Exam 8: Persuasion, Attitudes, and Behavior

Research indicates that the fear of death often motivates people to bolster their standing on characteristics that are important to their:

John has racist attitudes but knows that his colleagues at work are not racist and would think poorly of him if they knew he was racist. John is concerned about what people at work think about him. Based on this concern, are John's racist attitudes likely to be a good predictor of his behavior?

___________________________ represents the idea that willingness refers specifically to a person's openness to being influenced by social circumstances, so that when it comes to opportunistic behaviors, one's willingness is the best predictor of behavior.

According to terror management theory, if death thoughts motivate a person to focus on protecting health, these thoughts are probably:

People who tend to focus on achieving positive outcomes are:

Carl overheard some people discussing evidence that drinking green tea can prevent cancer. He is initially not persuaded by this information because he is not confident that those people were well-informed. However, several weeks later Carl can no longer remember the source of this information but does remember the idea that green tea consumption may be linked to lower cancer rates. Since Carl forgot the source of the information, he may be vulnerable to the:

Attitudes that people may have but are not consciously aware of are:

_______________ represents how much control you think you have over your behavior.

Provide two reasons why attitudes may not predict behaviors.

________________ reflects a person's susceptibility to persuasion.

Describe how central and peripheral route processing influences the persistence of attitudes.

An experimenter uses the bogus pipeline because he or she wants to:

Describe the two different routes of processing proposed by the elaboration likelihood model.

When is the primacy effect most likely to occur? How does the primacy effect influence the persuasiveness of a message?

Michael starting lifting weights because he wants to become a bodybuilder. Michael is probably high in:

Resisting persuasion:

The __________________________ occurs when people's attitudes are influenced not only by what they think about a message but also by how confident those thoughts feel.

A nonprofit organization wants to create an advertisement campaign to reduce teenage smoking. Discuss how the elaboration likelihood model could be used to help this organization create a persuasive campaign.

How might self-presentation concerns influence the relationship between attitudes and behavior?

____________________ is people's general tendency to think and act in ways oriented toward the approach of positive outcomes.