Exam 8: Social Influence and Persuasion

Kelly is collecting money for the March of Dimes by going door-to-door in her neighborhood. At each door, she explains what the March of Dimes is for and then asks for a donation, saying, "Even a penny would help!" Adding this comment to her request will increase the likelihood of people donating.

Compared to others, people with a high ____ tend to be more persuaded by strong arguments but less persuaded by weak arguments. ​

Which pair of social influence techniques is based on the principle of reciprocation?

The tendency to be persuaded by others who are similar to us or physically attractive illustrates the importance of ____.

Describe the disrupt-then-reframe technique of persuasion with examples, and mention how one can defend oneself against it.

In Rhetoric , ____ specified three components of the persuasive process: the speaker, the subject of the speech, and the hearer to whom the speech is addressed.

When persuasion researchers refer to a persuasive message as having "personal relevance" for someone, what they mean is that the ____.

In one study, a group of homeowners was asked if they would put a small sign on their door that said, "BE A SAFE DRIVER." Another group of homeowners was not asked to display this sign. A few weeks later, both groups were asked if a large, poorly lettered sign stating, "DRIVE CAREFULLY," could be displayed in their yard. Most people who had granted the first request were willing to have the larger sign in their yard. In contrast, those who had not received the first request tended to refuse to display the larger sign. This study was about the social influence technique known as the _____.

In the terminology of the elaboration likelihood model, people relying on automatic, nonconscious processing are using the ____ route. ​

Persuasive messages that focus on name brand tend to appeal to people high on traits of ____.

Asch's line-judging studies on conformity suggests that people engage in normative conformity ____ when in the presence of larger groups (groups of three to seven people)as opposed to smaller groups (groups of two to three people).

Fear-based messages (e.g., messages about the dangers of smoking)are almost always highly effective.

According to the cognitive miser concept, most people tend to be ____.

People who are processing persuasive messages via the central route tend to rely on surface cues such as source attractiveness and the reactions of others.

Which group of individuals is most likely to be simultaneously receptive to persuasive messages but UNLIKELY  to yield to them?

Frank has moderately low self-esteem, but his friend Omar has relatively high self-esteem. The two friends are approached by a local political group, which attempts to educate them about its causes and persuade them to sign several petitions. Given the research on self-esteem and persuasion, what can we expect?

You are having a garage sale, and you have decided to negotiate with buyers rather than display fixed prices. Your technique is to quote an inflated price (e.g., $50 for a broken exercise bicycle)and then "bargain" by coming down to a lower, more reasonable price. You hope that the lower price will then appear to be supremely fair. You are apparently using the ____.

According to Hovland, _____ is a characteristic of a source that refers to whether he or she will honestly tell you what he or she knows.

People are more likely to engage in central processing than peripheral processing when ____. ​

You are on a committee that is deciding how to allocate the yearly budget. Many people on the committee seem to just be "going along with the crowd" rather than expressing their opinions or concerns. Based on Asch's line-judging research on conformity, you can encourage more dissent and debate in the group by ____.