Exam 3 Flashcards

1
Q

High Self Monitoring

A

External cues for behavior

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2
Q

Low Self Monitoring

A

Internal cues for behavior; want consistency with attitudes

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3
Q

Social Norms

A

Widely accepted ideas/rules of how people should be have

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4
Q

Descriptive Norms

A

Prevalence of behavior

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5
Q

Injunctive Norms

A

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

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6
Q

Dogmatism

A

More persuadable by sources they deem credible

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7
Q

Need for closure

A

Persuaded by explicit conclusions

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8
Q

Need for effect

A

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

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9
Q

Strohmetz et al. (2002)

A

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

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10
Q

Even-a-Penny-Helps

A

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

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11
Q

Low-Balling

A

Similar to FITD

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12
Q

Fear-then-Relief

A

Create discomfort, then provide relief

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13
Q

Pique Technique

A

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

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14
Q

Foot-in-the-Door

A

Small request then larger request

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15
Q

Door-in-the-Face

A

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

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16
Q

But wait- that’s not all

A

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

17
Q

AIDA Model

A

Attention; Interest; Desire; Action

18
Q

Hierarchy of Effects Models

A

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

19
Q

Pierce et al. (2010)

A

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

20
Q

3 E’s

A

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

21
Q

Objectives/Social Change Campaigns

A

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

22
Q

Method/Process Campaigns

A

Innovative or controversial

23
Q

Solomon’s 4 P’s

A

Product, Place, Promotion, Price (Barriers)

24
Q

Public communication campaign

A

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

25
Q

Pierce et al (2010)

A

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

26
Q

Coke advertisements

A

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

27
Q

Classical Conditioning

A

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

28
Q

Semiotics

A

The study of signs and symbols

29
Q

Wearout

A

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

30
Q

Salient referent

A

church/synogogue/mosque, parents, spouse, siblings

31
Q
A