Theories of Attitude and Behavior Change (7C) - MCAT Psychological and Social Foundations
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What two conditions primarily increase central-route processing in the ELM?
What two conditions primarily increase central-route processing in the ELM?
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High motivation and high ability to process the message. Both factors must be present for systematic message processing.
High motivation and high ability to process the message. Both factors must be present for systematic message processing.
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What is cognitive dissonance in attitude change theory?
What is cognitive dissonance in attitude change theory?
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Psychological discomfort from inconsistent cognitions or behavior-attitude mismatch. Tension arises when beliefs, attitudes, or behaviors conflict.
Psychological discomfort from inconsistent cognitions or behavior-attitude mismatch. Tension arises when beliefs, attitudes, or behaviors conflict.
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What does the Theory of Planned Behavior state predicts behavior most directly?
What does the Theory of Planned Behavior state predicts behavior most directly?
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Behavioral intention (shaped by attitude, norms, and perceived control). Intention mediates between attitudes/beliefs and actual behavior performance.
Behavioral intention (shaped by attitude, norms, and perceived control). Intention mediates between attitudes/beliefs and actual behavior performance.
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What three determinants form behavioral intention in the Theory of Planned Behavior?
What three determinants form behavioral intention in the Theory of Planned Behavior?
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Attitude toward behavior, subjective norms, perceived behavioral control. These three factors combine to create the intention to perform a behavior.
Attitude toward behavior, subjective norms, perceived behavioral control. These three factors combine to create the intention to perform a behavior.
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What is perceived behavioral control in the Theory of Planned Behavior?
What is perceived behavioral control in the Theory of Planned Behavior?
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Belief about ease or difficulty of performing the behavior. Reflects confidence in one's ability to execute the behavior successfully.
Belief about ease or difficulty of performing the behavior. Reflects confidence in one's ability to execute the behavior successfully.
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What does the norm of reciprocity predict after someone gives you a favor?
What does the norm of reciprocity predict after someone gives you a favor?
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You feel obligated to return the favor. Social norm creates pressure to reciprocate kindness or gifts.
You feel obligated to return the favor. Social norm creates pressure to reciprocate kindness or gifts.
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What is self-perception theory as an explanation for attitude formation/change?
What is self-perception theory as an explanation for attitude formation/change?
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People infer attitudes by observing their own behavior and context. "I must like it because I do it" - behavior shapes attitudes.
People infer attitudes by observing their own behavior and context. "I must like it because I do it" - behavior shapes attitudes.
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Which theory best explains attitude change when internal cues are weak: dissonance or self-perception?
Which theory best explains attitude change when internal cues are weak: dissonance or self-perception?
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Self-perception theory. When unsure of feelings, people look to their behavior for attitude cues.
Self-perception theory. When unsure of feelings, people look to their behavior for attitude cues.
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Identify the model that states attitudes have affective, behavioral, and cognitive components.
Identify the model that states attitudes have affective, behavioral, and cognitive components.
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ABC model of attitudes. Attitudes comprise feelings (A), actions (B), and thoughts (C).
ABC model of attitudes. Attitudes comprise feelings (A), actions (B), and thoughts (C).
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What does the Theory of Reasoned Action assume about behaviors it best predicts?
What does the Theory of Reasoned Action assume about behaviors it best predicts?
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They are under volitional (intentional) control. TRA works best when people have complete control over their actions.
They are under volitional (intentional) control. TRA works best when people have complete control over their actions.
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What two factors determine behavioral intention in the Theory of Reasoned Action?
What two factors determine behavioral intention in the Theory of Reasoned Action?
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Attitude toward the behavior and subjective norms. TRA excludes perceived control, focusing only on attitudes and social pressure.
Attitude toward the behavior and subjective norms. TRA excludes perceived control, focusing only on attitudes and social pressure.
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According to cognitive dissonance theory, what change reduces dissonance most directly?
According to cognitive dissonance theory, what change reduces dissonance most directly?
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Change an attitude or behavior to restore consistency. Aligning attitudes with behavior eliminates the uncomfortable tension.
Change an attitude or behavior to restore consistency. Aligning attitudes with behavior eliminates the uncomfortable tension.
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What does the low-ball technique involve to increase compliance?
What does the low-ball technique involve to increase compliance?
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Gain commitment, then increase the cost or reduce benefits. People maintain consistency with initial commitment despite worse terms.
Gain commitment, then increase the cost or reduce benefits. People maintain consistency with initial commitment despite worse terms.
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What does the door-in-the-face technique involve to increase compliance?
What does the door-in-the-face technique involve to increase compliance?
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Large initial request refused, then a smaller request. Contrast effect makes second request seem more reasonable.
Large initial request refused, then a smaller request. Contrast effect makes second request seem more reasonable.
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What does the foot-in-the-door technique involve to increase compliance?
What does the foot-in-the-door technique involve to increase compliance?
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Small initial request followed by a larger request. Commitment to small request increases likelihood of agreeing to larger one.
Small initial request followed by a larger request. Commitment to small request increases likelihood of agreeing to larger one.
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What is a subjective norm in the Theory of Reasoned Action/Planned Behavior?
What is a subjective norm in the Theory of Reasoned Action/Planned Behavior?
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Perceived social pressure to perform or not perform a behavior. Reflects what important others think you should do.
Perceived social pressure to perform or not perform a behavior. Reflects what important others think you should do.
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What does the Elaboration Likelihood Model call the route using careful argument evaluation?
What does the Elaboration Likelihood Model call the route using careful argument evaluation?
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Central route. Involves systematic processing of message content and logic.
Central route. Involves systematic processing of message content and logic.
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What does the Elaboration Likelihood Model call the route using cues like attractiveness?
What does the Elaboration Likelihood Model call the route using cues like attractiveness?
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Peripheral route. Uses superficial cues rather than message content.
Peripheral route. Uses superficial cues rather than message content.
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Which ELM route tends to produce more durable attitude change: central or peripheral?
Which ELM route tends to produce more durable attitude change: central or peripheral?
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Central route. Deep processing creates stronger, longer-lasting attitudes.
Central route. Deep processing creates stronger, longer-lasting attitudes.
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Which concept explains attitude change by aligning with a group to gain acceptance and avoid rejection?
Which concept explains attitude change by aligning with a group to gain acceptance and avoid rejection?
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Normative social influence. Conformity driven by desire for social approval, not accuracy.
Normative social influence. Conformity driven by desire for social approval, not accuracy.
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Identify the theory: people adopt attitudes to reduce uncertainty and belong to a valued group.
Identify the theory: people adopt attitudes to reduce uncertainty and belong to a valued group.
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Social identity theory. Group membership shapes self-concept and associated attitudes.
Social identity theory. Group membership shapes self-concept and associated attitudes.
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What is the reciprocity norm as used in persuasion and compliance?
What is the reciprocity norm as used in persuasion and compliance?
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Obligation to return favors or concessions. People feel compelled to reciprocate gifts or compromises.
Obligation to return favors or concessions. People feel compelled to reciprocate gifts or compromises.
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What is the lowball technique in compliance?
What is the lowball technique in compliance?
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Secure agreement, then raise the cost. Commitment to initial terms creates pressure to follow through.
Secure agreement, then raise the cost. Commitment to initial terms creates pressure to follow through.
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What is the door-in-the-face technique in compliance?
What is the door-in-the-face technique in compliance?
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Large request first, then a smaller request. Rejection of extreme request makes moderate seem reasonable.
Large request first, then a smaller request. Rejection of extreme request makes moderate seem reasonable.
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What is the foot-in-the-door technique in compliance?
What is the foot-in-the-door technique in compliance?
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Small request first, then a larger request. Initial compliance increases likelihood of agreeing to more.
Small request first, then a larger request. Initial compliance increases likelihood of agreeing to more.
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What does self-perception theory propose about how people infer their attitudes?
What does self-perception theory propose about how people infer their attitudes?
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They infer attitudes from observing their own behavior. Like outside observers, people deduce attitudes from actions.
They infer attitudes from observing their own behavior. Like outside observers, people deduce attitudes from actions.
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Which theory best explains attitude formation when internal cues are weak or ambiguous?
Which theory best explains attitude formation when internal cues are weak or ambiguous?
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Self-perception theory. When unsure of feelings, behavior becomes the primary cue.
Self-perception theory. When unsure of feelings, behavior becomes the primary cue.
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What is meant by subjective norm in the Theory of Reasoned Action or TPB?
What is meant by subjective norm in the Theory of Reasoned Action or TPB?
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Perceived social pressure to perform a behavior. Reflects what important others think one should do.
Perceived social pressure to perform a behavior. Reflects what important others think one should do.
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Which theory predicts behavior primarily from attitudes, subjective norms, and perceived behavioral control?
Which theory predicts behavior primarily from attitudes, subjective norms, and perceived behavioral control?
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Theory of Planned Behavior (TPB). Extends TRA by adding control beliefs about ability to perform behavior.
Theory of Planned Behavior (TPB). Extends TRA by adding control beliefs about ability to perform behavior.
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What does the elaboration likelihood model (ELM) describe in persuasion?
What does the elaboration likelihood model (ELM) describe in persuasion?
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Central vs peripheral routes of attitude change. Two processing paths depend on motivation and ability to think.
Central vs peripheral routes of attitude change. Two processing paths depend on motivation and ability to think.
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