Question 1

The _____ refers to a compliance-gaining technique that involves a phrase that suggests that even a very small amount of aid will help.

Accepted Answer

legitimiza

Question 2

Joe is a freshman at Princeton University. All else being equal, who will be most persuasive to him based on the principles of source likeability?

Accepted Answer

A) Jill, a freshman at the University of Washington 
B) John, a senior at Harvard  University 
C) Jennifer, a medical student at the University of Illinois 
D) Jordan, a freshman at Princeton University 
A) Jill, a freshman at the University of Washington 
B) John, a senior at Harvard  University 
C) Jennifer, a medical student at the University of Illinois 
D) Jordan, a freshman at Princeton University

Question 3

Your friend Victor gives you a bottle of red wine for your birthday and tells you that only 100 bottles of the wine exist in the world. Suddenly, the wine seems very important and special. This would seem to be due to the ____ principle.

Accepted Answer

A) reciprocity 
B) consistency 
C) commitment 
D) scarcity 
A) reciprocity 
B) consistency 
C) commitment 
D) scarcity

Question 4

Which statement about the speed of speech and persuasion is MOST accurate?

Accepted Answer

A) In general, fast talkers are more persuasive. 
B) In general, slow talkers are more persuasive. 
C) In general, moderate talkers are more persuasive. 
D) Speed of speech generally has no impact on persuasiveness. 
A) In general, fast talkers are more persuasive. 
B) In general, slow talkers are more persuasive. 
C) In general, moderate talkers are more persuasive. 
D) Speed of speech generally has no impact on persuasiveness.

Question 5

Compared to advertisers who communicate using repetition with variation, advertisers who use simple repetition are more likely to run the risk of advertising wear out.

Accepted Answer

A) True 
 B)False

Question 6

Carlos is a freelance graphic designer. Last month, a client hired him to design a website at a flat rate of $1,000. Carlos met with the client numerous times to sketch out the project and engaged in a fair amount of background research. Just as he was getting ready to sign a contract for the job, the client mentioned, "Oh, by the way, I also need you to design three catalog covers under your contract." Even though Carlos would never design a website and three catalog covers for just $1,000, he had already invested so much time and energy in this client that he ended up agreeing to everything. Carlos told his friends that he had been tricked by the client. Social psychologists would say that he was a victim of the ____.

Accepted Answer

A) legitimization-of-paltry-favors technique 
B) low-ball technique 
C) labeling technique 
D) foot-in-the-door technique 
A) legitimization-of-paltry-favors technique 
B) low-ball technique 
C) labeling technique 
D) foot-in-the-door technique

Question 7

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 hardcore drug user, who became involved in serious criminal behavior as a result of his use, spent many years in jail, later entered a drug rehabilitation program, and finally cleaned up his act. All things being equal, is the guest speaker likely to be more effective or less effective than the teacher would have been at communicating the dangers of drug use?

Accepted Answer

A) Much less effective 
B) Slightly less effective 
C) About the same 
D) Somewhat more effective 
A) Much less effective 
B) Slightly less effective 
C) About the same 
D) Somewhat more effective

Question 8

The finding that, over time, people tend to separate messages from their sources-and forget where or from whom they heard certain things-is known as the ____. ​

Accepted Answer

A) omega effect 
B) sleeper effect 
C) discontinuity effect 
D) boomerang effect 
A) omega effect 
B) sleeper effect 
C) discontinuity effect 
D) boomerang effect

Question 9

Are overheard messages more persuasive than direct messages? Why or why not?

Accepted Answer

Research has shown that if people think

Question 10

Two types of situations tend to produce informational influence: ____.

Accepted Answer

A) ambiguous situations and situations where people seek social approval 
B) ambiguous situations and crisis situations 
C) non-ambiguous (clear-cut)situations and situations where people seek social approval 
D) non-ambiguous (clear-cut)situations and crisis situations 
A) ambiguous situations and situations where people seek social approval 
B) ambiguous situations and crisis situations 
C) non-ambiguous (clear-cut)situations and situations where people seek social approval 
D) non-ambiguous (clear-cut)situations and crisis situations

Question 11

What does the research suggest about the role of distraction in persuasion?

Accepted Answer

A) Distracting your audience always decreases persuasion. 
B) Distracting your audience always increases persuasion. 
C) Distracting your audience increases persuasion when you have a weak argument. 
D) Distracting your audience decreases persuasion when you have a weak argument. 
A) Distracting your audience always decreases persuasion. 
B) Distracting your audience always increases persuasion. 
C) Distracting your audience increases persuasion when you have a weak argument. 
D) Distracting your audience decreases persuasion when you have a weak argument.

Question 12

Preceding a large request with a smaller request to which people are likely to agree is a good way to get them to say yes to the second, more important request. This strategy is known as the ____.

Accepted Answer

A) foot-in-the-door technique 
B) low-ball technique 
C) bait-and-switch technique 
D) labeling technique 
A) foot-in-the-door technique 
B) low-ball technique 
C) bait-and-switch technique 
D) labeling technique

Question 13

Which scenario best illustrates someone soliciting information, and as a result, being affected by informational influence?

Accepted Answer

A) A man is interested in buying a pickup truck and goes online to different truck blogs and websites to gather information. He uses this information to help guide his decision about which trucks to test drive. 
B) A teenager asks her friends if they like a certain store. When they say yes, she declares that she likes it too, because she wants to look cool. 
C) A professor asks her students whether they believe there are instances in which genocide is "justified." She listens to their opinions and corrects them when they make inaccurate statements about history. 
D) A father asks his seven-year-old how she knows that it's dinnertime (he is testing her ability to read Roman numerals on the kitchen clock). When she explains what some of the numerals mean, he nods appreciatively and pretends to have learned something. 
A) A man is interested in buying a pickup truck and goes online to different truck blogs and websites to gather information. He uses this information to help guide his decision about which trucks to test drive. 
B) A teenager asks her friends if they like a certain store. When they say yes, she declares that she likes it too, because she wants to look cool. 
C) A professor asks her students whether they believe there are instances in which genocide is "justified." She listens to their opinions and corrects them when they make inaccurate statements about history. 
D) A father asks his seven-year-old how she knows that it's dinnertime (he is testing her ability to read Roman numerals on the kitchen clock). When she explains what some of the numerals mean, he nods appreciatively and pretends to have learned something.

Question 14

Compared to others, people high in need for cognition tend to be ____.

Accepted Answer

A) more persuaded by all arguments-both strong and weak 
B) less persuaded by all arguments-both strong and weak 
C) more persuaded by strong arguments but less persuaded by weak arguments 
D) less persuaded by strong arguments but more persuaded by weak arguments 
A) more persuaded by all arguments-both strong and weak 
B) less persuaded by all arguments-both strong and weak 
C) more persuaded by strong arguments but less persuaded by weak arguments 
D) less persuaded by strong arguments but more persuaded by weak arguments

Question 15

Which theory posits that there are two major routes to persuasion: central and peripheral?

Accepted Answer

A) The personal relevance theory of persuasion 
B) The elaboration likelihood model 
C) The  theory of psychological reactance 
D) The action identification theory 
A) The personal relevance theory of persuasion 
B) The elaboration likelihood model 
C) The  theory of psychological reactance 
D) The action identification theory

Question 16

The fast-approaching-deadline technique is a persuasive technique based upon the principle of ____. ​

Accepted Answer

A) scarcity 
B) reciprocity 
C) disruption and reframing 
D) consistency 
A) scarcity 
B) reciprocity 
C) disruption and reframing 
D) consistency

Question 17

Which of the following is one of the principles on which most social influence techniques rely?

Accepted Answer

A) Aggression 
B) Losing and winning 
C) Capturing and disrupting attention 
D) Self-actualization 
A) Aggression 
B) Losing and winning 
C) Capturing and disrupting attention 
D) Self-actualization

Question 18

The negative emotional response of ____ often precedes negative attitude change. ​

Accepted Answer

A) inoculation 
B) psychological reactance 
C) yielding 
D) sensory overload 
A) inoculation 
B) psychological reactance 
C) yielding 
D) sensory overload

Question 19

The tendency to assume that others know more than you do in a crisis or ambiguous situation, when in reality, no one knows anything, is called ____.

Accepted Answer

A) the autokinetic effect 
B) the sleeper effect 
C) pluralistic ignorance 
D) public compliance 
A) the autokinetic effect 
B) the sleeper effect 
C) pluralistic ignorance 
D) public compliance

Question 20

The labeling technique is related to ____.

Accepted Answer

A) pluralistic ignorance 
B) the social allergy effect 
C) the self-fulfilling prophecy 
D) scarcity 
A) pluralistic ignorance 
B) the social allergy effect 
C) the self-fulfilling prophecy 
D) scarcity

The _____ refers to a compliance-gaining technique that involves a phrase that suggests that even a very small amount of aid will help.

Joe is a freshman at Princeton University. All else being equal, who will be most persuasive to him based on the principles of source likeability?

Your friend Victor gives you a bottle of red wine for your birthday and tells you that only 100 bottles of the wine exist in the world. Suddenly, the wine seems very important and special. This would seem to be due to the ____ principle.

Which statement about the speed of speech and persuasion is MOST accurate?

Compared to advertisers who communicate using repetition with variation, advertisers who use simple repetition are more likely to run the risk of advertising wear out.

The finding that, over time, people tend to separate messages from their sources-and forget where or from whom they heard certain things-is known as the ____.

Are overheard messages more persuasive than direct messages? Why or why not?

Two types of situations tend to produce informational influence: ____.

What does the research suggest about the role of distraction in persuasion?

Preceding a large request with a smaller request to which people are likely to agree is a good way to get them to say yes to the second, more important request. This strategy is known as the ____.

Which scenario best illustrates someone soliciting information, and as a result, being affected by informational influence?

Compared to others, people high in need for cognition tend to be ____.

Which theory posits that there are two major routes to persuasion: central and peripheral?

The fast-approaching-deadline technique is a persuasive technique based upon the principle of ____.

Which of the following is one of the principles on which most social influence techniques rely?

The negative emotional response of ____ often precedes negative attitude change.

The tendency to assume that others know more than you do in a crisis or ambiguous situation, when in reality, no one knows anything, is called ____.

The labeling technique is related to ____.

The Mission and the Method

Culture and Nature

The-Self

Choices and Actions: The Self in Control

Social Cognition

Emotion and Affect

Attitudes, Beliefs, and Consistency

Prosocial Behavior: Doing Whats Best for Others

Aggression Antisocial Behavior

Interpersonal Attraction and Rejection

Close Relationships: Passion, Intimacy, and Sexuality

Prejudice and Intergroup Relations

Groups

Application Module A: Applying Social Psychology to Consumer Behavior

Application Module B: Applying Social Psychology to Health

Application Module C: Industrial and Organizational Psychology

Application Module D: Applying Social Psychology to Law

Application Module E: Applying Social Psychology to the Environ

Filters

Exam 8: Social Influence and Persuasion

The _____ refers to a compliance-gaining technique that involves a phrase that suggests that even a very small amount of aid will help.

Joe is a freshman at Princeton University. All else being equal, who will be most persuasive to him based on the principles of source likeability?

Your friend Victor gives you a bottle of red wine for your birthday and tells you that only 100 bottles of the wine exist in the world. Suddenly, the wine seems very important and special. This would seem to be due to the ____ principle.

Which statement about the speed of speech and persuasion is MOST accurate?

Compared to advertisers who communicate using repetition with variation, advertisers who use simple repetition are more likely to run the risk of advertising wear out.

The finding that, over time, people tend to separate messages from their sources-and forget where or from whom they heard certain things-is known as the ____. ​

Are overheard messages more persuasive than direct messages? Why or why not?

Two types of situations tend to produce informational influence: ____.

What does the research suggest about the role of distraction in persuasion?

Preceding a large request with a smaller request to which people are likely to agree is a good way to get them to say yes to the second, more important request. This strategy is known as the ____.

Which scenario best illustrates someone soliciting information, and as a result, being affected by informational influence?

Compared to others, people high in need for cognition tend to be ____.

Which theory posits that there are two major routes to persuasion: central and peripheral?

The fast-approaching-deadline technique is a persuasive technique based upon the principle of ____. ​

Which of the following is one of the principles on which most social influence techniques rely?

The negative emotional response of ____ often precedes negative attitude change. ​

The tendency to assume that others know more than you do in a crisis or ambiguous situation, when in reality, no one knows anything, is called ____.

The labeling technique is related to ____.

The Mission and the Method

Culture and Nature

The-Self

Choices and Actions: The Self in Control

Social Cognition

Emotion and Affect

Attitudes, Beliefs, and Consistency

Prosocial Behavior: Doing Whats Best for Others

Aggression Antisocial Behavior

Interpersonal Attraction and Rejection

Close Relationships: Passion, Intimacy, and Sexuality

Prejudice and Intergroup Relations

Groups

Application Module A: Applying Social Psychology to Consumer Behavior

Application Module B: Applying Social Psychology to Health

Application Module C: Industrial and Organizational Psychology

Application Module D: Applying Social Psychology to Law

Application Module E: Applying Social Psychology to the Environ

Filters

The finding that, over time, people tend to separate messages from their sources-and forget where or from whom they heard certain things-is known as the ____.

The fast-approaching-deadline technique is a persuasive technique based upon the principle of ____.

The negative emotional response of ____ often precedes negative attitude change.