Test Bank for The Psychology of Attitudes and Attitude
Change 3rd Edition Gregory R. Maio Geoffrey Haddock
Bas Verplanken
Attitudes - ANSWER Enduring positive or negative evaluations of objects or events
A-B Problem - ANSWER Our attitudes are not always consistent predictors of our
behavior (smoking)
What Factors Influence the Likelihood That We Can Predict Behavior From
Attitudes? - ANSWER (1) Specificity
(2) Strength of Attitudes
(3) Direct Experience
(4) Vested Interest
(5) Accessibility
Specificity - ANSWER We can better predict specific behavior from specific
attitudes than from global attitudes (church)
Strength of Attitudes - ANSWER The strong and personal nature of an attitude is
much more likely to determine behavior than a weak attitude (vote)
Direct Experience - ANSWER Attitudes formed through direct experiences tend to
predict behavior better (parenthood)
Vested Interest - ANSWER Much more likely to act on attitudes when one has a
vested interest in the outcome (faculty meeting)
Accessibility - ANSWER More likely to express/act on an attitude when it is
accessible (political ads)
Origins of Attitudes - ANSWER -Mere Exposure Effect
-Socialization
-Classical Conditioning
-Operant Conditioning
Mere Exposure Effect - ANSWER The more we are exposed to something, the
more we tend to like it; greater exposure causes greater familiarity which tends to
lead to more positive attitudes (radio stations)
Socialization - ANSWER Caregivers, peers, teachers, politicians, etc influence our
attitudes
, Classical Conditioning - ANSWER Celebrity endorsement; flipped: Boomerang
effect
Operant Conditioning - ANSWER Reward for studying
Attitudes Can Be Explicit or Implicit - ANSWER Our implicit attitudes can influence
feelings and behaviors at a non conscious level
-Implicit Association Test (IAT)
Attitudes Can Be Changed Through Persuasion - ANSWER The active and
conscious effort to change an attitude through the transmission of a message
2 Basic Forms of Persuasion - ANSWER (1) Systematic Persuasion: Changing
attitudes by appealing to reason
(2) Heuristic Persuasion: Changing attitudes by appealing to habits and emotions
Richard Petty and John Cacciopo - ANSWER Elaboration Likelihood Model:
Whether a person is willing and able to listen to arguments and analyze evidence
determines which form of persuasion will be more effective
-Central Route vs Peripheral Route
Central Route - ANSWER When people are motivated to process info and are able
to process it, persuasion takes the CENTRAL ROUTE which uses systematic
persuasion; leads to strong attitudes that last over time an that people will defend
Peripheral Route - ANSWER When people are either not motivated to process info
or are unable to process it, persuasion takes the PERIPHERAL ROUTE which uses
heuristic persuasion; attitudes formed this way are more likely to change over time
Parts of a Persuasive Message - ANSWER (1) The Source: Who is delivering the
message? (credibility and likability)
(2) CONTENT
(3) The Audience: One must know who the audience is and what motivates them
Content - ANSWER What does the message say? Strong arguments that appeal
to emotions are considered to be very effective; content can be delivered by means
of a 2-sidd argument, source recounts arguments of opposition in order to refute
them
-FEAR APPEAL
Fear Appeal - ANSWER Arouses fear in a person rather than rational analysis
(Heuristic)
Compliance - ANSWER Modification of behavior in response to another's request
Techniques for Eliciting Compliance - ANSWER (1) Justification
(2) Reciprocity
(3) Low Ball
(4) Foot in the Door
(5) Door in the Face
Change 3rd Edition Gregory R. Maio Geoffrey Haddock
Bas Verplanken
Attitudes - ANSWER Enduring positive or negative evaluations of objects or events
A-B Problem - ANSWER Our attitudes are not always consistent predictors of our
behavior (smoking)
What Factors Influence the Likelihood That We Can Predict Behavior From
Attitudes? - ANSWER (1) Specificity
(2) Strength of Attitudes
(3) Direct Experience
(4) Vested Interest
(5) Accessibility
Specificity - ANSWER We can better predict specific behavior from specific
attitudes than from global attitudes (church)
Strength of Attitudes - ANSWER The strong and personal nature of an attitude is
much more likely to determine behavior than a weak attitude (vote)
Direct Experience - ANSWER Attitudes formed through direct experiences tend to
predict behavior better (parenthood)
Vested Interest - ANSWER Much more likely to act on attitudes when one has a
vested interest in the outcome (faculty meeting)
Accessibility - ANSWER More likely to express/act on an attitude when it is
accessible (political ads)
Origins of Attitudes - ANSWER -Mere Exposure Effect
-Socialization
-Classical Conditioning
-Operant Conditioning
Mere Exposure Effect - ANSWER The more we are exposed to something, the
more we tend to like it; greater exposure causes greater familiarity which tends to
lead to more positive attitudes (radio stations)
Socialization - ANSWER Caregivers, peers, teachers, politicians, etc influence our
attitudes
, Classical Conditioning - ANSWER Celebrity endorsement; flipped: Boomerang
effect
Operant Conditioning - ANSWER Reward for studying
Attitudes Can Be Explicit or Implicit - ANSWER Our implicit attitudes can influence
feelings and behaviors at a non conscious level
-Implicit Association Test (IAT)
Attitudes Can Be Changed Through Persuasion - ANSWER The active and
conscious effort to change an attitude through the transmission of a message
2 Basic Forms of Persuasion - ANSWER (1) Systematic Persuasion: Changing
attitudes by appealing to reason
(2) Heuristic Persuasion: Changing attitudes by appealing to habits and emotions
Richard Petty and John Cacciopo - ANSWER Elaboration Likelihood Model:
Whether a person is willing and able to listen to arguments and analyze evidence
determines which form of persuasion will be more effective
-Central Route vs Peripheral Route
Central Route - ANSWER When people are motivated to process info and are able
to process it, persuasion takes the CENTRAL ROUTE which uses systematic
persuasion; leads to strong attitudes that last over time an that people will defend
Peripheral Route - ANSWER When people are either not motivated to process info
or are unable to process it, persuasion takes the PERIPHERAL ROUTE which uses
heuristic persuasion; attitudes formed this way are more likely to change over time
Parts of a Persuasive Message - ANSWER (1) The Source: Who is delivering the
message? (credibility and likability)
(2) CONTENT
(3) The Audience: One must know who the audience is and what motivates them
Content - ANSWER What does the message say? Strong arguments that appeal
to emotions are considered to be very effective; content can be delivered by means
of a 2-sidd argument, source recounts arguments of opposition in order to refute
them
-FEAR APPEAL
Fear Appeal - ANSWER Arouses fear in a person rather than rational analysis
(Heuristic)
Compliance - ANSWER Modification of behavior in response to another's request
Techniques for Eliciting Compliance - ANSWER (1) Justification
(2) Reciprocity
(3) Low Ball
(4) Foot in the Door
(5) Door in the Face
