Resistance

Question 1

Resistance Definition

Answer 1

Reduce attitudinal or behavioral change
Retain one’s current Attitude

Question 2

Resistance Types

Answer 2

Reactance
Skepticism
Inertia
ACE

Question 3

Reactance

Answer 3

Motivational arousal against freedom deprivation
- M&M Experiment

Question 4

How can skepticism be shown?

Answer 4

• Persuaded person doubts that the source of a persuasive message is valid
• doubts the validity of the message itself

Question 5

How is Inertia acted on and what stages of change can Inertia be observed?

Answer 5

1. The status quo gets defended and the person shows low motivation to change bc of the expected effort.
2. Pre-contemplation and contemplation (maybe preparation)
   - Resistance in general is seen in this phases

Question 6

ACE

Answer 6

Mostly in Ad resistance
1. Avoidance
2. Contesting
3. Empowering

Question 7

How is Avoidance executed?

Answer 7

• physical (leaving a conversation)
• mechanical (switching programs)
• cognitive (selective attention = focusing on positive aspects)

Question 8

Contesting

Answer 8

• Counter-arguing (mediating between persuasion and attitudes/behavior, finding arguments against persuasion message content)
• Source Derogation (used when a source is seen as biased, the counselor is not knowledgeable)
• Persuasive Techniques (when persuasion is discovered and seen as immoral itself, I don’t like being persuaded hence I don’t agree to the message)

Question 9

Empowering

Answer 9

• Attitude bolstering (supporting own attitudes) = I am like this for reasons
• social Validation (getting validation from the social environment) = my friends do it too
• asserting the self (strengthening the trust in one’s self) = I studied this field for 3 years, I have to know

Question 10

Difficulties when resisting

Answer 10

Resisting influence attempts can be difficult
Influence attempts are not always visible
Motivation and ability must be strong enough to resist

Question 11

Cognitive Response Approach

Answer 11

Persuasive communication or counter-attitudinal messages
- lead to the cognitive process of the information
- leads to attitudes toward the persuasion object/content
–> results in acceptance or rejection

Question 12

Persuasion Knowledge

Answer 12

Knowing that others try to persuate me

Question 13

Persuasive Strategies

Answer 13

Advertising
Alpha Strategy
Omega Strategy
Cognitive Depletion
Self Affirmation
Fear appraisals (don’t work)

Question 14

Alpha vs. Omega Strategies

Answer 14

Alpha = Increase approach toward change
Omega = Reduce resistance against change

Question 15

Self Affirmation

Answer 15

• Reduce resistance to behavior change
• Reflect on your own values to feel better
• A possible threat is not seen as harmful

Enhances central route of ELM

Question 16

Elaboration Likelihood Model

Answer 16

Processing Information
depends on:
1. Motivation
2. Ability

Both high leads to:
1. Central route
One low leads to:
2. Peripheral Route

Question 17

Ego depletion / Resource depletion model

Answer 17

• can hinder motivation and ability to process information rationally
• is not supported by research

Question 18

McGuire’s model of Persuasion

Answer 18

6 Steps to go through when persuading someone:
1. Presentation
2. Awareness
3. Understanding
4. Acceptance
5. Retention
6 Actions

Question 19

Strategies for resistance building

Answer 19

1. Forewarning
2. Inoculation

Question 20

Inoculation

Answer 20

Training reactions to persuasive attacks
- weaker arguments
- produce counter-arguments before real persuasive message

Question 21

4 not significant Inoculation Theories

Answer 21

1. optimal threat level
2. same vs. different levels
3. impact of involvement
4. delay of the attack message

Question 22

4 not significant Inoculation Theories

Answer 22

1. optimal threat level
2. same vs. different levels
3. impact of involvement
4. delay of the attack message

Question 23

How does mood changes resistance

Answer 23

A positive mood can lead to lower resistance if people feel vulnerable