psych vocab 8

the theory that we explain someone's behavior by crediting either the situation or the person's disposition

• Elaboration likelihood model

• Cognitive dissonance

• Attribution theory

a settled way of thinking or feeling about someone or something, typically one that is reflected in a person's behavior.

• Elaboration likelihood model

• Attitudes

• Role

when a person is persuaded by the content of the message rather than other factors that are not at the heart of the matter.

• Central route to persuasion

• Elaboration likelihood model

• Cognitive dissonance

the tendency for the desire to reduce the discomfort that is felt when thoughts, beliefs, and/or behaviors do not match up by changing one of the those thoughts, beliefs or behaviors.

• Fundamental attribution error

• Self-serving bias

• Cognitive dissonance

a compliance method where the persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, followed by the truly desired request, which is now more likely to be accepted because it appears to be more reasonable compared to the original, overly-large request.

• Door-in-the-face phenomenon

• Foot-in-the-door phenomenon

dual process model of persuasion that describe the change of attitudes

• Peripheral route to persuasion

• Social psychology

• Elaboration likelihood model

technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first.

• Door-in-the-face phenomenon

• Foot-in-the-door phenomenon

a failure to consider situational variables while making an attribution, leading to an overestimation of dispositional contributions when observing the behavior of others

• Cognitive dissonance

• Fundamental attribution error

• Social psychology

when a person is persuaded by something other than the message's content, i.e. the speaker delivering the message.

• Social psychology

• Peripheral route to persuasion

• Self-serving bias

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

• Social psychology

• Attitudes

• Role