Exam 8: Social Influence and Persuasion

The results of social psychological research on negative campaigning in politics have ____.

The assumption that physically attractive people possess other desirable characteristics is known as the ____.

One potential problem with fast talking and persuasion is that ____. ​

Which principle(s)best explains why adding "even a penny will help" will increase the success of fundraising requests?

When stores have only a few items out on display-as opposed to piles of items-the merchandise appears to be more valuable. This is probably due to the ____ principle. ​

Which factor would make you relatively MORE likely to conform in a group situation?

People sometimes do the exact opposite of what someone is trying to persuade them to do. For example, when parents tell their children not to look in certain drawers or cabinets, children sometimes take a sneak peek into these areas just because they were told not to. In social psychology, this effect is known as "the boomerang effect," or ____.

As part of a tenth-grade "Social Living" course, a teacher has a guest speaker come to his classroom to talk about the dangers of drug use. The guest speaker is a former drug dealer and hardcore drug user, who became involved in crime as a result of his connection to drugs, spent many years in jail, later entered a drug rehabilitation program, and finally cleaned up his act. Social psychologists would refer to this kind of communicator as a(n)____.

Social psychologists use the term ____ to refer to the tendency to engage in, and enjoy effortful thinking, analysis, and problem solving.

Jenni wants her daughters to avoid having sex until they are out of high school. She talks to her girls about the arguments their peers might offer for promoting sexual activity during high school, and the girls generate ways to counterargue against them. Jenni is using a strategy based on ________________ theory.

Public health messages that are fear-based (e.g., messages about the dangers of smoking)are not always effective. They often backfire because ____.

According to research, who is MOST likely to be persuaded by a fear-inspiring anti-AIDS message?

Psychologists who study persuasion use the term yielding to refer to whether a person ____.

What are the two factors which influence whether a person is motivated to process a message?

Which construct is measured using items such as "I like situations that require a lot of thinking" and "I prefer my life to be filled with puzzles to solve"?

In one well-known social psychology experiment, research participants were brought into a dark room where an experimenter projected dots of light. These dots of light appeared to move slightly-though exactly how far they moved the participants couldn't say. When asked to estimate the distance that the light traveled, participants tended to look to others in the room and ask them what they thought (not because they wanted to gain the approval of others, but because they assumed that others knew more than they did). It would therefore be MOST accurate to say that the participants' behavior was a product of ____.

In one well-known experiment, research participants were brought into a dark room where an experimenter projected dots of light. These dots of light appeared to move slightly as they were projected-though exactly how far they moved the participants could not say. When asked to estimate the distance that the light traveled, participants tended to look to others in the room, and ask them what they thought. All of the participants thus ended up giving somewhat similar answers-thereby establishing ____.

Individuals who are high in self-monitoring are more likely than others to be persuaded by ads that focus on a product's ____.

The scientific study of persuasion can be traced back to ____, a social psychologist at Yale University.

Josephine is at the park with her kids. A child falls off the monkey bars and becomes unconscious. Josephine does not react because she assumes the injured child's mother is nearby and knows what to do. In fact, the child's mother is panicking and is unable to act promptly-she is looking to others for help. Josephine's assumption that the mother will know more than she does is an example of ____.