Exam 2 Flashcards
implicit attitudes
at the unconscious level, involuntarily formed and typically unknown to us
hypocrisy induction
“do as I say, not as I do” approach. This involves a person telling others to behave a certain way while not following their own advice.
mindless conformity
we use heuristics, on autopilot, so we just go along
foot-in-the-door technique
getting ppl to agree to small task which then makes them more likely to agree to larger task
subliminal advertising
words/images not conscious perceived but supposedly influence our feelings and behaviors
attitude inoculation
the process of resisting strong persuasive arguments by getting practice fighting off weaker versions of the same arguments
discourage teen cigarette smoking begin with a warning that peer pressure will strongly challenge their negative attitudes toward smoking, then follow this forewarning with a handful of potential counterarguments they might face from their peers
yale attitude change approach
the study of the conditions under which people are most likely to change their attitudes in response to persuasive messages. source, content, and audience
htheory of cognitive dissonance
discomfort when 2 cognitions conflict or when someone behaves in ways that are inconsistent with conception of themselves
cognitively based attitude
person’s evaluation of an object or event
production blocking
if one person in a six-person group is talking about his or her idea, then the other five people are “blocked” and less able to provide their own creative input
elaboration likelihood model (peripheral)
presentation of message, distracted audience, no careful thought
tit-for-tat strategy
a means of encouraging cooperation by at first acting cooperatively but then always responding the way that your opponent did on previous trial
external justification
reason for dissonant personal behavior that lives outside of the individual ex) to receive a large reward or avoid severe punishment
self-evaluation maintenance theory
the idea that ppl experience dissonance when someone close to us outperforms us in an area that is central to our self-esteem. dissonance reduced by becoming less closet o person, or changing behavior so we outperform them, or deciding its actually not important to us
status
groups often confer or withhold status as a way to control member behavior
operant conditioning
where behaviors we freely choose to perform become more or less frequest, depending on whether they are following by a reward or punishment
reactance theory
being told not to do or to do something and it makes you want to or not want to do it
propaganda
using deliberate systematic attempts to change ppl’s attitudes and behaviors to something
compliance (conformity)
conforming cuz we are doing it publicly to be liked but maybe not privately accepting it
groupthink
a phenomenon that occurs when a group of individuals reaches a consensus without critical reasoning or evaluation of the consequences or alternatives. based on a common desire not to upset the balance of a group of people.
minority influence
sometimes, minority of group infleunce behavior of majority
social impact theory
the idea that conforming to social influence depends on the group’s importance, immediacy, and the number of ppl in the group
conjunctive tasks
group product is determined by the individual with the poorest performance
boomerang effect
when you’re attemtping to get ppl to comply but it backfires
try to get ppl to drink less on campus, but somehow they drink more
contigency theory
leader effectiveness depends on task vs. relationship orientation AND amount of control possessed by leader
internal justification
reduction of dissonance by changing something about yourself ex) one’s attitude or behavior
group polarization
occurs when a group of like-minded people reinforce each other’s opinions, positive or negative, and these opinions become more extreme as they’re discussed.
elaboration likelihood model (central)
requires thought and careful processing, content of message, not distracted
social norms
implicit vs explicit rules about behavior, beliefs, and attitudes
