Lecture 1

Question 1

difference system 1 and 2

Answer 1

system 1 =fast, intuitive, easy questions, system 2 is slow, efforftul, lazy, hard questions

Question 2

Elaboration Likelihood model (Petty & Cacioppo)

Answer 2

Two routes: peripheral and central. Which route depends on the elaboration likelihood. when there’s a high likelihood, people will go for the central route. Low likelihood, peripheral route.

Question 3

4 premises of the ELM

Answer 3

1. People want to have correct attitudes
2. Elaboration likelihood depends on motvation and ability
3. peripheral cues are most influential under low elaboration likelihood
4. Attitude via the central route is more stable, stronger, more preictive of behavior.

Question 4

Explain ability

Answer 4

Prior knowledge, expertise,
intelligence (+)
* Repetition, experience (+)
* Distraction (-)
* Time pressure (-)

Question 5

Explain motivation

Answer 5

• Involvement with topic (in
  particular material outcomes)
• Accountability, responsibility
• Need for cognition,
  uncertainty reduction

Question 6

Quality of Arguments: in case of a high elaboration likelihood (central route)

Answer 6

Strong arguments lead to positive thoughts on the opinion expressed in the message

Weak arguments lead to negative thoughts on the opinion expressed in the message

Question 7

Two sided reviews are considered more credible, especially for recipients with..

Answer 7

• high expertise
• low involvement

Question 8

pupil dilation happens when..

Answer 8

you have to do task, need to use cognitive thinking

Question 9

ego depletion

Answer 9

capacity maxed out. Self-control/willpower as a limited resource. Strength model of self-control anything that has to do with working memory.

Question 10

serious critiques on ego depletion?

Answer 10

Statistical:
- methodological limitations
- publication bias
- small samples
- p hacking

conceptual:
What is the source of self control?
What is the limit?

Question 11

What is the source of willpower/selfcontrol?

Answer 11

They don’t know. maybe Glucose. This is actually not proven.

Question 12

What is the limit.. the role of motivation

Answer 12

Willpower beliefs moderate ego depletion effects. It can be reversed, the effect: some people feel energized for further challenging activities. It’s up to us how far we want tp go. Thus: there’s a difference from cognitive load: being able vs. being willing.

Question 13

priming

Answer 13

is a stimulkus thgat facilitates the process of memory search by providing additional retrieval cues

subliminal: unconscious
- supraliminal: conscious

Question 14

what is the difference between semantic priming and associative priming? which one is stronger?

Answer 14

semantic is like bread - cake, grass - hair. Associative priming is like dog - cat, key - lock. Associative is stronger!

Question 15

rebound effect after suppression

Answer 15

associations can be surpressed, but can bounce back after this supression

Question 16

behavioral priming. Explain what we can conclude from the study to prime people with old people. (From Florida oranges temperature), (sky is gray instead of blue) and walking to an elevator.

Answer 16

People walked 1 second slower to the elevator.

Question 17

what was the replication study where they checked if they could ‘fast prime’ people to walk to the elevator?

Answer 17

faster did not work, but still the slow primed group walked slower to the elevator.
uggests experimenter bias ● They did not use a stopwatch, but used a laser gun to decide how long they took. ● In this study, they influenced the experimenters by letting them believe that the participants were in the slow condition or in the fast condition. ● In the fast condition there is no effect of priming, people were equally fast in walking to the elevators. But in this condition participants were also primed with slow and not with fast, but the experimenters thought they were. ● In the slow condition, they indeed find an effect with the laser gun, but only because the experimenters expected that.

Question 18

Low level behavior priming

Answer 18

et’s try● If you see the number 1, press down with your index finger as fast as possible 9
● If you see the number 2, press down with your middle finger as fast as possible

Question 19

When are behavioral primes (most) effective?

Answer 19

they most match the target behavior

Question 20

High level priming Someone told that they showed a picture in the cinema with “Hungy? Eat popcorn”. Popcorn sales had risen by 57% Coca cola sales rose by 18.1%People were very mad that they could be influenced by this. But this was all made up. In another research, they gave people very salty liquorice and they show the word Lipton Ice and between that ‘XXXXX’ and ‘BBBBB’. The word lipton ice was very briefly shown. Or the same but with ‘Npeic Tol’. What they expected in the first condition is that people would have a bigger wish to buy lipton ice tea. What can we conclude from this?

Answer 20

Primes only affected behavior when they were goal-congruent (quenching thirst, helping achieve your goal)

Question 21

When are primes most effective

Answer 21

activate goal congruent behaviour
they most match target behavior

Question 22

People saw a 20 minute movie clip. Then they measured a couple of things:● Implicit memory: word fragment completion test, e.g., A__NT, PE__SI, BAN__, CO__E● Choice behavior: gift for participants’ time and effort: Coke, Dr Pepper, Pepsi, or Sprite ●The idea is that if you are primed with pepsi, you are more likely to choose pepsi. Conclusion?

Answer 22

• people were least positive if it was part of the story
• being used by the character was mostly liked

Implicit memory: higher fragment completion rates when shown in a movie, regardless of level of placement ● Choice behavior: higher choice rates when shown in movie, regardless of level of placement ●They expected that it does not really matter how it is used, but just the exposure to theproduct should have favorable effects on implicit memory and choice behavior. ● Explicit memory: recognition Background < used by character <- story connection ● Explicit attitude: more positive after longer exposure and most positive when used by character, followed by background, followed by story connection (?