Define “attitude” and “persuasion.” Be able to give/recognize examples of both.

What is the Elaboration Likelihood Model?

Name and describe the two routes to persuasion. When does each work best? Which route produces the stronger attitude?

What elements of the source/speaker make the source more persuasive? How do they interact with central vs. peripheral route? Consider speaker expertise, likeability, and attractiveness.

What elements of the message make it more persuasive? How do they interact with central vs. peripheral route? Consider the strength of the arguments, the number of arguments, vivid examples, classical conditioning, familiarity, and use of fear.

What is “need for cognition”? How does it play a role in persuasion?

What is the “mere exposure effect”? How does it play a role in persuasion?

What is the “sleeper effect”? How does it play a role in persuasion?

Why is product placement an effective persuasive technique?

Define “reactance.” How does it play a role in resisting persuasion?

Define “attitude inoculation.” How does it work? How does it play a role in resisting persuasion?

What is “forewarning”? How does it play a role in resisting persuasion?

What did LaPiere find in his travels of the US in 1930?

Explain how the following factors affect the ability to predict behavior from attitudes: attitude/behavior specificity, attitude accessibility, personal experience, importance of attitude domain, self-awareness, and situational pressure.