Exam 7: Attitudes and Attitude Change: Influencing Thoughts and Feelings

Flipping through a magazine and looking at the ads, you notice that they tend to emphasize individuality and self-improvement. Based on research on cultural differences in persuasion, where is this magazine likely to be sold?

Attitude accessibility refers to __________.

According to the tenets of cognitive dissonance theory, people are most likely to change their attitudes when they have __________ justification for an attitude-discrepant behavior.

Based on the principles of psychological reactance, what should a mother say to her daughter if she wants to have her nose pierced?

Product placement refers to __________.

A positive attitude can be formed via classical conditioning when an attitude object is repeatedly paired with __________.

There is an exception to the general rule that logical, informative messages will be highly persuasive when the issue is relevant to the audience. What is that exception?

When words or pictures are flashed on a screen too quickly to be consciously perceived, they may influence people's judgments, attitudes, and behaviors. These words and pictures are portraying __________.

In the Yale Attitude Change approach, there are three components to attitude change. Identify and describe these three parts of the model. Then state the major criticism of this model.

Why do ads for heartburn medications spend so much time talking about how quickly the product works and whether there is calcium or magnesium in the product?

Samantha really enjoys Gummy Bears. Her attitude did not stem from any rational examination of the nutritional value of this food, and isn't governed by logic (she can't be persuaded to stop eating them). Samantha's attitude about Gummy Bears is most likely __________ based.

According to the heuristic-systematic model of persuasion, when people use the peripheral route of persuasion, they rely on __________.

Eva's friends and her husband think that it's important that she get a mammogram at her next annual checkup. Eva believes that it will be relatively easy for her to make time in her schedule for that extra procedure. Thus, Eva has every intention of getting a mammogram as part of her annual checkup. This example best reflects the power of __________ and __________, respectively, to influence behavioral intentions and subsequent behaviors.

According to the authors of your text, consumers are advised to be less concerned about the presence of subliminal messages in advertising and more concerned that ads __________.

Researchers suggest that some attitudes are linked to genetic influences. According to these researchers, how is it possible that we might inherit from our parents a love of something like classical music?

In general, what is an attitude? Provide an example of an attitude toward some person or thing, and identify the affective, cognitive, and behavioral components of that attitude.

In "phone wars" with MCI, Sprint, and other carriers, AT&T has switched from heart-warming ads that show family members sharing love and support via phone ("It's the next best thing to being there") to ads that focus on long-distance savings. This is most likely because AT&T advertisers have discovered that __________.

Because adolescents in particular are very susceptible to the emotional appeals of their peers, the textbook authors suggest that attitude inoculation attempts should take the form of __________.

Imagine you want to change someone's attitude on what car to purchase. Describe how you would form your arguments if you wanted to use central routes of persuasion. Then describe how you could form your arguments using peripheral routes of persuasion. Which type of persuasion would lead to long-lasting attitude change?

Although cognitive dissonance is a very powerful way to change someone's attitude, it is not implemented on a mass scale. Why not?