Lesson 2: Attitude Formation & Change

cognitive dissonance theory

theory that describes the mental discomfort that individuals experience when they hold two or more contradictory beliefs simtaneously, or when their behavior conflicts with their beliefs

persuasion

process of changing or influencing a person’s attitudes, beliefs, or behaviors through communication and reasoning

peripheral route persuasion

process of influencing attitudes through superficial or secondary cues

role

set of expectations, norms, and behaviors associated with a particular social position or status than an individual occupies within a group or society

attitude

set of beliefs, feelings, and behavioral tendencies that people hold about objects, people, events, or ideas

central route persuasion

process of influencing attitudes through thoughtful and deliberate consideration of the arguments and factual information presented in a message

foot-in-the-door phenomenon

psychological concept that describes the tendency for people to comply with a large request after first agreeing to a small initial request