5-ATTITUDES-BEHAVIOR-AND-PERSUASION

Because they know a lot about the product they are selling.

When we fail to live up to our own expectations.

Get people's attention.

A strategy that involves alerting individuals about potential persuasive attempts, allowing them to prepare counterarguments.

The careful consideration of whether a persuasion attempt is valid or invalid.

In terms such as prefer, like, dislike, hate, and love.

Attitudes are evaluations or feelings towards a person, object, or idea.

The presentation of a message to the consumer without their awareness.

The discomfort that occurs when we behave in ways that we see as inappropriate.

A persuasion attempt where a minor request is accepted first, followed by a larger request.

The acceptance of a persuasion attempt that occurs when the focus is on whatever is most obvious, without much attention to the message itself.

Attitudes are evaluations; for example, 'I love chocolate ice cream!'

To help the potential target create counterarguments against a persuasive attempt.

The viewing of our behavior as caused by the situation, leading us to discount our own interest in the activity.

To remind an individual that an attempt to persuade may be forthcoming, reducing the likelihood of persuasion.

The perception that a threat or reward is not enough to motivate behavior, despite being sufficient.

For example, 'I always eat chocolate ice cream.'

The feeling of regret that occurs after making an important decision.

Variables include personal experiences, social influences, and cultural factors.

By preparing individuals to counteract persuasive messages.

It conveys emotions and reinforces the spoken message.

Attitude change that occurs over time when the content of a message is remembered but the source is forgotten.

An evaluation of people, ideas, groups, products, and other objects that surround us.

Clarity in the message being conveyed.

It may lead to a lack of engagement in or avoidance of a behavior.

It aims to reduce the effectiveness of subsequent persuasion.

It leads us to underestimate the role of our own interest in the activity.

Attitudes can influence behavior, but the relationship is complex and can vary based on context.

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.

It helps tailor the message to meet the audience's needs and expectations.

Ensuring that the audience processes it correctly.

The process of using our perceptions of our behavior to help us determine our attitudes toward an attitude object.

Through self-report surveys, observational methods, and implicit measures.

To influence individuals' beliefs or feelings about a particular topic.

A strong motivational state that prevents conformity.

For example, 'Chocolate ice cream has a smooth texture and a rich, strong taste.'

If I had it all to do over again, I would not change anything important.

Attitudes can change when individuals are exposed to new information or arguments that influence their beliefs.

Having a strong intention to perform the behavior.

Initially offering a product at a low price and then increasing the price after commitment.

Through advertisements, such as newspaper ads, showcasing a very low price.

To lure customers in with a low-priced product that is unavailable, often leading them to purchase a different, more expensive item.

Engaging in a behavior can create cognitive dissonance, prompting a change in attitude to align with the behavior.

Appeals to emotion, logical arguments, and credibility of the communicator.

It ensures understanding and fosters a positive dialogue.

That it is processed in the way they would like.

A technique that exposes individuals to a weak version of an argument to build resistance against stronger versions later.

It motivates individuals to resist conformity.

The communicator's motivations, desires, and goals.

The study of how individuals think, feel, and behave in social contexts.

Factors include the credibility of the communicator, the emotional appeal of the message, and the audience's pre-existing attitudes.

Cognitive dissonance occurs when there is a conflict between attitudes and behaviors, leading individuals to change their attitudes to reduce discomfort.

The psychological discomfort experienced when holding conflicting beliefs or attitudes.

Higher credibility can lead to greater influence on attitudes.

When a person feels that someone or something is taking away their choices or limiting alternatives.

When attitudes are strong, rather than weak.

A psychological principle where a small request is made first to increase the likelihood of agreeing to a larger request later.

A persuasion attempt where a target is offered one product at a very low price, but that product is not actually available.

To get the buyer to commit before revealing the higher price.

Advertising a product at a low price to attract customers, then switching to a higher-priced item.

By altering one's behavior first, which can lead to a change in attitude.

The principle of cognitive dissonance, which suggests that conflicting beliefs and behaviors lead to attitude change.

It can create a stronger connection and motivate attitude change.

It allows for clarification and improvement of the message.

Cognitive, affective, and behavioral aspects.

A phenomenon where individuals resist persuasion when they perceive their freedom to choose is threatened.

Engaging in a behavior can lead to a change in attitude to align with that behavior.

A marketing technique that uses stimuli below the threshold of conscious awareness to influence consumer behavior.

By creating an initial commitment that makes the buyer more likely to accept the increased price.

Understanding attitudes helps in crafting effective persuasive messages that resonate with the audience's beliefs and values.

Yes, consistent behavior change can lead to more stable and enduring attitude changes.

Persuasion is a key mechanism through which attitudes can be changed, often through communication and social influence.

When they both occur in similar social situations.

Evaluative judgments about people, objects, or ideas.

Cognitive, affective, and behavioral components.

Social influence can shape and change attitudes through conformity, compliance, and persuasion.

They provide rational justification for changing attitudes.