ࡱ> lnkq` 0DbjbjqPqP ..::D @@@@\Dp2Yp[p[p[p[p[p[p$ rhttlppp.YpYpg m N@i:Ypp0pit7ttmtmpp(p@@  STUDY GUIDE FOR TEXTBOOK EXAM 3 (CHAPTERS 7-10) CHAPTER 7 -- Attitudes & Attitude Change: Terms & Concepts Attitude Attitude change Persuasion Measuring attitudes Explicit attitude Implicit attitude Attitude function Knowledge function Instrumental function Social identity function Impression management function Figure 7.1 (p. 238) -- Attitude formation and measurement Strong attitude Ambivalent attitude Figure 7.2 (p. 241) -- linking an attitude to the object Superficial processing Persuasion heuristic Evaluative conditioning Familiarity heuristic Attractiveness heuristic Expertise heuristic Message-length heuristic Systematic processing Elaboration Metacognition Figure 7.4 (p. 254) -- systematic processing Consequences of systematic processing Superficial & Systematic processing Elaboration Likelihood Model (ELM) How motivation influences superficial & systematic processing Need for cognition How capacity influences superficial and systematic processing How moods & emotions influence superficial & systematic processing Figure 7.6 (p. 266) -- how motivation & capacity influence superficial & systematic processing What it takes to resist persuasion CHAPTER 8 -- Attitudes & Behavior: Terms & Concepts Self-perception theory Foot-in-the-Door technique Cognitive Dissonance theory 4 necessary steps to produce cognitive dissonance (Figure 8.2 p. 284) Insufficient justification effect Effort justification effect Post-decisional regret effect Hypocrisy effect Figure 8.4 p. 292 -- alternatives to dissonance & attitude change Intention Theory of reasoned action Implementation intention Figure 8.5 p. 299 -- superficial & thoughtful routes from attitude to behavior When do attitudes influence action? Attitude accessibility Attitude correspondence Theory of planned behavior Habit Figure 8.6 p. 307 -- When do attitudes guide behavior? CHAPTER 9 -- Norms and Conformity: Terms & Concepts Descriptive social norms Injunctive social norms Conformity Private conformity Public conformity False consensus effect Informational influence Normative influence Reference group Figure 9.4 p. 325 -- Motives behind private conformity Group polarization Explaining polarized norm formation Superficial & systematic processing (see Figure 9.6 p. 332) Figure 9.7 p. 335 -- how in-groups become more persuasive than out-groups Pluralistic ignorance Groupthink (Figure 9.8 p. 338) Remedies for faulty consensus seeking Successful minority influence Offering an alternative consensus Negotiating similarity & difference Promoting systematic processing Figure 9.10 p. 346 -- minorities use consensus to influence others CHAPTER 10 -- Norms and Behavior: Terms & Concepts Activating norms to guide behavior Direct reminders Environments Groups deindividuation Which norms guide behavior? Descriptive norms Injunctive norms Norm of reciprocity Door-in-the-face technique Norm of social commitment Low-ball technique Milgrams studies of obedience Norm of obedience to authority Authority must be legitimate Authority must accept responsibility Norm of obedience must be activated Social identification & obedience Reactance Resisting & rejecting norms using systematic processing Both attitudes & norms influence behavior Superficial route (Figure 10.6 p. 389) Thoughtful route (Figure 10.7 p. 390) !$125=>B^rs{|| } { " #  } ~ »}h9hb]5\h%hJJh/%h?h hb]h Ih I5\h Ih9h95\h9 h95\ h95\h 45>*\h?5>*\h9h95>*\ h% 75\ h?5\ h)r5\ hC5\0345rs| # B }  & Fgdb] & Fgd I^gd I & Fgd9gd?gdC$a$gdCD   5 N b { # F  ~ gd I & Fgd%gd/%^gd/% & Fgd/%^gd  & Fgd ^gdb]   * + !+,-FH`b!#()*abdeopqyzǽǹǯǹ˹zrjhJ5>*\h{5>*\h"5>*\h wh h w5\h~h"5\h"h"5\h"h~5\h~h~5\h"h~h"5\h~ h"5\ h"5\ huw5\ hq5\h 45>*\h"5>*\hq5>*\)   + q !",-GHab^gd"gd" & Fgd"^gd~ & Fgd~gduwgd 4"#)*bcdefghijklmnopqgd{gdgd wgd" & Fgd"^gd"&'?@TUdef]^CDƿΩhK:hF6hh\>hqh\>5\ h\>5\İ>5>*9#*\+&'?@TUef^_ & Fgdgd9 & Fgd@SUd_ t v @   \ ]   = c A F  B C F zV=Z\m`ta&rTFC\dYTEHQ&< r(v70,xaY,>d3ݷɒ4ye &f:}*Rhji&(lMijIhXk,HlZy[m:"oQ8pH h^`OJQJ^Jo(hHoh^`OJQJ^Jo(hHohpp^p`OJQJo(hHh@ @ ^@ `OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohPP^P`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJ^Jo(hHohpp^p`OJQJo(hHh@ @ ^@ `OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohPP^P`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJ^Jo(hHohpp^p`OJQJo(hHh@ @ ^@ `OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohPP^P`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJ^Jo(hHoh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJ^Jo(hHohpp^p`OJQJo(hHh@ @ ^@ `OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohPP^P`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJ^Jo(hHoh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJ^Jo(hHohpp^p`OJQJo(hHh@ @ ^@ `OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohPP^P`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohpp^p`OJQJo(hHh@ @ ^@ `OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHh^`OJQJo(hHh^`OJQJ^Jo(hHohPP^P`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHhhh^h`OJQJo(hHh88^8`OJQJ^Jo(hHoh^`OJQJo(hHh  ^ `OJQJo(hHh  ^ `OJQJ^Jo(hHohxx^x`OJQJo(hHhHH^H`OJQJo(hHh^`OJQJ^Jo(hHoh^`OJQJo(hHr(trI3Q8 &fyeIhXk:Na_lMi&m`y[mzV0,hjidYrTW<PT4HlN2U.S?2A3D]tHJJJ!MJvK\K2P@7SbS.TIW3XCX [r^e8gT?gYg$h+^jz{j5q.u wh4x > 2QKP ?C2EXAM 1 STUDY GUIDE FOR TEXTBOOK  t                     Oh+'0|  8 D P\dlt EXAM 1 STUDY GUIDE FOR TEXTBOOK Normal 23Microsoft Office Word@:@W@4fJ ՜.+,0 hp|   >   EXAM 1 STUDY GUIDE FOR TEXTBOOK Title !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ\]^_`abdefghijmRoot Entry FoData 1Table TuWordDocument..SummaryInformation([DocumentSummaryInformation8cCompObjq  FMicrosoft Office Word Document MSWordDocWord.Document.89q