Attitudes Flashcards

Question

Behavioral approaches

Answer 1

Effect of direct experience with attitude objects Mere exposure effect=Most impact when we lack information about an issue

Answer 2

Repeated information can cause a formerly neutral stimulus to elicit a reaction that was previously elicited by another stimulus

Answer 3

Stimulus becomes more/less liked when it is paired with positive/negative stimuli

Answer 4

Liking or disliking a person (object of attribution) can effect evaluations of others EG. You don’t like Marc, Marc talks to Peter, so you like Peter less

Answer 5

Instruments such as rewards/punishments for behavior shapes attitudes (especially children’s)

Answer 6

Attitude formation as a social learning process Tendency for persons to imitate actions and attitudes observed by a model When observation produces positive/favorable response one is more likely to adapt it Sources of learning Parents, peers, mass media and internet in general have a huge influence on our behavior

Answer 7

Attitude formation in terms of cognitive development Developing exercise of building connections

Answer 8

Bem‘s idea that we gain knowledge of ourselves by making self-attributions Infer own attitudes from our behavior

Answer 9

Higher order concept that provides a structure for organizing attitudes Examples: Theoretical (interest in problem solving) Economic (interest in economic matters) Aesthetic (interest in arts, theatre)

Answer 10

Integrated/widely shared system of belief May transfer different priorities to particular values

Answer 11

Tolerate conflict of values

Answer 12

Intolerant to conflict

Answer 13

Collection of values, beliefs, ideas shared in a group Through social interaction collectively work out and transform complex phenomena

Answer 14

Message intended to change an attitude and related behavior of an audience

Answer 15

Modifications from individuals attitude Involves communicator, communication, medium used and characteristics of the audience in persuasion process

Answer 16

1. who? Communicator/source Seen as expert = more credibility Depends on his attractiveness and speech rate how much he persuades us 2. what? Communication/message Linguistic power and support with medium Perceived manipulation (we are easier to manipulate if we don’t know about it Fear is affective, but not so much 3. whom? (audience) Age: the older you get, the harder to be manipulated Quality of argument

Answer 17

Each repetition can change your perspective

Answer 18

Most people think they are less influenced than they actually are

Answer 19

People tend to avoid new information that is against their prior beliefs

Answer 20

When people receive/attend a message they either use a central route (message followed closely) or a peripheral route (arguments not well attended) Cognitive tacticians=We only use cognitive energy for issues that seem important to us

Answer 21

Systematic processing=Scan and consider available arguments Heuristic processing=Use cognitive heuristic for longer and more complex arguments If we lack confidence in argument, we switch from heuristic to systematic processing

Answer 22

Present yourself as dangerous/intimidating

Answer 23

Make other people feel guilty, represent yourself as respectable individual

Answer 24

Get respect by making others believe you are competent

Answer 25

Present yourself as helpless, elicit pity

Answer 26

Get somebody to like you and then obtain a request Reciprocity/mutuality principle Do somebody a favor so that the person will feel pressure to give one back to you Integrators dilemma If the profit is obviously planned you are less likely to succeed

Answer 27

Two-step-procedure: first request functions as a set up for the second request

Answer 28

Present small request which functions as a set-up/preparation for the second People more willing to agree to big request later on if they already agreed to first request

Answer 29

Present large request first, then small one EG. Schools fees were supposed to increase 30%, now only 10%

Answer 30

Get a person to agree without even revealing everything Eg. Reveal slight increase in costs later

Answer 31

To involve people in research process rather than to just give them the literature

Answer 32

State of psychological tension produced by two opposing cognitions People normally seek for harmony in their attitudes, beliefs.. The greater the dissonance, the stronger the attempt to reduce it, this leads to attitude change

Answer 33

By making free choices our confidence over the choices rises

Answer 34

When two people in one group share a strong bond, then a dissonance experienced by one person may be felt by the other person aswell

Answer 35

Tendency to put more value/importance on outcomes to which we have volunteered for Our brains resolve dissonance between effort and result

Answer 36

People comply/agree to experimenters request to behave in a way that is consistent with their attitudes Getting engaged in Counter-attitudinal behavior

Answer 37

After behaving in counter-attitudinal way one tries to bring the attitude in one line with behavior to justify ones action

Answer 38

By making cognitive short-cuts and heuristics and overestimating the likelihood that something will occur We are more likely to make mistakes

Answer 39

People are motivated to keep a stable view of themselves as moral and competent human beings Able to control the outcomes of a situation

Answer 40

Reactance Forewarning Inoculation

Answer 41

If individual feels threatened in changing their attitude People can be manipulated more easily if they think the message is not meant to persuade

Answer 42

Resistance is produced by the knowledge that one is target of discrimination

Answer 43

Way of making people resistant to persuasion by providing them with diluted counter argument The more accessible the attitude, the more resistant is one to persuasion

Answer 44

Process: attitude and behavior are influenced by real/implied presence of other people Psychologists try to understand/explain how thoughts, feelings and behaviors of individuals are influenced by other people and groups Social influence has a major role in social life: arguments, conflicts, controversy, persuasion, propaganda, force

Answer 45

Attitudinal and behavioral similarities and differences define membership and differentiate between groups Accepted ways of thinking, feeling and behaving

Answer 46

usually public change in behavior and expressed attitudes Exists when behavior is under surveillance Expressed in response to group pressure, coercion, request Not necessarily reflect internal change (eg. children keep room tidy because they know their parents watch them Power as the basis of compliance Subjective acceptance and conversion (Umsetzung) produces true internal change Persists even in the absence of surveillance

Answer 47

Feeling confident that beliefs and actions described by norm are correct and socially desirable Subjective acceptance of social norms, that become an internalised standard for behavior No surveillance needed Not based on power

Answer 48

Group that is psychologically salient for behavior and attitudes Either behave in accordance with their norms=source of conformity Or seek to behave in opposition

Answer 49

The one that we belong to by objective criterion social consensus Positive reference group as a source of conformity But there can also be the pressure to produce compliance (group pressure) and coercion when membership group is negative reference group EG. Student (membership) hates being a student (negative reference) and wants to be the lecturer (positive reference) Comply to student norms but confirm to lecturer norms

Answer 50

General model of social influence in which separate processes operate Dependent on others for social approval (normative influence) Or information about reality (informational influence) EG. Elaboration likelihood model, Heuristic-systematic model

Answer 51

Being able to influence other people but resist their attempts to influence Control of behavior through domination that produceds compliance and submission

Answer 52

Promise/give rewards for compliance

Answer 53

Give threats/punishments for non-compliance

Answer 54

Target beliefs that influencer has more information than oneself Not all information has the power to influence Needs to be consistent with normative expectations

Answer 55

Targets belief that influencer gas generally more expertise

Answer 56

Targets belief that influencer is authorized by power structure to command and make decisions

Answer 57

Identification/attraction for source of influence Operate through social approval and group identification

Answer 58

Power as a role within group Process of influence that mobilizes others to reach collective goals Group see their leader as charismatic and having legitimate power Make use of power by persuasion, sometimes coercion

Answer 59

Replication of Asch‘s study with a task that had more important consequences Experiment that shows that people tend to obey to an authority without questioning and enter an Agentin state Teacher and student learn word pairs Teacher required to admitted shock to learner for errors (Instruction from authority) Over 60% punished the students with the highest shock intensity Once committed to a course of action people will continue their commitment even if the costs increase dramatically

Answer 60

To characterize unquestioning obedience People as agents transfer personal responsibility to the person giving orders By entering an Agentin state we can free ourselves from responsibility for what happens next

Answer 61

Experiment starts with trivial shocks Once people committed themselves to a course of action it is difficult to change their minds

Answer 62

How close and obvious the victim is to the participant Prevent dehumanization when seeing victim as living and breathing person

Answer 63

Actions of others help to confirm that our action is il/legitimate

Answer 64

Allows people to take off responsibility for their actions Mere emblems of authority (eg. lab coat) can lead to unquestioning obedience

Answer 65

Interpret results of Milgrams Studie as reflecting group-membership-based leadership rather than obedience to an authority figure Participants in uncertain and stressful situation need guidance about what to do Administer strong shocks due to identification with experimenter/scientific community

Answer 66

Participants conformed to incorrect judgements on line lengths to agree with numerical majority No significant consequences for oneself and other of conforming/resisting Reports of participants why they confirmed: they wanted to avoid censure, ridicule and social disapproval Conform due to uncertainty and fear of social disapproval

Answer 67

People use the behavior of others to establish the range of possible behaviors Central positions perceived to be more „correct“ than fringe positions People tend to adopt them =origins of social norms

Answer 68

Experiment in which people should look at a dot pf light for a long time Autokinetic effect=The stationary dot of a light will seem to move When more people guessed together their guesses of how far the dot moved converged Influence of norm remains even when they later make estimates alone

Answer 69

When someone gives you a benefit, you feel that it is natural to return the favor

Answer 70

Keeping our promises and honoring our commitments EG. When you meet a friend you shouldn’t cancel the meeting 5 min before

Answer 71

Tendency to follow attitudes and behavior of the group

Answer 72

The individual or smaller group influences the larger group Factors affecting minority influence Consistency, investment, self-interest, ingroup vs outgroup members, flexibility

Answer 73

You must first earn the right to not confirm by paying conformity dues called idiosyncratic credits To have successful minority influence you need people to trust you EG. Anna has often proven to have good ideas on a Friday night out so you are more likely to follow her when she comes up with an idea High status individuals have more idiosyncratic credits than low status ones

Answer 74

``` People with low self-esteem High need for social support/approval Need for self-control Low IQ Authoritarian personalities ```

Answer 75

Higher level of conformity in collectivist/interdependent cultures Conformity viewed favorably As a form of Social glue to hold people together Women tend to confirm little more than men More uncertain and influenced

Answer 76

People may confirm in one situation and not confirm in another

Answer 77

People are concerned about fitting in and being correct Linear effect: the larger the majority, the more you are influenced Size: may not refer to actual physical number of people but to majority of seemingly independent sources of influence in group

Answer 78

Conformity is reduced when majority is not unanimous= has no equal opinion Any sort of lack of unamity among majority seems effective Even one person (supporter, dissenter, deviate) can effectively reduce conformity and make us feel less confident about our attitudes

Answer 79

1. Informational influence 2. Normative influence 3. Referent informational source See: dual-process dependency model

Answer 80

An influence to accept information from others as evidence about reality Works best in times of doubt and when we are uncertain about reality We have to feel like our perceptions, beliefs and feelings are correct Can cause true cognitive change (eg. sherifs experiment)

Answer 81

Influence to conform to positive expectations of others to gain social approval and avoid disapproval Works best when we are under surveillance by a group/belief that group has power to reward/punish us

Answer 82

Pressure to confirm to a group that defines oneself as a member See social comparison theory Separate social influences process are responsible for conformity to group norms

Answer 83

Prototype of a group is position within group with largest ratio of differences to ingroup positions to outgroup positions

Answer 84

We see ourselves through the eyes of our group = increases conformity People conform because they are group members and to avoid social disapproval

Answer 85

Focuses on interpersonal dependency People depend on others for information to reduce their uncertainty Depend on others for reasons of social approval and acceptance Criticism: Underemphasizes the role of belongingness Norms of the group are relevant standards for our behavior

Answer 86

People conform because of group membership and to a norm as an internalised standard

Attitudes Flashcards

(110 cards)