4.2 Attitude formation & change

Front

Attitude Formation

Back

How we develop our feelings and opinions about things. (Advertisements try to make you feel to make you connect)

Front

Foot-in-the-Door Phenomenon

Back

Start small, then ask for something bigger.

Front

Door-in-the-Face Phenomenon

Back

Ask big, get rejected, then ask for what you really want.

Front

Central Route Persuasion

Back

Convincing with facts and logic.

Front

Peripheral Route Persuasion

Back

Convincing with emotions or surface-level cues. (Celebrity endorsements)

Front

Cognitive Dissonance

Back

Feeling uncomfortable when your beliefs don't match your actions.

Front

Belief Perseverance

Back

Sticking to your beliefs even when proven wrong.

Front

Confirmation Bias

Back

Favoring information that agrees with what you already believe.