Attitudes and Attitude Change CHAPTER 7 Attitudes and Attitude ...
Attitudes and Attitude Change CHAPTER 7 Attitudes and Attitude ...
Attitudes and Attitude Change CHAPTER 7 Attitudes and Attitude ...
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Chapter 7<br />
STUDY ACTIVITIES<br />
1. Give examples of cognitively, affectively, <strong>and</strong> behaviorally based attitudes.<br />
2. When do persuasive attempts “boomerang” <strong>and</strong> why?<br />
3. As a marketing specialist, what advertising approach would you recommend to the maker of<br />
greeting cards?<br />
4. Describe Petty <strong>and</strong> Cacioppo’s (1986) elaboration likelihood model. What are the two routes to<br />
persuasion that people may take? What determines the route taken? What are the effects of<br />
persuasion by each route?<br />
5. Describe the “attitude inoculation” technique used to help people resist attempts to persuade<br />
them. How has this technique been adapted in order to make individuals resistant to peer<br />
pressure?<br />
6. When does counterattitudinal advocacy lead to private attitude change? What is the process<br />
underlying this change?<br />
7. What are some examples of peripheral cues? What route to persuasion leads to lasting attitude<br />
change?<br />
8. What level of fear is most effective in a persuasive communication? What is the best strategy if<br />
you are hoping to arouse fear in your persuasive communication? Why?<br />
9. Under what conditions do attitudes predict spontaneous <strong>and</strong> deliberative behaviors? How does the<br />
theory of planned behavior predict deliberative behaviors?<br />
10. Discuss the evidence concerning whether subliminal messages in a persuasive communication<br />
influence our behavior in a laboratory setting or in everyday life.<br />
189<br />
Copyright © 2010 by Pearson Education, inc. All rights reserved.
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