Chapter 14: SJT
Acceptance, Rejection, and Non-commitment
What are the three latitudes of SJT?
taking mental shortcuts to accept or reject an idea based on unrelated cues.
What is the peripheral route?
Realistic look at current conditions where you identify the problem and its causes.
What is analysis of the problem?
imaginative language used to describe past, future, or outside events.
What is a dramatizing message?
when you deeply care about a topic
what is high ego-involvement?
T/F: People are motivated to have correct attitudes.
True
step where you establish criteria by which to judge proposed solutions
What is goal setting?
Shared interpretation of events, collection of dramatizing messages
What is a fantasy?
messages in our rejection zone that could actually be closer to our anchor point.
What is contrast?
What are distractions?
Generation of ideas to solve the problem, brainstorming.
What is identification of alternatives?
Content of the fantasy that chained out, shows what a group has in common
What is a fantasy theme?
messages in our acceptance zone that are actually farther from our anchor point.
What is assimilation?
top-down thinking in the context of your current opinion.
What is biased elaboration?
Testing the merit of alternatives, can include a negative bias
What is evaluation of positives and negatives of characteristics?
explosion of agreement within a group in response to a message, unpredictable
What is a fantasy chain?
Advice for SJT
pick a message on the edge of a person's acceptance and non-commitment zones.
bottom-up thinking without bias
What is objective elaboration?
promotive, disruptive, and counteractive
What are the types of communication for decisions?
Trigger word that brings the group back to the fantasy
What is a symbolic cue?