Attitude and attitude change

Question 1

Define

Yale Attitude Change Approach

Answer 1

The study of the conditions under which people are most likely to change their attitudes in response to persuasive messages, focusing on the source of the communication, the nature of the communication, and the nature of the audience

Question 2

Define

Theory of Planned Behaviour

Answer 2

The idea that people’s intentions are the best predictors of their deliberate behaviours, which are determined by their attitudes towards specific behaviours, subjective norms, and perceived behavioural control

Question 3

Define

Subliminal Messages

Answer 3

Words or pictures that are not consciously perceived by may nevertheless influence judgments, attitudes, and behaviours

Question 4

Define

Reactance Theory

Answer 4

Te idea that when people feel their freedom to perform a certain behaviour is threatned, an unpleasant state of resistance is aroused, which they can reduce by performing the prohibited behaviour

Question 5

Define

Persuasive Communication

Answer 5

A message advocating a particular side of an issue

Question 6

Define

Peripheral Route to Persuasion

Answer 6

The case in which people do not elaborate on the arguments in a persuasive communication but are instead swayed by more superficial cues

Question 7

Define

Operant Conditioning

Answer 7

The phenomenon whereby behaviours we freely choose to perform become more or less frequent, depending on whether they are followed by a reward or punishment

Question 8

Define

Implicit Attitudes

Answer 8

Attitudes that exist outside of conscious awareness

Question 9

Define

Heuristic-Systematic Model of Persuasion

Answer 9

An explanation of the two ways in which persuasive communications can cause attitude change: either systematically processing the merits of the arguments or using mental shortcuts or heuristics

Question 10

Define

Gender Roles

Answer 10

Societal beliefs - such as those conveyed by media and other sources - regarding how men and women are expected to behave

Question 11

Define

Fear-Arousing Communication

Answer 11

Persuasive message that attempts to change people’s attitudes by arousing their fears

Question 12

Define

Explicit Attitudes

Answer 12

Attitudes that we consciously endorse and can easily report

Question 13

Define

Elaboration Likelihood Model

Answer 13

A model explaining two ways in which persuasive communications can cause attitude change: centrally, when people are motivated and have the ability to pay attention to the arguments in the communication, and peripherally, when people do not pay attention to the arguments but are instead swayed by surface characteristics

Question 14

Define

Counterattiduninal Advocacy

Answer 14

Stating an opinion or attitude that runs counter to one’s private belief or attitude

Question 15

Define

Cognitively Based Attitude

Answer 15

An attitude based primarily on people’s beliefs about the properties of an attitude object

Question 16

Define

Central Route to Persuasion

Answer 16

The case in which people have both the ability and the motivation to elaborate on a persuasive communication, listening carefully to and thinking about the arguments presented

Question 17

Define

Cognitive Dissonance

Answer 17

The discomfort that people feel when two cognitions (beliefs, attitudes) conflict, or when they behave in ways that are inconsistent with their conception of themselves

Question 18

Define

Behaviourally Based Attitude

Answer 18

An attitude based on observations of how one behaves toward an object

Question 19

Define

Attitudes

Answer 19

Evaluations of people, objects, and ideas

Question 20

Define

Attitude Inoculation

Answer 20

Making people immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position

Question 21

Define

Attitude Accessibility

Answer 21

The strength of the association between an attitude object and a person’s evaluation of that object, measured by the speed with which people can report how they feel about the object

Question 22

Define

Affectively Based Attitude

Answer 22

An attitude based more on people’s feelings and values than on their belief about the nature of an attitude object

Question 23

Define

Classical conditioning

Answer 23

a learning process that occurs when two stimuli are repeatedly paired: a response which is at first elicited by the second stimulus is eventually elicited by the first stimulus alone

Question 24

Definition

The study of the conditions under which people are most likely to change their attitudes in response to persuasive messages, focusing on the source of the communication, the nature of the communication, and the nature of the audience

Answer 24

Yale Attitude Change Approach

Question 25

Definition

The idea that people’s intentions are the best predictors of their deliberate behaviours, which are determined by their attitudes towards specific behaviours, subjective norms, and perceived behavioural control

Answer 25

Theory of Planned Behaviour

Question 26

Definition

Words or pictures that are not consciously perceived by may nevertheless influence judgments, attitudes, and behaviours

Answer 26

Subliminal Messages

Question 27

Definition

Te idea that when people feel their freedom to perform a certain behaviour is threatned, an unpleasant state of resistance is aroused, which they can reduce by performing the prohibited behaviour

Answer 27

Reactance Theory

Question 28

Definition

A message advocating a particular side of an issue

Answer 28

Persuasive Communication

Question 29

Definition

The case in which people do not elaborate on the arguments in a persuasive communication but are instead swayed by more superficial cues

Answer 29

Peripheral Route to Persuasion

Question 30

Definition

The phenomenon whereby behaviours we freely choose to perform become more or less frequent, depending on whether they are followed by a reward or punishment

Answer 30

Operant Conditioning

Question 31

Definition

Attitudes that exist outside of conscious awareness

Answer 31

Implicit Attitudes

Question 32

Definition

An explanation of the two ways in which persuasive communications can cause attitude change: either systematically processing the merits of the arguments or using mental shortcuts or heuristics

Answer 32

Heuristic-Systematic Model of Persuasion

Question 33

Definition

Societal beliefs - such as those conveyed by media and other sources - regarding how men and women are expected to behave

Answer 33

Gender Roles

Question 34

Definition

Persuasive message that attempts to change people’s attitudes by arousing their fears

Answer 34

Fear-Arousing Communication

Question 35

Definition

Attitudes that we consciously endorse and can easily report

Answer 35

Explicit Attitudes

Question 36

Definition

A model explaining two ways in which persuasive communications can cause attitude change: centrally, when people are motivated and have the ability to pay attention to the arguments in the communication, and peripherally, when people do not pay attention to the arguments but are instead swayed by surface characteristics

Answer 36

Elaboration Likelihood Model

Question 37

Definition

Stating an opinion or attitude that runs counter to one’s private belief or attitude

Answer 37

Counterattiduninal Advocacy

Question 38

Definition

An attitude based primarily on people’s beliefs about the properties of an attitude object

Answer 38

Cognitively Based Attitude

Question 39

Definition

The case in which people have both the ability and the motivation to elaborate on a persuasive communication, listening carefully to and thinking about the arguments presented

Answer 39

Central Route to Persuasion

Question 40

Definition

The discomfort that people feel when two cognitions (beliefs, attitudes) conflict, or when they behave in ways that are inconsistent with their conception of themselves

Answer 40

Cognitive Dissonance

Question 41

Definition

An attitude based on observations of how one behaves toward an object

Answer 41

Behaviourally Based Attitude

Question 42

Definition

Evaluations of people, objects, and ideas

Answer 42

Attitudes

Question 43

Definition

Making people immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position

Answer 43

Attitude Inoculation

Question 44

Definition

The strength of the association between an attitude object and a person’s evaluation of that object, measured by the speed with which people can report how they feel about the object

Answer 44

Attitude Accessibility

Question 45

Definition

An attitude based more on people’s feelings and values than on their belief about the nature of an attitude object

Answer 45

Affectively Based Attitude

Question 46

Definition

a learning process that occurs when two stimuli are repeatedly paired: a response which is at first elicited by the second stimulus is eventually elicited by the first stimulus alone

Answer 46

Classical conditioning

Question 47

1) In a two-component model, an attitude

A) needs a counter-attitude to survive

B) consists both of a mental readiness to act and an evaluative response

C) consists both of an object and a subject

D) is first formed and then consolidated

Answer 47

1) In a two-component model, an attitude

A) needs a counter-attitude to survive

B) consists both of a mental readiness to act and an evaluative response

C) consists both of an object and a subject

D) is first formed and then consolidated

Question 48

2) In a three-component model, an attitude consists of

A) cognition, motivation and communication

B) likes, dislikes and needs

C) beliefs, feelings and a tendency to act

D) acting, behaving and doing

Answer 48

2) In a three-component model, an attitude consists of

A) cognition, motivation and communication

B) likes, dislikes and needs

C) beliefs, feelings and a tendency to act

D) acting, behaving and doing

Question 49

3) That people strive for cognitive consistency in their attitudes is a basic principle of

A) multiple criterion theory

B) balance theory

C) sociocognitive theory

D) information processing theory

Answer 49

3) That people strive for cognitive consistency in their attitudes is a basic principle of

A) multiple criterion theory

B) balance theory

C) sociocognitive theory

D) information processing theory

Question 50

4) In balance theory, a triad is balanced when there is (are)

A) two positive relationships

B) just one negative relationship

C) an odd number of negative relationships

D) none of the above

Answer 50

4) In balance theory, a triad is balanced when there is (are)

A) two positive relationships

B) just one negative relationship

C) an odd number of negative relationships

D) none of the above

Question 51

5) Jill likes fetching pails of water, and also fancies Jack. The triad will be balanced for Jill if

A) John walks up the hill without a pail of water

B) Jack does not fancy Jill

C) Jack likes fetching pails of water

D) Jack won’t fetch things

Answer 51

5) Jill likes fetching pails of water, and also fancies Jack. The triad will be balanced for Jill if

A) John walks up the hill without a pail of water

B) Jack does not fancy Jill

C) Jack likes fetching pails of water

D) Jack won’t fetch things

Question 52

6) Automatic judgements are to attitudes as ________ is (are) to ________.

A) implicit measures; explicit measures

B) unconscious; conscious

C) the observer; the actor

D) introversion; extraversion

Answer 52

6) Automatic judgements are to attitudes as ________ is (are) to ________.

A) implicit measures; explicit measures

B) unconscious; conscious

C) the observer; the actor

D) introversion; extraversion

Question 53

7) The correspondence between attitudes and behaviour varies according to

A) the strength of the person’s identification with the group in question

B) what extent the attitude is accessible

C) whether the person’s attitude is expressed at home or in public

D) all of the above

Answer 53

7) The correspondence between attitudes and behaviour varies according to

A) the strength of the person’s identification with the group in question

B) what extent the attitude is accessible

C) whether the person’s attitude is expressed at home or in public

D) all of the above

Question 54

8) In the theory of reasoned action, a subjective norm is

A) a product of our beliefs about the target behaviour and how these beliefs are evaluated

B) an internal declaration to act

C) the action performed

D) a product of what we think others believe

Answer 54

8) In the theory of reasoned action, a subjective norm is

A) a product of our beliefs about the target behaviour and how these beliefs are evaluated

B) an internal declaration to act

C) the action performed

D) a product of what we think others believe

Question 55

9) The theory of planned behaviour extended the theory of reasoned action by

A) adding the variable of perceived behavioural control

B) defining ‘intention’

C) re-arranging the three components of ‘beliefs’, ‘intention’ and ‘action’

D) specifying the questions that are asked in order to predict behaviour

Answer 55

9) The theory of planned behaviour extended the theory of reasoned action by

A) adding the variable of perceived behavioural control

B) defining ‘intention’

C) re-arranging the three components of ‘beliefs’, ‘intention’ and ‘action’

D) specifying the questions that are asked in order to predict behaviour

Question 56

10) According to the theory of reasoned action, the best way of predicting what a person will do is to

A) work out an index based on a combination of several specific behaviours

B) ask if the person intends to do whatever we want to predict

C) use a Likert scale

D) undertake a test run

Answer 56

10) According to the theory of reasoned action, the best way of predicting what a person will do is to

A) work out an index based on a combination of several specific behaviours

B) ask if the person intends to do whatever we want to predict

C) use a Likert scale

D) undertake a test run

Question 57

What are positive attitudes?

Answer 57

Attitudes that result in positive outcomes – paying attention to the good in people and situations

Question 58

What are negative attitudes?

Answer 58

Attitudes that result in undesirable outcomes – ignoring the good in people and situations

Question 59

True or False:

Attitudes can be heritable

Answer 59

True

Question 60

What are the three factors of the Three-component attitude model?

Answer 60

Beliefs (cognition)

Affect (feelings)

Behaviour

Question 61

What contributes to the feelings aspect of attitude?

Answer 61

Conditioning (classical, operant)

Question 62

What are implicit attitudes?

Answer 62

involuntary and automatic evaluations; could be favourable or unfavourable, covert

Question 63

How can we measure implicit attitudes?

Answer 63

physiological indicators, non-verbal behaviour, Implicit Association Test (IAT)

Question 64

What are explicit attitudes?

Answer 64

deliberate and controlled evaluations, overt

Question 65

How do we measure explicit attitudes?

Answer 65

self report inventories, questionnaires

Question 66

Why do attitudes exist?

Answer 66

• Adaptive (instrumental function): Help people to attain desired goals and rewards, avoid undesirable circumstances and punishment
• Knowledge function: Makes the world more understandable, predictable, and knowable
• Value expressive (ego-expressive): values integral to one’s self-concept; enables us to express who we are
• Ego defence: Protects a person from damaging information; but may involve some bias (e.g., homophobia)

Question 67

What effects whether attitudes will predict behaviour?

Answer 67

• Accessibility of attitude: ease and speed
• Whether it is planned
  
  • Specific attitudes are more likely to result in predictable behaviour
  • Subjective norms: how will others view us?
  • Perceived behavioural control: is the behaviour difficult?

Question 68

Best predictors of planned behaviour are __________

Answer 68

Best predictors of planned behaviour are intentions

Question 69

Best predictors of ___________are attitudes, subjective norms and perceived behavioural control

Answer 69

Best predictors of intentions are attitudes, subjective norms and perceived behavioural control

Question 70

What is the rationale of cognitive dissonance theory?

Answer 70

We have an inner drive to hold all our attitudes and beliefs in harmony and avoid disharmony (or dissonance). If there are inconsistencies, we try to rationalise them to reduce psychological discomfort.

Question 71

According to the Yale attitude change response, what are the 3 important factors of attitude change?

Answer 71

• Who is the communicator?*
• Experts, popular & attractive people, speech rate
• What is the message?*
• manipulation, fear, two sided communication, primacy/recency effect
• Who is the audience?*
• Self esteem, age, gender, individual differences, level of intelligence

Question 72

What are the two routes of the elaboration-likelihood model?

Answer 72

• Central route - more convincing, counter arguments, motivation & ability to deliberate on the message
• Peripheral route - low level arguments, swayed by superficial cues, who delivers the message

Question 73

Attitude change relying on the cental route depends on what? What about the peripheral route?

Answer 73

Central: depends on argument quality

Peripheral: depends on presence of persuasive cues

Question 74

What are split cable market tests?

Answer 74

keep track of what people buy by giving potential consumers special ID cards that are scanned at checkout counters, they can tell whether people who saw a commercial for a product actually bought the product

Question 75

What is attitude inoculation?

Answer 75

making people resistant to persuasion; the process of supplying information to receivers before the communication process takes place in hopes that the information would make the receiver more resistant.

Question 76

What is reactance theory based on?

Answer 76

Unpleasant feeling when freedom to choose is threatened; example – not pressuring children to not do something – they will do exactly what parents don’t want them to do!

Question 77

11) Ian is a loyal fan of an Olympic champion who is also called Ian. Although he is small, Ian joins the school’s swimming squad, determined to become another big ‘Ian’ in swimming history. According to the theory of planned behaviour, a crucial element in predicting success from Ian’s new sporting attitude will be

A) his belief that he can carry out his training schedule

B) the richness of his visual imagery about winning

C) his actual training schedule

D) avoiding making comparisons with his peer swimmers

Answer 77

11) Ian is a loyal fan of an Olympic champion who is also called Ian. Although he is small, Ian joins the school’s swimming squad, determined to become another big ‘Ian’ in swimming history. According to the theory of planned behaviour, a crucial element in predicting success from Ian’s new sporting attitude will be

A) his belief that he can carry out his training schedule

B) the richness of his visual imagery about winning

C) his actual training schedule

D) avoiding making comparisons with his peer swimmers

Question 78

12) When compared to non-accessible attitudes, an accessible attitude is

A) more difficult to recall

B) less resistant to change

C) more likely to correspond with behaviour

D) all of the above

Answer 78

12) When compared to non-accessible attitudes, an accessible attitude is

A) more difficult to recall

B) less resistant to change

C) more likely to correspond with behaviour

D) all of the above

Question 79

13) Since the day Ben met Sandra at work, he has not liked her. Ben has always thought Sandra was arrogant and rude, especially towards him. As Ben sees Sandra every day at work, he has been reminded over and over again of how arrogant and rude she is. Sandra found out what Ben thought of her, and made a conscious effort to act nicer to Ben, and also towards others around the office. Although others have noticed that Sandra has changed remarkably for the better since she started working there, Ben cannot see this and maintains his negative perception of Sandra. Ben’s attitude towards Sandra demonstrates that

A) the accessibility of attitudes can produce insensitivity to change

B) there is a clear attitude-behaviour link

C) Ben’s negative evaluations of Sandra are unjustified

D) all attitudes can never be changed, regardless of people’s best efforts

Answer 79

13) Since the day Ben met Sandra at work, he has not liked her. Ben has always thought Sandra was arrogant and rude, especially towards him. As Ben sees Sandra every day at work, he has been reminded over and over again of how arrogant and rude she is. Sandra found out what Ben thought of her, and made a conscious effort to act nicer to Ben, and also towards others around the office. Although others have noticed that Sandra has changed remarkably for the better since she started working there, Ben cannot see this and maintains his negative perception of Sandra. Ben’s attitude towards Sandra demonstrates that

A) the accessibility of attitudes can produce insensitivity to change

B) there is a clear attitude-behaviour link

C) Ben’s negative evaluations of Sandra are unjustified

D) all attitudes can never be changed, regardless of people’s best efforts

Question 80

14) Carla has helped out at Open Day at the university for the last two years. However, she has never been a charity collector on the main street. For which activity is she more likely to volunteer this year?

A) The probability is about the same

B) Open Day

C) It is impossible to answer this without knowing more about Carla

D) Charity collecting

Answer 80

14) Carla has helped out at Open Day at the university for the last two years. However, she has never been a charity collector on the main street. For which activity is she more likely to volunteer this year?

A) The probability is about the same

B) Open Day

C) It is impossible to answer this without knowing more about Carla

D) Charity collecting

Question 81

15) As our attitudes are formed, factors such as ‘mere exposure to the object of our attitude’ and ‘conditioning’

A) play little part

B) constrain how attitudes show in our behaviour

C) control how vicarious experience works

D) are evidence of direct experience

Answer 81

15) As our attitudes are formed, factors such as ‘mere exposure to the object of our attitude’ and ‘conditioning’

A) play little part

B) constrain how attitudes show in our behaviour

C) control how vicarious experience works

D) are evidence of direct experience

Question 82

16) What do Likert’s method of summated ratings, Guttman’s scale and Thurstone’s method of equalappearing intervals have in common?

A) They all have a neutral point

B) They were invented in the 1920s

C) The assumption that attitudes can be measured quantitatively

D) Their ease of construction

Answer 82

16) What do Likert’s method of summated ratings, Guttman’s scale and Thurstone’s method of equalappearing intervals have in common?

A) They all have a neutral point

B) They were invented in the 1920s

C) The assumption that attitudes can be measured quantitatively

D) Their ease of construction

Question 83

17) You work for the City Council. They commission you to find out what sort of summer event is most popular with the public, so you attend various events and count the number of people who attend. In so doing you have opted for

A) a qualitative approach to answering the council’s question

B) an unobtrusive measure of people’s attitudes

C) the least demanding strategy

D) the most enjoyable way of fulfilling your contract

Answer 83

17) You work for the City Council. They commission you to find out what sort of summer event is most popular with the public, so you attend various events and count the number of people who attend. In so doing you have opted for

A) a qualitative approach to answering the council’s question

B) an unobtrusive measure of people’s attitudes

C) the least demanding strategy

D) the most enjoyable way of fulfilling your contract

Question 84

18) What are the three general variables involved in persuasion according to the Yale approach to communications theory?

A) The source, the message, and where it’s presented

B) The message, where it’s presented, and previous ideologies of the audience

C) The source, the audience, and where the message is presented

D) The source, the message, and the audience

Answer 84

18) What are the three general variables involved in persuasion according to the Yale approach to communications theory?

A) The source, the message, and where it’s presented

B) The message, where it’s presented, and previous ideologies of the audience

C) The source, the audience, and where the message is presented

D) The source, the message, and the audience

Question 85

19) Dr Kurt Krop, leading biochemist, is to address other scientists to support his drive to secure government funding for developing genetically engineered tomatoes. A very good tactic to get their backing is to

A) provide a detailed account of exactly how the funds will be used

B) give them a drink of some secretly genetically engineered tomato juice

C) deal with anti-GE arguments as well as pro-GE arguments

D) hail GE foodstuffs as the solution for the future of the world population

Answer 85

19) Dr Kurt Krop, leading biochemist, is to address other scientists to support his drive to secure government funding for developing genetically engineered tomatoes. A very good tactic to get their backing is to

A) provide a detailed account of exactly how the funds will be used

B) give them a drink of some secretly genetically engineered tomato juice

C) deal with anti-GE arguments as well as pro-GE arguments

D) hail GE foodstuffs as the solution for the future of the world population

Question 86

20) A distributor of security alarms keeps telling you daily on the radio that ‘you don’t just need one – you need two! One for the house and one for the car.’ Hearing this every day is likely to make you

A) begin to believe that this is true

B) think that he is exaggerating the rate of house break-ins

C) feel insecure

D) want to sell your house

Answer 86

20) A distributor of security alarms keeps telling you daily on the radio that ‘you don’t just need one – you need two! One for the house and one for the car.’ Hearing this every day is likely to make you

A) begin to believe that this is true

B) think that he is exaggerating the rate of house break-ins

C) feel insecure

D) want to sell your house

Question 87

21) You see a qualified medical doctor and an unqualified physical health promoter present on the benefits of living a healthy lifestyle. Both are very convincing, although their arguments differ slightly. Knowing what you do about the importance of source credibility, you obviously tend to believe the arguments of the medical doctor rather than the health promoter. However, after about a year you find yourself talking to a friend about why they should be living a healthier lifestyle, and without realising it you are forcefully putting forward the arguments of both the medical doctor and the health promoter you saw present a year earlier. This is an example of

A) terror management theory

B) protection motivation theory

C) the inverted U-curve

D) the sleeper effect

Answer 87

21) You see a qualified medical doctor and an unqualified physical health promoter present on the benefits of living a healthy lifestyle. Both are very convincing, although their arguments differ slightly. Knowing what you do about the importance of source credibility, you obviously tend to believe the arguments of the medical doctor rather than the health promoter. However, after about a year you find yourself talking to a friend about why they should be living a healthier lifestyle, and without realising it you are forcefully putting forward the arguments of both the medical doctor and the health promoter you saw present a year earlier. This is an example of

A) terror management theory

B) protection motivation theory

C) the inverted U-curve

D) the sleeper effect

Question 88

22) The two major models of persuasion, the heuristic-systematic model and the elaborationlikelihood model, have something in common. They both

A) postulate more than two processes involved in persuasion

B) deal with persuasion cues

C) draw on processes derived from developmental theories

D) use a stage model of attitude change

Answer 88

22) The two major models of persuasion, the heuristic-systematic model and the elaborationlikelihood model, have something in common. They both

A) postulate more than two processes involved in persuasion

B) deal with persuasion cues

C) draw on processes derived from developmental theories

D) use a stage model of attitude change

Question 89

23) The elaboration-likelihood model of persuasion proposes that

A) there are two routes to persuasion: central and peripheral

B) elaborate messages are more credible

C) people elaborate a simple message

D) elaboration always takes place

Answer 89

23) The elaboration-likelihood model of persuasion proposes that

A) there are two routes to persuasion: central and peripheral

B) elaborate messages are more credible

C) people elaborate a simple message

D) elaboration always takes place

Question 90

24) Karen has to evaluate two articles dealing with human resources. One article uses lots of technical jargon, but the other one is written in plain English. Time is short. Karen decides that the technical article must be more important. Karen has just used

A) a false memory

B) heuristic processing

C) cognitive algebra

D) the false consensus effect

Answer 90

24) Karen has to evaluate two articles dealing with human resources. One article uses lots of technical jargon, but the other one is written in plain English. Time is short. Karen decides that the technical article must be more important. Karen has just used

A) a false memory

B) heuristic processing

C) cognitive algebra

D) the false consensus effect

Question 91

25) Harold opts for the ingratiation tactic in asking Flora out on a date. He

A) asks her for a cigarette

B) asks her to marry him

C) drives his yellow BMW convertible with the roof down

D) compliments her on her new hairstyle

Answer 91

25) Harold opts for the ingratiation tactic in asking Flora out on a date. He

A) asks her for a cigarette

B) asks her to marry him

C) drives his yellow BMW convertible with the roof down

D) compliments her on her new hairstyle

Question 92

26) A representative from a radio station calls you up, saying that they are doing some ‘market research’ about the sorts of listeners that tune into their station. The representative just wants to ask you what your favourite song is right now. When you give him your answer he thanks you for your time and hangs up. A week later the same representative calls up and asks if they can now conduct a 20-minute interview with you about the music you listen to and what you would like to hear on their station. The radio station is using

A) intimidation

B) the foot-in-the-door tactic

C) ingratiation

D) the reciprocity principle

Answer 92

26) A representative from a radio station calls you up, saying that they are doing some ‘market research’ about the sorts of listeners that tune into their station. The representative just wants to ask you what your favourite song is right now. When you give him your answer he thanks you for your time and hangs up. A week later the same representative calls up and asks if they can now conduct a 20-minute interview with you about the music you listen to and what you would like to hear on their station. The radio station is using

A) intimidation

B) the foot-in-the-door tactic

C) ingratiation

D) the reciprocity principle

Question 93

27) With respect to social influence, if I change the rules in my favour after the person I am doing business with has already agreed on a solution for a business outcome, I have used the

A) foot-in-the-door tactic

B) low ball tactic

C) door-in-the-face tactic

D) all of the above

Answer 93

27) With respect to social influence, if I change the rules in my favour after the person I am doing business with has already agreed on a solution for a business outcome, I have used the

A) foot-in-the-door tactic

B) low ball tactic

C) door-in-the-face tactic

D) all of the above

Question 94

28) We can resist pressure from others trying to change our minds by means of the inoculation effect; that is, by first

A) becoming more aware of counter-arguments

B) exposing ourselves to two sides of an argument

C) using the analogy of how antibodies help defend the body against disease

D) all of the above

Answer 94

28) We can resist pressure from others trying to change our minds by means of the inoculation effect; that is, by first

A) becoming more aware of counter-arguments

B) exposing ourselves to two sides of an argument

C) using the analogy of how antibodies help defend the body against disease

D) all of the above