Exam 8: Social Influence and Persuasion

Mark has been attending a religious study with friends from his dorm. He really likes these people, although he thinks that their interpretation of the sacred texts is completely wrong. Yet, in the meetings, he tends to agree with them to avoid conflict because he enjoys their friendship so much. Mark's behavior is described as ____.

The elaboration likelihood model is almost identical to another model, known as ____.

Complying with small requests seems like no big deal, but it increases the likelihood of complying with larger requests later on.

Research indicates that people are less vulnerable to persuasive messages when they are well-rested, in a good mood, and not distracted by other stimuli. That is, people are less prone to be persuaded when they have ____. ​

Which social influence technique is based on reciprocation?

How can individuals best defend themselves against social influence techniques based on scarcity?

An apartment manager lists a "luxury penthouse" in the newspaper for an astoundingly low price, even though he has no such units available. The idea is to lure people in and then try to sell them his relatively mediocre apartments. The manager is most likely using an influence technique known as the ____.

Communications that are fear-based (e.g., messages about the dangers of smoking)are not always effective. They tend to be MOST effective when they elicit ____ and LEAST  effective when they elicit ____.

Although the low-ball technique is considered unscrupulous, it often works.

People are more likely to buy cupcakes when they are described as "half-cakes, priced at a bargain," as opposed to when they are simply described as "cupcakes." This is an example of people being influenced via the ____.

Social psychologists distinguish between two major routes to persuasion: central and peripheral. These terms are more or less interchangeable with the terms ____, respectively.

Individuals with high intelligence tend to be ____ to persuasive messages because of their ____. ​

Describe attitude inoculation as a strategy for resisting persuasion.

As a defense against persuasion techniques based on scarcity, _____ recommends a two-stage process of resistance.

Product placement relies on the same principle ____. ​

In one study, groups of subjects discuss the punishment appropriate for "Johnny Rocco," a juvenile delinquent. In this experiment, subjects LEAST liked an accomplice when he played the role of a person who ____.

Advertisements with explicit conclusions are more persuasive than advertisements with omitted conclusions (which require viewers to come up with conclusions on their own).

Which social influence technique is based on capturing and disrupting attention?

Instead of using the standard queries, "Can you spare any change?" or "Can you spare a dollar?"-a homeless person asks passersby, "Spare four hundred dollars and thirty-seven cents?" She is apparently making use of the ____ technique of social influence.

The speed at which the source speaks can serve as a(n)____ cue to persuasion.