Exam 2: The Psychology of Persuasion: Basic Concepts and Principles

Fishbein and Ajzen's theory of reasoned action states that the best predictor of behavior is:

________ works by rewarding desired behavior and withholding rewards until the desired behavior is forthcoming.

According to the elaboration likelihood model, people who process information ______ ask themselves probing questions, generate additional arguments, and possibly seek new information.

Central and peripheral processing are not mutually exclusive; much of the time, we use them in combination.

Priming effects suggest that one part of our decision making comes from our automatic, unreflective decision making and the other from our more rational and reflective self.

College students tend to sit in the same seats all through the semester. This is an example of:

A common denominator in cases of psychological inconsistency is the sense that something is discrepant.

________ is the uncomfortable tension that results from a person having two conflicting thoughts at the same time.

Advertisers often create a feeling of conflict in us and then offer their product as a way to resolve it. They are using ______ to persuade us.

________ is defined as the non-conscious activation of knowledge structures.

According to the BVA theory, the stronger our beliefs about positively valued attributes, the less favorable our attitudes toward that object will be.

On any occasion, a persuader might stop short of producing wholesale changes in a persuadee but still consider the effort successful. This is due to ______.