exam 2

Question 1

Self concept ; cultural differences in this

Answer 1

Self concept: how you view yourself. we are a system of “self-schemas”
-Cultural differences:
West: more focused on perception of self through their own view/thoughts
East: focused on perception of self based on others thoughts/opinions

Question 2

Introspection - the coherent self, reasons generated attitude

Answer 2

-Nisbett and Wilson: asking students to self report their mood everyday, averagely accurate
-Reasons generated attitude: Difficult to put into words exactly why we feel the way we do, reasons that come to mind differ from gut feelings

Question 3

Bem’s Self Perception Theory

Answer 3

when our feelings are uncertain we infer them by observing our behavior and the situation in which it occurs (i.e. i eat a lot of salads - im a healthy person)

Question 4

Two factor theory of emotion

Answer 4

Arousal + reason = emotional label
-you experience arousal first then look for a reason why you feel that way
-Zillman: exercise+ delay vs no delay in show of porn = no delay showed stronger emotions

Question 5

Social comparison theory - upward/downward

Answer 5

we can learn about our own abilities and attitudes by comparing ourselves to others - who and when do you compare yourself too
-Upward: motivational, comparing to celebrity
-Downward: self-esteem maintenance, comparing to someone ugly

Question 6

Cognitive dissonance (Festinger)

Answer 6

drive or feeling of discomfort caused by holding two or more inconsistent cognitions

Question 7

External vs internal justification

Answer 7

Internal: reducing dissonance by changing something about yourself (attitude/beliefs)
External: reason for dissonant behavior is because of outside forces

Question 8

Counter attitudinal advocacy - Festinger & Carlsmith 1958

Answer 8

saying something public that isn’t your private belief - happens if there isn’t enough external justification
-Asking participants to lie for 1$ vs 20$, 1$ group had low external justification so they reduced their dissonance by changing their beliefs to match their actions (lying to themselves)

Question 9

Classic findings (Choice justification, effort justification, illusion of choice vs insufficient justification

Answer 9

-Choice justification: after making a decision, you hype up the one you made and devalue the one you didn’t
-Effort justification: effort +choice=dissonance, increase their liking of something they worked hard to attain
-Illusion of choice: low justification=high dissonance
-Insufficient justification:

Question 10

Attitudes - Who?

Answer 10

Attractive people and experts are more likely to be paid attention to

Question 11

Attitudes - What? Priming and recency

Answer 11

-Priming: influenced by what they hear first, best if the decision making is long after
-Recency: influenced by what they heard most recently, best if decision making is immediate

Question 12

Attitudes - Whom ? Audience

Answer 12

Is the audience paying attention, people with moderate intelligence and self-esteem are more likely to be persuaded

Question 13

Elaboration likelihood model (ELM) - Central/Peripheral

Answer 13

-Central: using facts and reliable sources to persuade, will make attitudes last longer if they were motivated and had the ability to listen
-Peripheral: using peripheral cues (i.e. attractive people) to persuade, people who don’t have motivation or ability to elaborate

Question 14

Advertising - subliminal messaging

Answer 14

Advertising is meant to change your attitude toward a product
-subliminal messaging does not work, regular advertising does

Question 15

Resisting effects of persuasive messages - attitude inoculation, reactance theory

Answer 15

-Attitude inoculation: giving small doses of opposing information towards their opinion
-Reactance theory: if people feel their freedom is threatened they will do the behavior more