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

The logical, fact-based approach is used in advertisements most effectively when the basis of the attitude is __________ and __________.

Describe when people are more likely to use the central route to persuasion, and when they are more likely to use the peripheral route. When people are using the central route, what will make an appeal more persuasive? When they are using the peripheral route, what will make an appeal more persuasive?

Researchers systematically varied the quality of persuasive communications that advocated comprehensive exams for college students, and also varied the prestige of the communicator. Further, some student participants were led to believe that such academic reforms might be carried out in the near future, whereas others were led to believe that such reforms wouldn't occur until long after they had already graduated. Those students who believed that the reforms were a long time in coming were more influenced by communicator prestige than by the quality of the persuasive arguments. These findings support the assertion that __________ route to persuasion.

Counterattitudinal advocacy results in attitude change when __________.

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?

The __________ model of persuasion asserts that attitudes may change because people attend to the merits of an argument, or because they use such cognitive shortcuts as "The faster a person talks, the more she knows about the issue."

A commercial comes on for an arthritis cream. Lachlan has been having some pain in his knees lately, so he's both motivated and able to attend to the commercial. Therefore, he is more likely to use the __________ route to persuasion.

Imagine you are trying to convince someone to buy a computer of Brand X using what you know about the association between emotions and persuasion. Describe how you could create an advertisement or a store environment that would persuade individuals to buy your computer. More importantly, explain how your procedures would be persuading individuals at a psychological level. That is, how would individuals be processing your message that would lead to persuasion?

The peripheral route to persuasion indicates that people are paying attention to __________.

According to the elaboration likelihood model of persuasion, people who __________ are most likely to take the __________ route to persuasion.

Explicit attitudes influence our behavior when __________, while implicit attitudes influence our behavior when __________.

Imagine that you are trying to promote a new type of low-fat snack food to a group of people in the grocery store. You know that these people are paying attention and are motivated to process your message. What type of persuasive communication would you deliver?

Armando is listening carefully to a persuasive communication and thinking about the arguments. He is using the __________ route to persuasion.

In order to help teens resist peer pressure, it is important to inoculate their attitudes not only with cognitive arguments but with __________.

An attitude based on operant conditioning is formed when a behavior toward an attitude object is __________.

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.

Gerald Lambert invented Listerine as a surgical antiseptic for throat infections, but was able to market it to a wider audience by __________.

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. What is the dependent variable of this research?

Several programs have been designed to prevent teen smoking in which researchers used role-playing to help inoculate antismoking attitudes. The results of such programs are __________.

Persuasive communication is a message __________.