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