Exam 8: Social Influence and Persuasion

People who believe that someone is trying to persuade them of something (and thus take away their freedom of choice)experience a negative emotional response called ________________.

Kirby thinks that her professor is smart and knows a lot about her subject. Thus, she believes in her professor's _____.

A social psychology researcher conducts an experiment in which she delivers a persuasive message to a group of people. She observed that people with high self-esteem were open to listening to the message but did not accept it as part of their beliefs. However, people with moderate self-esteem listened to the message and also accepted it as part of their beliefs. In this scenario, it can be said that people with moderate self-esteem were most _____ the persuasive message.

Research has shown that fear-based appeals are especially effective when ____. ​

Social psychologists distinguish between two major categories of social influence: ____.

In studies on the effect of anti-AIDS films, which of the following is true of sexually active people who watched the films?

Describe the two factors which influence one's ability to process a message.

A large furniture store puts an advertisement in the Sunday paper stating that a sale will occur on a holiday weekend and only for that weekend. Which social influence strategy is being used?

The door-in-the-face technique starts with a(n)____.

Which scenario does NOT illustrate someone relying on a peripheral cue?

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

A number of social psychology studies have made use of the autokinetic effect in order to understand ____.

Negative attitude change (or the boomerang effect)often occurs when people experience ____. ​

Distracting people can be a useful strategy when trying to make a persuasive argument, largely because it ____. ​

Vince is trying to pick up a woman at a bar. Instead of approaching her with a boring standard line (e.g., Can I buy you a drink?), he tries something new. He asks, "Can I buy you a diamond?" Even though he has no intention of buying the woman a diamond (at least not right away), he hopes that this will capture her attention. Social psychologists would say that Vince is using the ____ social influence technique.

Meg is an extremely attractive woman. People often expect her to be smart and pleasant as well. Thus, Meg likely benefits because of ____.

To avoid advertisement wear-out, one should use ____. ​

Social psychologists use the term convert communicator to refer to ____.

How can a person defend against social influence techniques based on capturing and disrupting attention?

The ____ is based on commitment and consistency, wherein the influencer first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs to the person.