p.8
Role of Expert Communicators in Persuasion
Why are expert communicators perceived as trustworthy?
Because they know a lot about the product they are selling.
p.24
Cognitive Dissonance and Its Effects
When does cognitive dissonance typically occur?
When we fail to live up to our own expectations.
p.15
Psychological Techniques to Prevent Persuasion
What is forewarning in the context of persuasion?
A strategy that involves alerting individuals about potential persuasive attempts, allowing them to prepare counterarguments.
p.14
Attitude Change Through Persuasion
What is thoughtful message processing?
The careful consideration of whether a persuasion attempt is valid or invalid.
p.3
Definition and Variables of Attitudes
How are attitudes commonly expressed?
In terms such as prefer, like, dislike, hate, and love.
p.2
Definition and Variables of Attitudes
What is the concept of attitudes?
Attitudes are evaluations or feelings towards a person, object, or idea.
p.19
Subliminal Advertising and Its Impact
What is subliminal advertising?
The presentation of a message to the consumer without their awareness.
p.24
Cognitive Dissonance and Its Effects
What is cognitive dissonance?
The discomfort that occurs when we behave in ways that we see as inappropriate.
p.27
Advertising Techniques: Foot-in-the-Door, Low-Ball, Bait-and-Switch
What is the Foot-in-the-door technique?
A persuasion attempt where a minor request is accepted first, followed by a larger request.
p.13
Attitude Change Through Persuasion
What is spontaneous message processing?
The acceptance of a persuasion attempt that occurs when the focus is on whatever is most obvious, without much attention to the message itself.
p.5
Definition and Variables of Attitudes
What are attitudes in terms of affect?
Attitudes are evaluations; for example, 'I love chocolate ice cream!'
p.17
Psychological Techniques to Prevent Persuasion
What is the purpose of inoculation in preventing persuasion?
To help the potential target create counterarguments against a persuasive attempt.
p.23
Self-Perception and Attitude Formation
What is over-justification?
The viewing of our behavior as caused by the situation, leading us to discount our own interest in the activity.
p.16
Psychological Techniques to Prevent Persuasion
What is the purpose of forewarning in preventing persuasion?
To remind an individual that an attempt to persuade may be forthcoming, reducing the likelihood of persuasion.
p.22
Cognitive Dissonance and Its Effects
What does 'insufficient justification' refer to?
The perception that a threat or reward is not enough to motivate behavior, despite being sufficient.
p.5
Definition and Variables of Attitudes
How do attitudes manifest in behavior?
For example, 'I always eat chocolate ice cream.'
p.25
Cognitive Dissonance and Its Effects
What is post-decisional dissonance?
The feeling of regret that occurs after making an important decision.
p.2
Definition and Variables of Attitudes
What are the variables that can influence attitudes?
Variables include personal experiences, social influences, and cultural factors.
p.17
Psychological Techniques to Prevent Persuasion
How does inoculation work in the context of persuasion?
By preparing individuals to counteract persuasive messages.
p.12
Effective Communication Strategies
What role does non-verbal communication play?
It conveys emotions and reinforces the spoken message.
p.11
Attitude Change Through Persuasion
What is the Sleeper Effect?
Attitude change that occurs over time when the content of a message is remembered but the source is forgotten.
p.3
Definition and Variables of Attitudes
What are attitudes?
An evaluation of people, ideas, groups, products, and other objects that surround us.
p.12
Effective Communication Strategies
What is a key component of effective communication?
Clarity in the message being conveyed.
p.22
Cognitive Dissonance and Its Effects
What is the outcome of perceiving a sufficient threat or reward as insufficient?
It may lead to a lack of engagement in or avoidance of a behavior.
p.17
Psychological Techniques to Prevent Persuasion
What does a mild attack on an attitude position aim to achieve?
It aims to reduce the effectiveness of subsequent persuasion.
p.23
Self-Perception and Attitude Formation
What effect does over-justification have on our perception of behavior?
It leads us to underestimate the role of our own interest in the activity.
p.1
Behavioral Influence on Attitudes
What is the relationship between attitudes and behavior?
Attitudes can influence behavior, but the relationship is complex and can vary based on context.
p.28
Advertising Techniques: Foot-in-the-Door, Low-Ball, Bait-and-Switch
What is the low-ball technique in advertising?
A persuasion tactic where an item is initially offered at a lower price to get the buyer to commit, then the price is suddenly increased.
p.12
Effective Communication Strategies
What is the impact of audience awareness in communication?
It helps tailor the message to meet the audience's needs and expectations.
p.9
Effective Communication Strategies
What is a key component of sending an effective message?
Ensuring that the audience processes it correctly.
p.21
Self-Perception and Attitude Formation
What is self-perception?
The process of using our perceptions of our behavior to help us determine our attitudes toward an attitude object.
p.30
Definition and Variables of Attitudes
How can attitudes be measured?
Through self-report surveys, observational methods, and implicit measures.
p.7
Attitude Change Through Persuasion
What is the primary focus of changing attitudes through persuasion?
To influence individuals' beliefs or feelings about a particular topic.
p.18
Psychological Techniques to Prevent Persuasion
What is psychological reactance?
A strong motivational state that prevents conformity.
p.5
Definition and Variables of Attitudes
What do attitudes reflect in terms of cognitions?
For example, 'Chocolate ice cream has a smooth texture and a rich, strong taste.'
p.25
Cognitive Dissonance and Its Effects
What is a common thought associated with post-decisional dissonance?
If I had it all to do over again, I would not change anything important.
p.2
Attitude Change Through Persuasion
How can attitudes change through persuasion?
Attitudes can change when individuals are exposed to new information or arguments that influence their beliefs.
p.6
Behavioral Influence on Attitudes
What increases the likelihood that our attitudes will guide our behavior?
Having a strong intention to perform the behavior.
p.26
Advertising Techniques: Foot-in-the-Door, Low-Ball, Bait-and-Switch
What does the Low-Ball technique involve?
Initially offering a product at a low price and then increasing the price after commitment.
p.29
Advertising Techniques: Foot-in-the-Door, Low-Ball, Bait-and-Switch
How does the bait-and-switch technique typically present the product?
Through advertisements, such as newspaper ads, showcasing a very low price.
p.29
Advertising Techniques: Foot-in-the-Door, Low-Ball, Bait-and-Switch
What is the main goal of the bait-and-switch technique?
To lure customers in with a low-priced product that is unavailable, often leading them to purchase a different, more expensive item.
p.20
Cognitive Dissonance and Its Effects
How does engaging in a behavior influence a person's attitude?
Engaging in a behavior can create cognitive dissonance, prompting a change in attitude to align with the behavior.
p.7
Attitude Change Through Persuasion
What are some common techniques used in persuasion?
Appeals to emotion, logical arguments, and credibility of the communicator.
p.12
Effective Communication Strategies
Why is active listening important in communication?
It ensures understanding and fosters a positive dialogue.
p.9
Effective Communication Strategies
What must effective persuaders ensure about their message?
That it is processed in the way they would like.
p.15
Psychological Techniques to Prevent Persuasion
What does inoculation refer to in persuasion?
A technique that exposes individuals to a weak version of an argument to build resistance against stronger versions later.
p.18
Psychological Techniques to Prevent Persuasion
What does psychological reactance motivate individuals to do?
It motivates individuals to resist conformity.
p.9
Effective Communication Strategies
What should be considered in the presentation of communication?
The communicator's motivations, desires, and goals.
p.30
Definition and Variables of Attitudes
What is the primary focus of social psychology?
The study of how individuals think, feel, and behave in social contexts.
p.1
Role of Expert Communicators in Persuasion
What factors can affect the effectiveness of persuasion?
Factors include the credibility of the communicator, the emotional appeal of the message, and the audience's pre-existing attitudes.
p.1
Cognitive Dissonance and Its Effects
How can cognitive dissonance affect attitudes?
Cognitive dissonance occurs when there is a conflict between attitudes and behaviors, leading individuals to change their attitudes to reduce discomfort.
p.30
Cognitive Dissonance and Its Effects
What is cognitive dissonance?
The psychological discomfort experienced when holding conflicting beliefs or attitudes.
p.7
Role of Expert Communicators in Persuasion
How does the credibility of a communicator affect persuasion?
Higher credibility can lead to greater influence on attitudes.
p.18
Psychological Techniques to Prevent Persuasion
When does reactance occur?
When a person feels that someone or something is taking away their choices or limiting alternatives.
p.6
Behavioral Influence on Attitudes
When do our attitudes guide our behavior?
When attitudes are strong, rather than weak.
p.26
Advertising Techniques: Foot-in-the-Door, Low-Ball, Bait-and-Switch
What is the Foot-in-the-Door technique?
A psychological principle where a small request is made first to increase the likelihood of agreeing to a larger request later.
p.29
Advertising Techniques: Foot-in-the-Door, Low-Ball, Bait-and-Switch
What is the bait-and-switch technique in advertising?
A persuasion attempt where a target is offered one product at a very low price, but that product is not actually available.
p.28
Advertising Techniques: Foot-in-the-Door, Low-Ball, Bait-and-Switch
What is the purpose of the low-ball technique?
To get the buyer to commit before revealing the higher price.
p.26
Advertising Techniques: Foot-in-the-Door, Low-Ball, Bait-and-Switch
What is the Bait-and-Switch technique?
Advertising a product at a low price to attract customers, then switching to a higher-priced item.
p.20
Behavioral Influence on Attitudes
What is the primary method for changing attitudes according to the concept of changing behavior?
By altering one's behavior first, which can lead to a change in attitude.
p.20
Cognitive Dissonance and Its Effects
What psychological principle supports the idea that behavior can influence attitudes?
The principle of cognitive dissonance, which suggests that conflicting beliefs and behaviors lead to attitude change.
p.7
Attitude Change Through Persuasion
What role does emotional appeal play in persuasion?
It can create a stronger connection and motivate attitude change.
p.12
Effective Communication Strategies
How can feedback enhance communication?
It allows for clarification and improvement of the message.
p.9
Effective Communication Strategies
What aspects must persuaders consider in their methods?
Cognitive, affective, and behavioral aspects.
p.15
Psychological Techniques to Prevent Persuasion
What is psychological reactance?
A phenomenon where individuals resist persuasion when they perceive their freedom to choose is threatened.
p.2
Behavioral Influence on Attitudes
What is one way attitudes can change by changing behavior?
Engaging in a behavior can lead to a change in attitude to align with that behavior.
p.15
Subliminal Advertising and Its Impact
What is subliminal advertising?
A marketing technique that uses stimuli below the threshold of conscious awareness to influence consumer behavior.
p.28
Behavioral Influence on Attitudes
How does the low-ball technique manipulate buyer behavior?
By creating an initial commitment that makes the buyer more likely to accept the increased price.
p.1
Effective Communication Strategies
What is the significance of understanding attitudes in the context of persuasion?
Understanding attitudes helps in crafting effective persuasive messages that resonate with the audience's beliefs and values.
p.20
Behavioral Influence on Attitudes
Can changing behavior lead to long-term attitude change?
Yes, consistent behavior change can lead to more stable and enduring attitude changes.
p.1
Attitude Change Through Persuasion
What role does persuasion play in changing attitudes?
Persuasion is a key mechanism through which attitudes can be changed, often through communication and social influence.
p.6
Behavioral Influence on Attitudes
In what context do attitudes and behaviors align?
When they both occur in similar social situations.
p.30
Definition and Variables of Attitudes
What are attitudes?
Evaluative judgments about people, objects, or ideas.
p.30
Definition and Variables of Attitudes
What are the three components of attitudes?
Cognitive, affective, and behavioral components.
p.30
Self-Perception and Attitude Formation
What is the role of social influence in attitude formation?
Social influence can shape and change attitudes through conformity, compliance, and persuasion.
p.7
Attitude Change Through Persuasion
What is the significance of logical arguments in persuasion?
They provide rational justification for changing attitudes.
