Attitudes and Persuasion

Question 1

To be a persuasive communicate you need to be… (Holland 1953) ?

Answer 1

Credible
Powerful
Attractive
Similar to recipiant

Question 2

What did Zajonc (1968) find?

Answer 2

People have a more positive attitude to familiar things

Question 3

Attitudes =?

Answer 3

Behaviour

Question 4

What did La Piere (1934) do?

Answer 4

He took a Chinese couple around USA when there was hostility between USA and China. They went to 250 hotels and 1 said no. When La Piere wrote to them 92% said no, without seeing the couple.

Question 5

Attitudes can be best predict behaviour when…

Answer 5

Close in time - peoples attitudes can change over time
They are strongly/passionately held
They relate to behaviour

Question 6

What is Ajzen’s (1991) Theory of Planned Behaviour?

Answer 6

Our attitudes, subjective norms and perceived control = our intention which = our behaviour

Question 7

Describe Petty and Cacioppo (1986) Central and Peripheral route?

Answer 7

Central Route = Facts, figures, data. For people already passionate

Peripheral Route = music, colour. Invading peoples feelings