Chapter 13.4 Attitudes and Persuation

Question 1

Attitude

Answer 1

Belief that includes an emotional component

Question 2

When attitudes dont predict behavior

Answer 2

serving to chinese people in restaurants

Question 3

When attitudes predict behavior

Answer 3

attitudes are correlated with behaviors doesnt mean they cause them. Our behaviors may affect to our attitudes sometimes (helping homeless people)

Question 4

The recognition heuristic

Answer 4

makes us more likely to believe something we’ve heard so many times

Question 5

Cognitive Dissonance

Answer 5

When two belief or thought are conflicting we can be disturbed and change one or creating a third resolves the conflict

Question 6

Self perception theory

Answer 6

Theory that we acquire our attitudes by observing our behaviors.

Question 7

Impression management theory

Answer 7

theory that we dont really change our attitudes, but report that we have so that our behaviors appear consistent with our attitudes.

Question 8

Central Route to persuasion

Answer 8

focuses on the informational content of the message

Question 9

Peripheral Route

Answer 9

Focuses on its surface aspects

Question 10

Foot in the door

Answer 10

involving making a small request before making a bigger one

Question 11

Door on the face

Answer 11

involving making unreasonably large request before making the small request we are hoping to have granted but it can backfire

Question 12

Low-ball

Answer 12

the seller of product starts by quoting a low sales price then mentions all of the add on costs once the customer has agreed to purchase