Unconcious Influences Flashcards
Consumers may be unaware of ONE of these three things
- The stimulus
- The mental process
- The behavior
What is the term for when thinking about a concept activates related concepts in memory?
Priming
What two things must happen for priming to work?
The participants must be unaware of the prime & the construct must already exist
When are unconscious influences NOT effective?
When preferences are clear and when choices are made deliberately
When are unconscious influences effective?
When there are close competitors and consumers are not thinking too hard about their decisions
What concepts explains that behavior is contagious and we have a tendency to imitate what we observe?
Perception-behavior link
What concept explains that we can go through the entire goal pursuit process without being consciously aware of it?
Automatic goal pursuit
List the 6 principles of sticky ideas
- Simplicity
- Unexpectedness
- Concreteness
- Credibility
- Emotions
- Stories
Door-in-the-face technique fall under which tool of social influence?
Reciprocity
What are the 3 elements of effective commitments?
- Active
- Public
- Effortful
When is social proof most effective?
In uncertain situations and when the person is similar to us
What four things enhance liking?
- Physical attractiveness
- Similarity
- Compliments
- Contact and cooperation
