| front |
back |
revisions |
lasted changed by |
history |
| Strategies to Reduce Dissonance Without Behavior Change |
-Denial - of inconsistency
-Bolstering - adding consonant
-Transcendence - altering importance
-Differentiation - splitting object into parts (e.g. smoke low tar rather than high tar.) |
0 |
johnwp06 Wed, 14 Apr 2010 00:13:53 GMT |
 |
| Cognitive Dissonance: 4 Stages of Decision Making |
1) Conflict
2) Decision
3) Cognitive Dissonance
4)Dissonance Reduction |
0 |
johnwp06 Wed, 14 Apr 2010 00:13:53 GMT |
|
| Hypocrisy |
-point out inconsistency in past behavior and attitudes so behaviors will fall in line with attitudes. |
0 |
johnwp06 Wed, 14 Apr 2010 00:13:53 GMT |
|
| Dissonance Deifinition |
negative, unpleasant state that occurs whenever a person holds two cognitions that are psychologically inconsistent. |
0 |
johnwp06 Wed, 14 Apr 2010 00:07:59 GMT |
|
| Balance Theory |
-Theory that assumes that in a quest for balance among inconsistent thoughts, the weakest relationship is most likely to change. |
0 |
johnwp06 Wed, 14 Apr 2010 00:07:59 GMT |
|
| Perceived Behavioral Control |
-how easy or difficult it is to perform a specific behavior |
0 |
johnwp06 Wed, 14 Apr 2010 00:02:16 GMT |
|
| Theory of Planned Behavior |
-Theory expanded the Theory of Reasoned Action to include perceived behavioral control. |
0 |
johnwp06 Wed, 14 Apr 2010 00:02:16 GMT |
|
| Subjective Norms: Normative Beliefs |
-beliefs about what specific individuals/groups think you should or shouldn't do. |
0 |
johnwp06 Wed, 14 Apr 2010 00:02:16 GMT |
|
| Third Person Effect |
-states that a person exposed to a persuasive communication in the mass media sees it as having a greater effect on others than on himself or herself |
0 |
johnwp06 Wed, 14 Apr 2010 00:02:16 GMT |
|
| LaPiere's Study |
-study
-restaurants said they wouldn't serve Chinese but they did when Chinese physically came to their restaurant. |
0 |
johnwp06 Tue, 13 Apr 2010 23:55:49 GMT |
|
| Attitude-Behavior Relationship |
-no concrete relationship but sometimes you're able to infer attitudes through the individuals behaviors. |
0 |
johnwp06 Tue, 13 Apr 2010 23:55:49 GMT |
|
| Values Definition |
-enduring beliefs that some ways of behaving and some goals are preferable to others
-guiding principles in one's life |
0 |
johnwp06 Tue, 13 Apr 2010 23:55:49 GMT |
|
| Beliefs Definition |
-what a person assumes to be true or false about the world.
-assumed to be facts by that person |
0 |
johnwp06 Tue, 13 Apr 2010 23:55:49 GMT |
|
| Attitude Definition |
-a learned predisposition to repsond favorably/unfavorably toward some object.
-can be + or - |
0 |
johnwp06 Tue, 13 Apr 2010 23:48:27 GMT |
|
| 3 Outcomes of Persuasion |
1) Change - attitudes, beliefs and behaviors
2) Reinforce - current " " "
3) Shape - " " " |
0 |
johnwp06 Tue, 13 Apr 2010 23:48:27 GMT |
|
| Persuasion Ethics |
-Not ammoral to teach persuasion
-It is the person using it that can make it unethical - for the wrong reasons. |
0 |
johnwp06 Tue, 13 Apr 2010 23:48:27 GMT |
|
| Persuasion Definiton |
-a successful intentional effort at influencing another's mental state through communication in a circumstance in which the persuadee has some measure of freedom. |
0 |
johnwp06 Tue, 13 Apr 2010 23:48:27 GMT |
|
| Externalizers |
-people who are interdependent and blame futures/cognitions/attitudes on others/fate.....experience less dissonance. |
0 |
johnwp06 Tue, 13 Apr 2010 23:37:19 GMT |
|
| Internalizers |
-people who are independent and believe they're more repsonsible for their futures/cognitions/attitudes will experience more dissonance than those who rely on others/fate. |
0 |
johnwp06 Tue, 13 Apr 2010 23:37:19 GMT |
|
| Justifying Efforts |
-people who work harder toward decreasing dissonance/for a certain goal will enjoy that thing much more.
-ex) pledging a frat |
0 |
johnwp06 Tue, 13 Apr 2010 23:34:42 GMT |
|
| induced compliance |
-someone advocates a position that is inconsistent with their existing attitudes.
-lawyers/politicians will experience dissonance when defending/talking about something they don't agree with unless they change their perception into a positive one |
1 |
johnwp06 Wed, 14 Apr 2010 00:09:22 GMT |
|
| How to Reduce Dissonance |
-people can reduce dissonance by changing one of their inconsistent thoughts. |
0 |
johnwp06 Tue, 13 Apr 2010 23:34:42 GMT |
|
| Cognitive Dissonance Theory |
-Theory that says whenever a person holds thoughts that're inconsistent with one another, the person will experience a state of tension. |
0 |
johnwp06 Tue, 13 Apr 2010 23:34:42 GMT |
|
| MODE (Motivation and Opportunity and Determinants) |
-combination/integration of Fazio's Process Model and Theory of Reasoned Action
-T. R. Action is used for important behaviors that might have important consequences
-Fazio's P. Model is used for quick/impulse decisions w/ unimportant consequences of behavior |
0 |
johnwp06 Tue, 13 Apr 2010 23:30:10 GMT |
|
| Fazio's Process Model |
-Theory/Model
-assumes that people act on impulse and don't always deliberate about behaviors before acting on attitudes |
0 |
johnwp06 Tue, 13 Apr 2010 23:30:10 GMT |
|
| Theory of Reasoned Action |
-theory that assumes people deliberate about the wisdom of a given course of action
-people consider, weigh and combine attitudes toward behavior and subjective norms before making a decision |
0 |
johnwp06 Tue, 13 Apr 2010 23:30:10 GMT |
|
| attitude accessibility |
- How easily attitudes come to mind
-attitudes differentiated based on indirect/direct experiences
-ex) cockroach = "YUCK"
-ex) "what thai place should we eat at?" - you have to think about it |
0 |
johnwp06 Tue, 13 Apr 2010 23:30:10 GMT |
|
| Implicit Association Test |
-2 concepts - associated words with the concepts are ranked as positive or negative |
1 |
johnwp06 Wed, 14 Apr 2010 02:21:28 GMT |
|
| Evaluative Priming |
-people respond faster to items if they have a positive attitude towards it |
0 |
johnwp06 Tue, 13 Apr 2010 23:24:08 GMT |
|
| Error Choice Technique |
people guess according to their attitudes on the over all topic if they don't know how to answer the question |
0 |
johnwp06 Tue, 13 Apr 2010 23:24:08 GMT |
|
| Lost Letter Technique |
Indirect Measure of attitude technique where letters of opposition or acceptance of a topic are distributed
-whoever returns the letter accepts or approves of the topic in question |
0 |
johnwp06 Tue, 13 Apr 2010 23:24:08 GMT |
|
| Indirect Measures of Attitude |
-Measure of attitude
-captures unconcious attitudes of the respondent w/out them being aware. |
0 |
johnwp06 Tue, 13 Apr 2010 23:20:43 GMT |
|
| Direct Measures: Multiple-Item |
-different styles of questions and types of scales used in order to judge a person's attitude
-helps emiminate bias |
0 |
johnwp06 Tue, 13 Apr 2010 23:20:43 GMT |
|
| Direct Measures: Single-Item |
-single question asking respondents to report their attitudes on an issue
-problem w/ bias and misleading questions |
0 |
johnwp06 Tue, 13 Apr 2010 23:20:43 GMT |
|
| 2 Types of Direct Measures Of Attitude |
1) Single-Item Measures
2) Multiple-Item Measures |
0 |
johnwp06 Tue, 13 Apr 2010 23:20:43 GMT |
|
| 2 Reasons we need Effective Measures of Attitudes |
1) to predict behavior
2) to know whether attitudes change in response to persuasion attempts |
0 |
johnwp06 Tue, 13 Apr 2010 23:16:37 GMT |
|
| Debunking Function for Studying Persuasion |
-reason for studying persuasion
-studying persuasion can help us determine which persuasive strategies work best, or not at all
-ex) subliminal messaging doesn't work |
0 |
johnwp06 Tue, 13 Apr 2010 23:16:37 GMT |
|
| Defensive Function of Studying Persuasion |
-reason for studying persuasion
-enhances ability to disregard certain persuasive messages/not be taken in be deceptive ads. |
0 |
johnwp06 Tue, 13 Apr 2010 23:16:37 GMT |
|
| Knowledge/Awareness Function of Studying Persuasion |
-reason for studying persuasion
-to enhance your knowledge and awareness of the persuasion process |
0 |
johnwp06 Tue, 13 Apr 2010 23:16:37 GMT |
|
| Instrumental Function of Studying Persuasion |
- reason for studying persuasion
-it helps people become better persuaders themselves |
0 |
johnwp06 Tue, 13 Apr 2010 23:12:38 GMT |
|
| 4 Functions of Studying Persuasion |
1) Instrumental Function
2) Knowledge Function
3) Defensive Function
4) Debunking Function |
0 |
johnwp06 Tue, 13 Apr 2010 23:12:38 GMT |
|
| persuasion in interpersonal settings |
-face to face persuasion in social interaction and conversations is very deceptive and easily convinces others
-ex) "hurry up asshole" |
0 |
johnwp06 Tue, 13 Apr 2010 23:12:38 GMT |
|
| persuasion in art |
-artists such as painters, filmmakers, etc. use their work to voice their political and social views.
- ex) Schindler's list - Nazi's bad. |
0 |
johnwp06 Tue, 13 Apr 2010 23:12:38 GMT |
|
| persuasion in science |
-scientists must convince others that their research has merit and is superior to similar/rival theories |
0 |
johnwp06 Tue, 13 Apr 2010 23:08:04 GMT |
|
| tipping point |
-idea of Malcolm Gladwell
-WOM is a "virus"
-message spread until contagious and society is infected with this message |
0 |
johnwp06 Tue, 13 Apr 2010 23:08:04 GMT |
|
| buzz marketing |
-type of marketing
-relies heavily on Word of Mouth Advertising to pass persuasive messages from person to person |
0 |
johnwp06 Tue, 13 Apr 2010 23:08:04 GMT |
|
| Examples of Bad Uses of Persuasion |
- Rise of Nazi's in WWII, Hitler convincing people to take part in genocide
-Stalin's reign of terror |
0 |
johnwp06 Tue, 13 Apr 2010 23:08:04 GMT |
|
