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Description
| Question | Answer |
| Unit Seven - Module 49 Attitude Formation and Attitude Change | Attitude Formation and Attitude Change |
| attitude | Feelings, often influenced by our beliefs, that predispose us to respond in a particular way to people, objects, ideas, and situations. |
| ABC Model of Attitudes (three components) | Affective component - how we feel about something Behavioural component - how we act toward something Cognitive component - how we think about something. |
| persuasion | The process in which communicators try to convince other people to change their attitudes or behaviours regarding an issue through the transmission of a message in an atmosphere of free choice.. |
| four factors that predict success of persuasion | source - who is persuading can determine success message - the nature of the message can determine success target - who is receiving the message can determine success medium - the way the message is being conveyed can determine success |
| elaboration likelihood model | A theory about the thinking processes that might occur when we attempt to change a person's attitude through communication. Central Route processing - focus on content and facts of message Peripheral Route processing - focus on cues outside the central content of message |
| central route persuasion | The process by which attitudes are formed or changed as a result of carefully scrutinizing and thinking about the central merits of attitude-relevant information. |
| peripheral route persuasion | the process by which attitudes are formed or changed as a result of using peripheral cues - factors that is external to the merits of an argument such as attractiveness of the messenger |
| compliance | Compliance involves changing your behaviour in some way because someone else requested you to do so. While you may have had the option to refuse the request, you chose to comply. |
| foot-in-the-door phenomenon | A persuasion tactic that aims at getting a person to agree to a large request by having them agree to a modest request first. |
| door-in-the-face phenomenon | A persuasion tactic that aims to convince a person to comply by making a large request that the respondent will most likely turn down. The respondent is then more likely to agree to a second, more reasonable request, than if that same request is made in isolation. |
| reciprocity norm | A social norm where if someone does something for you, you then feel obligated to return the favour. |
| cognitive dissonance theory | The mental conflict that occurs when a person’s behaviours and beliefs do not align. |
| Leon Festinger | American social psychologist, best known for cognitive dissonance theory. |
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