A teen is considering whether he/she should start smoking. Which of the following best illustrates the subjective norm component of the Theory of Reasoned Action?

16. Counterattitudinal advocacy suggests that after having a person create and present a message that is at odds with her/his existing attitudes, she/he is more likely to

The stage at which cult members demonstrate their allegiance by abandoning their careers or their academic goals, donate their possessions to the cult, and begin to recruit members, is termed the

A defining feature of attitudes is that they are

All of the following are true about credibility except

Researchers have found that before buying a new car, consumers tend to look at ads for all makes and models of cars.  However, once having purchased a car, consumers tend to read only ads for the kind of car they purchased. This tendency best illustrates the phenomenon known as

Imagine that you have two friends that have each rushed a fraternity on the campus of their university. One of the friends went through a grueling week of hazing, and the other did not. The hazed friend seems more committed to his fraternity and values his membership more than the other, un-hazed friend. This can be explained based on the concept of

Which of the following statements best reflects the view of persuasion offered by Gass & Seiter?

In the Cialdini chapter, the author gives an example in which an unattractive individual will be rated as even more unattractive if seated by an attractive person. The principle explaining this outcome is called the

Groups sometimes make bad decisions because members engage in consensus seeking and simply reinforce one another’s opinions, rather than questioning or disagreeing. This is known as: