Attitudes & Persuasion in Psychology Flashcards

Attitudes & Persuasion in Psychology Flashcards
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Cognitively-Based vs. Affectively-Based Attitudes
Cognitively-based attitudes appeal to the physical object and affectively-based attitudes rely on emotion and feeling.
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Anti-Smoking Advertisements
The use of fear appeal can be seen through anti-smoking ads, some with very strong imagery, designed to scare smokers into quitting.
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Heuristic
Describes a way to use previous knowledge or personal encounters in order to quickly make decisions. Heuristics can sometimes take the form of emotional reactions.
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The Three Determinants of Intention

Attitude

Perceived control

Subjective norms

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Subliminal Message
Words or messages that can impact a person's behavior or actions without (s)he even being aware of the influence
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Fear Appeal

A persuasive tactic that uses fear to try to influence and change the opinion of someone

A successful fear appeal invokes a moderate amount of fear, not too little or too much.

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Central Route to Persuasion
Thinking in a detailed manner concerning the logic of an argument and paying close attention to the actual content of the speech.
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The ABCs of the ABC Model

A stands for affective

B stands for behavioral

C stands for cognitive

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Flashcard Content Overview

These flashcards aim to help you study areas such as the use of fear appeal as a method of persuasion and the stages of developing intention. You can also review the effect of phobia on intention and the types of attitudes that develop when reacting to an event or situation. Furthermore, these flashcards will test what you know about the central route to persuasion, the use of scarcity, and the practice of attitude inoculations well as offer an example of fear appeal through the use of anti-smoking advertising. By the time you are done with these flashcards, you will be ready for the exam.

Front
Back
The ABCs of the ABC Model

A stands for affective

B stands for behavioral

C stands for cognitive

Central Route to Persuasion
Thinking in a detailed manner concerning the logic of an argument and paying close attention to the actual content of the speech.
Fear Appeal

A persuasive tactic that uses fear to try to influence and change the opinion of someone

A successful fear appeal invokes a moderate amount of fear, not too little or too much.

Subliminal Message
Words or messages that can impact a person's behavior or actions without (s)he even being aware of the influence
The Three Determinants of Intention

Attitude

Perceived control

Subjective norms

Heuristic
Describes a way to use previous knowledge or personal encounters in order to quickly make decisions. Heuristics can sometimes take the form of emotional reactions.
Anti-Smoking Advertisements
The use of fear appeal can be seen through anti-smoking ads, some with very strong imagery, designed to scare smokers into quitting.
Cognitively-Based vs. Affectively-Based Attitudes
Cognitively-based attitudes appeal to the physical object and affectively-based attitudes rely on emotion and feeling.
Attitude Inoculation
This occurs when someone is presented with an 'little' idea that goes against their viewpoint in an attempt to prepare them to later reject the same idea on a 'larger scale.'
Scarcity
The false idea that something has little to no availability in order to increase the 'buzz' around it or the desire for it.
The Theory of Planned Behavior

Establishing intention is the first step.

If allowed the opportunity to prepare how to act, a person's intentions can be foretold through a combination of attitudes, perceived control, and norms.

Perceived Control
The amount of control that a person thinks (s)he has over a given situation
Phobia
An overarching and sometimes debilitating fear of a thing, place, or situation. Phobias can thwart intention.
Norms
Behaviors and attitudes that are believed to be average or typical, i.e., 'what everybody thinks to be true'
Reactance Theory
The idea that people have more desire to act in a certain manner when they feel that the given behavior is being threatened
Effects of Emotion on Attitude
Emotions such as fear or worry about 'losing out' motivate people to change behavior.

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