Chapter 13 - Important concepts - Part 2 Flashcards
(37 cards)
A prevalent misconception is that _______ are good predictors of behaviour.
attitudes
Attitudes that are highly ________ - i.e. easily come to mind - tend to be strongly predictive of our behaviour
accessible
Attitudes tend to predict behaviour when they are what?
firmly held and stable over time
Attitudes predict behaviour well for people which exhibit this trait.
Low self-monitors
___ self monitoring means attitudes predict behaviour, _____ self monitoring does not.
low, high
This heuristic makes us more likely to believe something we have heard many times.
recognition heuristic
Advertisement jingles make use what heuristic?
Recognition heuristic
adolescents with high levels of __________ are especially likely to become deeply religious adults.
conscientiousness
The following example depicts what?
You believe Sandy is a nice person but you learn from a friend that she stole a fellow classmates wallet.
Cognitive dissonance
Some scholars contend that it’s not dissonance itself that is responsible for attitude changes, but rather threats to our _____-_______.
self-concepts
What are other theories that offer an explanation for cognitive dissonance effects?
Self-perception theory
Impression management theory
Proposes that we acquire out attitudes by observing our behaviours
self-perception theory
Theory that we don’t really change our attitudes, but report that we have so that our behaviours appear consistent with our attitudes.
impression management theory
According to the _____ ______ models of _______, there are two are two alternative pathways to persuading others.
dual process model of persuasion
What are the two alternative routes to persuasion according to the duel process model?
Central route
Peripheral route
The _______ route leads us to evaluate the merits of persuasive arguments carefully and thoughtfully.
central
When using the central route, what part of arguments do we focus on?
When are we most likely to use this route?
The attitudes acquired from this route tend to be what?
Focus on informational content of the arguments
We use this route when we are motivated to evaluate the evidence and have time to do so
Attitudes acquired from this route are firm and strongly held
The ________ route leads us to respond to persuasive arguments on the basis of snap judgements.
peripheral
When using the peripheral route, what part of the argument do we focus on?
When are we likely to use this route?
Attitudes acquired from this route are of what kind?
focus on surface aspects of argument
use this route when not motivated to weigh information carefully or do not have the time to do so
Weak and short-lived attitudes
Advertisements tend to try to use which route of persuasion?
Peripheral
We are more likely to accept a persuasive message if ______ or ________ people deliver it.
We are more likely to accept messages when the sources possess high ________.
Messages are especailly persuasive if the messenger seems _____ us.
attractive, famous
credibility
like us
What is the implicit egotism effect?
We are more positively disposed toward people, places, or things that resemble us.
What is the name-letter effect?
We tend to be more fond of people who share the same first letter of our name.
Many persuasion tactics rely on ________ and take the ________ route to persuasion.
heuristics
peripheral
