a consumer is more likely to comply with a big request if he agrees to a smaller one.
Social judgment theory
assumes people assimilate new information about attitude objects in light of what they already know or feel (lifting a light box after lifting a heavy one).
Latitudes of acceptance and rejection
people differ in terms of the information they find acceptable or unacceptable and evaluate ideas falling within a latitude favorable, but will reject those outside this zone.
people tend to perceive messages within their latitude of acceptance as more consistent to their position than they actually are.
we tend to see messages that fall in our latitude of rejection as even more unacceptable than they actually are.
considers how a person perceives relations among different attitude objects, and how he alters his attitudes so that these remain consistent or "balanced."
attitude structures containing a person and his perceptions of an attitude object and some other person or object. We want relations among these things to be harmonious and will change our perceptions to restore balance if necessary.
specify the different elements that might work together to influence people's evaluations of attitude objects.
Multiattribute attitude models
assume that a consumer's attitude toward an attitude object depends on the beliefs she has about several of its attributes; used because attitudes are so complex.
cognitions about the specific attribute object; measures the extent to which the consumer perceives that a brand possesses a particular attribute.
multiply a consumer's rating of each attribute for all brands considered by the importance rating of that attribute to obtain overall attitude scores
specifies the elements marketers need to control in order to communicate with their customers: Source—message—medium—receiver—feedback.
a strategy that acknowledges a marketer will be much more successful when he communicates with consumers who have already agreed to listen to him.
the set of technologies that enable users to create content and share it with a large number of others (1 billion users worldwide).
when we attribute the same message to different sources and measure the degree of attitude change that occurs after listeners hear it, we can isolate which characteristics of a communicator cause an attitude change. Two characteristics: credibility and attractiveness
the social value recipients attribute to a communicator. It relates to their physical appearance, personality, social status, or similarity to the receiver.
boost viewers' recall of claims that ads make and yield higher brand attitude without the risks presented by celebrities (ex. Pillsbury Doughboy).
present one or more positive attributes about the product or reasons to buy it.
first raise a negative issue then dismiss it; can be effective because it increases source credibility by reducing reporting bias.
a strategy in which a message compares two or more recognizable brands and weights them in terms of one or more specific attributes.
grab attention and may or may not affect recall and attitudes; serve as a source of distraction and inhibit counterarguing (thinking of reasons why we disagree with the message). It is more effective when the brand is identified clearly.