Exam 8: Social Influence and Persuasion

What does research suggest about the practice of "stealing thunder" (i.e., 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)?

A number of social psychological studies have made use of the autokinetic effect in order to understand ____.

How can a person defend against social influence techniques based on capturing and disrupting attention?

Advertisers and marketers use the term ____ to refer to a condition of inattention and irritation that occurs after an audience has encountered a specific ad many times.

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.

Communications that are fear-based (e.g., messages about the dangers of smoking) are not always effective. They tend to be most effective when they elicit ____, and least effective when they elicit ____.

When people process persuasive messages using the central route (rather than the peripheral route), they expend ____ energy and, if they change their attitudes as a result of the message, are likely to end up with ____ attitude change.

If you look at a pinpoint of light in a dark room, the light appears to move even though it is in fact stationary. This illusion of movement is called the ____ effect.

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

Social psychologists distinguish between two major routes to persuasion: central and peripheral. As described in the textbook, these terms are more or less interchangeable with the terms ____.

Which of the following is NOT an example of someone relying on a peripheral cue?

Well-educated and analytical people (as opposed to poorly-educated and non-educated people) are more responsive to arguments based on logic and reason.

The that's-not-all technique operate based on the principle of ____.

Suppose that, instead of waiting until the prosecution brought it up and attacked him with it, an accused thief admitted to having had a past problem with shoplifting. This would be an example of ____.

People who are in a good mood are more receptive to persuasive messages than people who are in a bad or neutral mood.

According to the ____________________, children and adolescents are more easily persuaded than adults.

Private acceptance of a belief tends to be facilitated by ____ rather than ____.

Who is most likely to be persuaded by a fear-inspiring anti-AIDS message?

Describe three strategies for resisting persuasion.

Which principle(s) best explains why adding "even a penny will help" will increase the success of fundraising requests?