ ___ attitude: 'I like chocolate, but chocolate is bad for me.'

less strong Signup and view all the answers

What does attitude consistency predict?

Predicts our attitude to guide behavior. Signup and view all the answers

What are behaviors more likely to be consistent with?

Attitudes when the social situation in which they occur is similar to the situation in which the attitude is expressed. 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?

The relationship will be weak. Signup and view all the answers

Define self-monitoring.

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

What do high self-monitors do?

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

What do low self-monitors do?

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

What are the components of effective communication?

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

What must persuaders take into consideration?

Cognitive, affective, and behavioral aspects of their methods. Signup and view all the answers

What characterizes an expert?

This person is confident, quick, and straightforward. Signup and view all the answers

What is the sleeper effect?

Attitude change that occurs over time. Signup and view all the answers

What is spontaneous attitude change?

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

What is thoughtful message processing?

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

When we can't process thoughtfully, it is usually because we are _ or ___ .

tired, distracted Signup and view all the answers

What signifies high personal relevance in attitudes?

Strongly influenced by quality. Signup and view all the answers

What is forewarning in the context of attitude change?

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

What is inoculation?

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

What is psychological reactance?

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

What is subliminal advertising?

A message presented to consumers without their awareness. Signup and view all the answers

What is self-perception?

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

What does the phenomenon of insufficient justification entail?

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

What is overjustification?

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

What is cognitive dissonance?

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

What is buyer's remorse?

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

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

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

What is a lowball technique?

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

What is bait and switch?

Advertising a product at a low price, but selling out before the customer arrives. 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.