Exam 8: Social Influence and Persuasion

The term ____________________ refers to the practice of revealing potentially incriminating information early on in an argument, before one is forced to do so and before one's opponent has an opportunity to be the one to reveal it, so as to negate its (potentially damaging) impact.

Suppose that you are having a garage sale, and have decided to negotiate with buyers rather than display fixed prices. Your technique is to quote an astronomically high price (e.g., $500 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 ____.

Kirby thinks that her professor is tremendously smart and knows a lot. Which element of source credibility is this?

Compared to people with low intelligence, people with moderately high levels of intelligence tend to be _____ when they encounter persuasive messages.

Two types of situations tend to produce informational influence. They are ____.

Social psychologists distinguish between two forms of social influence, ____.

How can a person defend against social influence techniques based on reciprocation?

An infomercial advertises a Swedish pillow for $49.99. The voiceover then announces, "But wait! If you call within the next thirty minutes, you will also receive a Swedish eye mask, valued at over $14.00, along with a pair of Swedish evening candles. And wait, we are now throwing in-for a limited time only-a special booklet of Swedish bedtime stories, all for just $49.99." This infomercial appears to be using the ____.

If people are motivated to process a persuasive message, then ____.

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

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) ____.

According to the text, one good way of defending oneself against persuasive endeavors that are based on the principles of commitment and consistency is to ____.

Samuela never pays attention in class and never studies, and she tends to fail most of the tests she takes in school. However, she constantly looks for opportunities to cheat during tests; she looks at her neighbors' answers and then writes down what she sees, assuming that her neighbors know the test material better than she does. In these cases, Samuela's test answers are based on ____.

As part of 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) ____________________.

When people come to an inner belief that others are right, they have experienced pluralistic ignorance.

Compared to persuasion via the peripheral route, persuasion via the central route ____.

Advertisers use the term "advertising wear-out" to refer to ads that are ineffective as a result of ____.

Which of the following things would make you relatively MORE likely to conform in a group situation?

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

Psychologists who study persuasion use the term ____ to refer to whether a person "gets" a given message (i.e., whether a person pays attention and understands it).