Flashcards in Test 3 Unreasoned Influences on Behavior Deck (20)
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1
what is "unreasoned behavior"
not assume intentional deliberation (serious thought) about the best course of action prior to acting
2
what are the 3 types of unreasoned responses
-habit
-mindlessness
-mere exposure
3
explain habit
-routine behaviors (ie. grocery shopping)
-explains some behaviors better than norms/attitudes
4
what is the conclusion of habit
habit has a life of its own independent of reasoned influence
5
what happened in the study of habit during the blood donation, Bagozzi?
-frequent blood donating in past predict actual blood donation over later time above the combination of: attitude, subjective norms, and behavioral intention
6
what happened in the study of habit during the drug use, Bentler & Speckhart?
-past drug use had a greater influence on present drug use than attitudes and subject norms
7
what are some challenges for persuasion that come from habit
habitual behaviors difficult to influence change
8
what are some opportunities for persuasion that come from habit
once habit in place, persuasive msgs may serve to reinforce it
9
define mindlessness
-minimal info processing & behave in auto fashion
-attention focused on cues, fail to take into acct other substantive cues (human auto-pilot)
-new info limited
10
what are the 3 causes of mindlessness
-over-reliance on existing categories
-premature cognitive commitment
-over-learned behavior
-
11
what does it mean to have over-reliance on existing categories (mindlessness)
observations categorized into rigid set of pre-existing interpretations
12
what does it mean to have premature cognitive commitment (mindlessness)
assume there is a single appropriate response without other interpretation
13
what does it mean to have over-learned behavior (mindlessness)
steps in a sequence are no longer processed cognitively
14
what are some challenges for persuasion that come from mindlessness
-refusal scripts (mindless response)
-difficult to get mindless audience to attend novel info
15
what are some opportunities for persuasion that come from mindlessness
-capitalize on mindlessness (ie. do you want fries with that?)
16
what is mere exposure
-propensity (inclination) for ppl to respond positively to repeated exposures to a:
-familiarity=liking
-repetition = less threatening/approachable
17
What happened during the Zajonc study
-initial study
-showed chinese characters to ppl from 1-25 times and asked them to guess meaning
-more ppl saw character, more positive meaning assigned to it
18
what happened during the Cacioppo and Petty experiment
-conducted 2 experiments and found relationship applied to attitudes.
-attitudes peaked after 3 exposures to the same msg
19
what are some challenges for persuasion in regards to mere exposure
-ensuring that repeated msg is attended to
-too much repetition may lead to negative response
20
