Module 7: Influencing and persuading others

Question 1

Attitudes are WHAT

Answer 1

Evaluations

Question 2

Attidues are aquired through which two ways

Answer 2

ingerited through genetic transmission or learned through direct and indirect experiences with the attitude objects

Question 3

True or false: attitudes can be shared or individualsised

Answer 3

true

Question 4

Attitudes are made up of which three components

Answer 4

Cognitive, affective, behavioural

Question 5

True or false: we hold attitudes becasue they are useful

Answer 5

true

Question 6

Where are attitudes mostly stored in the brain

Answer 6

Pre frontal cortex

Question 7

Attitudes can be activated how quickly after we see and attitude object

Answer 7

1/5th of a second

Question 8

Behaviour tends to follow from what and what

Answer 8

affect and cognition

Question 9

What is the principle of attitude consistency

Answer 9

for any given attitude object, the ABCs of affect, behaviour, and cognition are normally in line with each others

Question 10

What is the theory of planned behaviour

Answer 10

three variables that affect the attitude-behaviour relationship:
1. attitude toward the behaviour
2. Subjective norms
3. Perceived behavioural control

Question 11

Under what circumstance do attitudes typically predict behaviour

Answer 11

When attitudes and behaviour occur in simimlar social situations
When same components of the attitude are accessible when the attitude is assessed and then the behaviour is performed
Whent eh attitudes are measured at a specific, rather than a general levele
For low self monitors

Question 12

What is self monitoring

Answer 12

infidivual differences i the tendency to attend to social cues and to adjust ones behaviour to ones social environment

Question 13

What are high self monitors

Answer 13

those who tend to attempt to blend into the social situation in order to be liked

Question 14

Effective communicators show what

Answer 14

Effective persuassion, expertise

Question 15

What is the sleeper effect

Answer 15

People can be fooled by communicators when message is presented by someone whom we perceive as trustworthy. Over time the tendency to remember content to greater extent then the source occurs

Question 16

Which attitude change is the following:
Message, feels good, attitude change

Answer 16

Spontaneous attitude change

Question 17

Which attitude change is the following:
Message, cognitive elaboration, attitude change

Answer 17

Thoughtful attitude change

Question 18

How can we prevent persuassion

Answer 18

Forewarning, innoculation,

Question 19

What is forewarning

Answer 19

giving people the cnace to develop resistence to persuassion by reminding them they might someday receive a persuassive message, and allowing them to practice ow they will respond to influence attempts

Question 20

What is innocaulation

Answer 20

building a defense against persuasion by mildly attacking the attitude position

Question 21

What is the following:
Strong emotional response we experience when we feel that our freedom of choice is being taken away when we expect that we should have a choice

Answer 21

Psychological reactance

Question 22

What is subliminal advertising

Answer 22

When a message such as an advertisement or another image of a brand is presented to the consumer without the person beign aware that a message has been presented

Question 23

What is the following:

When the social situation actually causes our behaviour but we do not realise that the social situation was the cause. occurs when threat or reward is actually sufficient to get the person to engage in or to avoid a behaviour, but threat or reward is insufficient to allow the person to conclude that the situation cause the behaviour, may lead to people to like something less beacuase they incorrectly infer that the reason they didnt engage in behaviour was internal

Answer 23

Insufficient justification

Question 24

What is the following:
When we view our behaviour as cause by the situation leading us to discount the extent to which our behaviour was actually caused by our own interest in it

Answer 24

Over justification

Question 25

What is the following principle of persuassion

We first get the target to accept a minor request and then we ask for a larger request

Answer 25

Foot in the door technique

Question 26

What is the following principle of persuassion:

Promises the customer something desireable, such as a low price on a car, with the intention of getting the person toimagine himself or herself engaging in the desired behaviour

Answer 26

Low ball technique

Question 27

What is the following principle of persuassion
when someone advertises a product at a very low price, but then its been sold out when you go to the store

Answer 27

Bait and switch technique

Question 28

What is the following principle of persuassion

Making an unreasonably large request, assuming they decline you then suggesting a compromise by requesting less

Answer 28

Door in the face technique

Question 29

What is the following principle of persuassion

A charitable organisation might mail you a small unsolicited gift, followed by a request for a monetary donation

Answer 29

Pre-giving technique

Question 30

What are potential paths to persuassion

Answer 30

commitment and consistency, recipriocity, social proof, authority, liking, scarcity

Question 31

What are 6 techniques to help change up arguments

Answer 31

1. call out diasagreements
2. establish a common reality
   3.focus on the issue, not the person
3. accept the possibility of being wrong
4. Use solid facts but only if you have them
5. Know when to exit