Psychology of Attitudes and Persuasion
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Psychology of Attitudes and Persuasion

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Questions and Answers

What is the primary reason a person is more likely to accept additional costs after the initial offer of a vacation package?

  • The additional costs are significantly lower.
  • They have already committed to the vacation. (correct)
  • They want to avoid any further negotiations.
  • They find the additional costs beneficial.

    • In the Door-in-the-Face technique, what is the likely outcome when the larger request is first denied?

  • The smaller request is unlikely to be accepted.
  • The person becomes frustrated and refuses all requests.
  • The subsequent smaller request appears more reasonable. (correct)
  • The larger request creates a negative impression.

    • Which of the following is an example of additional costs in a car purchase scenario?

  • Trade-in value
  • Financing rates
  • Discounts offered
  • Delivery charges and taxes (correct)

    • What is the first step in applying the Door-in-the-Face technique?

    <p>Present a large request that is likely to be refused.</p> Signup and view all the answers

    What psychological principle does the Door-in-the-Face technique leverage to increase compliance?

    <p>Contrast between unrealistic and realistic requests.</p> Signup and view all the answers

    What is the primary purpose of attitude inoculation?

    <p>To make individuals immune to persuasion attempts</p> Signup and view all the answers

    How does subliminal messaging affect consumer behavior?

    <p>By influencing thoughts and behaviors without conscious awareness</p> Signup and view all the answers

    Which of the following is not an example of subliminal messaging?

    <p>Clear infomercials showcasing products</p> Signup and view all the answers

    What effect does the gradual exposure technique in Milgram's experiment have on participants?

    <p>Increases their likelihood to comply with higher shocks</p> Signup and view all the answers

    What is the key characteristic of product placement in advertising?

    <p>Integrating branded products into media content</p> Signup and view all the answers

    What is a common misconception about subliminal messages?

    <p>They are always easily detectable by consumers</p> Signup and view all the answers

    What is one of the main techniques used in subliminal advertising?

    <p>Embedding hidden messages and images</p> Signup and view all the answers

    What is the goal of employing a gradual increase of voltage in Milgram's experiment?

    <p>To make compliance seem increasingly normal</p> Signup and view all the answers

    What is the primary purpose of product placement in media content?

    <p>To subtly influence viewers' purchasing decisions.</p> Signup and view all the answers

    Which of the following describes the ingratiation technique?

    <p>Doing a favor to receive something in return.</p> Signup and view all the answers

    What does the deadline technique aim to achieve?

    <p>To provoke urgency in the decision-making process.</p> Signup and view all the answers

    Which statement accurately describes the foot-in-the-door technique?

    <p>It involves making a small request before a larger one.</p> Signup and view all the answers

    What characterizes the low-balling technique?

    <p>An initial low offer followed by added costs after commitment.</p> Signup and view all the answers

    How does playing hard to get influence compliance?

    <p>By making the requester seem more valuable or desirable.</p> Signup and view all the answers

    What is an example of the foot-in-the-door technique?

    <p>Borrowing a small item before requesting larger favors.</p> Signup and view all the answers

    In context to compliance techniques, what is the significance of creating urgency?

    <p>It speeds up decision-making and encourages compliance.</p> Signup and view all the answers

    What does attitude accessibility refer to?

    <p>The speed with which an attitude can be expressed</p> Signup and view all the answers

    Which factor is NOT considered in the Theory of Planned Behavior?

    <p>Cognitive dissonance</p> Signup and view all the answers

    What role do social norms play in predicted behavior according to the Theory of Planned Behavior?

    <p>They support the individual's attitude</p> Signup and view all the answers

    In the Yale Attitude Change Approach, which component refers to the characteristics of the person delivering the message?

    <p>Source</p> Signup and view all the answers

    What is an example of a technique used in persuasion?

    <p>Counter-attitudinal advocacy</p> Signup and view all the answers

    How does self-efficacy influence behavior according to the Theory of Planned Behavior?

    <p>It reflects the individual's control over a situation</p> Signup and view all the answers

    Which of the following is NOT a key component of the Yale Attitude Change Approach?

    <p>Feedback</p> Signup and view all the answers

    Which statement is true regarding persuasion?

    <p>It involves techniques to change attitudes</p> Signup and view all the answers

    What does the Yale Attitude Change Approach primarily focus on in the context of persuasion?

    <p>The characteristics of the audience and the credibility of the source</p> Signup and view all the answers

    Which route of persuasion in the Elaboration Likelihood Model involves deep cognitive processing?

    <p>Central Route</p> Signup and view all the answers

    In the context of the Elaboration Likelihood Model, which example illustrates the peripheral route of persuasion?

    <p>Choosing a product because it has a famous spokesperson</p> Signup and view all the answers

    What does the Matching Hypothesis suggest about advertisements?

    <p>Persuasion increases when advertisements align with a person's reasoning route</p> Signup and view all the answers

    Which of the following statements best describes the peripheral route of persuasion?

    <p>It focuses on emotional appeal and superficial cues such as visuals</p> Signup and view all the answers

    What element is NOT affected by negative advertisements according to the content provided?

    <p>The actual facts presented</p> Signup and view all the answers

    According to the content, which factor does NOT play a crucial role in determining the effectiveness of an advertisement?

    <p>The source's emotional connection</p> Signup and view all the answers

    In the line graph described, what does the blue line represent?

    <p>Effectively based attitudes showing favorable thoughts</p> Signup and view all the answers

    Study Notes

    Attitude Accessibility

    • How quickly someone can express their attitude about something
    • Similar to the availability heuristic, where we rely on easily accessible information
    • Influenced by how strong and important the attitude is

    Theory of Planned Behavior

    • Predicts behavior based on a person's attitude, social norms and self-efficacy
    • Attitude is a predictor of future behavior
    • Social norms impact behavior
    • Perceived control over the situation is crucial for behavior

    Persuasion and Attitude Change

    • Changing someone's attitude or behavior through communication
    • Includes techniques like peer pressure and cognitive dissonance

    Yale Attitude Change Approach

    • Explains persuasion based on source, message, channel, and audience
    • Source: Credibility and attractiveness of the message deliverer
    • Message: Content and delivery
    • Channel: How the message is communicated
    • Audience: Characteristics of who the message targets

    Elaboration Likelihood Model

    • Two routes to persuasion: Central and Peripheral
    • Central route involves deep, cognitive processing
    • Peripheral route involves superficial, emotional processing

    Matching Hypothesis

    • Advertisements are more persuasive if they match the individual's preferred reasoning route
    • Central route is cognitively based, relying on logic and deep thinking
    • Peripheral route relies on emotions and appeals to social identity

    Attitude Inoculation

    • Exposing individuals to small doses of arguments against their position, making them less susceptible to persuasion attempts
    • Exposure to small doses of opposing arguments makes them more resistant to larger persuasion attempts

    Subliminal Messaging

    • Hidden messages in ads that influence behavior without conscious awareness
    • Can appeal to emotions and subtly suggest benefits

    Product Placement

    • Integrating branded products into media content, influencing viewers' purchasing decisions
    • Subtly influences viewer purchasing decisions through exposure

    Types of Compliance

    • Techniques used to persuade individuals to comply with requests
    • Ingratiation: Doing someone a favor to get something in return
    • Playing hard to get: Making oneself seem scarce or valuable
    • Deadline technique: Creating urgency by setting a time limit for a sale or offer

    Foot-in-the-Door Technique

    • Increasing compliance with a larger request by first making a small request
    • Creates a sense of commitment and investment in the outcome

    Low-Balling Technique

    • Getting commitment with an initial low offer, then adding costs later
    • Initially low offer secures commitment, making it difficult to back out when further costs are added

    Door-in-the-Face Technique

    • A large request is made first, likely to be refused, then a smaller request follows
    • The second request seems more reasonable in comparison, increasing compliance

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    Description

    Explore key concepts related to attitudes, behavior prediction, and persuasion in psychology. This quiz covers theories such as the Theory of Planned Behavior, the Yale Attitude Change Approach, and factors influencing attitude accessibility and change. Test your understanding of how attitudes affect behavior and the techniques used in persuasive communication.

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