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Questions and Answers
What does attitude accessibility determine?
According to the theory of planned behavior, which element is NOT a predictor of future behavior?
Which of the following is NOT one of the four key components of the Yale Attitude Change Approach?
What role does social acceptance play in the theory of planned behavior?
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Which of the following techniques can be used in persuasion to change attitudes?
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In what way does cognitive dissonance relate to persuasion?
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What is a key benefit of having a credible source in persuasion?
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How does the accessibility of an attitude affect decision making?
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What is the primary purpose of product placement in movies and TV shows?
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What does the ingratiation technique involve?
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Which technique utilizes a small initial request to encourage compliance with a larger request?
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What does the low-balling technique usually involve?
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What is an example of the foot-in-the-door technique?
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Which of the following options best describes the deadline technique?
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Which products are commonly placed in movies and TV shows as part of marketing strategies?
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The playing hard to get technique involves which of the following strategies?
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What is the main purpose of attitude inoculation?
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How does subliminal messaging typically influence consumers?
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What is a characteristic of product placement in media?
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Which of the following best describes the incremental influence observed in Milgram's experiment?
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What type of response does subliminal messaging typically evoke in consumers?
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Which example best illustrates the concept of subliminal messaging?
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Why might marketers use attitude inoculation techniques?
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Which of the following is NOT a feature of product placement?
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What processing route do individuals typically use when they find information personally relevant?
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How does an individual's need for cognition influence their approach to persuasion?
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What is a critical factor for the effectiveness of fear-arousing communications?
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In the experiment about the aptitude test, what was the main difference in attitude between students facing a one-year versus a ten-year wait?
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What is the characteristic of individuals with a low need for cognition when it comes to processing persuasive messages?
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What was the outcome for smokers who viewed a fear-inducing film and received quitting instructions?
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What happens when too much fear is induced in persuasive messages?
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Which route of persuasion focuses on superficial aspects such as the source's expertise?
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What is the primary focus of the Elaboration Likelihood Model?
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Which route of persuasion involves deep cognitive processing?
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Negative advertisements from opposing political candidates can influence voters in which manner?
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According to the Matching Hypothesis, how can advertisements be made more persuasive?
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What characteristic distinguishes the peripheral route of persuasion?
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In the context of purchasing a car, what factors would typically be processed via the central route?
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The impact of an advertisement tends to be stronger when it matches a person's reasoning route. What does this align with?
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What does the blue line represent in the line graph showing favorable thoughts related to advertisement effectiveness?
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Study Notes
Attitude Accessibility
- How quickly we can express an attitude about a person, place, or thing
- Similar to the availability heuristic
- Quick judgment due to the attitude being in the forefront of our minds
- Influenced by the strength and importance of the attitude
Theory of Planned Behavior
- Attitude, social acceptance, and perceived self-efficacy determine future behavior
- Attitude is a predictor of future behavior
- Social acceptance influences behavior
- Perceived self-efficacy or control over the situation is crucial
Persuasion and Attitude Change
- Changing someone's attitude or behavior through communication
- Techniques used to change attitudes
- Peer pressure as a form of persuasion
- Cognitive dissonance and counter-attitudinal advocacy
Yale Attitude Change Approach
- A theory of persuasion with four components: source, message, channel, and audience
- Source: Credibility and attractiveness of the person delivering the message
- Message: Content and delivery of the message
- Channel: How the message is communicated
- Audience: Characteristics of the audience, such as attention and intelligence
Elaboration Likelihood Model
- Two routes of persuasion: central and peripheral
- Central Route: Deep, cognitive processing
- Peripheral Route: Superficial, emotional processing
Matching Hypothesis
- Advertisements are more persuasive when they align with the individual's preferred reasoning route
- Central route is cognitively based, relying on logic and deep thinking
- Peripheral route is effectively based, appealing to emotions and social identity
Persuasion and Personal Relevance
- When something is personally relevant, individuals are more likely to use the central route of persuasion
- Increased motivation leads to more effortful thinking and logical processing
Need for Cognition
- A personality trait that describes individuals who enjoy engaging in effortful cognitive activities
- People with a high need for cognition prefer the central route of persuasion
- They enjoy intellectual debates and detailed information
Fear-Arousing Communications
- Fear-arousing communications can be effective if the fear induced is moderate
- Too much fear can cause individuals to shut down, while too little fear can make them dismiss the message
Attitude Inoculation
- A process by which people become immune to persuasion attempts by being exposed to small doses of the arguments against their position
- Involves exposing individuals to small doses of opposing arguments
- This process makes individuals more resistant to larger persuasion attempts
Subliminal Messaging
- Hidden messages in advertising that influence behavior unconsciously
- Messages can appeal to emotions or suggest benefits subtly
Product Placement
- Practice of placing branded products in media content to influence viewers' purchasing decisions
- Integrates branded products into media content
- Subtly influences viewers' purchasing decisions
Types of Compliance
- 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
- A persuasion technique where a small request is made first to increase the likelihood of compliance with a larger request later
- Initial small request increases compliance with a larger request
- Creates a sense of commitment and investment in the outcome
Low-Balling Technique
- Initial low offer to secure commitment
- Additional costs are introduced after the initial commitment
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Description
Explore the concepts of attitude accessibility, the theory of planned behavior, and techniques for changing attitudes. This quiz will test your understanding of how attitudes influence behavior and the impact of persuasion. Consider key theories like the Yale attitude change approach and their implications in social settings.
