Module 4.2 & 4.3a - Social Psychology: Attitudes and Norms

Attitudes

Feelings often influenced by our beliefs that predispose us to respond in a particular way to objects, people, and events.

Foot-In-The-Door Phenomenon

The tendency for people who have first agreed to a small request to later comply with a larger one.

Door-In-The-Face Phenomenon

The tendency for people to accept a smaller request after denying a larger one.

Role

A set of expectations (norms) about a social position, defining how those in the position have to behave.

Cognitive Dissonance Theory

States that we will reduce tension when our attitudes don't fit our actions by either changing our actions or attitudes.

Peripheral Route Persuasion

Using attention-getting cues to trigger emotion-based judgements.

Halo Effect

The effect that celebrity endorsements can influence us because we may believe beautiful and/or famous people are especially smart or trustworthy.

Central Route Persuasion

Happens when evidence and arguments are offered to trigger thoughtful responses.

Attitudes-Follow-Behavior Principle

States that certain attitudes promote or discourage certain behavior, and we can influence or feelings by altering our behavior.

Cognitive Dissonance

When we become aware that our attitudes and actions do not coincide, thus creating tension.

Persuasion

Changing people's attitudes and potentially influencing their actions.

Elaboration Likelihood Model

States that when we actively process a message, then mentally elaborate on it, we more often retain it.

Social Contagion

The spontaneous spread of behaviors, etc in a group.

The Chameleon Effect

Our tendency to unconsciously imitate others' behavior, expectations, postures, inflections and moods.

Conformity

Adjusting our behavior or thinking to coincide with a group standard.

Normative Social Influence

Conforming to gain approval.

Informational Social Influence

Conforming to be willing to accept others' opinions as new information.

Minority Influence

States that a minority can also be powerful when consistently expressing its views.

Norms

A society's understood rules to be accepted and expected/proper behavior.

Mood Linkage

The sharing of moods (amongst a group).

Emphathize

To feel what others are feeling.

Positive Herding

Where more positive product ratings generate even more positive ratings.

Obedience

Complying with an order or command.