4 - Attitudes and Persuasion Flashcards Preview

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Flashcards in 4 - Attitudes and Persuasion Deck (51)
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1
Q

when does motivation to reduce cognitive dissonance occur

A

when inconsistencies are self-relevant as affects positive sense of self

2
Q

what are the 4 conditions for cognitive dissonance

A

realise dissonance has neg consequences
behaviour is of own free will
physical discomfort
attributing physiological arousal to action

3
Q

how can we directly change attitudes (not maladaptive coping)

A

evaluate and find new info to support a new attitude in line w the behaviour

4
Q

describe maladaptive coping

A

convincing self the inconsistency and cognition are unimportant through negative means e.g. mockery

5
Q

how can we indirectly reduce cognitive dissonance

A

self-affirmations to remind self of positive thoughts about self and remind of importance of attitudes to maintain positive self-view

6
Q

what did the $1 $20 study find

A

$20 had no cog dissonance as attributed lying to reward

$1 had CD and changed att after lying

7
Q

describe effort justification

A

reducing dissonance between att and bhvr by telling self lots of effort was put in so outcome is more +ive than it really was

8
Q

why do initiation ceremonies increase enjoyment of being part of the ingroup

A

when doing something unpleasant, look for +ive aspects and downplay -ive, assoc +ive w the group

9
Q

when do we value the outcome of the effort put into something

A

when experiencing something aversive but we have put effort in

10
Q

why did the group undergoing the severe initiation enjoy the discussion in the study more

A

invested more psychologically and offset dissonance of effort and boringness w cognition that they enjoyed it

11
Q

with post-purchase cognitions, what info is attention paid to

A

any that supports info supporting the decision to purchase the product

12
Q

how do fear appeals work

A

making people uncomfortable to persuade them by offering a solution to the problem

13
Q

why would fear appeals not work

A

if in denial and see problem as unsolvable

acquiring info through facts and trying to be influenced through emotional appeals and vice versa

14
Q

what cues are we more likely to focus on under cog load

A

central

15
Q

what does motivation depend on

A

need for cognition - how much fulfilment and enjoyment is derived from thinking about things

16
Q

define peripheral cues

A

aspects of the message which aren’t rational arguments but may have a +/-ive influence and need little processing

17
Q

what is needed for peripheral attitude shifts

A

strong peripheral cues

18
Q

without motivation, what do we rely on instead

A

message’s speed and length

19
Q

when are attitude shifts less stable

A

through the peripheral route

20
Q

why may attitudes stay the same

A

if no more new info is received

21
Q

study found high personal involvement caused what

A

attention to be paid to argument strength regardless of peripheral cues and increased motivation

22
Q

study found low personal involvement caused what

A

argument strength is irrelevant, more attention paid to argument strength

23
Q

study found what about distraction through cog load

A

least distracted could differentiate between strong/weak arguments, most distracted could not

24
Q

distraction manipulation inhibits what

A

the dominant cognitive response which is to produce counter-arguments

25
Q

what are criticisms of the elaboration likelihood model

A

not useful to predict, just to explain

doesn’t differentiate between cues and arguements well

26
Q

List of the 6 cues of the source

A
Likability
Physical/social attractiveness
Similarity 
Expertise
Trustworthiness 
Perceived credibility
27
Q

Why does the source’s attractiveness work

A

Hearing/seeing source can distract us from the message and focus on source’s characteristics

28
Q

How does expertise influence persuasion

A

Been seen as qualified means deemed to have expertise so take comments more seriously

29
Q

Describe the sleeper effect

A

Message becomes more persuasive over time when source is forgotten as seen as non-credible at the first exposure

30
Q

How does similarity cause persuasion

A

If person we like we’re more familiar so pay less attention to message’s content

31
Q

What type of message length is more persuasive

A

Short, strong ones with objective, central facts which are consistent with target’s original attitude

32
Q

How can attitudes become extreme

A

If exposed to like-minded people

33
Q

How does repetition affect persuasion

A

More exposure means more persuasive through mere exposure effect as message appears more credible but need to be familiar w the content

34
Q

List the 4 factors of a target which can affect persuasion

A

Gender
Age
Individual differences
Mood

35
Q

Why are females persuaded more easily

A

More socially sensitive as cooperation focused but males are more independence focused

36
Q

How does age influence persuasion

A

Young adults have less stable attitudes and resistance to authority

37
Q

How do individual differences have an effect

A

NFC

Those w greater need to evaluate info more likely to express opinions and think about presented info more

38
Q

How does mood affect persuasion

A

Message making people feel good more persuasive as encourages positive thinking and associate message w it

39
Q

What two things make us more likely to say yes

A

Commitment: more likely to agree w something consistent w a belief we’ve taken a stand on
Consensus: more likely to say yes if we have info others will also say yes

40
Q

Describe door in the face

A

Give large unrealistic request we know will be rejected then give smaller request

41
Q

2 conditions for door in the face

A

Requests must be made by same person

Reciprocity used

42
Q

Describe foot in the door

A

Give small, unobtrusive request we know they’ll accept then give the intended large request they’d otherwise not agree to

43
Q

why do people agree to the large request with foot in the door

A

consistency - they don’t want to contradict themselves

commitment

44
Q

foot in the door won’t work if what

A

the large request is too large or small is too small as there won’t be a connection so won’t feel contradictory

45
Q

what is ingratiation

A

trying to get others to like oneself by being nice as people are more likely to say yes to those they like

46
Q

what concept do ingratiation and that’s not all use

A

reciprocity as persuadee feels obliged to comply as persuader is adding extras/ being nice or one’ll be negatively labelling

47
Q

what is the labelling technique

A

assigning a trait/belief/attitude to a person then making a request of them consistent with the label

48
Q

what is the low ball technique

A

changing terms of interaction by adding hidden costs at the end

49
Q

what process underlies the low ball technique

A

cognitive dissonance as person wants and has committed to the thing then don’t go through with it

50
Q

what is the scarcity technique

A

emphasising desirability of object by saying it’s in limited availability, continuing to diminish, and can’t have it after a certain amount of time

51
Q

what’s the that’s not all technique

A

offering something at high price, not letting persuadee respond for a bit, then present same product at lower price or adding in something at the end