ch. 6 social influence

attitude

a positive, negative, or mixed evaluation of a person, object, or idea expressed at some level of intensity

attitude ex

like, love, dislike, hate, admire

self report measured

Likert scale, psychometric survey tool used to measure attitudes, opinions, and the intensity of agreement or disagreement with a statement

covert measures

(EMG): records facial muscle activity associated with emotions

IAT: measures the speed at which responds to pairings of concepts

how attitudes are formed

genetic makeup, learning, attitudes of people around us, social and cultural context

central route

assumes people are attentive, active, critical, and thoughtful w/ persuasive messages

peripheral route

evaluate the persuasive message using heuristics

credibility

competence, trustworthiness

likability

similarity, physical attractiveness

message discrepancy

the most change is produced at moderate amounts of discrepancy

fear appeals

work if there is advice on how to avoid danger

positive emotions

people are soft touches when they are in a good mood

need for cognition

personality trait that measures how much an individual is naturally inclined to engage in, seek out, and enjoy effortful mental activity

high self monitors

concerned w'/ public self and presentation

forewarning

A prior alert or premonition that allows time to prepare, brace, or react before a situation unfolds

psychological reactance

people react against threats to their freedom by asserting themselves

cognitive dissonance

an unpleasant psychological state that results when a person has 2 conflicting cognitions or a conflicting behavior and cognition

self perception theory

people figure out their own attitudes, emotions, and internal states by watching their own overt behavior and the situation they are in

impression management theory

What matters is not a motive to be consistent, but rather a motive to appear consistent

self esteem theories

dissonance situations create a threat to themselves