Chapter 20 Study Guide

Total Flash Cards » 35
Text Size: S | M | L
Taking a Mental shortcut to form an attitude Heuristic
When the recipient considers other cues than the message Peripheral Route Processing
Four parts of effective persuasive communication Source, Message, Channel, and Audience
One of the best measures of attitude Behavior
A public position that contradicts one's private attitude Counteradditudinal Behavior
The main processes in forming or changing an attitude Compliance, Identification, and Internalization
Taking the opposite viewpoint because you dislike the source Boomerang Effect
A hard to change way of seeing people who belong to the same category Stereotype
Ways in which attitudes are formed Conditioning, Observational Learning, and Cognitive Evaluation
Attitudes that most strongly predict behavior are acquired through Direct experiences
A direct attempt to influence attitudes Persuasion
How the person delivering the message will be evaluated by the audience Are they trustworthy and sincere, do they know the subject, and are they likable
To reduce this you have to change your behavior Dissonance
An extreme form of attitude change Brainwashing
The two ways to deliver a message Central Route for Persuasion, and Peripheral Route for Persuasion
When the recipient thoughtfully considers the issue of the message Central-Route Processing
Said that the difference between prejudiced and non-prejudiced people is their ability to inhibit negative attitudes Patricia Devine
A change in behavior to avoid rejection Compliance
A delayed impact of a persuasive communication Sleeper Effect
Literal definition of prejudice Prejudgement
Said that a dominant group and a deferential group will play their roles to foster and maintain their respective positions Thomas Pettigrew
Includes all of the people whose attitudes you are trying to change Audience
They use influence techniques and deception Cult
A predisposition to act a particular way Attitude
When you accept another person or group's attitude as your own Identification
An attitude change based on trying to get things to fit together logically Cognitive Consistency
Making a small request followed by a much more demanding request Foot-in-the-door-technique
The most effective way to reach an audience Personal Contact
Based on Social, Economic, or Physical factors Prejudice
Incorporating values and standards of others as part of yourself Internalization
The developing of resistance to persuasion Inoculation Effect
A hard to change way of acting Role
Making a major request followed up by a much more minor request Door-in-the-face-technique
The most effective type of message Combines emotional appeal with factual information and argument
A need to rationalize one's behavior Self-justification