PSYC 221 Fall 2013 Study Guide for Exam 2 A word of advice read the textbook chapters thoroughly but you can skip over any section that I tell you to skip see below The chapters that will be covered are 6 7 8 9 and 10 Note The most recent unit of material on religion morality political psychology will NOT be included on this exam It will be covered on the final exam instead I Attitudes Attitude Change Functions of attitudes intra and interpersonal Beliefs pieces of information about something facts or opinions Attitudes global evaluations toward some object or issue Beliefs and Attitudes are both interpersonal meaning they influence how others choose Dual attitudes different evaluations of the same attitude object Automatic attitudes very fast evaluative gut level responses that people don t think a great deal about Deliberate Attitude reflective responses that people think more carefully about Attitude formation Classical conditioning a type of learning in which through repeated paintings a neutral stimulus comes to evoke a conditioned response Unconditioned stimulus a stimulus that naturally evokes a particular response Unconditioned response a naturally occurring response Neutral Stimulus a stimulus that initially evokes no response Conditioned stimulus a neutral stimulus that through repeated pairings with an unconditioned stimulus comes to evoke a conditioned response Conditioned response a response that through repeated pairings is evoked by a formerly neutral stimulus Attitude polarization the finding that people s attitudes become more extreme as they reflect on them a Learning theory rewards punishments operant conditioning a type of learning in which people are more likely to repeat behaviors that have been rewarded and less likely to repeat those that have been punished observations modeling Social learning a type of learning in which people are more likely to imitate behaviors if they have seen other rewarded for performing them and less likely to imitate behaviors if they have seen other punish them for performing b Social comparison placebo effects observation c Social networks relationships and attitude similarity d Mere exposure the tendency for people to come to like things simply because they see or encounter them repeatedly EX you see a decent looking girl at the bar in the beginning of the night But after see her a lot by the end of the night she is prettier than before This only works if you have a neutral attitude if you strongly like something originally being exposed more will increase negativity e Implicit vs explicit attitudes Implicit Association Test Implicit attitudes positive or negative thoughts feelings or actions towards objects which arise due to past experiences which one is either unaware of or which one cannot attribute to an identified previous experience Explicit attitudes a person s conscious views toward people objects or concepts That is the person is aware of the feelings he or she holds in a certain context Attitude behavior link it s weak why a Specificity of the behavior and relevance to the attitude The more specific an attitude the higher correlation to behavior sometimes people have ambivalent attitudes Accessibility how easily something comes to mind Behavioral intentions an individual s plans to perform the behavior in question b Stability vs change over time time and fluctuation based on experience attitude can change with direct personal experience and self interest c Reasoned Action Model Attitude thinking behavior attitude and thinking contribute to the behavior Individual plus subjective social norm behavior EX Gender differences sexual behavior in college students d Events subjective norms Subjective norms an individual s perception about whether significant others think he or she should perform the behavior in question EX Nancy Reagan promoted stem cell research after learning it could have helped Ronald Reagan Perceived behavioral control an individual s beliefs about whether he or she can actually perform the behavior in question e Attitude strength Extremity in emotion degree of certainty vs ambivalence ex Political attitudes cigarettes alcohol attitude strength increases with more information evidence a Balance theory noted in your textbook Heider s P O X theory The idea that relationships among one person P the other person o and an attitude object x may be either balanced or unbalanced b Equilibrium theory and Cognitive Dissonance what IS cognitive dissonance Equilibrium theory people value consistency and balance goes back to the cognitive miser perspective with wanting things to be kept the same for simplicity Attitude change Cognitive dissonance theory inconsistencies produce psychological discomfort leading people to rationalize their behavior or change their attitude to match the inconsistency Effort justification the finding that when people suffer or work hard or make sacrifices they will try to convince themselves that it is worthwhile Post decision dissonance cognitive dissonance experienced after making a difficult choice typically reduced by increasing the attractiveness of the chosen alternative and decreasing the attractiveness of rejected alternatives 1 Ingredients necessary for cognitive dissonance to occur a feeling of having a free choice b minimal external justification c you can t go back and change reverse the decision Other factors being in public is a moderating factor understanding that your behavior comes from your own decision you are responsible for your actions I will NOT test you on irrational beliefs religious beliefs etc in chapter 7 II Social Influence Compliance Persuasion a Learning theory pair with positive negative affective stimulus b Norm of reciprocity and related techniques Norm of reciprocity consistency for equalness Door in the face influence technique based on reciprocity in which one starts with an inflated request and then retreats to a smaller request that appears to be a concession That s not all technique influence technique based on reciprocity in which one first makes an inflated request but before the person can answer yes or no sweetens the deal by offering a discount or bonus c Scarcity Limited number technique one that tells people that an item is in short supply Fast approaching deadline technique one tells people an item or price is only available for a limited time d Commitment cognitive dissonance Foot in door technique influence technique based on
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