Exam 2 Flashcards
Beliefs and feelings related to a person or an event (offer rooted in one’s beliefs and exhibited in one’s feelings and intended behavior)
Attitudes
A set of norms that defines how people in a given social position ought to behave
Role
Tension that arises when one is simultaneously aware of two inconsistent cognitions. For example dissonance may occur when we realize that we have with little justification, acted contrary to our attitudes or made a decision favoring one alternative despite reasons favoring another.
Cognitive dissonance
The tendency to seek information and media that agree with one’s views and to avoid dissonant information
Selective exposure
The theory that when we are unsure of our attitudes, we infer them much as would someone observing us — by looking at our behavior and the circumstances under which it occurs
Self perception theory
A change in behavior or belief as a result of real or imagined group pressure
Conformity
A type of compliance involving acting in accord with a direct order or command
Obedience
The process by which a message induces change in beliefs, attitudes, or behaviors
Persuasion
Persuasion involving Facts
Central route to persuasion
Persuasion route involving entertainment/emotion
Peripheral route
A credible communicator that is perceived as both expert and trustworthy
Credibility
Remember the message, forget the source
Sleeper effect
Start small, ask for more
Works because people like being consistent
foot in the door technique
Leave out important detail, add it later best if second request is made by same person
Pow balling technique
Start way too big, ask for real request after rejection
Door in the face technique
