Attitudes
Feelings and beliefs we develop through conditioning, observational learning, and cognitive evaluation.
What are attitudes?
A process of targeting a specific audience with a certain attitude with the hope of changing that attitude
What is persuasion?
Harlow's experiment involving primates is considered a "classic" experiment in this form of science
What is behavioral science?
The focus of the Asch Conformity Studies
What is conformity?
The focus of the Milgram experiment
What is obedience to authority figures?
Children develop attitudes that are similar to these figures in their lives.
What are authority figures?
This tactic of exposing people to persuasive material multiple times so the material is more effective
What is repetition?
These animals were the test subjects of Harry Harlow's studies in behavioral science
What are monkeys?
The task the participants had to complete in the Asch Conformity Experiment
What is a line judgement test?
Participants were told to administer these to who they believed was another participant
What are electric shocks?
These forms of conditioning cause a certain attitude to be present in one's mind more often.
What is verbalization and repetition?
This resistance to persuasive sales affects people differently due to differing levels of self-esteem and social anxiety
What is sales resistance?
The outcome of Harlow's studies revealed that infant primates value this over the provision of food
What is contact comfort?
The type of influence where the reason for conforming was the desire to fit in with the group
What is normative influence?
The participant of the experiment had what role in the study they believed they were participating in
What is the teacher?
The acknowledgement that a certain attitude is admirable and shaping one’s attitude in order to gain approval from others
What is observational learning?
This route of persuasion incorporates evidence and logical arguments, such as statistics or facts, to persuade people
What is central route?
Harlow's studies revealed the importance of this in infant development
What is maternal touch?
The type of influence where the subject conformed because they believed the group was better informed then the subject
What is informational influence?
When participating in the experiment, participants displays degrees of this
What is stress?
The evaluation of evidence and forming an attitude based on the results of their evaluation
What is cognitive evaluation?
This route of persuasion uses positive or negative connotations of other things and associates what attitude it is trying to prove with that feeling of positivity or negativity to persuade others
What is peripheral route?
As a result of Harlow's studies, the infant monkeys developed these that made it difficult to survive into adulthood
What are social deficits?
The percent of people who conformed at least once in the studies
What is 75%?
This percent of participants fully obeyed the authority figure and administers shocks of 450 volts
What is 65%?