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Attitudesl-lCORRECTlANSWERS-
Anlopinionlorlgenerallfeelinglaboutlcognitions,lbeliefs,lfeeli
ngs,lorlbehaviorallpredisposition.
ConsistencylTheoriesl-lCORRECTlANSWERS-
Theoreticallperspectiveslfromlsociallpsychologylthatlholdlth
atlpeoplelpreferlconsistencylbetweenlattitudeslandlbehavior
s,landlthatlpeoplelwilllchangelorlresistlchanginglattitudeslba
sedluponlthislpreference.
balanceltheoryl-lCORRECTlANSWERS-
theorylthatlislconcernedlwithlthelwayl3lelementslarelrelated:l
thelpersonlwhomlwe'reltalkinglaboutl(symbolizedlaslP),lsom
elotherlpersonl(symbolizedlaslO),landlalthing,lidea,lorlsomelo
therlpersonl(symbolizedlbylX).lBalancelexistslwhenlalllthreel
fitltogetherlharmoniously.lWhenltherelisn'tlbalance,ltherelwi
lllbelstress,landlaltendencyltolremovelthislstresslbylachieving
lbalance;lFritzlHeider
cognitiveldissonanceltheoryl-lCORRECTlANSWERS-
theorylthatlthelconflictlorlinconsistencylbetweenlinternallatt
itudeslandlexternallbehaviorslwhichlmaylresultlinlalchangelo
flattitude;lLeonlFistinger
Whatldoeslincreasedldissonancelleadlto?l-
lCORRECTlANSWERS-
Increasedlpressureltoldecreaseldissonance.
freelchoicel&lforcedlcompliancel-lCORRECTlANSWERS-
twoltypeslofldissonance
vendarsol
,freelchoiceldissonancel-lCORRECTlANSWERS-
dissonancelwherelalpersonldecideslbetweenlseveralldesirabl
eloutcomes
forcedlcomplianceldissonancel-lCORRECTlANSWERS-
dissonancelwherelalpersonlislforcedlintolbehavinglinlanlinco
nsistentlmannerlfromltheirlbeliefs
post-decisionldissonancel-lCORRECTlANSWERS-
dissonancelwherelalpersonlhaslalfeelingloflanxietyloverlwhet
herlthelcorrectldecisionlwaslmade
spreadingloflalternativesl-lCORRECTlANSWERS-
whenlalternativeslarelseenlasldifferentlafterlchoicelislmadel(
thelonelwelchoselaslbetter,lthelonelwelrejectedlaslworse)
minimalljustificationleffectl-lCORRECTlANSWERS-
effectlstudiedlbylParticipantslwholdidlalboringltask,lthenlwer
elaskedltoltelllnextlpersonlitlwaslfunlforl$1lorl$20
-
lResults:l$1lparticipantslreportedlenjoyingltasklmorelthanl$
20lparticipants
-
lExplanation:l$20lparticipantslcouldlattributelbehaviorl(sayi
nglitlwaslfun)ltolthel$20ltheylreceived,lbutl$1lisn'tlenoughltol
justifyltheldissonantlbehavior.lSo,l$1lparticipantslinsteadlch
angedltheirlattitudeslaboutltheltask
-lFestingerlandlCarlsmithl(1959)
self-perceptionltheoryl-lCORRECTlANSWERS-
Theltheorylthatlwhenlourlattitudeslandlfeelingslareluncertai
nlorlambiguous,lwelinferltheselstateslbylobservinglourlbehav
iorlandlthelsituationlinlwhichlitloccurs;lDaryllBem
overjustificationleffectl-lCORRECTlANSWERS-
theleffectloflbribinglpeopleltoldolwhatltheylalreadyllikeldoing
;ltheylmaylthenlseeltheirlactionslaslexternallylcontrolledlrath
erlthanlintrinsicallylappealing
vendarsol
,Modelloflpersuasionl-lCORRECTlANSWERS-
modelldescribedlbylanlattitudelchangelaslalprocessloflcomm
unicatinglalmessagelwithlthelintentltolpersuadelsomeone;lC
arllHovland
communicator,lcommunication,landlsituationl-
lCORRECTlANSWERS-
Hovland'slmodelloflpersuasionlcomponents
sleeperleffectl-lCORRECTlANSWERS-
effectlwherelpersuasivelcommunicationlfromlalsourcelofllowl
credibilitylmaylbecomelmorelacceptablellaterlwhilelcommun
icationlfromlhighlcredibilitylsourcelmayldecrease;lsourcelcre
dibilitylstudylonleralcontroversialltopicsl(onelwrittenlbylanlA
mericanlphysicistl&lanotherlbylalRussianlnewspaper)
Russainlnewspaperlpersuadedl0%,lAmericanlphysicistlpersu
adedl36%;lHovlandl&lWeissl(1951)
twolsidedlmessagesl-lCORRECTlANSWERS-
argumentslforlandlagainstlalposition;loftenlusedlforlpersuasi
onlsincelsuchlseemsltolbel"balanced"lcommunication.l(Newsl
reporting)
ElaborationlLikelihoodlModelloflPersuasionl-
lCORRECTlANSWERS-
modellthatlsuggestsl2lroutesloflpersuasion;lcentrall&lperiph
eral;lPettyl&lCacioppo
centrallroutelpersuasionl-lCORRECTlANSWERS-
persuasionlthatloccurslwhenlinterestedlpeoplelfocuslonlthela
rgumentslandlrespondlwithlfavorablelthoughts
peripherallroutelpersuasionl-lCORRECTlANSWERS-
persuasionlthatloccurslwhenlnon-
interestedlpeopleldolnotlclearlylunderstandlanlargumentlan
dlcanlbelinfluencedlbylincidentallcues,lsuchlaslalspeaker'slatt
ractiveness
vendarsol
, analogyloflinoculation,lbelieflperseverance,landlreactancel-
lCORRECTlANSWERS-3lwaysltolresistlpersuasion
Analogyloflinoculationl-lCORRECTlANSWERS-
analogylwherelpeoplelcanlresistlpersuasivelcommunicationsl
aslseenlinlphysicallinoculationl(flulshot);lWilliamlMcGuire
culturalltruismsl&lrefutedlcounterargumentsl-
lCORRECTlANSWERS-
2lwaysltolrestlthelanalogyloflinoculation
culturalltruismsl-lCORRECTlANSWERS-
beliefslthatlarelseldomlquestioned,lbutlrarelylattackedlevenl
thoughltheylarelvulnerableltolattack.
refutedlcounterargumentsl-lCORRECTlANSWERS-
whenlalpersonlislfirstlpresentinglargumentslagainstltheltruis
mslandlthenlrefutinglthem;lmotivateslpeopleltolpracticeldefe
ndinglbeliefs.
belieflperseverancelphenomenonl-lCORRECTlANSWERS-
phenomenonlwherelthere'slaltendencyltolstickltolourlinitiallb
eliefslevenlwhenlevidencelcontradictslthem
reactanceleffectl-lCORRECTlANSWERS-
effectlthatloccursliflweltrylhardltolpersuadelsomeone,ltheylm
aylbelievelthelopposite.
sociallcomparisonltheoryl-lCORRECTlANSWERS-
theorylthatlwelseekltolevaluatelourlabilitieslandlbeliefslbylco
mparinglthemlwithlthoseloflothers;l
peoplelpreferltolevaluatelthemselveslobjectively,landlthenlinl
comparisonltolothers
lesslsimilaritieslinlopinionsl=llessloflaltendencyltolmakelcom
parisons
vendarsol