Attribution and Persuasion Concepts

Flashcards focusing on key terms and definitions related to attribution processes and persuasion techniques discussed in the lecture.

Attribution

Explanations for behavior, which can be internal/dispositional or external/situational.

Actor-Observer Bias

A bias where individuals attribute their own behavior to external causes while attributing others' behaviors to internal causes.

Fundamental Attribution Error

The tendency to underestimate situational influences and overestimate personal disposition when explaining others' behavior.

Self-Serving Bias

The tendency to attribute successes to internal factors and failures to external factors.

Dispositional Attribution

An attribution that assigns behavior to internal characteristics, such as abilities or traits.

Situational Attribution

An attribution that assigns behavior to external factors, such as the environment or circumstances.

Elaboration Likelihood Model (ELM)

A theory that describes the change in attitudes based on the level of elaboration of the persuasive message.

Central Route

The path of persuasion that involves high elaboration, where individuals thoughtfully consider the message.

Peripheral Route

The path of persuasion that involves low elaboration, relying on superficial cues rather than deep processing.

Foot-in-the-Door Effect

A persuasion technique where a small request increases the likelihood of agreeing to a larger request later.

Door-in-the-Face Effect

A persuasion technique where refusing a large request increases the likelihood of agreeing to a smaller request.

Conformity

The tendency to change thoughts, feelings, or behaviors to align with group norms.

Three Components of Attitudes

Affect (feelings), Behavior (actions), and Cognition (thoughts) that make up an attitude.

Attitude Change

Can occur through central or peripheral routes, influenced by the quality of arguments or cues present.