Chapter 7 SP

Question 1

attitude

Answer 1

a cognitive representation of an individuals evaluation of a person/group/thing/action/idea.

people can hold attributes about literally anything

attribute = evaluation!

Question 2

persuasion

Answer 2

the process of forming, changing or strenghtening attitudes via communication

Question 3

attitudes possible directions

Answer 3

positive, negative or neutral

Question 4

how to measure attitudes

Answer 4

self-report: attitude schale (measuring intensity and direction)

Question 5

mensen geven meer lagere nummers op een schaal van 0-10 dan van -5 tot 5:

Answer 5

dus mensen willen liever geen negatieve nummers gebruiken

Question 6

implicit attitudes vs explicit attitudes

Answer 6

implicit: automatic evaluations about an object

Question 7

implicit attitudes vs explicit attitudes

Answer 7

implicit: automatic evaluations about an object
explicit: the evaluation they overtly express

eentje is niet perse beter!

Question 8

attitudes are useful because they help

Answer 8

master the environment
express connections with others

Question 9

attitudes are assembled due to 3 factors:

Answer 9

• beliefs about attitude object
• feelings and emotions towards object
• information about past and current actions towards objects (vooral negative and heavy weighted info)

Question 10

how do we master the environment via attitudes (2 functions)

Answer 10

• knowledge function: organizing and summarizing experiences with an attitude object
• instrumental function: helps us approach positive objects and avoid negative objects

Question 11

and how do attitudes help us connect with others (2 functions)

Answer 11

• social identity function: helps us confirm to groups and show what we stand for
• impression management function: we try to support the thoughts that we think our environment also supports

Question 12

we can form multiple attitudes about one object!!

Answer 12

oke

Question 13

3 aspects of a mental representation

Answer 13

1. cognitive info
2. affective info
3. behavioural info (past, present or future interactions w/ an object)

Question 14

attitudes worden het meest veroorzaakt door …. (cognitive/affective/behavioural)

Answer 14

cognitive -> vooral door hearsay, niet door eigen experiences

Question 15

affective info can also play a large role:

Answer 15

1. attitudes come first, then cognitive
2. attitudes can overrule cognitive info
3. natural preferrence for pleasure over pain
4. people differ naturally in temperament

Question 16

information about behaviour can dominate when…

Answer 16

that behaviour is habitual

Question 17

attitude forms via 3 mechanisms

Answer 17

1. concistency: mensen gaan uit van wat ze al weten (want anders: cognitive dissonance)
2. negative weighs more
3. accessible info is more used

Question 18

ambivalent attitude

Answer 18

als je een beetje met beide kanten eens bent -> neutraal (dus niet altijd uitgaan van consistency)

Question 19

the stronger the association/attitude…

Answer 19

1. the faster it comes
2. the more it will substitute other information
3. the less easily the attitude is changed

Question 20

2 forms of persuasion

Answer 20

1. rational messages (cognitive)
2. emotional appeals

Question 21

how do people deal with information about attitudes? 2 ways of processing

Answer 21

superficial processing: rely on accessible or salient info (meestal positief) -> simpel
systematic processing: meer complex

Question 22

persuasion heuristic

Answer 22

when you see a cue that reminds you of an attitude (bv advertentie in een magazine)

Question 23

peripheral route to persuasion

Answer 23

forming an attitude based on persuasion heuristics

Question 24

classical condiioning

Answer 24

emotional appeals can influence our attitude about neutral objects

Question 25

how do i feel about it heuristic

Answer 25

when people rely on their current emotions to evaluate their attitude about an object

Question 26

mere exposure effect

Answer 26

people tend to prefer things they have seen a lot -> even (and stronger) when people are unaware of that they have seen it a lot familiar = more persuasive, people view familiar statements as coming from a more reliable source

Question 27

attractiveness heuristics

Answer 27

we like things better if they are combined with positive things

Question 28

expertise heuristic

Answer 28

people believe things on the basis of who said it, not what they said -> judged on competence and trustworthiness (niet wat ze echt zeggen, niet de content) daarom vertrouwen ze mensen meer als ze 2 kanten van het verhaal laten zien -> makes them seem well informed and trusted

Question 29

attributional processing

Answer 29

afvragen: why do they advocate for this? people may become suspicious

Question 30

message-length heuristic

Answer 30

- the longer the message, the more trusted - during superficial processing: anything that sounds like an argument will be taken as one

Question 31

elaboration =

Answer 31

systematic processing -> dieper op ingaan, reacties krijgen

Question 32

central route to persuasion

Answer 32

= systematic processing

Question 33

dus hoe heten de 2 routes voor systematic and superficial processing

Answer 33

- systematic: central route to persuasion - superficial processing: peripheral route to persuasion

Question 34

boomerang effect

Answer 34

when communicators try to persuade us in one direction, but because of bad arguments we tend to go into the other direction

Question 35

als beiden heuristic cues en message content er zijn:

Answer 35

decision alsnog based on message content meesal

Question 36

when message content is not so strong, even systematic processing can be influenced by..

Answer 36

heuristic cues

Question 37

na systematic processing zijn attitudes lastig om te veranderen

Answer 37

oke

Question 38

welke twee dingen zijn nodig voor systematic processing

Answer 38

- cognitive capacity (niet te moeilijk, maar ook kunnen concentreren) - motivation

Question 39

3 vormen van motivatie en hoe laten ze dit zien in systematic processing

Answer 39

- mastery: the importance of being accurate, dus dan systematic processing - connectedness: je wil het met mensen kunnen delen - valuing me and mine: self-relevance (when info is applicable to us, we want to know all about it)

Question 40

3 reasons people do not have the mental resources to systematic process things

Answer 40

1. info too technical 2. info too much 3. info has multiple dimensions on which the alternatives differ

Question 41

alcohol myopia

Answer 41

alcohol reduces systematic processing je gaat meer af op superficial cues -> dus dan geen safe sex (of juist wel als je AIDS KILLS op hand krijgt gestampt in een club)

Question 42

high need for cognition

Answer 42

mensen die graag systematic processing doen (papa) -> puzzels etc

Question 43

difference between high-self monitors and low-self monitors

Answer 43

high self monitors: geven veel om wat anderen om ze denken (me) -> zullen impression management function relevanter vinden low self monitors: geven meer om hun eigen expressie als persoon (dion) -> zullen social identity function relevanter vinden

Question 44

prevention focused vs promotion focused

Answer 44

prevention focused -> avoiding losses. promotion focused -> gaining winnings

Question 45

good mood kan leiden tot...

Answer 45

superficial processing (want alles gaat goed, geen systematic processing nodig)

Question 46

fear kan leiden tot..

Answer 46

Negative emotions like sadness, anger, or fear, on the other hand, convey that something is wrong, and that the situation requires additional processing.

Question 47

the affect as information model...

Answer 47

positief = superficial processing negatief = systematic processing / additional processing

Question 48

assimilation and contrast

Answer 48

info that corresponds with an attitude is attended to (assimilation) and info that is different from attitude is ignored (contrast)

Question 49

William McGuire (1964) suggereerde dat de meest effectieve manier is om weerstand te bieden aan overreding is om te oefenen met argumenteren tegen een overtuigend beroep ->

Answer 49

mensen die voor en tegen argumenten kregen, konden later beiden de condooms beter weerstaan maar ook de binge drinking. dus oefenen met argumenteren tegen mensen helpt niet alleen voor het gene waar je tegen argumenteerd, maar ook de andere neutrale cues. = INOCULATION

Question 50

people agree more with people whos foto's they have seen unconsciously, door...

Answer 50

subliminal persuasion

Question 51

subliminal processen lastige punten

Answer 51

- fotos beter dan messages - niet altijd: je moet maar net op het juiste punt en het juiste moment kijken - subliminal messages: wss nniet echt omdat mensen alleen in sequence geluiden kunnen horen.