Podcast
Questions and Answers
What primary factor is suggested as a means to successfully influence another person's behavior?
What primary factor is suggested as a means to successfully influence another person's behavior?
Why might direct control over another person's behavior not be effective in the long term?
Why might direct control over another person's behavior not be effective in the long term?
What is a significant reason given for influencing behavior through attitude change?
What is a significant reason given for influencing behavior through attitude change?
What common scenario is cited as an example of behavior inconsistent with attitudes?
What common scenario is cited as an example of behavior inconsistent with attitudes?
Signup and view all the answers
What does the content suggest is essential for achieving desired behavior change if direct control is not possible?
What does the content suggest is essential for achieving desired behavior change if direct control is not possible?
Signup and view all the answers
What does the phrase 'watching you' imply about attempts to change behavior?
What does the phrase 'watching you' imply about attempts to change behavior?
Signup and view all the answers
Which of the following is NOT mentioned as a characteristic of attitude-driven behavior?
Which of the following is NOT mentioned as a characteristic of attitude-driven behavior?
Signup and view all the answers
What is suggested as a possible outcome when behavior is influenced by attitude rather than control?
What is suggested as a possible outcome when behavior is influenced by attitude rather than control?
Signup and view all the answers
What is the first step in ensuring attitudes drive behavior effectively?
What is the first step in ensuring attitudes drive behavior effectively?
Signup and view all the answers
Which of the following factors does NOT improve the likelihood that attitudes will drive behaviors according to the conceptual model of ABCs?
Which of the following factors does NOT improve the likelihood that attitudes will drive behaviors according to the conceptual model of ABCs?
Signup and view all the answers
What role does 'priming' play in attitude availability?
What role does 'priming' play in attitude availability?
Signup and view all the answers
Which of the following statements about attitude relevance is true?
Which of the following statements about attitude relevance is true?
Signup and view all the answers
What must happen after changing an attitude to ensure it drives behavior?
What must happen after changing an attitude to ensure it drives behavior?
Signup and view all the answers
Which of the following best describes an attitude that is considered 'activated'?
Which of the following best describes an attitude that is considered 'activated'?
Signup and view all the answers
What is a key reason Fazio and Snyder suggest that attitudes do not drive behavior?
What is a key reason Fazio and Snyder suggest that attitudes do not drive behavior?
Signup and view all the answers
In the context of attitude change, what does the 'ABC' model emphasize?
In the context of attitude change, what does the 'ABC' model emphasize?
Signup and view all the answers
What is the primary method suggested to activate an attitude before making purchasing decisions?
What is the primary method suggested to activate an attitude before making purchasing decisions?
Signup and view all the answers
According to the ABC Model, what are the two essential conditions required to obtain attitude-behavior consistency?
According to the ABC Model, what are the two essential conditions required to obtain attitude-behavior consistency?
Signup and view all the answers
What consequence is highlighted when merely changing an attitude without considering context?
What consequence is highlighted when merely changing an attitude without considering context?
Signup and view all the answers
What aspect of human behavior does the discussion primarily focus on?
What aspect of human behavior does the discussion primarily focus on?
Signup and view all the answers
What does the term 'Dual Process Persuasion' suggest about changing others' attitudes?
What does the term 'Dual Process Persuasion' suggest about changing others' attitudes?
Signup and view all the answers
What is a major implication of the ABC discussion for marketers?
What is a major implication of the ABC discussion for marketers?
Signup and view all the answers
What can be inferred as a challenge in studying the influence of attitudes on behavior?
What can be inferred as a challenge in studying the influence of attitudes on behavior?
Signup and view all the answers
What does relevance in the context of attitude change signify?
What does relevance in the context of attitude change signify?
Signup and view all the answers
What is essential for effective persuasion in systematic thinkers?
What is essential for effective persuasion in systematic thinkers?
Signup and view all the answers
Why did the health arguments against smoking fail to persuade teenagers?
Why did the health arguments against smoking fail to persuade teenagers?
Signup and view all the answers
What does the concept of 'arguments depend upon the receiver' imply for persuaders?
What does the concept of 'arguments depend upon the receiver' imply for persuaders?
Signup and view all the answers
What type of attitude change is likely to result from effectively matching an argument to a systematic thinker?
What type of attitude change is likely to result from effectively matching an argument to a systematic thinker?
Signup and view all the answers
In the provided scenario of choosing sneakers, which perspective most likely reflects a systematic thinker’s priorities?
In the provided scenario of choosing sneakers, which perspective most likely reflects a systematic thinker’s priorities?
Signup and view all the answers
Which factor is NOT likely to impact the mode of thinking in systematic thinkers when making decisions?
Which factor is NOT likely to impact the mode of thinking in systematic thinkers when making decisions?
Signup and view all the answers
How can a persuasion source effectively analyze the needs of their audience?
How can a persuasion source effectively analyze the needs of their audience?
Signup and view all the answers
What tends to happen when there is a mismatch between the persuasive argument and the systematic thinker's priorities?
What tends to happen when there is a mismatch between the persuasive argument and the systematic thinker's priorities?
Signup and view all the answers
What tactic is primarily utilized when a salesperson encourages a customer to stay consistent with their initial desire to purchase?
What tactic is primarily utilized when a salesperson encourages a customer to stay consistent with their initial desire to purchase?
Signup and view all the answers
In the context of persuasion techniques, what does the 'Rule of Scarcity' imply about consumer behavior?
In the context of persuasion techniques, what does the 'Rule of Scarcity' imply about consumer behavior?
Signup and view all the answers
What common strategy do Home Shopper Networks use to create urgency for purchasing items?
What common strategy do Home Shopper Networks use to create urgency for purchasing items?
Signup and view all the answers
When a consumer responds positively to an initial offer but is presented with an alternative that is more expensive, what psychological principle is being exploited?
When a consumer responds positively to an initial offer but is presented with an alternative that is more expensive, what psychological principle is being exploited?
Signup and view all the answers
What emotional state is likely to influence a consumer's decision-making process when presented with a perceived 'deal'?
What emotional state is likely to influence a consumer's decision-making process when presented with a perceived 'deal'?
Signup and view all the answers
What is a potential outcome of the technique used by salespeople to create a perception of scarcity?
What is a potential outcome of the technique used by salespeople to create a perception of scarcity?
Signup and view all the answers
What common mistake might consumers make when involved in high-pressure sales situations?
What common mistake might consumers make when involved in high-pressure sales situations?
Signup and view all the answers
What underlying principle makes the tactic of portraying products as scarce particularly effective in influencing consumer behavior?
What underlying principle makes the tactic of portraying products as scarce particularly effective in influencing consumer behavior?
Signup and view all the answers
What is the primary function of the Comparison Rule?
What is the primary function of the Comparison Rule?
Signup and view all the answers
How do TV producers use the Comparison Rule to influence audience reactions?
How do TV producers use the Comparison Rule to influence audience reactions?
Signup and view all the answers
What does 'salting the collection plate' imply in terms of the Comparison Rule?
What does 'salting the collection plate' imply in terms of the Comparison Rule?
Signup and view all the answers
What effect do ‘professional audience members’ have in theatrical productions?
What effect do ‘professional audience members’ have in theatrical productions?
Signup and view all the answers
In the context of the Comparison Rule, what can lead to a discrepancy in behavior between individuals?
In the context of the Comparison Rule, what can lead to a discrepancy in behavior between individuals?
Signup and view all the answers
Which scenario best exemplifies the application of the Comparison Rule outside entertainment contexts?
Which scenario best exemplifies the application of the Comparison Rule outside entertainment contexts?
Signup and view all the answers
Why might individuals feel compelled to look up when others are doing so, according to the Comparison Rule?
Why might individuals feel compelled to look up when others are doing so, according to the Comparison Rule?
Signup and view all the answers
How does the presence of others impact decision-making, specifically regarding the Comparison Rule?
How does the presence of others impact decision-making, specifically regarding the Comparison Rule?
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 encompassing all deliberate attempts to alter thoughts, feelings, or behaviors of a receiver
- Persuasion is a specific type of influence, aimed at altering a receiver's attitude through communication
- Attitudes are evaluations of objects or ideas
Attitudes Drive Behavior
- Attitudes heavily influence our behavior in many scenarios
- Sometimes, changing someone's attitude can be a more effective strategy for achieving desired behavior changes
- Control of behavior isn't always possible, making attitude change a proxy.
Dual Process Persuasion
- Two primary, distinct modes of thinking exist
- Systematic thinking is thoughtful, active, and attentive
- Heuristic thinking is superficial, skimming the surface of ideas and making quick judgments
Assumptions of the Dual Process Approach
- Two thinking modes—Systematic (careful consideration) and Heuristic (quick judgments)—are utilized by people
- Situation and personality characteristics affect which mode is employed
- Using the correct persuasion method for the appropriate mode is crucial for effective results
- Persuasion through systematic thinking has more lasting, resistant, and predictive impact on behavior
The Cues of Life
- "Comparison" (people are influenced by other people's choices)
- "Liking" (favorable attitudes towards sources influence persuasion)
- "Authority" (people are influenced by sources of authority in certain contexts)
- "Reciprocity"(people feel obligated to give something when receiving something)
- "Commitment/Consistency" (People value consistency, prompting commitment to a specific position or belief)
- "Scarcity" (Rare opportunities tend to be more desirable)
Studying That Suits You
Use AI to generate personalized quizzes and flashcards to suit your learning preferences.
Related Documents
Description
This quiz covers key concepts in the science of influence and persuasion, including attitudes, behavior change, and various theories such as dual process persuasion and inoculation theory. Test your understanding of how communication shapes attitudes and behaviors.
