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Social Psychology , Fifth Edition
Sharon S. Brehm - Indiana University Bloomington
Saul M. Kassin - Williams College
Steven Fein - Williams College
Learning Objectives - Attitudes

You should be able to do each of the following by the conclusion of Chapter 6.
  1. Describe how attitudes are defined and how they are measured. Address both self-report and covert techniques. (pp. 179-183)

  2. Discuss how attitudes are related to behaviors. Explain what types of attitudes are most likely to predict behavior, and under what circumstances. (pp. 183-187)

  3. Define the peripheral and central routes to persuasion, and explain their differences. Describe how persuasion differs in the two routes. Explain how self-esteem and intelligence are related to persuasion. Identify factors that influence which route of processing is chosen. (pp. 187-191)

  4. Explain how the source of a persuasive message affects whether people are likely to be persuaded by the message. Describe the circumstances under which the source of the message is less important than what it said, including the reasons behind the sleeper effect. (pp. 191-196)

  5. Explain how the content of a message can affect whether people are persuaded by it. Compare primacy and recency effects. Describe how both the cognitive and emotional contents of a message affect its persuasiveness. (pp. 196-201)

  6. Explain how characteristics of the audience can moderate the extent to which it is persuaded by a message. Describe how forewarning and inoculating the audience may affect levels of persuasion. (pp. 201-204)

  7. Describe how role-playing can influence one's attitudes. (pp. 205-206)

  8. Explain the elements of the classic version of cognitive dissonance theory. Discuss how this theory can account for insufficient justification, insufficient deterrence, effort justification, and the justification of difficult decisions. (pp. 206-210)

  9. Explain the "new look" of cognitive dissonance and address how it expands upon Festinger's original theory. (pp. 210-212)

  10. Describe three alternate routes to self-persuasion. Explain how each of these routes describes the ways in which people justify their behaviors. (pp. 212-215)



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