Exam 2

Question 1

Priming

Answer 1

The implicit activation of particular concepts or mental representations in one’s mind, which can influence subsequent behavior or judgements

Question 2

Ephemeral activation

Answer 2

Temporary effects of priming

Question 3

Chronic activation

Answer 3

Longer-lasting effects that may influence behavior over time

Question 4

Elaboration

Answer 4

Extent to which people engage in issue-relevant thinking or cognitive processing

Question 5

What are the two factors that affect elaboration?

Answer 5

Motivation & Ability

Question 6

Central route of persuasion

Answer 6

high elaboration; central arguments and merits of the message; person has high ability and motivation to engage in elaborative processing

Question 7

Peripheral route of persuasion

Answer 7

Low elaboration; focuses on superficial and mental short cuts; person has low motivation/low ability

Question 8

Heuristics

Answer 8

Mental shortcuts people use to process info with low elaboration

Question 9

Cognitive dissonance

Answer 9

Negative unpleasant mental state when one has two inconsistent cognitions

Question 10

What are the four steps to decision making?

Answer 10

Conflict, decision, regret, dissonance

Question 11

Induced Compliance

Answer 11

Occurs when people are persuaded to engage in behavior that is inconsistent with their attitudes with external justification

Question 12

Menta & Zhu (2009)

Answer 12

Studied priming by colors

Question 13

Mandal & Johnson (2002)

Answer 13

Studied priming for e-commerce (webpage backgrounds)

Question 14

Griskevicious et al (2009)

Answer 14

Studied priming of emotions and preferences

Question 15

Aronson and Mills (1959)

Answer 15

Studied effort expenditure

Question 16

Festinger and Carl (1959)

Answer 16

Studied induced compliance