Psychology Chapter: Attitude-Behavior Consistency

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Questions and Answers

What is the first step in persuading someone to change their behavior according to the conceptual model?

Understanding their past behaviors

Encouraging groupthink

Providing rewards for positive actions

Changing their attitude (correct)

Which two factors are identified as essential for making attitudes drive behavior?

Attitude availability and attitude relevance (correct)

Cognitive dissonance and emotional appeal

Knowledge of consequences and peer influence

Social pressure and individual responsibility

What does the term 'priming' refer to in the context of attitude change?

Punishing negative behavior to encourage change

Setting up an activity that activates a specific attitude (correct)

Exposing individuals to a variety of attitudes

Coercing someone to adopt a new attitude

How does attitude availability influence behavior?

It makes the attitude more likely to influence actions. Signup and view all the answers

What is meant by an attitude being 'relevant'?

The attitude has personal significance or application. Signup and view all the answers

According to the conceptual model, what happens if the conditions for attitude-behavior consistency are not met?

Attitudes will remain ineffective in driving behavior. Signup and view all the answers

What would be an effective way to prime someone to have a positive attitude toward their partner's attractiveness?

Present them with pictures of less attractive people. Signup and view all the answers

Which situation reflects a common misconception about changing behavior through attitudes?

Once an attitude is formed, it cannot change. Signup and view all the answers

What influences a systematic thinker most when processing information?

Facts, evidence, logic, and reasoning Signup and view all the answers

What type of thinker is less likely to use cognitive effort when processing information?

Heuristic thinkers Signup and view all the answers

How does influence achieved through the systematic mode compare to that achieved through the heuristic mode?

It tends to be more resistant to change. Signup and view all the answers

Which factor is NOT associated with the heuristic mode of thinking?

Arguments based on logic Signup and view all the answers

What is a key assumption regarding the effectiveness of persuasion strategies?

Both strategies can achieve the same magnitude of influence. Signup and view all the answers

When people are in heuristic mode, what type of information do they typically prefer?

Cues that are easy to process Signup and view all the answers

Why might the influence from heuristic thinking be considered short-lived?

It requires less engagement from the thinker. Signup and view all the answers

What is a characteristic of systematic thinking compared to heuristic thinking?

It leads to more resistance to change. Signup and view all the answers

Why might students not listen to teachers' arguments about responsibilities such as keeping the room neat?

Students are not willing and able to think about the arguments. Signup and view all the answers

What is recommended for teachers to effectively influence their students?

Ensure students are willing and able to think. Signup and view all the answers

What was the issue with Burger King's advertising campaign featuring Herb?

Herb's character was not relatable or compelling to the market. Signup and view all the answers

How did Burger King's misjudgment regarding the character Herb affect its campaign?

It caused the campaign to be terminated early due to poor performance. Signup and view all the answers

What is the best way for teachers to develop effective arguments for students?

Observe and listen carefully to their students. Signup and view all the answers

What was one of the unintended consequences of Burger King's campaign featuring the Herb character?

Creation of jokes that made Herb a subject of mockery. Signup and view all the answers

What mistake do teachers often make when constructing arguments for students?

Assuming students will respond similarly to the teacher's perspective. Signup and view all the answers

What was the primary goal of Burger King's advertising campaign in the 1980s?

To challenge McDonald's for leadership in the fast food market. Signup and view all the answers

What attribute is most likely developed through tuning into others?

Intuitive sense of argument quality Signup and view all the answers

Which researcher is known for studying persuasion in real-life contexts?

Robert Cialdini Signup and view all the answers

How do the Cues of influence primarily function?

As mental shortcuts Signup and view all the answers

In what context do the Cues of influence operate most effectively?

When the receiver is a lazy thinker Signup and view all the answers

What is one method Cialdini used to learn about persuasion?

Living with sales professionals Signup and view all the answers

Which of the following is NOT one of the characteristics of the Cues of influence?

They require intense cognitive effort Signup and view all the answers

Which type of processing is emphasized in the Dual Process Models related to the Cues?

Heuristic processing Signup and view all the answers

What is one of the settings in which Cialdini gathered his insights on persuasion?

Sales groups Signup and view all the answers

What method does Joe Gerard use to maintain relationships with his customers?

Handwritten cards stating 'I like you' Signup and view all the answers

What is a key factor influencing sales during a Tupperware party?

The likability of the salesperson Signup and view all the answers

What psychological principle is primarily at play when physically attractive people are influential?

Liking principle Signup and view all the answers

What factor was assessed by courtroom employees regarding accused individuals?

Their attractiveness and likability Signup and view all the answers

What effect does the presence of others buying a product have on individual purchasing behavior?

It creates a sense of validity for the purchase Signup and view all the answers

How does Joe Gerard's approach to sales challenge traditional sales tactics?

He focuses on long-term customer relationships over immediate sales Signup and view all the answers

What role does a mutual friend's introduction play in a Tupperware party?

It establishes trust and likability Signup and view all the answers

Which of the following statements about likability and sales is true?

Sales are influenced regardless of the product's quality Signup and view all the answers

How does persuasion differ from influence?

Persuasion specifically involves communication aimed at changing attitudes. Signup and view all the answers

Why is it important to study attitudes in relation to behavior?

Attitudes often act as a proxy for behavior change. Signup and view all the answers

What is the primary reason for wanting to change attitudes?

To address situations where behavior cannot be influenced directly. Signup and view all the answers

Which of these statements accurately reflects the relationship between attitude and behavior?

An attitude serves as a reliable predictor of behavior. Signup and view all the answers

In what way can influence occur without persuasion?

By exhibiting behaviors that indirectly motivate change in others. Signup and view all the answers

What describes an essential characteristic of persuasion?

It necessitates some form of communication. Signup and view all the answers

When is changing an attitude particularly significant for influencing behavior?

When direct influence tactics are ineffective. Signup and view all the answers

What role does 'attitude' play in the influence process?

It serves as an evaluative measure influencing decisions. Signup and view all the answers

What are the two key factors that must be satisfied for attitudes to effectively drive behavior?

Availability and relevance Signup and view all the answers

In what situation is it least likely for attitudes to influence behavior?

While watching a sporting event Signup and view all the answers

How does attitude availability impact the connection between attitudes and actions?

It makes attitudes accessible during decision-making. Signup and view all the answers

Which example illustrates an incorrect assumption about the persistence of attitude-driven behavior?

Believing that a change in attitude ensures ongoing behavior change. Signup and view all the answers

When Melanie's attitudes towards a high-fat diet changed, what must be ensured for her behavior to reflect this new attitude?

Making the new attitude relevant in specific contexts. Signup and view all the answers

Which aspect best describes when an attitude is considered relevant?

When it is applicable to the current situation. Signup and view all the answers

What is a misconception people have regarding the relationship between attitude change and behavior?

Changing attitudes will usually lead to immediate behavior change. Signup and view all the answers

What primarily drives the likelihood of displaying behavior consistent with an attitude?

The immediate environment and contextual cues. Signup and view all the answers

What did Robert Cialdini do to learn about real-life persuasion?

Worked various part-time jobs with sales and influence professionals Signup and view all the answers

Which characteristic is common to the Cues of influence identified by Cialdini?

They are applicable across various occupations and situations Signup and view all the answers

In what situation do the Cues of influence operate most effectively?

When the receiver is distracted or not fully attentive Signup and view all the answers

What mental process do the Cues of influence primarily serve as?

Heuristic shortcuts Signup and view all the answers

What is a potential outcome of a person using heuristic thinking?

They rely on cognitive shortcuts to save time Signup and view all the answers

What is one reason why the Cues of influence are considered effective?

They work even when the receiver is not mentally engaged Signup and view all the answers

How do people who are attuned to others typically perceive arguments?

They gain an intuitive sense of effective argumentation Signup and view all the answers

What type of processing is underscored in the Dual Process Models related to the Cues?

Exclusive processing with minimal cognitive effort Signup and view all the answers

Why might teachers find arguments to be ineffective in influencing students?

Students are unwilling and unable to think about the arguments presented. Signup and view all the answers

What does effective persuasion require from the receiver's perspective?

Willingness and capability to engage in thoughtful consideration. Signup and view all the answers

What was a significant reason for the failure of Burger King's advertising campaign featuring Herb?

Consumers found Herb to be unattractive and unrelatable. Signup and view all the answers

What assumption do teachers often make that can lead to ineffective arguments?

That persuasive arguments work universally, regardless of the audience. Signup and view all the answers

Which approach is recommended for teachers to effectively influence their students?

Implementing arguments aligned with the audience's viewpoint. Signup and view all the answers

How did Burger King’s campaign backfire instead of promoting their products?

The character was ridiculed rather than embraced by consumers. Signup and view all the answers

What is a common misconception that influences how teachers construct arguments?

That all students appreciate the same types of arguments. Signup and view all the answers

What is essential for making arguments compelling to an audience?

Understanding and observing the target audience's preferences. Signup and view all the answers

What psychological tactic is primarily used when a customer is persuaded to purchase a more expensive product after the original option is unavailable?

Consistency Signup and view all the answers

How does the concept of scarcity influence consumer behavior in marketing?

It increases the perceived value of products. Signup and view all the answers

What role does urgency play in the marketing strategies used by Home Shopper Networks?

It creates a fear of missing out. Signup and view all the answers

Which strategy is often employed by salespeople to convince customers to stick with their initial purchasing intention?

Redirecting the conversation to customer needs Signup and view all the answers

What reasoning do customers often use when they agree to buy a more expensive item instead of the originally desired one?

They do not want to leave empty-handed. Signup and view all the answers

Which of the following best describes the psychological principle at work when consumers feel compelled to purchase due to time constraints?

Scarcity principle Signup and view all the answers

What is likely to occur when a salesperson informs a customer that a product is the 'last one available'?

The customer often becomes more inclined to buy. Signup and view all the answers

Why do retailers often employ the strategy of presenting a higher-cost option after the original is unavailable?

To capitalize on customer commitment. Signup and view all the answers

Study Notes

Attitude-Behavior Consistency

Attitude Change is the initial step in persuasion, then behavior can be influenced through the attitude.
Two crucial factors for attitude driving behavior are Attitude Availability and Attitude Relevance.
Attitude Availability refers to the ease with which one can access and think about the attitude.
Attitude Relevance signifies the applicability and usefulness of the attitude in a particular situation.
Priming is a technique that influences attitude availability by exposing individuals to stimuli that evoke specific thoughts or feelings.

Dual Process Models

Systematic Mode involves careful consideration and analysis of information, focusing on arguments, facts, evidence, and logic.
Heuristic Mode utilizes shortcuts and simple cues, such as source attractiveness, friendliness, or expertise.
This model suggests that persuasion effectiveness depends on the receiver's mode of thinking, with arguments being more impactful for systematic thinkers and cues holding more sway over heuristic thinkers.

Influence and Persistence

Influence achieved through the systematic mode is more enduring, resistant to change, and predictive of behavior compared to influence derived from the heuristic mode.
Although both modes can lead to the same amount of influence in the short term, the systematic path is more influential in the long run.

Teacher Persuasion

Teachers often rely on arguments to influence students, but this approach may fail if students are not willing or able to engage in systematic thinking.
Using cues, such as being friendly, engaging, and displaying expertise, could be more effective than relying solely on arguments.
However, teachers should aim for both systematic and heuristic influence, ensuring long-lasting learning, resistance to change, and behavior modification.

Developing Effective Arguments

The most effective arguments are those that resonate with the receiver's point of view and understanding.
To develop strong arguments, it's essential to take a deep dive into the target audience, understanding their perspectives, interests, preferences, and language.

Cues of Influence

These are mental shortcuts that operate in the heuristic mode, influencing behavior without requiring significant cognitive effort.
Cues are most effective when the receiver is not engaged in systematic thinking, relying on mental shortcuts to simplify decision-making.

Liking

When people like the source, they are more likely to comply with their requests.
Building rapport and fostering positive relationships can significantly increase influence.
People are more likely to purchase products from salespeople they like or at parties held by friends.
Even physical attractiveness can influence people because they are often associated with positive qualities, leading to increased liking.

Introduction to Influence and Persuasion

Influence is any deliberate attempt to change a receiver's thoughts, feelings, or behaviors.
Persuasion is a specific kind of influence that uses communication to change a receiver's attitude.
Attitude is a person’s evaluation of an object of thought.
Persuasion aims to change attitudes because attitudes drive behavior.

Attitudes Drive Behavior

To influence behavior, sometimes attitudes must be changed first.
Attitudes play a key role in determining behavior.
An attitude should be relevant to the situation for it to impact behavior.
If an attitude isn’t available or relevant, it won’t drive behavior.

Cues of Life

Robert Cialdini focused on real-life persuasion tactics.
Cialdini identified six general cues of influence that transcend occupations, regions, personalities, and education.
These cues are mental shortcuts that operate in the heuristic mode of thinking.
The cues are most effective when the receiver is not carefully, deeply, or systematically thinking.

Consistency

The consistency tactic forces a customer to maintain consistency with their initial position.
One example is the “bait and switch” tactic, where the customer agrees to buy a product at a good price, but the product is then replaced by a more expensive alternative.

Scarcity

Scarcity is the rule that rare things are highly valued.
The Home Shopping Network uses scarcity tactics, such as time limits, to create a sense of urgency and encourage purchases.

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Description

Explore the intricate relationship between attitude and behavior in this psychology quiz. Learn about the factors that influence attitudes, such as availability and relevance, and how priming can shape our responses. Delve into dual process models to understand systematic and heuristic modes of persuasion.