Exam 1 review sheet

Exam 1 review sheet - How to persuade given the underlying...

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CMN 152 EXAM 1 REVIEW LIST THEORY Conceptual world Observational world Construct Conceptual definition Proposition Theory Criteria of a productive/useful theory DEFINING PERSUASION Attitude-behavior relationship assumption Motivational system (Kelman’s processes) Compliance Identification Internalization Persuasion MEASURING ATTITUDES Measurement Levels of measurement Nominal Ordinal Interval Ratio Direct, quasi-direct, and indirect Scaling techniques Ideal operating curve Level of measurement (if mentioned) for a scale Semantic differential Single item Thurstone Likert Guttman Magnitude scaling Lost letter Info tests Implicit Association Test Physio indicators Advantages & disadvantages of measures
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FUNCTIONAL THEORY Katz’s functions Utilitarian Ego-defensive (what are the defense mechanisms?) Value-expressive Knowledge Smith, Bruner, and White’s functions Object appraisal Externalization Social adjustment
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Unformatted text preview: How to persuade given the underlying function Hereks general functional differences Evaluative Expressive Functional distinctions Methods for assessing functions Coding Questionnaire Proxy Situational/Process Approach Attitudes can serve more than one function Matching hypothesis Why is matching more effective? SOCIAL JUDGMENT Linear discrepancy model Latitude of acceptance Latitude of rejection Latitude of noncommitment People can have same stance but different latitudes The receivers initial attitude serves as a judgmental anchor When do persuasion, no attitude change, and boomerang effects occur? Ego-involvement (definition & qualities) Ego-involvement and judgment latitudes (size) Assimilation Contrast When are perceptual distortions more likely to occur? Perceptual distortions and ego-involvement Method for reducing boomerang/polarization Social norms and social judgment...
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Exam 1 review sheet - How to persuade given the underlying...

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