Test 3 Unreasoned Influences on Behavior Flashcards Preview

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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

what are some opportunities for persuasion in regards to mere exposure

-some value to message repetition
-possible unfavorable msg may appear more favorable (or less favorable) over time