Buyer Seller test 2.docx - Buyer Seller test 2 Topic 1 Cognitive component of attitudes refers to the beliefs thoughts and attributes that we would

Buyer Seller test 2.docx - Buyer Seller test 2 Topic 1...

This preview shows page 1 - 3 out of 5 pages.

Buyer Seller test 2Topic 1Cognitive component of attitudes refers to the beliefs, thoughts, and attributes that we would associate with an objectThe cognitive Response modeloSupports argumentsoCounterargumentsoSource derogationsIncentives for attitude change can vary based onoWhooWhatoThe audienceHow are cognitively based attitudes influencedoCommunication sourceoTheir expertise, credibility, and trustworthinessResults of the petty and cacioppo experimentoStudents with personal stake, stronger arguments were more convincing and weak arguments left them less convincedoStudents without a personal stake, weren’t affected and did not process quality argumentsElaboration likelihood model assumesoPeople are motivated to hold correct attitudesoAmount of elaboration in response to an appeal can vary in content and amountoElaboration leads to new and strong attitudesFactors influencing motivation to process a message deeplyoPersonal relevanceoNeed for cognitionAbility to processoExpertise on the subjectOpportunity to processoExternal constraints, distractions in the environmentProcessing content with cuesoSuperficial relationshipsoPeripheral=highProcessing content with argumentsoRequires a lot of thought which means you are using the central processElements of persuasion that attempt to influence thoughts/cognitionsoSource characteristicsoMessage contentoAudience characteristicsoFirm reputationoSpokesperson credibility
Background image
oArgument qualityoPersonal relevanceCentral routeoAttitude change that occurs through its impact on cognitive responses to message contentElaboration likelihood modeloA duel- process model that distinguishes between central and peripheral routes to attitude changeHeuristic processingoThe use of simple judgment rulesPeripheral routeoAttitude change that occurs by considering simple characteristics of a messageTopic 2Affective foundations of attitudesoAffective involvemento
Background image
Image of page 3

You've reached the end of your free preview.

Want to read all 5 pages?

  • Fall '08
  • JDBOYER
  • Mere Exposure

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

Stuck? We have tutors online 24/7 who can help you get unstuck.
A+ icon
Ask Expert Tutors You can ask You can ask You can ask (will expire )
Answers in as fast as 15 minutes