4.2 Attitude Formation and Attitude Change

Front

Attitudes

Back

Feelings, often influenced by our beliefs, that predispose us to respond in a particular way to objects, people, and events.

Front

Foot-in-the-door phenomenon

Back

The tendency for people who have first agreed to a small request to comply later with a larger request.

Front

Role

Back

A set of expectations (norms) about a social position, defining how those in the position ought to behave.

Front

Cognitive Dissonance Theory

Back

The theory that we act to reduce the discomfort (dissonance) we feel when two of our thoughts (cognitions) are inconsistent. For example, when we become aware that our attitudes and our actions clash, we can reduce the resulting dissonance by changing our attitudes.

Front

Persuasion

Back

Changing people’s attitudes, potentially influencing their actions.

Front

Peripheral Route Persuasion

Back

Occurs when people are influenced by incidental cues, such as a speaker’s attractiveness.

Front

Central Route Persuasion

Back

Occurs when interested people’s thinking is influenced by considering evidence and arguments.