What is the Sleeper Effect?
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Attitude change that occurs over time when the content of a message is remembered but the source is forgotten.
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What is the Sleeper Effect?
Attitude change that occurs over time when the content of a message is remembered but the source is forgotten.
What is subliminal advertising?
The presentation of a message to the consumer without their awareness.
What is thoughtful message processing?
The careful consideration of whether a persuasion attempt is valid or invalid.
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.
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.
Why are expert communicators perceived as trustworthy?
Because they know a lot about the product they are selling.
What are attitudes?
An evaluation of people, ideas, groups, products, and other objects that surround us.
What is cognitive dissonance?
The discomfort that occurs when we behave in ways that we see as inappropriate.
How are attitudes commonly expressed?
In terms such as prefer, like, dislike, hate, and love.
What are attitudes in terms of affect?
Attitudes are evaluations; for example, 'I love chocolate ice cream!'
What does 'insufficient justification' refer to?
The perception that a threat or reward is not enough to motivate behavior, despite being sufficient.
When does cognitive dissonance typically occur?
When we fail to live up to our own expectations.
What is a key component of effective communication?
Clarity in the message being conveyed.
What is the Foot-in-the-door technique?
A persuasion attempt where a minor request is accepted first, followed by a larger request.
What is the concept of attitudes?
Attitudes are evaluations or feelings towards a person, object, or idea.
What is the purpose of inoculation in preventing persuasion?
To help the potential target create counterarguments against a persuasive attempt.
How do attitudes manifest in behavior?
For example, 'I always eat chocolate ice cream.'
What is the first step to being an effective persuader?
Get people's attention.
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.
What is psychological reactance?
A strong motivational state that prevents conformity.
Why is active listening important in communication?
It ensures understanding and fosters a positive dialogue.
What is over-justification?
The viewing of our behavior as caused by the situation, leading us to discount our own interest in the activity.
What is post-decisional dissonance?
The feeling of regret that occurs after making an important decision.
What is forewarning in the context of persuasion?
A strategy that involves alerting individuals about potential persuasive attempts, allowing them to prepare counterarguments.
What does a mild attack on an attitude position aim to achieve?
It aims to reduce the effectiveness of subsequent persuasion.
What do attitudes reflect in terms of cognitions?
For example, 'Chocolate ice cream has a smooth texture and a rich, strong taste.'
What must effective persuaders ensure about their message?
That it is processed in the way they would like.
When does reactance occur?
When a person feels that someone or something is taking away their choices or limiting alternatives.
What are the variables that can influence attitudes?
Variables include personal experiences, social influences, and cultural factors.
How can feedback enhance communication?
It allows for clarification and improvement of the message.
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.
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.
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.
When do our attitudes guide our behavior?
When attitudes are strong, rather than weak.
How does inoculation work in the context of persuasion?
By preparing individuals to counteract persuasive messages.
What aspects must persuaders consider in their methods?
Cognitive, affective, and behavioral aspects.
What is the relationship between attitudes and behavior?
Attitudes can influence behavior, but the relationship is complex and can vary based on context.
How can attitudes change through persuasion?
Attitudes can change when individuals are exposed to new information or arguments that influence their beliefs.
What does psychological reactance motivate individuals to do?
It motivates individuals to resist conformity.
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.
What role does non-verbal communication play?
It conveys emotions and reinforces the spoken message.
What is psychological reactance?
A phenomenon where individuals resist persuasion when they perceive their freedom to choose is threatened.
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.
What increases the likelihood that our attitudes will guide our behavior?
Having a strong intention to perform the behavior.
What should be considered in the presentation of communication?
The communicator's motivations, desires, and goals.
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.
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.
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.
What is the impact of audience awareness in communication?
It helps tailor the message to meet the audience's needs and expectations.
What does the Low-Ball technique involve?
Initially offering a product at a low price and then increasing the price after commitment.
What is the primary focus of social psychology?
The study of how individuals think, feel, and behave in social contexts.
What is the purpose of the low-ball technique?
To get the buyer to commit before revealing the higher price.
In what context do attitudes and behaviors align?
When they both occur in similar social situations.
What is subliminal advertising?
A marketing technique that uses stimuli below the threshold of conscious awareness to influence consumer behavior.
What is a key component of sending an effective message?
Ensuring that the audience processes it correctly.
How does the bait-and-switch technique typically present the product?
Through advertisements, such as newspaper ads, showcasing a very low price.
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.
What is the Bait-and-Switch technique?
Advertising a product at a low price to attract customers, then switching to a higher-priced item.
What are attitudes?
Evaluative judgments about people, objects, or ideas.
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.
What is self-perception?
The process of using our perceptions of our behavior to help us determine our attitudes toward an attitude object.
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.
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.
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.
What are the three components of attitudes?
Cognitive, affective, and behavioral components.
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.
How can attitudes be measured?
Through self-report surveys, observational methods, and implicit measures.
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.
What is cognitive dissonance?
The psychological discomfort experienced when holding conflicting beliefs or attitudes.
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.
What is the role of social influence in attitude formation?
Social influence can shape and change attitudes through conformity, compliance, and persuasion.
Can changing behavior lead to long-term attitude change?
Yes, consistent behavior change can lead to more stable and enduring attitude changes.
What is the primary focus of changing attitudes through persuasion?
To influence individuals' beliefs or feelings about a particular topic.
What are some common techniques used in persuasion?
Appeals to emotion, logical arguments, and credibility of the communicator.
How does the credibility of a communicator affect persuasion?
Higher credibility can lead to greater influence on attitudes.
What role does emotional appeal play in persuasion?
It can create a stronger connection and motivate attitude change.
What is the significance of logical arguments in persuasion?
They provide rational justification for changing attitudes.
