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PERSUASION FINAL EXAM | 121 QUESTIONS | WITH ALL CORRECT SOLUTIONS, GRADED A+
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PERSUASION FINAL EXAM | 121 QUESTIONS | WITH ALL CORRECT SOLUTIONS, GRADED A+
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PERSUASION FINALEXAM | 121
QUESTIONS | WITH ALL
CORRECT SOLUTIONS,
GRADED A+
PERSUASION
Evatee 8/3/24 PERSUASION
,PERSUASION FINAL EXAM | 121 QUESTIONS
| WITH ALL CORRECT SOLUTIONS, GRADED
A+
Nudge theory Answer - small change to the information architecture at the
point of decision that influences peoples behavior
Ex: the auto play for next episode on netflix
Fogg behavioral model Answer - - behavior = motivation x ability x prompt
- Step 1: get specific, what behavior do you want?
- Step 2: make it easy
- Step 3: Prompt the behavior
Theory of reasoned action (TRA) (reasoned action approach) Answer - -
presumes people are rational decision makers and make use of available
information
- the driving factor to behavior is behavioral intentions
- subject norm component
subject norm component Answer - our perceptions of what other people (of
importance) think of this behavior will determine whether you do it
theory of planned behavior Answer - - TRA evolved into this
, - identical to TRA but adds perceived behavioral control, perception on if you
can control your own behaviors
consistancy theory Answer - - people desire consistency, inconsistency casues
psychological distress (dissonance)
- the degree of dissonance depends on the centrality of the issue
- ex: polarization of alternative: disliking what we didnt choose to stay
consistent with our choice
- ex: buyers remorse: picking one thing and wishing you picked another
motivated reasoning Answer - aka confirmation bias
- we perceive the world through our preexisting beliefs/attitudes and cannot
see it in other perceptions.
psychological reactance Answer - When someone is told what to do when they
were already planning on doing it, it makes them feel threatened so they dig in
- "reverse psychology"
- not the same as psychological distress
- when your freedom of choice is being threatened (negative face) you will feel
resistant
attitude behavior consistency (ABC) Answer - specific attitudes correlate with
specific behaviors
- attitudes correlate strongest when they are strong, based on personal
experience, central to core beliefs, centrality is high, and linked with identity.
counter-attitudinal advocacy (CAA) Answer - individuals advocate for a position
contrary to their own existing attitude or behavior
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