chapter 10

Question 1

attitude change

Answer 1

a change in a person’s attitudes about some issue, person, or situation

Question 2

attitude inoculation

Answer 2

a process that helps a target person to resist persuasion attempts by exposing them to a weak version of the arguments

Question 3

authority

Answer 3

the capacity of one group member to issue orders to others- that is, to direct or regulate the behaviour of other members by invoking rights that are vested in their role

Question 4

communication- persuasion paradigm

Answer 4

a research paradigm that conceptualizes persuasion attempts in terms of source, message, target, channel, and impact- that is, who says what to whom by what medium with what effect

Question 5

communicator credibility

Answer 5

in persuasion, the extent to which the communicator is perceived by the target audience as a believable source of info

Question 6

compliance

Answer 6

in social influence, adherence by the target to the source’s requests or demands. compliance may occur either with or without concomitant change in attitudes

Question 7

discrepant message

Answer 7

in persuasion, a message advocating a position that is different from what the target believes

Question 8

moral foundations

Answer 8

targets vary in their perceptions of what distinguishes right from wrong

Question 9

persuasion

Answer 9

an effort by a source to change the beliefs or attitudes of a target person through the use of info or argument

Question 10

promise

Answer 10

an influence technique that is a communication taking the general form, “if you do X (which I want), then I will do Y (which you want)

Question 11

reactance

Answer 11

resistance to persuasion attempts that occurs when the persuasion attempt threatens the independence or freedom of the target

Question 12

social impact theory

Answer 12

a theoretical framework, applicable to both persuasion and obedience, stating that the impact of an influence attempt is a function of strength, immediacy, and number of sources that are present

Question 13

social influence

Answer 13

an interaction process in which one person’s behaviour causes another person to change an opinion or to perform an action that they would not otherwise do

Question 14

source

Answer 14

in social influence, the person who intentionally engages in some behaviour (persuasion, threat, promise) to cause another person to behave in a manner different from how they otherwise would

Question 15

target

Answer 15

in social influence, the person who is affected by a social influence attempt from the source. in aggression, the person toward whom an aggressive act is directed

Question 16

threat

Answer 16

an influence technique that is a communication taking the general form, “if you don’t do X (which I want), then I will do Y (which you don’t want).”