Attitude formation and Change

puberty and adolescence

white and grey matter (processing matter of neurons), largest amount of grey matter around puberty

attitude

a psychological tendency expressed by evaluating an entity with some degree of favor or disfavor.

Katz attitude functions

are developed and maintained because they help individuals achieve their goals or fulfill personal needs

Utilitarian functions

attitude helps individuals gain rewards or avoid punishments by guiding behaviour toward beneficial outcomes, such as seeking resources or social approval. “black goes with everything”

Value expressive function

attitude allows individuals to express their core beliefs and values, thereby enhancing self-identity and personal expression. “im a goth black is my color”

Knowledge function

attitude provides individuals with a framework for understanding the world, helping them organize and synthesize information to make sense of their experiences. "I look good enough in black and do not need to think about alternatives"

ego defensive function

attitude protects an individual's self-esteem and self-image from threats or criticism. "I only wear black because colourful clothes are silly."

three ways to influence attitudes

attitude based, belief based, evaluation based

Attitude based

classical coditioning

Belief based

persuasion, arguments, cues,and information to change beliefs.

evaluation based

the process of assessing and reflecting on information to form or alter attitudes.

the elaboration likelihood model

is a psychological theory that explains how attitudes are formed and changed through two distinct pathways: the central route, which involves careful and thoughtful consideration of the persuasive arguments, and the peripheral route, which relies on superficial cues.

The ABC model of attitudes

is a framework that categorizes attitudes into three components: affective (feelings), behavioral (actions), and cognitive (beliefs). This model helps to understand how attitudes influence behaviors and emotional responses.

Hierarchy of effects

is a marketing model that outlines the steps consumers go through from awareness to purchase, emphasizing the influence of attitudes on decision-making and behaviour. Depends on the level of involvement, the product, the consumers decision making process

Standard (high involvement)

is a type of decision-making process in which consumers are highly engaged, leading to extensive information search and careful evaluation of alternatives before making a purchase. (think feel do)

low involvement

is a decision-making process in which consumers have minimal engagement, leading to a more automatic, less analytical purchase behavior, often relying on cues such as brand recognition or price. (think do feel)

Experimental

is a decision-making process where consumers engage with products through trial or direct experience, leading to a more intuitive and emotional response that influences future attitudes and behaviours. (feel do think)

theory of reasoned action

is a model that explains how individuals make rational decisions based on their beliefs and attitudes towards a behavior and the subjective norms surrounding it, ultimately predicting their intention to perform that behavior.

subjective norm

refers to the perceived social pressure or expectations from others that influence an individual's decision-making process and behavioral intention.

normative beliefs

belief that other believe an action should or should not be taken

motivation to comply

degree to which consumers take into account anticipated reactions

Theory of planned behaviour

a psychological theory that links beliefs and behavior, suggesting that behavioral intentions are influenced by attitudes, subjective norms, and perceived behavioral control.