Module 4.2: Attitude Formation & Change

Foot-in-the-Door Phenomenon

The tendency for people who agreed to a small request to comply later with a larger request.

Door-in-the-Face Phenomenon

Approach someone with an unreasonable request, after you get turned down, a follow-up moderate request is acceptable.

Cognitive Dissonance

The mental discomfort experienced when holding 2 or more contradictory beliefs, values, or behaviors.

Peripheral Route Persuasion

Uses attention-getting cues to trigger speedy, emotion-based judgements.

Central Route Persuasion

Offers evidence and arguments that aim to trigger careful thinking.

Elaboration Likelihood Model

When we process a message, we mentally elaborate on it, more often to retain it.

Halo Effect

Belief that celebrities or beautiful people are smart and trustworthy.