Midterm Reading Notes
Midterm Reading Notes PSY 350
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This 3 page Bundle was uploaded by Emma Natzke on Friday October 9, 2015. The Bundle belongs to PSY 350 at Arizona State University taught by Varnum in Summer 2015. Since its upload, it has received 32 views. For similar materials see Social Psychology in Psychlogy at Arizona State University.
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Date Created: 10/09/15
The nature of attitudes o Attitude formation Classical conditioning Operant conditioning Observational learning Heredity 0 Strong attitudes resist change from Commitment Embeddedness 0 Factors that attitude will be consistent with behavior Persuasion Knowledge Personal relevance Attitude accessibility Behavioral intentions specific aims to act in a certain way Theory of planned behavior two other factors that may in uence behavior through behavioral intentions o Subjective norms o Perceived behavioral control 0 Cognitive responses Positive selftalk taking into account factors that are likely to enhance positive cognitive responses to your message Waiting until after a severe crash to propose lowering speed limits to citizens Printing the letter on highquality paper Counterarguments Giving audiences little time to think of counterarguments Distractions hard tasks that drain ability to counterargue o Inoculation procedure beginning an argument with weak versions of it 0 Dual processes Elaboration likelihood model Central route quality of arguments 0 Motivation I Personal relevance I Tendency to think hard about any topic I Need for cognition 0 Ability Peripheral route factors other than quality Reasons for yielding persuasive messages Holding more accurate view of the world For people to be consistent within themselves To gain social approval and acceptance o Credibility I A credible communicator is expert and trustworthy 0 Ideas can be more easily persuaded from the availability heuristic Desire for accuracy is affected by 0 Issue involvement I Selfreferencing ads 0 Mood 0 Done deals making a decision and sticking to it o Unwelcome information people only believe what they want to believe Consistency is favorable and people will change their minds to achieve it 0 Balance theory we all prefer harmony and consistency in our views I You like a celebrity but oppose their views so you either changer your views or opinion of the celebrity 0 Cognitive dissonance theory inconsistency in beliefs can cause uncomfortable psychological arousal which motivates people to reduce the inconsistency only to the extent that it involves something important I A counterattitudinal action will produce change in that attitude only when there s insufficient justification I Postdecisional dissonance people view their decisions as more favorable after making the decisions Results from the desire to see things consistently o Affects desire for cognitive consistency I Arousal I Preference for consistency I Consequences I Salience of inconsistency Socratic method asking questions that lead to noticeable inconsistency Gaining social approval 0 Selfmonitoring I High selfmonitors constantly monitor and modify themselves to fit what s culturally appropriate I Low selfmonitors rely on standards when deciding on responses 0 Women are easier in uenced than men Social In uence Categories 0 Conformity changing behavior to match actions responses of others 0 Compliance changing behavior from direct request I Footinthedoor 0 Obedience changing behavior from Goals O O 0 Choosing correctly Gaining social approval Managing selfimage Principles of in uence OOOOOO Reciprocation Commitment consistency Authority Social validation Scarcity Liking friendship
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