Chapter 7: strategies for behavior and attitude change

Question 1

Persuasion

Answer 1

Communication to changes others beliefs, attitudes and behavior

Question 2

systematic processing

Answer 2

whether persuasive arguments have an effect on attitude change depends on how well people understand and remember the arguments. (how weLl they systematically process the arguments)

Question 3

Thought listing

Answer 3

Measure of cognitive responses
In which the recipients of the message are asked to list all thoughts that occurred whilst exposed to a persuasive message.

Question 4

information processing model

Answer 4

attitude change is determined by how well people remember the argument

Question 5

cognitive respond model

Answer 5

attitude change is determined by which new thoughts and reaction a person has in respond to a new message arguments

Question 6

elaboration

Answer 6

the extent to which a person thinks about the persuasive message arguments

elaboration is high in the central rout
e in lab oration likelihood model

in the peripheral route there is not much elaboration

Question 7

which route is used in the elaboration likelihood model when the appeal contains arguments

Answer 7

central

Question 8

appeal

Answer 8

de manier waarop iets aantrekkelijk of overtuigend

Question 9

which route is used in the elaboration likelihood model when the appeal contains emotions

Answer 9

peripheral

Question 10

which route is used in the elaboration likelihood model when the appeal contains endorsements (support/goedkeuring)

Answer 10

peripheral

Question 11

thinking goods (goederen die usefull zijn om te gebruiken voor iets), welke approach gebruik je
(tandpaste, washing machine)

Answer 11

for thinking goods, you advertise using utilitarian values/goals.

in your advertisement you make clear how this product is useful.

Question 12

feeling goods (goederen die je goed laten voelen, niet perse useful zijn) (clothes, wine, art)

Answer 12

for thinking goods, you advertise using identity related goals

you make clear how this product can improve identity.

Question 13

Counterattitudinal Behaviour

Answer 13

Behavior that is inconsistent with the actor’s attitude or beliefs.
Causes usually by monetary incentives or threats.
Behaviour inconsistent with the
actor’s attitude or beliefs
o Usually induced by monetary incentives or
threat

Question 14

intrinsic motivation

Answer 14

people are motivated to engage in certain behavior because they enjoy it. (not bc of external rewards, they can reduce intrinsic motivation)

enjoyment of the sake of it is enough to behave a certain way.

Question 15

according to the overjustificantion effect. When a task is previously enjoyed, external rewards reduce

Answer 15

• the liking for the task
• the enjoyment of doing the task