Suppose you have decided to oppose the less-than-enthusiastic attitudes of people in your neighborhood about recycling. Describe what you will do to change their attitudes and behaviors, and be sure to include the processes of persuasion,

Question

the role of dissonance, and the various techniques that you might use to gain compliance. Compare your approach to various approaches taken by salespeople.

What will be an ideal response?

Answer 1

Answer: An attitude is a positive or negative evaluation of people, objects, and ideas. Elements of cognitive, behavioral, and affective information give rise to attitudes. Attitudes may not always be accurate indicators of how people behave. Persuasion involves deliberate efforts to change attitudes. The elaboration likelihood model distinguishes between peripheral and central routes to persuasion. Cognitive dissonance causes distress because of differences between our perceived attitudes and the actions we have taken. Use examples of studies (such as the Festinger and Carlsmith study) that demonstrate change of attitude as a result of dissonance. Discuss compliance, the reciprocity norm, and actions such as the foot-in-the-door technique used by salespeople to foster commitment.