Term
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Definition
| evaluations of targets that include both positive and negative elements |
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Definition
| evaluations that people can report consciously |
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Term
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Definition
| automatic evaluative responses to a target, which may occur without awareness |
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Term
| object appraisal function |
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Definition
| a function of attitudes in which attitudes provide rapid evaluative judgments of targets, facilitating approach or avoidance |
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Term
| value-expressive function |
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Definition
| a function of attitudes in which attitudes communicate individuals' identity and beliefs |
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Term
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Definition
| a procedure for measuring muscle contractions in the face that may be sensitive to positive versus negative responses to a stimulus |
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Term
| Implicit Association Test (IAT) |
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Definition
| a reaction time procedure that provides a measure of implicit attitudes; participants sort targets into a "good" category or a "bad" category, and the speed at which the sorting is completed is taken as a measurement of implicit attitude toward the object |
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Term
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Definition
| a process by which objects come to evoke positive or negative affect simply by their association with affect-inducing events |
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Term
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Definition
| the tendency for repeated contact with an object, even without reinforcement, to increase liking for the object |
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Term
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Definition
| the tendency for intoxication to reduce cognitive capacity, which results in a narrowing of attention |
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Term
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Definition
| the process by which infants are molded into acceptable members of their society |
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Definition
| a collection of people that serves as a standard of comparison for an individual, whether in terms of attitudes, values, or behavior |
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Definition
| the conformity pressure that is produced by seeing someone ridiculed by another person |
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Term
| theory of reasoned action |
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Definition
| a model of behavior that views humans as rational decision makers who behave on the basis of logical beliefs |
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Term
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Definition
| an individual's plan to perform or not perform an action |
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Term
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Definition
| an individual's feelings of social pressure to perform or not perform an action |
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Term
| IMB model of AIDS-preventive behavior |
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Definition
| a theory postulating that information, motivation, and behavioral skills guide individuals' protective actions in the sexual domain |
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Term
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Definition
| the tendency for people who feel strongly about an issue to believe that the media coverage of the issue is biased against their side |
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Term
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Definition
| a theory stating that a measure of attitudes will correlate highly with a measure of behavior only when the two measures are matched in terms of being general/broad or specific/narrow |
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Term
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Definition
| the set of values, beliefs, and behaviors shared by a group of people and communicated from one generation to the next |
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Term
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Definition
| the extent to which a culture accepts an unequal distribution of influence within the society |
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Term
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Definition
| an individual's evaluation of a target along a good-bad dimension |
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Term
| cognitive dissonance theory |
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Definition
| a model proposed by Leon Festinger, which states that awareness of consonant cognitions makes us feel good, whereas awareness of dissonant cognitions makes us feel bad. Further, the unpleasant feelings produced by dissonant cognitions motivate us to do something to change our state. |
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Term
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Definition
| beliefs that are consistent or compatible with one another |
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Term
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Definition
| beliefs that are inconsistent or logically discrepant with one another |
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Term
| induced compliance paradigm |
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Definition
| a research methodology used to test dissonance theory that arouses dissonance by getting people to engage in counter-attitudinal behavior. In this paradigm, participants are induced to comply with an experimenter's request that they behave in a way that is inconsistent with their attitudes. |
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Term
| effort justification paradigm |
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Definition
| a research methodology used to test dissonance theory that arouses dissonance by getting people to invest time or energy to achieve a goal that may not be worthwhile |
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Term
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Definition
| a research methodology used to test dissonance theory that arouses dissonance by getting people to choose between two or more alternatives |
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Term
| impression management theory |
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Definition
| an alternative to dissonance theory that argues that participants in dissonance experiments want to appear consistent to the experimenter and therefore lie about their attitudes |
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Term
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Definition
| an alternative to dissonance theory that argues that people are threatened by behavior that challenges their self-worth and can deal with this threat by reaffirming an important value |
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Term
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Definition
| a research methodology used to test dissonance theory that arouses dissonance by having people publicly promote a socially desirable behavior and then be made aware that they have not always exhibited the behavior themselves in the past |
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Term
| preferences for consistency (PFC) |
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Definition
| a disposition that represents the extent to which people desire predictability and compatibility within their own responses and within others' responses |
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Term
| cognitive response theory |
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Definition
| a model of persuasion that assumes that the impact of a message on attitudes depends on the thoughts evoked by the message |
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Term
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Definition
| an advertising strategy that relies on presenting information about the positive features of a product |
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Term
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Definition
| attitude change resulting from cues that indicate that the position advocated in a message is valid |
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Term
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Definition
| an advertising strategy that relies on the use of images, emotions, symbols, or values to promote a product |
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Term
| systematic-heuristic model |
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Definition
| a theory of attitude change that distinguishes between two types of processing that can occur in response to a persuasive message--systematic processing and heuristic processing |
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Term
| elaboration likelihood model |
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Definition
| a theory of attitude change that specifies the conditions under which people will think carefully about the content of a persuasive message. It distinguishes between two types of processing--the central route to persuasion and the peripheral route to persuasion. |
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Term
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Definition
| careful, deliberative analysis of the arguments in a message |
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Term
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Definition
| superficial analysis of a message that focuses on cues indicating the validity or invalidity of the advocated position |
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Term
| central route to persuasion |
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Definition
| persuasion that occurs when attitude change results from a careful analysis of the information in a persuasive communication (systematic) |
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Term
| peripheral route to persuasion |
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Definition
| persuasion that occurs when attitude change results from noncognitive factors; it encompasses evaluative conditioning and mere exposure (heuristic) |
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Term
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Definition
| simple features or heuristics that are assumed to indicate that a message is valid |
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Term
| protection motivation theory |
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Definition
| a model that articulates how threatening messages can influence attitudes and behavior |
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Term
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Definition
| a persuasive attempt that is motivated by an ideology, or set of values, and that is deliberately biased in its presentation of information |
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Term
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Definition
| a rigidly structured group, led by a charismatic leader, that recruits and retains members using manipulative, deceptive techniques |
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Term
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Definition
| a model of building resistance to persuasion by exposing people to arguments against their attitude position and giving them counterarguments that refute the attack. It is based on the process of medical inoculation |
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Term
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Definition
| attitudes and beliefs that are widely shared and rarely challenged in a society |
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Term
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Definition
| exposing people to arguments against their attitudinal position along with counterarguments that refute the attack |
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Term
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Definition
| exposing people to arguments that are consistent with their attitude position |
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Term
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Definition
| a model of how people respond to threats on their freedoms |
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Term
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Definition
| any change in behavior caused by another person or group |
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Term
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Definition
| a change in behavior that is requested by another person or group |
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Term
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Definition
| a change in behavior that is ordered by another person or group |
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Term
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Definition
| influence from other people that is motivated by a desire to be correct and to obtain accurate information |
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Term
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Definition
| influence from other people that is motivated by a desire to gain rewards or avoid punishment |
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Term
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Definition
| a rule or guideline in a group or culture about what behaviors are proper and improper |
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Term
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Definition
| in a darkened room, a stationary point of light will appear to move periodically |
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Term
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Definition
| a machine that consists of an electrical panel with several rows of lights; it allows the efficient study of conformity by simulating the responses of numerous hypothetical participants |
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Term
| foot-in-the-door technique |
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Definition
| a strategy to increase compliance, based on the fact that agreement with a small request increases the likelihood of agreement with a subsequent larger request |
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Term
| door-in-the-face technique |
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Definition
| a strategy to increase compliance, based on the fact that refusal of a large request increases the likelihood of agreement with a subsequent smaller request |
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Term
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Definition
| the principle that we should give back in return any favors that are done for us |
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Term
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Definition
| a strategy to increase compliance, based on the fact that giving someone a small gift increases the likelihood of agreement with a subsequent request |
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Term
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Definition
| a strategy to increase compliance, in which something is offered at a given price, but then, after agreement, the price is increased |
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Term
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Definition
| a strategy to increase the attractiveness of a product by making it appear rare or temporary |
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Term
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Definition
| a strategy to increase compliance, based on the fact that people are more likely to assist others they find appealing than others they do not find appealing |
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Term
| norm of obedience to authority |
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Definition
| the principle that we should obey legitimate authorities |
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Term
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Definition
| a model of hypothesizing that recognition of their own mortality raises anxiety in humans, which they can reduce by affirming and conforming to their cultural worldview |
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Term
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Definition
| a model that conceives of influence from other people as being the result of social forces acting on individuals, much as physical forces can affect an object |
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Term
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Definition
| a principle in social impact theory that specifies the nature of the relation between the size of a group and its social influence. The principle predicts that as the number of social forces increases, overall social influence also increases, but at a declining rate |
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