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Questions and Answers
What is the primary function of the priming task in relation to attitudes about attractiveness?
What is the primary function of the priming task in relation to attitudes about attractiveness?
In what situation would an attitude be considered irrelevant?
In what situation would an attitude be considered irrelevant?
What happens when an attitude is not available or not relevant according to the ABC model?
What happens when an attitude is not available or not relevant according to the ABC model?
Which of the following is necessary to ensure that an attitude change leads to behavior change?
Which of the following is necessary to ensure that an attitude change leads to behavior change?
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Why might people overlook the ABC model in real-world scenarios?
Why might people overlook the ABC model in real-world scenarios?
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How can Melanie ensure her new negative attitude about a high fat diet translates into actual behavior change?
How can Melanie ensure her new negative attitude about a high fat diet translates into actual behavior change?
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What role does context play in the application of the ABC model?
What role does context play in the application of the ABC model?
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What is meant by attitude-behavior consistency (ABCs)?
What is meant by attitude-behavior consistency (ABCs)?
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What are the two primary steps needed to successfully change behavior according to the content?
What are the two primary steps needed to successfully change behavior according to the content?
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What does the model of attitude-behavior consistency suggest is critical for attitudes to influence behaviors?
What does the model of attitude-behavior consistency suggest is critical for attitudes to influence behaviors?
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How is an attitude defined to be 'available' in the context of the content?
How is an attitude defined to be 'available' in the context of the content?
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What role does 'priming' play in attitude formation according to the content?
What role does 'priming' play in attitude formation according to the content?
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Which of the following conditions is NOT described as improving attitude-behavior consistency?
Which of the following conditions is NOT described as improving attitude-behavior consistency?
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What type of behavior may be influenced by peers urging someone to partake in an activity, despite their own attitude?
What type of behavior may be influenced by peers urging someone to partake in an activity, despite their own attitude?
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What can be said about attitudes that are not relevant to a situation according to the conceptual model of attitude-behavior consistency?
What can be said about attitudes that are not relevant to a situation according to the conceptual model of attitude-behavior consistency?
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In the context of the content, what is the effect of exposing someone to pictures of attractive models?
In the context of the content, what is the effect of exposing someone to pictures of attractive models?
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What does the systematic mode of thinking entail?
What does the systematic mode of thinking entail?
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In which situation is a person more likely to use the heuristic mode of thinking?
In which situation is a person more likely to use the heuristic mode of thinking?
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Which assumption suggests that situational variables influence thinking modes?
Which assumption suggests that situational variables influence thinking modes?
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People with a high need for cognition are characterized by which thinking style?
People with a high need for cognition are characterized by which thinking style?
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What is the primary difference between systematic and heuristic modes of thinking?
What is the primary difference between systematic and heuristic modes of thinking?
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How do situational factors influence a person's thinking mode?
How do situational factors influence a person's thinking mode?
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Why might someone with a low need for cognition favor the heuristic mode?
Why might someone with a low need for cognition favor the heuristic mode?
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What is suggested by the subtitle, 'Hmmmm, I'm thinking, maybe' in relation to dual process thinking?
What is suggested by the subtitle, 'Hmmmm, I'm thinking, maybe' in relation to dual process thinking?
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What does the Comparison Rule suggest about human behavior?
What does the Comparison Rule suggest about human behavior?
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How do TV producers utilize the Comparison Rule?
How do TV producers utilize the Comparison Rule?
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What is a common effect of 'salting the collection plate' in religious gatherings?
What is a common effect of 'salting the collection plate' in religious gatherings?
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What role do professional audience members play in theatrical productions?
What role do professional audience members play in theatrical productions?
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What happens when individuals observe others looking up at something?
What happens when individuals observe others looking up at something?
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In the context of the Comparison Rule, what is a likely reaction if an audience is exposed to a laugh track?
In the context of the Comparison Rule, what is a likely reaction if an audience is exposed to a laugh track?
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What psychological principle drives people to follow others' behavior, as illustrated by the Comparison Rule?
What psychological principle drives people to follow others' behavior, as illustrated by the Comparison Rule?
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What is the likely outcome if an audience is not prompted by professionals during a performance?
What is the likely outcome if an audience is not prompted by professionals during a performance?
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What consequence did less attractive people face compared to more attractive individuals regarding fines?
What consequence did less attractive people face compared to more attractive individuals regarding fines?
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What tactic did Robert Young use to sell aspirin as Dr. Marcus Welby?
What tactic did Robert Young use to sell aspirin as Dr. Marcus Welby?
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What is the main teaching of the 'Authority Rule' mentioned in the content?
What is the main teaching of the 'Authority Rule' mentioned in the content?
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What is the reciprocity principle illustrated in the text?
What is the reciprocity principle illustrated in the text?
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What approach did advertisers take to comply with regulations regarding the use of actors?
What approach did advertisers take to comply with regulations regarding the use of actors?
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What reaction did people have when a stranger smiled at them, according to the content?
What reaction did people have when a stranger smiled at them, according to the content?
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What was an example of a gift used to promote a magazine subscription?
What was an example of a gift used to promote a magazine subscription?
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What impact did the change in advertising strategies have on sales, as observed in the text?
What impact did the change in advertising strategies have on sales, as observed in the text?
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What is a common tactic used by salespeople to create urgency in buying decisions?
What is a common tactic used by salespeople to create urgency in buying decisions?
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What does the term 'heuristic thinkers' refer to in the context of using Cues?
What does the term 'heuristic thinkers' refer to in the context of using Cues?
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What happens to Cues when individuals switch from heuristic to systematic thinking?
What happens to Cues when individuals switch from heuristic to systematic thinking?
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What does the acronym CLARCCS stand for in this context?
What does the acronym CLARCCS stand for in this context?
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How do scarcity tactics affect consumer behavior?
How do scarcity tactics affect consumer behavior?
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Why might some Cues not effectively influence systemic thinkers?
Why might some Cues not effectively influence systemic thinkers?
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What psychological principle is demonstrated by the limitation of product availability?
What psychological principle is demonstrated by the limitation of product availability?
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What results from the application of the CLARCCS Rules according to the document?
What results from the application of the CLARCCS Rules according to the document?
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Study Notes
Table of Contents
- Introduction to the Science of Influence and Persuasion
- Attitude Drives Behavior
- Dual Process Persuasion
- The Cues of Life
- Stages of Change
- Attribution Theory
- Consistency
- Inoculation Theory
- Social Judgement Theory
- Reactance
- Sequential Requests
- Message Characteristics
- Classical Conditioning
- Reinforcement
- Modeling...Monkey See, Monkey Do
Introduction to Influence and Persuasion (The Difference)
- Influence is a broad term for any time a source tries to change a receiver's thoughts, feelings, or behaviors.
- Persuasion is a specific case of influence where communication attempts to change a receiver's attitude.
Attitudes Drive Behavior
- Influence occurs when a source deliberately attempts to change a receiver.
- Persuasion occurs when a source uses communication to alter a receiver's attitude.
- An attitude is a person's evaluation of an object or idea.
- Attitudes can influence behavior because they can be a factor in deciding behavior .
Dual Process Persuasion
- Systematic thinking: careful and effortful thought
- Heuristic thinking: less effortful and more superficial thought
- Situational and personal factors influence the mode of thinking employed.
- Influence is more effective and persistent when systematic thinking is employed.
The Cues of Life
- The "cues" are mental shortcuts for influencing others. Cues work best for receivers in a heuristic or minimal thinking mode.
- Comparison: people use others' behavior to gauge their own behavior.
- Liking: people are more likely to respond to likeable sources.
- Authority: people are more likely to respond to perceived authorities.
- Reciprocity: people feel obligated to return favors.
- Commitment/Consistency: people stick to their stated commitments.
- Scarcity: people value things that are rare or exclusive.
CLARCCS CUES
- comparison
- liking
- authority
- reciprocity
- commitment/consistency
- scarcity
Implications
- Monitor receivers' mental state.
- Match influence tools (arguments or cues) to receivers' mental state.
- Use the peripheral route when systematic thinking is less likely or not desired.
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Description
This quiz covers key concepts in the science of influence and persuasion, focusing on how attitudes drive behavior and the mechanisms behind effective communication. Explore various theories including dual process persuasion, attribution theory, and the stages of change that can affect decision-making and behavior.
