Attitudes and Persuasion

Question 1

Self-monitoring

Answer 1

Personality trait that assesses the extent to which people’s behaviour reflects their true feelings and attitudes

Question 2

Cognitive Dissonance

Answer 2

Unpleasant mental experience of tension resulting from two conflicting thoughts or beliefs

Question 3

Self-Perception Theory

Answer 3

Theory that we acquire our attitudes by observing our behaviours

Question 4

Impression Management Theory

Answer 4

Theory that we do not really change our attitudes, but report that we have so that our behaviours appear consistent with our attitudes

Question 5

Foot-in-the-door technique

Answer 5

Persuasive technique involving making a small request before making a bigger one

Question 6

Door-in-the-face technique

Answer 6

Persuasive technique involving making an unreasonably large request before making the small request we are hoping to have granted

Question 7

Low-ball technique

Answer 7

Persuasive technique in which the seller of a product starts by quoting a low sales price, and then mentions all of the ‘add-on’ costs once the customer has agreed to purchase the product