Principles of Attitude Change: Principle 3 & 4

Question 1

What is Principle 3?

Answer 1

Attitude change is partially dependent upon how the persuasive message matches aspects of the recipient and/or their attitude

Question 2

Which of the 3 witches does Principle 3 relate to?

Answer 2

Content and Function

Question 3

What was the link between self-monitoring and attitude function in a study by Snyder and DeBono?

Answer 3

High SM - Social adjustive attitudes = more persuaded by product image
Low SM - Value expressive attitudes = more persuaded by product quality

Question 4

What was the effect of Affective/Cognitive information on affective/cognitive appeals as shown in Edwards’ study?

Answer 4

The order that positive affective or cognitive information affected the basis by which the participants formed their attitude about a new beverage. I.e If affective information came first, their attitude was affect-based and same for cognitive

Question 5

What personality test did Hirsch investigate to predict message effectiveness?

Answer 5

The Big 5

Question 6

What ID was The Big 5 also linked with according to Hirsch?

Answer 6

Motivation

Question 7

What individual difference did Haddock, Maio et al. investigate to see the effect of cognitive and affective messaging?

Answer 7

Need for Affect and Need for Cognition

Question 8

How did Fabrigar and Petty investigate the effect of matching on attitude change?

Answer 8

Ptps presented with EITHER +ive affective or cognitive info about a ‘Lemphur’ - attitude formation
After this they were presented with EITHER -ive affective or cognitive info - attitude change
Conditions were either matched or mismatched
Found greater attitude change attitude change cond (affective/cognitive) matched attitude formation cond

Question 9

What factor did Mayer and Tormala find influenced the effectiveness of affective and cognitive appeals for a fictitious movie?

Answer 9

Gender;
Males = cognitive message (‘i think’) more effective
Females = affective message (‘I feel’) more effective

Question 10

What was the result in Haddock, Maio et al’s study on Need for Affect and Need for Cognition study?

Answer 10

NFA; Those in high NFA were greatly influenced by affective message on the Lemphur whilst those in low NFA were not and slightly more influenced by the cognitive message (not sig)
NFC; Those in high NFC were influenced by cognitive message whilst those low NFC were more influenced by affective message (not sig)

Question 11

What else did Haddock et al. investigate regarding NFA and NFC? How did they do this and what was the result?

Answer 11

How much they paid attention to the message.
Asked ptps questions about the content of the passage
NFA: More correct responses for affective appeal
NFC: more correct responses for cognitive appeal

Question 12

What did Petty and Wegener find function matching makes ptps likely to do?

Answer 12

Scrutinize the message content

Question 13

What did Petty and Wegener find when investigating the association between function matching and argument strength on message scrutiny?

Answer 13

The effect of argument quality is greater when the content of the message matched the participants attitude function
The effect of argument quality is weakened in the mismatched condition

Question 14

What did Aquino et al investigate regarding NFA and NFC?

Answer 14

How it affects the way we evaluate other people

Question 15

What two key dimensions of person perception did Aquino et al use to investigate how NFC/NFA people evaluate others?

Answer 15

Warmth and Competence

Question 16

What was the result of Aquino et al’s study on NFC and NFA?

Answer 16

NFA = Attitude influenced by warm attributes
NFC = Attitude influenced by competence attributes

Question 17

What real-life application did Kaptein et al use on the effect of function matching?

Answer 17

Ptps sent text messages to reduce snacking behaviour that either matched or mismatched their perception of what makes them susceptible to diff types of influence
Matched more successful in reducing behaviour than mismatched

Question 18

What real-life application did Matz et al use on the effect of function matching?

Answer 18

Looked at facebook likes to infer ptp’s extraversion
ads placed on facebook page that either matched or mismatched their personality attribute
50% more likely to buy the product based on this

Question 19

What is principle 4?

Answer 19

Attitude change can occur without our conscious awareness

Question 20

When does subliminal messaging work?

Answer 20

When there’s a relevant goal we’re motivated to persue

Question 21

How did Strahan investigate the role of subliminal messaging on persuasion?

Answer 21

Ptps told not to eat or drink 3 hours before
Ptp either primed or not; subliminal exposure to thirst words or neutral words
Given different cookies to drink and either given water or not
Measures how much water drank
Drank more for thirsty prime, especially when not given water initially

Question 22

How did Karresman et al replicate Strahan et al’s study

Answer 22

Primed for brand names and manipulated thirst
Measures % choosing Lipton over an alt drink and intention to buy Lipton
Those primed and thirsty for lipton more likely chose Lipton and would intend to but it
If not thirsty and primed, would more likely choose it but not buy it