Exam 3

Question 1

High Self Monitoring

Answer 1

External cues for behavior

Question 2

Low Self Monitoring

Answer 2

Internal cues for behavior; want consistency with attitudes

Question 3

Social Norms

Answer 3

Widely accepted ideas/rules of how people should be have

Question 4

Descriptive Norms

Answer 4

Prevalence of behavior

Question 5

Injunctive Norms

Answer 5

Moral norms, refer to the perception of people’s attitudes about a behavior

Question 6

Dogmatism

Answer 6

More persuadable by sources they deem credible

Question 7

Need for closure

Answer 7

Persuaded by explicit conclusions

Question 8

Need for effect

Answer 8

People like this are persuaded by messages that carry powerful emotional feelings

Question 9

Strohmetz et al. (2002)

Answer 9

Server placing candies on check; 1+1 with turnaround time was the most persuasive

Question 10

Even-a-Penny-Helps

Answer 10

Legitimize of paltry donation (LPD) strategy; people want to behave in ways consistent with their views of themselves as helpful, charitable individuals

Question 11

Low-Balling

Answer 11

Similar to FITD

Question 12

Fear-then-Relief

Answer 12

Create discomfort, then provide relief

Question 13

Pique Technique

Answer 13

Disruption of a normal train of thought confers acquiescence; “Can we meet 7 minutes after the hour?”

Question 14

Foot-in-the-Door

Answer 14

Small request then larger request

Question 15

Door-in-the-Face

Answer 15

Getting a yes by being rejected; A larger request then a modest request

Question 16

But wait- that’s not all

Answer 16

Reject then retreat; door-in-the-face strategy

Question 17

AIDA Model

Answer 17

Attention; Interest; Desire; Action

Question 18

Hierarchy of Effects Models

Answer 18

Ladvidge and Steiner (1961) articulated seven steps to purchase behavior

Question 19

Pierce et al. (2010)

Answer 19

Teenagers who reported any favorite cigarette ad at baseline were 50% more likely to have smoked by the end of the study

Question 20

3 E’s

Answer 20

Engineering (first choice), Enforcement (last choice), Education

Question 21

Objectives/Social Change Campaigns

Answer 21

Changing knowledge, attitude, beliefs, and behavior at the group level

Question 22

Method/Process Campaigns

Answer 22

Innovative or controversial

Question 23

Solomon’s 4 P’s

Answer 23

Product, Place, Promotion, Price (Barriers)

Question 24

Public communication campaign

Answer 24

intentionally persuades/motivated behavior change, well-defined large audience, for noncommercial benefits, within a given time period, by means of organized communication, complemented by interpersonal support

Question 25

Pierce et al (2010)

Answer 25

Teenagers who reported any favorite cigarette ad at baseline were 50% more likely to have smoked by the end of the study; after the start of the Camel No.9 advertising campaign, the proportion of girls who reported a favorite ad increased by 10 percentage points

Question 26

Coke advertisements

Answer 26

scarcity appeal (limited edition), americana, lifestyle, source factors

Question 27

Classical Conditioning

Answer 27

Attitudes toward a product can be classically conditioned through association with pleasant images

Question 28

Semiotics

Answer 28

The study of signs and symbols

Question 29

Wearout

Answer 29

the reason why companies switch logos or taglines; only happens to neutral products

Question 30

Salient referent

Answer 30

church/synogogue/mosque, parents, spouse, siblings