Introduction to Influence and Persuasion
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What is the primary function of the priming task in relation to attitudes about attractiveness?

  • To analyze social dynamics
  • To activate relevant attitudes (correct)
  • To test behavioral consistency
  • To suppress conflicting attitudes

    • In what situation would an attitude be considered irrelevant?

  • When observing a live sport event (correct)
  • While participating in a persuasion course
  • When giving a presentation
  • During a classroom discussion

    • What happens when an attitude is not available or not relevant according to the ABC model?

  • It will lead to confusion in decisions
  • It has no influence on behavior (correct)
  • It will inevitably influence behavior
  • It changes based on external factors

    • Which of the following is necessary to ensure that an attitude change leads to behavior change?

    <p>Availability and relevance of the new attitude</p> Signup and view all the answers

    Why might people overlook the ABC model in real-world scenarios?

    <p>They believe attitude change automatically drives behavior</p> Signup and view all the answers

    How can Melanie ensure her new negative attitude about a high fat diet translates into actual behavior change?

    <p>By making the new attitude available and relevant in different contexts</p> Signup and view all the answers

    What role does context play in the application of the ABC model?

    <p>It can determine the effectiveness of attitude in driving behavior</p> Signup and view all the answers

    What is meant by attitude-behavior consistency (ABCs)?

    <p>The alignment of attitudes and behaviors in specific contexts</p> Signup and view all the answers

    What are the two primary steps needed to successfully change behavior according to the content?

    <p>Change attitude, then get attitude to drive behavior</p> Signup and view all the answers

    What does the model of attitude-behavior consistency suggest is critical for attitudes to influence behaviors?

    <p>Attitude availability and attitude relevance</p> Signup and view all the answers

    How is an attitude defined to be 'available' in the context of the content?

    <p>When it can be readily recalled and activated</p> Signup and view all the answers

    What role does 'priming' play in attitude formation according to the content?

    <p>It activates certain attitudes in the mind</p> Signup and view all the answers

    Which of the following conditions is NOT described as improving attitude-behavior consistency?

    <p>Attitude clarity</p> Signup and view all the answers

    What type of behavior may be influenced by peers urging someone to partake in an activity, despite their own attitude?

    <p>Spontaneous and impulsive behaviors</p> Signup and view all the answers

    What can be said about attitudes that are not relevant to a situation according to the conceptual model of attitude-behavior consistency?

    <p>They may lead to behavioral inconsistency</p> Signup and view all the answers

    In the context of the content, what is the effect of exposing someone to pictures of attractive models?

    <p>It can foster negative attitudes toward their partner</p> Signup and view all the answers

    What does the systematic mode of thinking entail?

    <p>Carefully and effortfully analyzing ideas.</p> Signup and view all the answers

    In which situation is a person more likely to use the heuristic mode of thinking?

    <p>When the topic is of little personal relevance.</p> Signup and view all the answers

    Which assumption suggests that situational variables influence thinking modes?

    <p>People can switch between systematic and heuristic modes.</p> Signup and view all the answers

    People with a high need for cognition are characterized by which thinking style?

    <p>They typically prefer systematic thinking.</p> Signup and view all the answers

    What is the primary difference between systematic and heuristic modes of thinking?

    <p>Systematic thinking is deliberate and careful, while heuristic thinking is superficial.</p> Signup and view all the answers

    How do situational factors influence a person's thinking mode?

    <p>They determine whether systematic or heuristic thinking is used.</p> Signup and view all the answers

    Why might someone with a low need for cognition favor the heuristic mode?

    <p>They prefer to avoid careful thinking.</p> Signup and view all the answers

    What is suggested by the subtitle, 'Hmmmm, I'm thinking, maybe' in relation to dual process thinking?

    <p>It indicates the presence of flexibility in thought processes.</p> Signup and view all the answers

    What does the Comparison Rule suggest about human behavior?

    <p>People compare their actions to a standard based on others.</p> Signup and view all the answers

    How do TV producers utilize the Comparison Rule?

    <p>By adding laugh tracks to induce laughter.</p> Signup and view all the answers

    What is a common effect of 'salting the collection plate' in religious gatherings?

    <p>It increases the likelihood of contributions.</p> Signup and view all the answers

    What role do professional audience members play in theatrical productions?

    <p>They provide reactions to guide audience responses.</p> Signup and view all the answers

    What happens when individuals observe others looking up at something?

    <p>They immediately look up to see what others are observing.</p> Signup and view all the answers

    In the context of the Comparison Rule, what is a likely reaction if an audience is exposed to a laugh track?

    <p>The audience may feel pressured to laugh more.</p> Signup and view all the answers

    What psychological principle drives people to follow others' behavior, as illustrated by the Comparison Rule?

    <p>Social proof concept.</p> Signup and view all the answers

    What is the likely outcome if an audience is not prompted by professionals during a performance?

    <p>The audience reacts spontaneously and naturally.</p> Signup and view all the answers

    What consequence did less attractive people face compared to more attractive individuals regarding fines?

    <p>They received fines two to three times larger.</p> Signup and view all the answers

    What tactic did Robert Young use to sell aspirin as Dr. Marcus Welby?

    <p>He sold it as a character from a TV show.</p> Signup and view all the answers

    What is the main teaching of the 'Authority Rule' mentioned in the content?

    <p>Authority figures can enhance product credibility.</p> Signup and view all the answers

    What is the reciprocity principle illustrated in the text?

    <p>A favor or gift leads to a natural inclination to give back.</p> Signup and view all the answers

    What approach did advertisers take to comply with regulations regarding the use of actors?

    <p>They stated the actor's lack of medical credentials.</p> Signup and view all the answers

    What reaction did people have when a stranger smiled at them, according to the content?

    <p>They smiled back automatically.</p> Signup and view all the answers

    What was an example of a gift used to promote a magazine subscription?

    <p>A pencil.</p> Signup and view all the answers

    What impact did the change in advertising strategies have on sales, as observed in the text?

    <p>Sales increased with the new advertisements.</p> Signup and view all the answers

    What is a common tactic used by salespeople to create urgency in buying decisions?

    <p>Highlighting product availability and scarcity</p> Signup and view all the answers

    What does the term 'heuristic thinkers' refer to in the context of using Cues?

    <p>People who use mental shortcuts for decision-making</p> Signup and view all the answers

    What happens to Cues when individuals switch from heuristic to systematic thinking?

    <p>Cues typically become ineffective and may mislead the user</p> Signup and view all the answers

    What does the acronym CLARCCS stand for in this context?

    <p>It represents the first letters of each associated Cue for ease of remembrance</p> Signup and view all the answers

    How do scarcity tactics affect consumer behavior?

    <p>They encourage immediate purchases due to fear of loss</p> Signup and view all the answers

    Why might some Cues not effectively influence systemic thinkers?

    <p>Systematic thinkers engage in thorough analysis and may question the validity of Cues</p> Signup and view all the answers

    What psychological principle is demonstrated by the limitation of product availability?

    <p>The Principle of Scarcity</p> Signup and view all the answers

    What results from the application of the CLARCCS Rules according to the document?

    <p>Enhanced decision-making by reducing mental effort for consumers</p> Signup and view all the answers

    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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    Related Documents

    Steve's Primer of Practical Persuasion and Influence (Chapters 1-4) PDF

    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.

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