Questions and Answers
What is attitude inoculation?
What is spontaneous processing?
Cursory or superficial way of processing.
Define thoughtful processing.
More cognitive elaboration of a message.
What is an attitude?
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Give an example of an attitude.
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How are attitudes learned?
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What makes up attitudes?
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What is the implicit association test?
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Where can emotional attitudes be seen in neuroimaging?
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What does attitude strength refer to?
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When do attitudes become stronger?
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What is the relationship between self-concept and attitudes?
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What does ABC stand for in attitudes?
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This is a _____ _______ attitude: 'I like chocolate, but chocolate is bad for me.'
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What does attitude consistency predict?
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What are behaviors more likely to be consistent with?
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What happens if we assess an attitude in a situation where people are primarily thinking about the attitude object?
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Define self-monitoring.
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What do high self-monitors do?
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What do low self-monitors do?
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What are the components of effective communication?
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What must persuaders take into consideration?
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What characterizes an expert?
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What is the sleeper effect?
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What is spontaneous attitude change?
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What is thoughtful message processing?
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When we can't process thoughtfully, it is usually because we are _____ or _______ .
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What signifies high personal relevance in attitudes?
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What is forewarning in the context of attitude change?
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What is inoculation?
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What is psychological reactance?
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What is subliminal advertising?
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What is self-perception?
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What does the phenomenon of insufficient justification entail?
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What is overjustification?
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What is cognitive dissonance?
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What is buyer's remorse?
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What does the foot-in-the-door technique involve?
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What is a lowball technique?
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What is bait and switch?
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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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Description
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.