Test 3 Unreasoned Influences on Behavior

Question 1

what is “unreasoned behavior”

Answer 1

not assume intentional deliberation (serious thought) about the best course of action prior to acting

Question 2

what are the 3 types of unreasoned responses

Answer 2

• habit
• mindlessness
• mere exposure

Question 3

explain habit

Answer 3

• routine behaviors (ie. grocery shopping)

- explains some behaviors better than norms/attitudes

Question 4

what is the conclusion of habit

Answer 4

habit has a life of its own independent of reasoned influence

Question 5

what happened in the study of habit during the blood donation, Bagozzi?

Answer 5

-frequent blood donating in past predict actual blood donation over later time above the combination of: attitude, subjective norms, and behavioral intention

Question 6

what happened in the study of habit during the drug use, Bentler & Speckhart?

Answer 6

-past drug use had a greater influence on present drug use than attitudes and subject norms

Question 7

what are some challenges for persuasion that come from habit

Answer 7

habitual behaviors difficult to influence change

Question 8

what are some opportunities for persuasion that come from habit

Answer 8

once habit in place, persuasive msgs may serve to reinforce it

Question 9

define mindlessness

Answer 9

• minimal info processing & behave in auto fashion
• attention focused on cues, fail to take into acct other substantive cues (human auto-pilot)
• new info limited

Question 10

what are the 3 causes of mindlessness

Answer 10

-over-reliance on existing categories
-premature cognitive commitment
-over-learned behavior
-

Question 11

what does it mean to have over-reliance on existing categories (mindlessness)

Answer 11

observations categorized into rigid set of pre-existing interpretations

Question 12

what does it mean to have premature cognitive commitment (mindlessness)

Answer 12

assume there is a single appropriate response without other interpretation

Question 13

what does it mean to have over-learned behavior (mindlessness)

Answer 13

steps in a sequence are no longer processed cognitively

Question 14

what are some challenges for persuasion that come from mindlessness

Answer 14

• refusal scripts (mindless response)

- difficult to get mindless audience to attend novel info

Question 15

what are some opportunities for persuasion that come from mindlessness

Answer 15

-capitalize on mindlessness (ie. do you want fries with that?)

Question 16

what is mere exposure

Answer 16

• propensity (inclination) for ppl to respond positively to repeated exposures to a:
  
  • familiarity=liking
  • repetition = less threatening/approachable

Question 17

What happened during the Zajonc study

Answer 17

• initial study
• showed chinese characters to ppl from 1-25 times and asked them to guess meaning
• more ppl saw character, more positive meaning assigned to it

Question 18

what happened during the Cacioppo and Petty experiment

Answer 18

• conducted 2 experiments and found relationship applied to attitudes.
• attitudes peaked after 3 exposures to the same msg

Question 19

what are some challenges for persuasion in regards to mere exposure

Answer 19

• ensuring that repeated msg is attended to

- too much repetition may lead to negative response

Question 20

what are some opportunities for persuasion in regards to mere exposure

Answer 20

• some value to message repetition

- possible unfavorable msg may appear more favorable (or less favorable) over time