Session 4 Flashcards
Attitude : definition
Lasting general evaluation of concepts
Attitude toward a concept : ABC
Affect
Feelings about the concept
How do you feel about X ? (or after thinking about X)
Behavior
Intentions to do something about the concept
What do you want to do about X ? (purchase, talk about, recommand?
Cognition
Beliefs one hold about the concept
What comes to your mind ?
Consisentecny principle
Consumers have a need to be consistent in the way they feel, behave and think about a concept
ex: purchase the product of a brand you would be more inclined to have positive feelings and ocgnitions toward the brand
Self-perception theory
When consumers are not certain of their attitudes towards a concept, they try to create an attitude based on a past behavior
ex: I once urchased New York Times, thus I have a positive attitude toward NYT
Foot-in-the-door technique
- Consistency princple + self-perception theory
- Make a small requist in the beginning before bringin gup the more effortful request
- ex: would you give me 5 minutes of your time -> would you answer this survey ?*
- ex: hotel guests who put on the eco-friendly pin were signifcantly more likely to reuse their towels and the total number of reused towels increase by over 40%*
Cognitive dissonance : definition
Tension people experience when there is a conflict with their behavior and their cognitions
ex: consumers purchase from a brand they know treats their employees badly
3 strategies to reduce dissonancce
- Stop behavior
- Change the belief
- Introduce new belief that is consistent with the behavior
EX: I eat McDonald’s vs McDonald’s is very unhealthy
- Stop eating McDonald’s
- Convince myself that McDonald’s is that that unhealthy
- Eating unhelahty every once in a while is okay
An attitude that is formed through ___ or in a ___ likely predicts actual behavior. In a simlar vein, attitude that are ___ and ___ lead to actual behavior.
An attitude that is formed through direct experience or in a high-involvement context ikely predicts actual behavior. In a simlar vein, attitude that are easily accessible and specific lead to actual behavior.
Resons why attitude wouldn’t lead to actual behavior (3)
- *Situational reasons**
- You may have a positive attitude toward a product but you may not hav ehte money to purchase it*
- *Normative influence**
- You may have a positive attitude toward a brand but you may not purchase it because your friend think that it is a lame brand*
Individual factors
You may not switch to another brand becasue you want to be consistent
6 pillars of persuasion
- Reciprocity
- Scarcity
- Consensus
- Consistency
- Linking
- Authority
Reciprocity
People are more likely to give if they receive first
- ex: people are more likely to purchase raffle tickets if they get a free coke (weather if the person is nice or not)*
- ex: candies for tip, free samples, free gift with donatiosn*
Scarcity
Items become more valuable when they are sacrey
- ex:participanats rated cookies are more desirable and attractive when there were a few cookies*
- ex: supreme*
Consensus
People are influenced by waht others do before doinsomething
ex: join your fellow guests in helping to save the environment!
Consistency
People try not to contradict themselves i what they say vs do
- ex: people who signed a petition about a cause two weeks ago donated more compared to those who did not sign a petition*
- ex: calling people election to ask if they will vote in a upcoming election increases the number of voters*
Liking
People prefeer to say yes to those they like and people generally like others who are :
- Similar to them
- Give them compliments
- Cooperate with them
ex: students were more likely to reach an agreement in negotiation when they were first asked to give information about themselves compared to when they go straight to the negotiation
Authority
Consumers are more likely to be persuaded by authoritative sources
ex: a consumer is more likely to be persuaded about the negative consequences a certain diet when the information is provided by a nutritionist compared to a friend
