cosm 2020

30 cards·by khloezoolander

what is a definition of persuasion?

anything that involves molding or shaping attitudes

A learned, global evaulation of an object (person, place, or issue) that influences thought and action

Attitude

A hypothetical construct

Attitude

Desirable end states or behaviors that transcend specific situations, guide selection or evaluation of behavior and events

Values

Cognitions about the world- subjective probabilities that an object has an attributre to lead to a particular outcome

Belief

Don't equal facts, can be irational and delusional

Belief

Idea of how things are, sound like facts

Descriptive Belief

Idea of how things should be

Prescriptive Belief

Attitudes are made up of beliefs and evaluations A=sum of belief and eval

Expectancy Value approach

Multiple questions (agree/disagree), questions about one topic, ex: teacher evals. words corresspond with numbers

Likert

Surveys sensitive topics, mild to extreme statements, social desireability

Guttman Scale

Multiple items to get to general understanding, uses adjectives

Semantic Differential

Indirect measure, surveying without the person's knowledge, observations

Unobtrusive

Follow-up questionaire

obtrusive

forcing attitude change, doesn't give people choice

Coercion

Influencing by mass media, Ex: uncle sam poster

Propaganda

No intention and not aware of influencing others Ex: wearing a band t-shirt

Social Influence

The speaker, credibility

Ethos

Connections/emotions the audience feel towards the message

Pathos

Logic message that provices info, fear is most used

Logos

(1) Attitudes help us organize the world around us, part of Functional Approach

Knowledge function

(2) Maximize the rewards we benefit from, minimize the cost, previous experiences, part ofFunctional Approach

Utilitarian function

(3) We all want to feel like we fit in, may adopt attitudes that match an important referencegroup,part of Functional Approach

Social Adjuctive function

(4) Attitudes can communicate idiosyncrasies, personality, part of Functional Approach

Social Identity function

(5) Attitudes can express our innermost values and beliefs,part of Functional Approach

Value Expressive function

(6) Attitudes can help our self esteem and internal conflicts, part of Functional Approach

Ego Defensive function

The ability and desire to regulate one's public expressiveness to fit the cues and/or requirements of the situation

Self Monitoring

Theory that predicts behavior through your intentiont to behave, intentions come from attitudes/subjective norms

Theory of Reasoned Action

Theory that behavioral attitude and perceived behavioral control influence intention/behavior

Theory of Planned Behavior

2 key survey design factors

Context and wording