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Social Psychology: Attitudes, Cognition & Persuasion

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How attitudes form, how persuasion works, and how we explain other people's behavior.

psychologysocial-psychologyattitudespersuasion

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Self-fulfilling prophecy

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  1. 1Self-fulfilling prophecy
    Prediction that, by being made, causes itself to become true (e.g., believing a crash is imminent causes investors to sell)
  2. 2Persuasion
    Active method of influencing that attempts to guide people toward adoption of an attitude, idea, or behavior by rational or emotive means
  3. 3Elaboration likelihood model
    Influential dual-process model maintaining that persuasion is mediated by two routes: central and peripheral
  4. 4Central route of persuasion
    Route influenced by facts and results in longer-lasting change, but requires motivation to process
  5. 5Peripheral route of persuasion
    Route influenced by superficial factors (e.g., smiling, clothing) and results in shorter-lasting change, requiring less motivation
  6. 6Cognitive dissonance
    Uncomfortable state of tension when attitudes are logically inconsistent with each other, potentially motivating attitude or behavior change
  7. 7Festinger's cognitive dissonance experiment
    Study where participants paid $1 to lie about a boring task later reported liking it more than those paid $20, as they justified their lies by changing attitudes
  8. 8Attitude
    Learned, global evaluation that influences thought and action; basic expression of approval/disapproval or likes/dislikes
  9. 9Implicit Association Test (IAT)
    Experiment method that found people often demonstrate implicit bias against other races, even when explicit responses profess impartiality
  10. 10Social cognition
    Study of how people perceive, recognize, and remember information about others
  11. 11Attribution
    Explanations of behavior, either one's own behavior or the behavior of others
  12. 12Schema
    Generalized mental representation that organizes knowledge and guides information processing, often operating automatically and unconsciously
  13. 13Stereotype
    A type of schema; generalized set of beliefs about a particular group of people
  14. 14Self-concept
    The whole sum of beliefs that people have about themselves, made up of self-schemas
  15. 15Social comparison theory
    Leon Festinger's 1954 theory that people evaluate their own abilities and opinions by comparing themselves to others when uncertain
  16. 16Self-perception theory
    Daryl Bem's 1972 theory claiming that when internal cues are difficult to interpret, people gain self-insight by observing their own behavior
  17. 17Ultimate attribution error
    Incorrect stereotype or generalized set of beliefs about a particular group of people
  18. 18Self-schema
    Beliefs that people have about themselves that guide the processing of self-referential information
  19. 19Cross-cultural variations
    Often ignored in psychological research, leading to misconception that findings from WEIRD populations can be universally applied
  20. 20Five major categories of variables that influence persuasion
    Communication (credibility, expertise, trustworthiness, attractiveness), Message (reason, emotion, arguments), Audience (demographics, traits, preferences), Medium (print, radio, TV, internet, face-to-face), and Context (environment, group dynamics, preliminary info)
  21. 21Internal (dispositional) attribution
    Reasoning that a behavior is caused by inner traits such as personality, disposition, character, and ability
  22. 22External (situational) attribution
    Reasoning that a behavior is caused by situational elements such as the weather or circumstances
  23. 23Are attitudes always good predictors of specific behavior?
    No - because people are influenced by multiple factors in any given situation, general attitudes are not always good predictors of specific behavior
  24. 24explicit vs implicit attitudes
    Explicit attitudes correlate with verbal behavior, while implicit attitudes correlate with nonverbal behavior
  25. 25What happens when schemas operate automatically?
    They lead to biases in perception and memory, and may induce expectations that lead us to see something that is not there

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