Attitudes Change

Question 1

what is the difference between imitation and modeling in attitude formation?

Answer 1

imitation versus being influenced.

Conscious vs unconscious.

Question 2

source factors

Answer 2

WHO is delivering the message.

Question 3

what are the source factors of the elaboration likelihood model.

Answer 3

trustworthy
expertise
attractiveness
sleeper effect

Question 4

Central Route

Answer 4

Message elaboration; the path of cognitive processing that involves scrutiny of message content

Question 5

Peripheral Route

Answer 5

Mental shortcut process that accepts or rejects a message based on irrelevant/superficial cues

Question 6

what are the target factors of the elaboration likelihood model.

Answer 6

personal relevance
need for cognition
distraction
prior knowledge
personality traits

Question 7

what are the message factors of the elaboration likelihood model.

Answer 7

Strong vs. weak arguments

Long arguments

Unilateral vs. bilateral arguments

Need for closure (Pierro et al., 2004)

Question 8

unilateral vs bilateral arguments.

Answer 8

highlighting the positive features vs more complex highlighting argument that doesn’t offer closure.

Question 9

Cognitive Dissonance Theory (Festinger, 1957)

believes that.

Answer 9

we cannot hold incomparable beliefs in regards to our behavior unless we will feel distress and will need to change our behavior or beliefs to minimize this distress.

Question 10

‘foot in the door’ technique.

Answer 10

Once the person has accepted the first inquire, accepting to listen you are going to accept further requests. Further persuasion will happen.

Question 11

low-ball technique

Answer 11

even if the conditions are worse, you are going to accept it.

Question 12

That’s-not-all technique

Answer 12

perceived they were getting more with just a little higher of price

Question 13

Explain ‘imitation’ increases the possibility of positive perspective of others.

Answer 13

Copying behavior has shown to cause change of opinion of others i.e. imitating regional accents, results showed they began change on how they say other regional accents.

Question 14

how is modeling is different from imitation?

Answer 14

we may see the other persons behavior and not necessarily engage in imitation straight away.

Question 15

Mere Exposure Effect is defined as…

Answer 15

a

Question 16

Central route is targeted if there is a desire for a _________ change in people’s attitudes.

Answer 16

long-term

Question 17

Peripheral route is related to what social influence technique?

Answer 17

Foot-in-the-door technique

Question 18

Bilateral argument

Answer 18

More complex highlighting argument that doesn’t offer closure.

Question 19

Unilateral argument

Answer 19

the argument that highlights pros and cons and it does not need as much knowledge or skill to comprehend as a bilateral argument.

Question 20

this model is defined by the discomfort from holding incompatible beliefs (Festinger, 1957)

Answer 20

Cognitive Dissonance Theory.

Question 21

According to the Theory of Planned Behavior (Azjen, 2001) attitudes towards behavior, subjective norms and perceived behavioral control are the components of…

Answer 21

Behavioral intention that transfers to actual behavior.