Littlefield Test 3

Social Judgement Theory

Assimilate new information about attitude objects in light of what we already know/feel

Self perception theory

alternative explanation for dissonance effects

Low ball technique

asked for a small favor and is informed after agreeing to it that it will be very costly

Julie morgan loves to go into springer country gifts. it always smells like a field of spring flowers the lighting gives all the products a warm glow and the mood music is just perfect for casual browsing

atmospherics

Source _______ refers to the message source's perceived social value

attractiveness

foot in the door technique

consumers are more likely to comply with the request if he first agreed to comply with a smaller one

which of the following best defines what is implied by the symbolic self completion theory

consumers who have an incomplete self definition tend to buy products that complete their identitiy

the source of a message has an impact on whether the message will be accepted or not. Two particularly important source characteristics are

credibility and attractiveness

The extended self if compromised of

external objects we consider part of us

The extended self is comprised of

external objects we consider part of us

self perception

foot in the door technique- Low ball technique Door in the face technique

A retailer that uses a simulated outdoor environment (such as a fishing pond with real fish) to attract outdoor enthusiasts to the retail store is using a _____ theme

landscape

According to the two factor theory, the net effect of being exposed repeatedly to the same message is a combination of

learning and tedium

The ____ route to persuasion is taken when the receiver is not really motivated to think about the arguments made in a communication message

peripheral

Door in the face technique

person first asked to do something extreme (with refusal) then asked to do something smaller

Jeff had collected a nice wardrobe before graduting from college. all of his friends considreed him well dresses after the first day at his new job however jeff went out and replaced most of his clothes with what was cosnidered to be professional dress clothing jess had just experienced the power of a new

reference group

which of the following is not one of the four levels of the extended self

social level

balance theory

striving to achieve balance between: a person, an attitude

cognitive dissonance

we change a belief when it clashes with another belief or without behavior