Exam 8: Social Influence and Persuasion

One-sided messages tend to be more persuasive among ____ than ____.

In the terminology of the elaboration likelihood model, people relying on conscious, careful processing of information are using the ____ route.

Jonah is pan-handling on the busy streets of Chicago. He keeps asking "spare some change?" to passers-by. No one gives him the time of day. To get better results, he starts saying, "spare twelve cents?" Jonah is using the pique technique.

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

Suppose that you are a tenth-grade teacher, with an upcoming course module on the health risks of unprotected sex. Which of the following people would probably be the best guest speaker for your course-in terms of their ability to persuade students to act responsibly and actually impact students' behavior?

Meg is a really attractive woman. Because of that, people often expect her to be really smart and nice, too. Meg probably benefits because of the ____ effect of her physical attractiveness.

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

The earliest studies in social psychology on persuasion were conducted by ____.

Advertisers who run the same ads over and over again run the risk of causing their audiences to experience ____.

_____ posits that there are two major routes to persuasion: central and peripheral.

Consider the age range of adults 60 to 80 years old. According to a study, attitudes changed most in the adults who were ____ years old.

Josephine is at the park with her kids. Another child falls off the monkey bars and is unconscious. Josephine doesn't immediately react because she assumes the injured child's mother is nearby and knows what to do. In fact, the child's mother doesn't know any more than Josephine does. Josephine's assumption that the mother will know more than she does is an example of ____.

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 tendency for people to separate the message from the messenger as time passes is called the sleeper effect.

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

In an early study conducted by Stanley Schachter, research participants were asked to discuss the case of supposed juvenile delinquent named Johnny Rocco. Each discussion group consisted of five real participants and three confederates-a "mode" confederate (who adopted the majority viewpoint), a "deviant" confederate (who held extreme views that were different from the majority viewpoint), and a "slider" (who started out extreme, but eventually adopted the majority viewpoint). When participants were asked, at the end of the discussion, to "vote one group member out of the group," who was MOST often voted out?

The text describes an experiment in which groups of subjects discuss the punishment appropriate for "Johnny Rocco," a juvenile delinquent. In this experiment, subjects LEAST liked a confederate when he played the role of a person who ____.

Research suggests that experts are NOT persuasive unless they are also ____.

Compare and contrast normative and informational social influence.

Briefly summarize the elaboration likelihood model. What is the model about and what does it say?