Attitudes and Persuasion 4.2

Question 1

Attitude

Answer 1

Feelings that cause us to evaluate some people, groups, or issues in a particular way

1. Cognitive - thoughts about the given
   topic or situation
2. Affective - Feelings or emotions about a
   topic
3. Your actions regarding the topic or
   situation

Question 2

Looking Glass Effect

Answer 2

When we are aware of our attitudes, we are more likely to allow them to guide our behavior

Question 3

Foot-in-the-door phenomenon
(Form of persuasion)

Answer 3

Ask for something small at first, then hit a person with a larger request later

Question 4

Peripheral route
(Form of persuasion)

Answer 4

People make emotional judgments based on attention-getting cues (celebrity endorsements, music, images)

Question 5

Central route
(Form of persuasion)

Answer 5

Offers evidence and arguments to trigger careful thinking

Question 6

Low-ball technique

Answer 6

Persuader gets you to commit to a low-ball offer they have no intention of keeping. After you commit, they later tell you can’t do It for that price. Since you have already committed, it is hard to say no to the new higher price demand.

Question 7

Door-in-the-face

Answer 7

Make a larger request that you know they will say no to and then follow with a smaller request

Question 8

That’s-not-all

Answer 8

Make an offer, but before it can be accepted, you throw in something extra to make it even more attractive

Question 9

Rule of commitment

Answer 9

Once you make a public commitment, it applies pressure to you to stay consistent with your earlier commitment

Question 10

Four-walls technique

Answer 10

A series of carefully worded questions makes you realize that you have no good reason for not purchasing the product. Saying yes to a string of questions makes it hard to say no.

Question 11

The reciprocity norm and compliance

Answer 11

We feel obliged to return favors, even those we did not want in the first place