CHAPTER 4 (attitudes, behaviour, and persuasion)

Question 1

attitude

Answer 1

relatively enduring evaluation of something, where the something is called the attitude object

Question 2

attitude strength

Answer 2

the importance of an attitude, as assessed by now quickly it comes to mind

Question 3

the principle of attitude consistency

Answer 3

for any given attitude object, the ABC’s of affect, behaviour and cognition are normally in line with each other

Question 4

sleeper effect

Answer 4

attitude change that occurs over time

Question 5

spontaneous message processing

Answer 5

we focus on whatever is most obvious or enjoyable, without much attention to the message itself

Question 6

thoughtful message processing

Answer 6

occurs when we think about how the message relates to our own beliefs and goals and involves our careful consideration of whether the persuasive attempts is valid or invalid

Question 7

forewarning

Answer 7

giving people a chance to develop a resistance to persuasion by reminding them that they might someday receiving a persuasive message, and allowing them to practice how they’ll respond to influence attempts

Question 8

inoculation

Answer 8

involves building up defences against persuasion by mildly attacking the attitude position

Question 9

psychological reactance

Answer 9

the strong emotional response that we experience when we feel that our freedom of choice is being taken away when we expect that we should have a choice

Question 10

self-perception

Answer 10

when we use our own behaviour as we guide to help us determine our own thoughts and feelings

Question 11

insufficient justification

Answer 11

when the social situation actually causes our behaviour, but we do not realize that the social situation was the cause

Question 12

overjustification

Answer 12

when we view our behaviour as caused by the situation, leading us to discount the extent to which our behaviour was actually caused by our own interest in it

Question 13

cognitive dissonance

Answer 13

discomfort that occurs when we behave in ways that we see as inconsistent, such as when we fail to line up to our own expectations

Question 14

post-decisional dissonance

Answer 14

the feeling of regret that may occur after we make an important decision

Question 15

foot-in-the-door technique

Answer 15

a persuasion attempt in which we first get the target to accept a rather minor request, and then we ask for a larger request

Question 16

low-ball technique

Answer 16

promises the customer something desirable, such as a low price on a car, with the intention of getting the person to imagine himself or herself engaging the desired behaviour

Question 17

bait-and-switch technique

Answer 17

occurs when someone advertises a product at a very low price. When you visit the store to buy the product, however, you learn that the product you wanted at the low price has been sold out

Question 18

door-in-the-face technique

Answer 18

persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down

Question 19

pre-giving technique

Answer 19

is that by giving someone a physical gift, you increase the likelihood that they will agree to your later request