When Cialdini and his colleagues asked some people, "Would you spend two hours a week for two years working as an unpaid counselor?" and then followed it with a request to take some delinquents to the zoo for two hours, they found:
- More people complied with the zoo request than people who were presented with the zoo request without the first request.
- Fewer people complied with the zoo request than people who were presented with the zoo request first and the counselor request second.
- None of the above.
- 50% complied with the counselor request compared to only 16% of a group who did not receive the zoo request.
- Fewer people complied with the zoo request than people who were presented with the zoo request without the first request.
We often find learning theory applied to advertising. One example is the Tasters' Choice coffee commercial in which a male and a female are sipping coffee in an intimate, warm environment. These advertisers are hoping that the coffee will become a(n):
a. Unconditioned stimulus
b. Conditioned stimulus
c. Unconditioned response
d. Conditioned response
One should expect a positive relationship between counter-argumentation and message acceptance, a positive relationship between support argumentation and message acceptance, and a negative relationship between source derogation and message acceptance.