Exam 8: Social Influence and Persuasion

The ____________________ effect has been exploited to study informational social influence.

Research indicates that people are less vulnerable to persuasive messages when they are well-rested, in a good mood, and not distracted by other stimuli. That is, people are less prone to be persuaded when they have ____.

In general, messages that are highly image-conscious and focus on brand names tend to appeal to people who are high in ____.

According to the impressionable years hypothesis, ____ are a relatively easy-to-persuade group.

Compared to people with low self-esteem, people with high self-esteem tend to be ____ when they encounter persuasive messages.

Communications that are fear-based (e.g., messages about the dangers of smoking) are not always effective. In what cases are they ineffective, and what conditions are necessary for them to be effective?

Which of the following is a social influence technique that is based on commitment and consistency?

Social psychologists use the term ____ to refer to beliefs and behaviors that a group of people accept as normal.

Zenith loves to analyze things, to engage in thoughtful debates, and to solve puzzles and problem sets. Her definition of torture is sitting in front of a TV screen with a blank mind. Zenith seems to have an exceptionally high need for ____.

Vicki is a lovely woman. When people meet her, they also believe she is smart and interesting and kind, too - before they know anything about her! This phenomenon is called the ____________________ effect.

Research suggests that the practice of "stealing thunder" is ____.

Research suggests that negative campaigning in politics may be most effective as a strategy ____.

Jenni wants her daughters to avoid having sex until they are out of high school. She talks to her girls about the arguments their peers might offer for promoting sexual activity during high school, and the girls generate ways to counterargue against them. Jenni is using a strategy based on ____________________ theory.

What does the research suggest about the influence of physical attractiveness? Does it have an impact on small things (e.g., whether to assist strangers who ask favors)? What about things that are relatively important to people (e.g., which politician they vote for)?

Mark has been attending a Bible study with friends from his dorm. After several months of attending and debating issues with the others in this group, Mark is persuaded that their understanding of the Bible is the correct one. Mark has most likely experienced ____.

Social psychologists use the term ____ to refer to the tendency to engage in, and enjoy, effortful thinking, analysis, and problem solving.

McGuire's work on resisting persuasion is known as ____ theory.

Who are convert communicators, and when and why are they especially persuasive?

The so-called ____ is an influence technique based on consistency, in which one assigns a label to an individual and then requests a favor that is consistent with the label.

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