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.

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 ____________________.

Suppose that Walter is undergoing an interview training seminar in which he repeatedly practices coming up with responses to the statement, "You're not qualified." For example, he practices rebutting with, "Actually if you'll take a closer look at my resume..." and "If you'll just give me a chance..." It would appear that Walter's interview training seminar is teaching him how to avoid rejections based on the idea of ____.

The sleeper effect refers to the finding that, over time, ____.

Given the information collected from databases concerning U.S. political attitudes, which of the following groups would appear to be MOST resistant to 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 assumption that physically attractive people possess other desirable characteristics is the known as the ____ effect.

According to the text, public health messages that are fear-based (e.g., messages about the dangers of smoking) are not always effective. They most often backfire because ____.

Psychological reactance tends to interfere with one's ability to process information carefully.

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

Which of the following is a social influence technique based on reciprocation?

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

Lillia is listening to the Mormon missionaries at her door. She genuinely believes their world-view is correct after listening to them. She has experienced ____________________.

The ____________________ technique is a social influence technique based on reciprocity, wherein one first makes an inflated request, but-before the other person can respond-sweetens the deal by offering discounts or bonuses.

Suppose that two political candidates-Candidate A and Candidate B-run a series of negative advertisements about one another. Research suggests that ____.

Informational social influence helps to produce ____, while normative social influence may merely elicit ____.

Social psychologists use the term ____________________ to describe going along with a group because you think the group knows more than you do (not because you want to gain the group's approval or make the group like you more).

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?

In the elaboration likelihood model, heuristic/nonconscious processing is referred to as processing via the ____________________ route.

According to the text, which of the following influence techniques have historically been most used by car salespeople?