Attitudes
These are persistent beliefs that shape the ways in which people see the world and interpret events.
Cognitive Anchors
This direct method uses evidence and logic to persuade people.
Central Route Persuasion
An attitude toward a specific group of people, usually negative.
Prejudice
What is one way people communicate nonverbally?
Touching, Eye Contact, Physical Spacing
The process by which we are drawn to someone else.
Attraction
People observe how other people dress, talk, and act and then adopt those same ways of dressing, talking, and acting.
Observational Learning
This indirect method attempts to make positive or negative associations using objects, people, or events.
Peripheral Route Persuasion
Unfair treatment of individuals because they are members of a particular group.
Discrimination
When people change their opinions of others on the basis of recent interactions.
Recency Effect
These are traits that everyone finds attractive, in all parts of the world, across all time periods.
Universals of Beauty
People evaluate evidence and form beliefs on the basis of their evaluations.
Cognitive Evaluation
Persuasion by arousing feeling such as loyalty, admiration, desire, jealousy, or fear.
Emotional Appeals
Unchanging, oversimplified, and usually distorted beliefs about groups of people.
Stereotypes
We are more likely to attribute our own success to dispositional factors and our own failures to situational factors.
Self-Serving Bias
People tend to chose as friends and romantic partners those who are similar to themselves in attractiveness.
Matching Hypothesis
Children are often reinforced for saying and doing things that are consistent with the attitudes held by their parents.
Conditioning
Some people are less easily persuaded than others and have developed this attitude.
Sales Resistance
A group that is blamed for the problems of others when the real cause of the problems is something else.
Scapegoat
The tendency to form opinions of others based on first impressions.
Primacy Effect
When we have feelings of attraction for someone else, we want that person to return those feelings.
Reciprocity
This is an uncomfortable feeling of tension that happens when there is a contradiction between our attitudes and behaviors.
Cognitive Dissonance
In this type of persuasive message, the messenger presents their side of the argument but also the opposition's side.
Two-Sided Argument
When people believe that others who are worse off than themselves work less hard or are less motivated to succeed.
Justifying Economic Status
The tendency to overestimate the effect of dispositional causes for another person's behavior, and to underestimate situational causes.
Fundamental Attribution Error
Robert Sternberg identified seven different types of love relationships in this model.
Triangular Model of Love