Chapter 8 pt 2

Question 1

Persuadibility

Answer 1

High in persuadability are more likely to yield to persuasive messages, low persuadability are less likely to be influenced.

Question 2

Ages to be persuaded

Answer 2

18-25 more likely as they are still in the process of forming their attitudes.

Question 3

Self esteem and persuadability

Answer 3

lower, more likely to be influenced. See themselves as less capable and don’t regard their attitudes very highly. More likely to give up their current attitude.

Question 4

Education/intelligence and persuadbility

Answer 4

more educated are less persuadable. More confident in their abilities to think critically and form their own attitudes.

Question 5

Mood and persuadability

Answer 5

More likely when in a good mood

Question 6

Perspective taking

Answer 6

saying like if you were in my shoes. Can backfire though if the person is very different from you, they might see your reasons as being less relevant.

Question 7

Opposing arguments

Answer 7

If you ignore their arguments, you will be seen as biased, uninformed, manipulative.
Though, don’t mention opposing arguments if they are already inclined to support you.

Question 8

Need for cognition

Answer 8

high in this people tend to think about things critically and analytically and enjoy problem solving. Low in it are less interested in effortful cognitive activity. Highly needed to take the central route more.

Question 9

Self monitoring and succesptibility

Answer 9

People high in self monitoring are more concerned with projecting the right image, so they are more susceptible to image focused peripheral cues,

Question 10

Promotion focus

Answer 10

act in ways that orient toward achieving positive outcomes.

Question 11

Prevention focus

Answer 11

act in ways that orient away from negative outcomes.

Question 12

How to be successful in resisting persuasion

Answer 12

We need to know what to resist, be motivated to resist it and have strategies that will be effective.

Question 13

Narrative transportation theory

Answer 13

people are immersed into the imaginative world of whatever they are reading or watching, and adopt the attitudes and preferences of the characters with whom they identify. So more likely to buy products those characters use. People don’t realize they are being targeted.

Question 14

Psychological reactance theory

Answer 14

proposes that people value thinking and acting freely. So situations that threaten their freedom arouse discomfort and prompt efforts to restore freedom

Question 15

Who shows more reactance

Answer 15

Individualistics show more reactance when personal freedoms are attacked, collectivists show it when other students are threatened.

Question 16

Example of being motivated to resist

Answer 16

People told to not pay mind to the testimony actually let it impact their decisions more. Forceful instructions to ignore it aroused more reactance, so they reestablished freedom by weighing it more heavily.

Question 17

How to make sure people dont have reactance

Answer 17

To avoid reluctance, subtle suggestions work better than forceful directives.

Question 18

Attitude inoculation

Answer 18

exposing people to weak forms of persuasive arguments should motivate them to produce the counter arguments.

Question 19

How attitude innoculation helps resist persuasion

Answer 19

When they are exposed to strong forms later, they have an argument ready, and can more effectively resist.

Question 20

Recognizing legit appeals

Answer 20

helps us know the deceptions they will use and increases our openness to legit appeals.

Question 21

Example of recognizing legit appeals

Answer 21

Participants who learned how to detect manipulative intent were more likely to be persuaded by commercials by legit authorities.

Question 22

What the Example of recognizing legit appeals shows

Answer 22

Shows how people are most likely to resist persuasion when their motivation to resist increases, and when they are given the means to do so (strategies). Also that when people are armed with the means to resist persuasion, they are also more open to appeals by legit authorities.

Question 23

Intentional biases

Answer 23

People are inclined to selectively attend to information that confirms their original attitudes. Also selectively evaluate information.

Question 24

Caffeine study and intentional biases

Answer 24

Female caffeine users found an article about the dangers of caffeine use for women less convincing than male caffeine users and both female and male non drinkers. So the closer to the individuals, less likely to believe.

Question 25

Previous commitment

Answer 25

when people make public commitments to their attitudes, they are more likely to resist later counter attitudinal messages.

Question 26

Attitudes

Answer 26

evaluations of a target expressed with some level of intensity. How we evaluate a person, a group, an object, an issue or an ideology.

Question 27

Behaviour and attitudes

Answer 27

Attitudes only weakly predict behaviour, about 10% of the time.

Question 28

Example of attitudes not predicitng behaviour

Answer 28

92% of restaurants said they would not refuse service to a Chinese couple. Only one did refuse service.

Question 29

Why attitudes dont predict behaviour

Answer 29

Sometimes people don't know what their attitudes are or why they feel the way they do.

Question 30

Matching the attitude to the behaviour

Answer 30

general attitudes are poor predictors of specific behaviour and better predictors of general behaviour.

Question 31

Birth control question

Answer 31

The more specific the question about using birth control the higher the correlation was between their attitude predicting behaviour. specific attitude=specific behaviour.

Question 32

Self presentation concerns

Answer 32

people are concerned with how they appear, which influences their behaviour more than private attitudes.

Question 33

Bogus pipeline

Answer 33

people respond in the same way the group responds, but respond truly when hooked up to a lie detector machine. Participants think that the experimenter knows what they are thinking. People believe people have a pipeline to their private thoughts.

Question 34

Implicit attitudes

Answer 34

Unconscious attitudes that predict some forms of behaviour because they are less influenced by self presentational concerns about how they should and should not feel.

Question 35

what do implicit and explicit attitudes predict

Answer 35

Better predicts behaviour that occurs in the spur of the moment, whereas explicit attitudes predict deliberate and reasoned behaviour.

Question 36

Strength of the attitude

Answer 36

whatever attitude is stronger will exert more power. Also represent more strongly in memory, making them more enduring over time and resistant to change.

Question 37

Personal experience and attitudes

Answer 37

strength stems from experience, rather than something you hear secondhand.

Question 38

Vested interest in the attitude

Answer 38

greater interest, the more connection to self, the stronger the attitude, and better predictor of behaviour. Tighter attitude when it has to do with you, and the more likely to have behavior towards it.

Question 39

Attitude domain

Answer 39

domains can be different and dictate behaviour differently. If you have a strong feeling about something, but your social domain is more important, you might just go along with the group.

Question 40

Accessibility of attitude

Answer 40

have multiple attitudes, most accessible is more likely to guide behaviour. The one based on emotion is most accessible.

Question 41

Theory of planned behaviour

Answer 41

intentions based in: attitudes (positive or negative evaluation of performing the behaviour) subjective norms (perception of approval or disapproval of performing the behaviour) and perceived behaviour control (how much control you think you have over your behaviour).

Question 42

problems with theory of planned behaviour

Answer 42

it is very rational and deliberative. Intentions are not great predictors of behaviour as they are sometimes spontaneous and unintentional. Also does not take into account implicit attitudes and how behaviour can be influenced by implicit associations.

Question 43

Example of prototype/willingness model of health behaviour:

Answer 43

a young man may have no plans to drive drunk, but when drunk and with the opportunity to drive himself home, he may be more likely to do so.

Question 43

prototype/willingness model of health behaviour

Answer 43

A model that explains how, when it comes to opportunistic behaviors, a person’s willingness to be influenced by a situation is a key predictor of behaviour

Question 44

Overall, predicting behaviours

Answer 44

Explains up to about 36% of behaviour. Implicit predict 7%