Social Judgment Theory
This latitude includes positions a person considers acceptable or agrees with
latitude of acceptance
This attitude function helps people maximize rewards and minimize punishments.
utilitarian (instrumental) function
The "A" in MAIN Model stands for this.
Agency
This type of distraction involves stimuli outside the message, such as flashing lights or background noise.
External
This is the name of the experiments that showed that people may conform to a group's incorrect judgment even when the correct answer is obvious.
Asch experiments
Your (questionable) mother-in-law wants to come along with you and your spouse on your honeymoon -- it'll be fun! You politely refuse and she says, "That's fine... can you guys just come over for dinner when you come back?"
Door-in-the-face
This occurs when people perceive a message within their latitude of rejection as farther from their own position than it actually is.
Contrast error
A person supports a luxury brand because it reflects their identity and personal values. This attitude serves this function.
value-expressive function
A website's menus, hyperlinks, and search tools are examples of this affordance.
Navigability
According to the Cognitive Response explanation, distraction can increase persuasion by preventing people from generating these thoughts against a message.
Counterarguments
This is the most stable form of conformity, because it does not rely on external pressure. You genuinely believe in the thing!
Internalization
You're in the process of signing your dream apartment's lease, when your landlord says: "Oh shoot, did I mention that the plumbing is down? But don't worry, we'll have it fixed... soon. Soon-ish. Hope that's cool!"
Lowball technique
According to SJT, people who are highly ego-involved in an issue generally have a larger latitude of this type.
Latitude of rejection
Two people support the same policy for different reasons. According to Functional Attitude Theory, persuasion will be most effective when messages do this.
What is match the function served by each person's attitude?
The MAIN Model examines the effects of ______, or the relationship between the physical or digital properties of a technology.
Technological affordances
According to Information Processing Theory, distraction generally decreases persuasion because it interferes with this process.
Message comprehension (and recall)
What operating mechanism/theory best explains why scarcity works in the context of interpersonal influence?
Reactance
A lady stops you at the mall to tell you, "You have such beautiful eyes! Can I take a picture of you?" "Sure!" you say. After taking the pic, she tells you that your eyes would look even better with the new mascara she's selling -- it's only $12!
Foot-in-the-door
A person who strongly supports environmental protection views a moderately pro-environmental message as closer to their own position than it actually is. This perceptual bias is called this.
Assimilation
To change an attitude serving this function, a persuasive message should introduce uncertainty and make people question what they know.
Knowledge function
A student trusts an AI chatbot more because it responds to their questions and adapts its explanations based on their feedback. This affordance explains why they trust the chatbot.
interactivity
A student who already supports recycling watches a pro-recycling advertisement while multitasking. According to Cognitive Response Theory, distraction may reduce persuasion because it inhibits these thoughts.
Favorable thoughts
"Omg I love your necklace! Where'd you get it?" says the salesperson, right before she shows you the newest pants they have in store. Which interpersonal influence pillar is most at play here?
Liking
Your mother-in-law asks if you and your spouse can come over for dinner. You agree. A few days later, she asks if she can join you on a weekend getaway. This emotion/operating mechanism explains why you are inclined to say yes.
Guilt
In order to maximize attitude change in an audience, you should expose them to messages that fall within this latitude
Latitude of non-commitment.
It's difficult to know what functions people's attitudes serve, so researchers will often rely on this proxy variable.
self-monitoring
According to the MAIN Model, technological features of digital media influence users' judgments of credibility by activating these mental shortcuts.
heuristics
A highly credible doctor uses unusual gestures during a presentation, drawing attention toward the doctor rather than the arguments. According to Buller's (1986) findings, this type of distraction would generally have this effect on persuasion.
Positive (increase)
On New Year's, you posted on your Instagram: "This year, I pledge to go to the gym four times a week." According to Cialdini, you made a public commitment that you will want to be consistent with, because if you don't, you will feel this.
Dissonance
Your roommate needs help moving boxes and employs a distrupt-then-reframe strategy: "Bro, can you help me carry boxes for 30 minutes? It's only 1,800 seconds... which is faster than watching a TV episode!" What part of his request "disrupts" your internal thinking?
"It's only 1,800 seconds!"