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30 Cards in this Set
- Front
- Back
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Attitude consistency |
If a company can make you think and feel more positively about its product, then you will be more likely to buy it |
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Attitude |
Relatively enduring evaluation of something, where the something is called the attitude |
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Attitude Strength |
The importance of an attitude, as assessed by how quickly it comes to mind |
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Juvalamu |
Which people liked |
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Chakaka |
Which they did not like |
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Principle of Attitude Consistency |
For any given attitude object, the ABC's of affect, behavior, and cognition are normally in line with each other |
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Theory of Planned Behavior |
Outlines 3 key variables that affect-behavior relationship A. The attitude toward the behavior (the stronger the better B. Subjective norms (the support of those we value) C. Perceived behavioral control (the extent to wc we believe we can actually perform the behavior) |
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High self-monitors |
Those who tend to attempt to blend into the social situation in order to be liked |
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Low self-monitors |
Those who are less likely to attempt to blend into the social situation |
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Expert Communicators |
Percieved as trustworthy |
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Sleeper Effect |
Attitude change that occurs over time |
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Spontaneous Message Processing |
We focus on whatever is most obvious or enjoyable, without much attention to the message itself |
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Thoughtful Message Processing |
Occurs when we think about how the message relates to our own beliefs and goals and involves our careful consideration of whether the persuasion valid or invalid |
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Three Independent Variables |
Message Strength Source Expertise Personal Relevance |
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Message Strength |
Message contained either strong or weak arguments |
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Source Expertise |
Prepared either by an expert or by a nonexpert source |
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Personal Relevance |
Would begin before or would not begin until after |
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Forewarning |
Giving people a chance to develop a resistance to persuasion by reminding them that they might someday receive a persuasive message, and allowing them to practice how they will resppnd to influence attempts |
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Inoculation |
Involves building up defenses against persuation by mildly attacking the attitude position |
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Psychological Reactance |
The strong emotional response tht we experience when we feel that our freedom of choice is being taken away when we expect that we should have choice |
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Self-perception |
When we use our own behavior as a guide to help us determine our own thoughts and feelings |
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Insufficient Justification |
When the social situation actually causes our behavior, but we do not realize that the social situation was the cause |
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Overjustification |
When we view our behavior as caused by the situation, leading us to discount the extent to which our behavior was actually caused by our own interest in it |
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Cognitive Dissonance |
Discomfort that occurs when we behave in ways that we see as inconsistent, such as when we fail to live up to our own expectations |
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Postdecisional dissonance |
The feeling of regret that may occur after we make an important decision |
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Foot-in-the-door Technique |
Persuasion attempt in which we first get the target to accept a rather minor request, then we ask for a larger request |
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Low-ball technique |
Promises the customer something desirable, such as a low price on car, with the intention of getting the person to imagine himself or herself engaging in the desired behavior |
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Bait-and-switch technique |
Which occurs when someone advertises a product at a very low price. When you visit the store the buy the product, however, you learn that the product you wanted at the low-price has been sold out |
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Door-in-the-face technique |
Making unreasonably large request then suggest a compromise |
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Pre-giving technique |
Relies on the norm of reciprocity |
