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

Researchers showed Americans and Koreans advertisements that stressed either independence or interdependence. They found that ________ were persuaded most by ads that stressed ________.

Across cultures, the kind of stereotype found most consistently in advertising is that

Research by Leventhal and his colleagues (1967) was described in the text. In the experiment, the researchers showed some smokers a graphic film about lung cancer and gave them a pamphlet with instructions on how to quit; other smokers received either the pamphlet alone, or watched the grisly film. After three months, those smokers who received only the pamphlet with instructions were smoking significantly more than those who both saw the film and received the pamphlet. Why?

Kara has been a die-hard Republican since she was old enough to vote. She votes Republican, is an active member of Young Republicans, and when she encounters arguments from Democrats, she is resistant to their persuasion attempts. Given the information about attitude change, it is most likely that Kara bases her attitude on

The central route to persuasion is to ________ as the peripheral route is to ________.

An advertising executive once noted about soft drink advertisements, "The thing about soda commercials is that they actually have nothing to say." By this he meant 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

Donald didn't attend carefully to the substance of the persuasive communication, but instead paid attention to some irrelevant cues. He's using the ________ route to persuasion.

There is evidence that subliminal messages can influence people in ________, but that such messages probably have very little influence in ________.

You strongly suspect that your younger brother is no longer a virgin, so you want to persuade him to use condoms each and every time he has sex. How would you use McGuire's (1964) concept of attitude inoculation and the work on resisting peer pressure to make your younger brother immune to later attempts to persuade him to engage in risky sexual activities?

If you are constructing an ad, a basic principle to remember is that you must

Cognitive dissonance theory suggests that when you cannot find sufficient external justification for your actions, you will attempt to find _________, which can lead to attitude change.

According to the authors of your text, culture can play a role in both how advertisements are designed and how they perpetuate stereotypes. Explain how culture can play both of these roles in persuasion.

Researchers have conducted nearly 300 split cable market tests to assess the effectiveness of advertisements. They have found that advertising is especially likely to work for

Research by Petty, Cacioppo, and Goldman (1981) found that when students are not involved in an issue, their opinions are influenced more by the ________ than by the ________.

Suppose you are trying to persuade a group of people to purchase a new kitchen gadget. If you are presenting mostly weak arguments, which of the following techniques would help people feel more confident in their attitudes?

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

Emerson's boss wants to use cognitive dissonance to sell a new type of emergency cell phone. Emerson is not convinced that the campaign is going to be successful. What should Emerson tell his boss?

According to the theory of planned behavior, the best predictor of people's deliberative behavior is

People who base their attitudes on ________ are most likely to maintain their new attitudes over time.