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Stangor Chp 5
| Question | Answer |
|---|---|
| importance of an attitude, as assessed by how quickly it comes to mind | attitude strength |
| persuasion attempt in which the target is offered one product at a very low price, for instance in a newspaper ad, and yet the low price in not actually available | bait and switch technique |
| discomfort that occurs when we behave in ways that we see as inappropriate, such as when we fail to live up to our own expectations | cognitive dissonance |
| persuasion attempt in which we first get the target to accept a minor request and then ask for larger request | foot in the door technique |
| reminding an individual that an attempt to persuade may be forthcoming with the expectation that the reminder will reduce persuasion | forewarning |
| mild attack on the attitude position designed to hel the potential target create counter-arguments to the potential persuasive attempt, with the expectation that subsequent persuasion will be reduced | inoculation |
| perception that a threat or reward that is in fact sufficient to get the person to engage in or avoid a behavior is not sufficient | insufficient justification |
| persusaion attempt in which the persuader promises the target something desirable, with the intention of getting them to imagine themselves engaging the desired behavior, before indicating that the desirable offer is actually not possible | low-ball technique |
| viewing of 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 the activity | overjustification |
| feeling of regret that occurs after we make an important decision | postdecisional dissonance |
| use of our perceptions of our own behavior to help us determine our attitudes toward an attitude target | self perception |
| attitude change that occurs over time when the content of a message is remembered but the source of the message is forgotten | sleeper effect |
| acceptance of persuasion attempt when the focus is on whatever is most obvious, without much attention to the message itself | superficial processing |
| careful consideration of whether a persuasion attempt is valid or not | thoughtful processing |
| attitudes that are agreed upon by most people, either universally or at least within a culture, as being important, positive and socially desirable | values |
Created by:
mpolm
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