Exam 8: Social Influence and Persuasion

Which of the following constructs is measured using items such as "I like situations that require a lot of thinking" and "I prefer my life to be filled with puzzles to solve"?

The low-ball technique does NOT appear to actually be effective in influencing people or changing their behavior.

Negative attitude change (or the boomerang effect) often occurs when people experience ____.

Instead of using the standard queries-"Spare any change?" or "Spare a dollar?"-a homeless person asks passerby, "Spare four hundred dollars and thirty-seven cents?" She is apparently making use of the ____ technique of social influence.

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

Which of the following social influence techniques is based on capturing and disrupting attention?

When people believe that someone is trying to persuade them of something (and thus take away their freedom of choice), they experience a negative emotional response called ____________________.

Social psychologists who study persuasion use the term "source" to refer to ____.

Suppose that Frank has relatively low self-esteem, but that his friend Omar has relatively high self-esteem. And suppose that the two friends are approached by a local political group, which attempts to educate them about its causes and persuade them to sign several petitions. Given the research on self-esteem and persuasion, what should we expect?

One potential problem with fast talking and persuasion is that ____.

Which of the following statements about speed of speech and persuasion is most accurate?

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

Carlos is a freelance graphic designer. Last month, a client hired him to design a website, at a flat rate of $1000. 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 $1000, he had already invested so much time and energy in this client that he ended up just saying yes to everything. Carlos told his friends that he was "tricked" by the client. Social psychologists would say that he was a victim of ____.

The term ____ refers to an influence technique based on commitment, wherein the influencer first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs to the person.

In Asch's line-judging studies on conformity, it was found that conformity declined when ____.

When stores have only a few items out on display-as opposed to piles of items-the merchandise appears to be more valuable. This is probably due to the so-called ____ principle.

The low-ball technique operates, at least partially, on the principle of ____.

Given Asch's line-judging studies on conformity, it appears that people engage in normative conformity ____ when in the presence of larger groups (groups of 3-7 people) as opposed to smaller groups (groups of 2-3 people).

The results of social psychological research on negative campaigning in politics have ____.

To avoid advertisement wear-out, one should use ____.