Discussion Questions

Chapter 5 - Attitudes --G & S 

  1. What are associative networks?

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  3. What is image based advertising's goal?

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  5. How can you use slogans and sponsorship to foster persuasion?

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  7. What is the principal of psychological consistency?

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  9. In your speeches what does it mean to align your message with your audience's frame of reference?

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  11. What is cognitive dissonance? Does it help or hurt persuasion attempts?

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  13. How can you use public commitments in your future presentations?

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  15. What is classical conditioning?

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  17. What are the FIVE major persuasive disciplines 

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  19. List three of the myths about persuasion.

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  21. What are the ABCs of persuasion

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Key Terms & concepts


Sloganeering Psychological consistency Dissonance reduction
Attitude centrality Attitude modification Magnitude of dissonance
Denial Buyer's remorse "Growing legs"
External justification