12.3-12.5

Question 1

● Branch of psychology that
studies the habits of consumers
in the marketplace.
● Devoted to figuring out how to
get people to buy things that
someone is selling.

Answer 1

CONSUMER PSYCHOLOGY

Question 2

● Changing one’s behavior as a
result of other people directing
or asking for the change.
● The person or group asking for
the change in behavior typically
doesn’t have any real authority
or power to command a change

Answer 2

COMPLIANCE

Question 3

when that authority does exist and behavior
is changed as a result, it is called,

Answer 3

obedience

Question 4

● Asking for a small commitment
and, after gaining compliance, asking for a bigger
commitment.
● First small request acts as an
opener.

Answer 4

FOOT-IN-THE-DOOR TECHNIQUE

Question 5

● Asking for a large commitment
and being refused and then
asking for a smaller
commitment.
○ Followed by a second
smaller and more
reasonable request that
often get compliance.

Answer 5

DOOR-IN-THE-FACE TECHNIQUE

Question 6

● Getting a commitment from a
person and then raising the cost
of that commitment.
● Another compliance technique,
also common in the world of
sales.
● In this technique that is related
to the foot-in-the-door
technique, once a commitment
is made, the cost of that
commitment is increased.

Answer 6

LOWBALL TECHNIQUE

Question 7

● Changing one’s behavior at the
command of an authority figure

Answer 7

OBEDIENCE

Question 8

set out to find answers to these questions. He was aware of Asch’s studies
of conformity and wondered how much impact social influence could have on a behavior
that was more meaningful than judging the length of lines on cards

Answer 8

Stanley Milgram

Question 9

The mental processes that
people use to make sense of the
social world around them.

Answer 9

SOCIAL COGNITION

Question 10

● A tendency to respond positively
or negatively toward a certain
person, object, idea, or situation

Answer 10

ATTITUDE

Question 11

consist of the way a
person feels and thinks about
something, as well as the way
the person chooses to behave.

Answer 11

Attitudes

Question 12

Attitudes are made up of three
different parts or components:

Answer 12

1. Affect (feelings)
2. Behavior (actions)
3. Cognition (thoughts)

Question 13

○ The way a person feels
toward the object, person,
or situation.

Answer 13

AFFECTIVE COMPONENT

Question 14

= used in
psychology to mean
“emotions” or “feelings”

Answer 14

Affect

Question 15

Affective component is
the

Answer 15

emotional
component

Question 16

BEHAVIOR COMPONENT
○ The action a person takes
in regard to the person,
object, or situation.

Answer 16

BEHAVIOR COMPONENT

Question 17

○ The way a person thinks
about himself or herself,

Answer 17

COGNITIVE COMPONENT

Question 18

● The result of a number of
different influences with only
one thing in common: They are
all forms of learning

Answer 18

ATTITUDE FORMATION

Question 19

DIRECT CONTACT
○ One way in which
attitudes are formed is by
direct contact with the
person, idea, situation, or
object that is the focus of
the attitude.

Answer 19

DIRECT CONTACT

Question 20

○ Another way in which
attitudes are formed is by
direct instruction, either
by parents or some other
individual

Answer 20

DIRECT INSTRUCTION

Question 21

○ Sometimes attitudes are
formed because the
person is around other
people with that attitude.

Answer 21

INTERACTION WITH OTHERS

Question 22

○ Many attitudes are
learned through the
observation of other
people’s actions and
reactions to various
objects, people, or
situations.

Answer 22

VICARIOUS CONDITIONING
(OBSERVATIONAL LEARNING)