Glossary
Attitudes
Our beliefs and feelings that predispose us to respond in a particular way to objects, people, or events.
Example:
If you have a positive attitude towards environmental conservation, you're more likely to participate in community clean-up events.
Belief Perseverance
The tendency to cling to one's initial beliefs even after receiving new information that contradicts or discredits the basis of those beliefs.
Example:
Despite seeing evidence that a conspiracy theory is false, some individuals might still hold onto their original belief due to belief perseverance.
Central Route Persuasion
A persuasion method that uses logic, evidence, and arguments to trigger favorable thoughts, effective when people are engaged and motivated to think deeply.
Example:
A car advertisement detailing the vehicle's fuel efficiency, safety ratings, and engine performance is using central route persuasion.
Cognitive Dissonance
The mental discomfort or psychological tension experienced when a person holds two or more conflicting beliefs, ideas, or values, or when their actions contradict their beliefs.
Example:
A person who believes in environmental protection but frequently drives a gas-guzzling car might experience cognitive dissonance.
Confirmation Bias
The tendency to seek out, interpret, and remember information in a way that confirms one's pre-existing beliefs or hypotheses.
Example:
A student who believes a certain study method is best might only pay attention to articles that praise that method, ignoring those that suggest alternatives, demonstrating confirmation bias.
Door-in-the-Face Phenomenon
A compliance strategy where a large, unreasonable request is made first, which is expected to be rejected, followed by a smaller, more reasonable request that is then more likely to be accepted.
Example:
Asking your teacher for an extension of two weeks on a paper (knowing they'll say no) before asking for a two-day extension is an example of the door-in-the-face phenomenon.
Elaboration Likelihood Model
A dual-process theory explaining how attitudes are formed and changed, proposing two main routes to persuasion: central and peripheral.
Example:
Understanding the Elaboration Likelihood Model helps political campaigns decide whether to focus on detailed policy debates or catchy slogans.
Ethnocentrism
Judging other cultures by the standards and values of one's own culture, often believing one's own culture is superior.
Example:
Someone traveling abroad who criticizes local customs for not being like those in their home country is exhibiting ethnocentrism.
Foot-in-the-Door Phenomenon
A compliance strategy where agreeing to a small request makes someone more likely to agree to a larger request later.
Example:
After agreeing to sign a petition for a local park, you might be more inclined to volunteer for a park clean-up event when asked later, demonstrating the foot-in-the-door phenomenon.
Implicit Attitudes
Unconscious evaluations or biases about others that may not align with our stated beliefs but can still influence our behavior without our awareness.
Example:
Even if someone consciously believes in equality, they might unknowingly exhibit an implicit attitude by standing further away from a person from a different cultural background.
In-Group Bias
The tendency to favor one's own group over other groups, often leading to preferential treatment or positive evaluations of in-group members.
Example:
During a group project, students might rate their own team members' contributions higher than those from other teams, illustrating in-group bias.
Just-World Phenomenon
The belief that people get what they deserve, meaning good things happen to good people and bad things happen to bad people.
Example:
After a student fails a test, a classmate might think, 'Well, they probably didn't study enough,' demonstrating the just-world phenomenon.
Out-Group Homogeneity Bias
The tendency to perceive members of an out-group as more similar to each other than they actually are, while viewing members of one's own in-group as diverse.
Example:
A fan of one sports team might think all fans of the rival team are exactly alike, showcasing out-group homogeneity bias.
Peripheral Route Persuasion
A persuasion method that relies on incidental cues, such as celebrity endorsements or attractive visuals, to create positive feelings, working best when people are not deeply invested or are distracted.
Example:
A commercial for a new snack food featuring a popular athlete enjoying it, without discussing nutritional facts, is an example of peripheral route persuasion.
Stereotypes
Oversimplified and generalized beliefs about a group of people, often serving as mental shortcuts to process information quickly.
Example:
Assuming all teenagers are glued to their phones is a common stereotype that ignores individual differences.