Unit 9.2

Question 1

Attitude

Answer 1

Feelings influenced by beliefs that predispose us to respond in a particular way to objects, people, & events.

Question 2

Elaboration Likelihood Model

Answer 2

Explains how people can be persuaded to change their attitudes.

Question 3

Central Route to Persuasion

Answer 3

Logic-driven approach, using data and facts to convince people of an argument or products worthiness.

Question 4

Peripheral Route to Persuasion

Answer 4

And indirect route that uses attractiveness and peripheral cues to associate positivity with the message.

Question 5

Foot-In-The-Door Approach

Answer 5

The tendency for people who have first agreed to a small request to comply later with a larger request.

Question 6

Door-In-The-Face Approach

Answer 6

The persuader asks for a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuaders face.

Question 7

Cognitive Dissonance

Answer 7

Theory that we act to reduce the discomfort we feel when two of our thoughts or our thoughts and behaviors are inconsistent.