Theories of Attitude and Behavior Change (7C) - Psych & Soc

1. What is the definition of the foot-in-the-door technique?

   Small initial request increases compliance with a larger request. It builds commitment through consistency, making larger requests more acceptable.

2. What is self-perception theory as an explanation for attitude formation/change?

   People infer attitudes by observing their own behavior and context. "I must like it because I do it" - behavior shapes attitudes.

3. What is the term for changing attitudes to match behavior after engaging in an inconsistent action?

   Effort justification (a form of dissonance reduction). People value what they work hard for to reduce dissonance.

4. What is cognitive dissonance?

   Psychological discomfort from inconsistent cognitions or behavior. It motivates individuals to resolve inconsistencies between beliefs, attitudes, or behaviors.

5. Which ELM route relies on cues such as attractiveness or authority rather than content?

   Peripheral route processing. It occurs when motivation or ability is low, relying on heuristics for temporary attitude shifts.

6. What is the key prediction of ELM about attitudes formed via the central route?

   More durable and predictive of behavior. Central processing yields attitudes that are resistant to change and strongly guide actions.

7. What does the Elaboration Likelihood Model call the route using cues like attractiveness?

   Peripheral route. Uses superficial cues rather than message content.

8. What does the Elaboration Likelihood Model call the route using careful argument evaluation?

   Central route. Involves systematic processing of message content and logic.

9. What does the elaboration likelihood model (ELM) describe in persuasion?

   Central vs peripheral routes of attitude change. Two processing paths depend on motivation and ability to think.

10. Which condition best increases dissonance from a counterattitudinal behavior: high or low external justification?

    Low external justification. Insufficient reward increases need to justify behavior internally.

11. Which ELM route tends to produce more durable attitude change: central or peripheral?

    Central route. Deep processing creates stronger, longer-lasting attitudes.

12. What does self-perception theory propose about how people infer their attitudes?

    They infer attitudes from observing their own behavior. Like outside observers, people deduce attitudes from actions.

13. Which theory predicts behavior primarily from attitudes, subjective norms, and perceived behavioral control?

    Theory of Planned Behavior (TPB). Extends TRA by adding control beliefs about ability to perform behavior.

14. What is the reciprocity norm as used in persuasion and compliance?

    Obligation to return favors or concessions. People feel compelled to reciprocate gifts or compromises.

15. What is the foot-in-the-door technique in compliance?

    Small request first, then a larger request. Initial compliance increases likelihood of agreeing to more.

16. Which concept explains attitude change by aligning with a group to gain acceptance and avoid rejection?

    Normative social influence. Conformity driven by desire for social approval, not accuracy.

17. Which ELM route involves careful, effortful processing of argument quality?

    Central route. High motivation/ability leads to scrutiny of message content.

18. What does cognitive dissonance theory predict after a person freely chooses a counterattitudinal act?

    Attitude change to reduce dissonance. Inconsistency creates discomfort, motivating attitude alignment.

19. Identify the concept: a stronger attitude–behavior link when situational pressure is low.

    Theory of reasoned action/TPB: behavior aligns more with attitudes. In these theories, low external pressures allow attitudes to dominate intentions and behaviors.

20. What two conditions primarily increase central-route processing in the ELM?

    High motivation and high ability to process the message. Both factors must be present for systematic message processing.

21. What is the lowball technique in compliance?

    Secure agreement, then raise the cost. Commitment to initial terms creates pressure to follow through.

22. What does the Theory of Reasoned Action assume about behaviors it best predicts?

    They are under volitional (intentional) control. TRA works best when people have complete control over their actions.

23. Which social psychology principle predicts that behavior can shape attitudes via public commitment and consistency?

    Commitment and consistency principle. People align future actions with past commitments to appear consistent.

24. What does the Theory of Reasoned Action state is the most proximal predictor of behavior?

    Behavioral intention. TRA posits intentions mediate between attitudes/norms and actual behavior.

25. In the HBM, what are cues to action?

    Internal or external triggers that prompt health behavior. Cues activate the readiness formed by other HBM perceptions to initiate behaviors.

26. What is the definition of subjective norms in the theory of planned behavior?

    Perceived social pressure to perform or not perform a behavior. Subjective norms reflect social influences on intentions within the TPB framework.

27. What is perceived behavioral control in the Theory of Planned Behavior?

    Belief about ease or difficulty of performing the behavior. Reflects confidence in one's ability to execute the behavior successfully.

28. Which theory best explains attitude inference when arousal is low or ambiguity is high?

    Self-perception theory. Under low arousal or high ambiguity, people infer attitudes from behavior without dissonance.

29. Which concept explains attitude change by accepting others as a source of information about reality?

    Informational social influence. Conformity driven by desire to be correct in ambiguous situations.

30. What is a subjective norm in the Theory of Reasoned Action/Planned Behavior?

    Perceived social pressure to perform or not perform a behavior. Reflects what important others think you should do.

31. In cognitive dissonance theory, what is the role of insufficient justification?

    Less external reward increases internal attitude change. Minimal external incentives lead to internal justification via attitude shifts to resolve dissonance.

32. What is the theory of planned behavior (TPB) used to predict?

    Behavior from intentions shaped by attitudes, norms, and control. TPB forecasts deliberate actions via intentions influenced by key psychological factors.

33. What is the door-in-the-face technique in compliance?

    Large request first, then a smaller request. Rejection of extreme request makes moderate seem reasonable.

34. What does the low-ball technique involve to increase compliance?

    Gain commitment, then increase the cost or reduce benefits. People maintain consistency with initial commitment despite worse terms.

35. What two factors determine behavioral intention in the Theory of Reasoned Action?

    Attitude toward the behavior and subjective norms. TRA excludes perceived control, focusing only on attitudes and social pressure.

36. According to cognitive dissonance theory, what change reduces dissonance most directly?

    Change an attitude or behavior to restore consistency. Aligning attitudes with behavior eliminates the uncomfortable tension.

37. What does the foot-in-the-door technique involve to increase compliance?

    Small initial request followed by a larger request. Commitment to small request increases likelihood of agreeing to larger one.

38. What does the Health Belief Model (HBM) primarily explain?

    Health behavior decisions based on beliefs about illness and action. HBM uses perceptions of threats, benefits, and barriers to predict preventive health actions.

39. Identify the model that states attitudes have affective, behavioral, and cognitive components.

    ABC model of attitudes. Attitudes comprise feelings (A), actions (B), and thoughts (C).

40. What combination of factors increases central route processing in the ELM?

    High motivation and high ability to process the message. These conditions enable deep engagement with message content, leading to central processing.

41. Which ELM route relies on cues like attractiveness, authority, or number of arguments?

    Peripheral route. Low motivation/ability leads to superficial processing of cues.

42. Which HBM construct refers to belief about how serious the condition and its consequences are?

    Perceived severity. It influences health decisions by evaluating the potential impact of untreated conditions.

43. What is the definition of the sleeper effect in persuasion?

    Attitude change increases over time as source is forgotten. Memory dissociation allows the message to persuade as the discounting cue fades.

44. What are the three components of the ABC model of attitudes?

    Affect, behavior, and cognition. The ABC model delineates attitudes into emotional responses, behavioral tendencies, and cognitive beliefs.

45. What three determinants form behavioral intention in the Theory of Planned Behavior?

    Attitude toward behavior, subjective norms, perceived behavioral control. These three factors combine to create the intention to perform a behavior.

46. Which ELM route relies on careful scrutiny of arguments and evidence?

    Central route processing. This route involves high elaboration, evaluating the merits of persuasive arguments for lasting change.

47. What does the elaboration likelihood model (ELM) explain about persuasion?

    Two routes to persuasion: central and peripheral. ELM posits dual pathways for attitude change, depending on the depth of message processing.

48. Which theory best explains attitude change when internal cues are weak: dissonance or self-perception?

    Self-perception theory. When unsure of feelings, people look to their behavior for attitude cues.

49. What is the key additional predictor in TPB that extends the Theory of Reasoned Action?

    Perceived behavioral control. Reflects one's belief about ease/difficulty of performing the behavior.

50. What is the lowball technique in compliance?

    Secure agreement, then increase the cost or reduce benefits. Commitment to the initial agreement persists despite unfavorable changes due to consistency bias.

51. What is meant by subjective norm in the Theory of Reasoned Action or TPB?

    Perceived social pressure to perform a behavior. Reflects what important others think one should do.

52. Which theory best explains attitude formation when internal cues are weak or ambiguous?

    Self-perception theory. When unsure of feelings, behavior becomes the primary cue.

53. Identify the theory: people adopt attitudes to reduce uncertainty and belong to a valued group.

    Social identity theory. Group membership shapes self-concept and associated attitudes.

54. What does the Theory of Planned Behavior state predicts behavior most directly?

    Behavioral intention (shaped by attitude, norms, and perceived control). Intention mediates between attitudes/beliefs and actual behavior performance.

55. What does the door-in-the-face technique involve to increase compliance?

    Large initial request refused, then a smaller request. Contrast effect makes second request seem more reasonable.

56. What is the definition of the door-in-the-face technique?

    Large request refused, then smaller request gains compliance. Reciprocity and contrast effects make the subsequent smaller request seem reasonable.

57. In TPB, what does perceived behavioral control most closely resemble?

    Self-efficacy (perceived ability to perform the behavior). It captures beliefs in one's capability to execute behaviors despite obstacles.

58. Which term describes changing attitudes to match behavior to reduce cognitive dissonance?

    Attitude change (dissonance reduction). Adjusting attitudes to align with actions reduces the tension from cognitive inconsistency.

59. What are the three determinants of intention in the theory of planned behavior?

    Attitude, subjective norms, and perceived behavioral control. These elements collectively form intentions that predict volitional behaviors in TPB.

60. What does the norm of reciprocity predict after someone gives you a favor?

    You feel obligated to return the favor. Social norm creates pressure to reciprocate kindness or gifts.

61. What is the self-perception theory explanation for attitude change?

    People infer attitudes by observing their own behavior. This theory posits that individuals deduce internal states from external behaviors in context.

62. What is the definition of an attitude in social psychology?

    A learned evaluation of an object, person, or idea. Attitudes represent enduring evaluations formed through experience or socialization toward various stimuli.

63. Which HBM construct refers to belief about the likelihood of getting a condition?

    Perceived susceptibility. This belief heightens motivation for health behaviors by personalizing risk assessment.

64. What is cognitive dissonance in attitude change theory?

    Psychological discomfort from inconsistent cognitions or behavior-attitude mismatch. Tension arises when beliefs, attitudes, or behaviors conflict.

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