Question 1

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

Accepted Answer

A)  reciprocal concessions and a sense of personal obligation 
B)  consistency and a sense of moral obligation to society 
C)  capturing and disrupting attention 
D)  scarcity and commodities 
A)  reciprocal concessions and a sense of personal obligation 
B)  consistency and a sense of moral obligation to society 
C)  capturing and disrupting attention 
D)  scarcity and commodities

Question 2

The limited-number technique is based upon the principle of ____.

Accepted Answer

A)  scarcity 
B)  reciprocity 
C)  disruption and reframing 
D)  consistency 
A)  scarcity 
B)  reciprocity 
C)  disruption and reframing 
D)  consistency

Question 3

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

Accepted Answer

A)  Jill, a freshman at University of Washington 
B)  John, a senior at Harvard 
C)  Jennifer, a medical student at University of Illinois 
D)  Jordan, a freshman at Princeton University 
A)  Jill, a freshman at University of Washington 
B)  John, a senior at Harvard 
C)  Jennifer, a medical student at University of Illinois 
D)  Jordan, a freshman at Princeton University

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A)  both candidates are likely to be rated more positively than they were before 
B)  both candidates are likely to be rated more negatively than they were before 
C)  people are more likely to say they will vote 
D)  people are more likely to take the election seriously and follow it closely 
A)  both candidates are likely to be rated more positively than they were before 
B)  both candidates are likely to be rated more negatively than they were before 
C)  people are more likely to say they will vote 
D)  people are more likely to take the election seriously and follow it closely

Question 6

Suppose that you are a prosecutor and you want to ensure that the accused is convicted of the most serious charges possible. Given what is known about the role of fear in persuasion, which strategy is likely to be most effective?

Accepted Answer

A)  showing jurors how easily they could become victims of similar crimes 
B)  reminding jurors repeatedly of how crime has impacted the accused's life 
C)  showing jurors gruesome crime scene photos during expert testimony 
D)  reminding jurors repeatedly of their responsibility to the community 
A)  showing jurors how easily they could become victims of similar crimes 
B)  reminding jurors repeatedly of how crime has impacted the accused's life 
C)  showing jurors gruesome crime scene photos during expert testimony 
D)  reminding jurors repeatedly of their responsibility to the community

Question 7

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.

Accepted Answer

The answer of Jenni wants her daughters to avoid having...

Question 8

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

Accepted Answer

A)  In general, fast talkers are more persuasive. 
B)  In general, slow talkers are more persuasive. 
C)  In general, moderate talkers are more persuasive. 
D)  Speed of speech generally has no impact on persuasiveness. 
A)  In general, fast talkers are more persuasive. 
B)  In general, slow talkers are more persuasive. 
C)  In general, moderate talkers are more persuasive. 
D)  Speed of speech generally has no impact on persuasiveness.

Question 9

Suppose that Elvis is opposed to smoking. And suppose that, even though his friends try to persuade him to try cigarettes, he stays true to his beliefs and resists their pressure. Research suggests that, as a result, Elvis is likely to ____.

Accepted Answer

A)  be even more firm in his anti-smoking beliefs 
B)  end up being less sure of where he stands on the smoking issue 
C)  be less able to resist pressure to start smoking in the future 
D)  be more likely to secretly want to try cigarettes 
A)  be even more firm in his anti-smoking beliefs 
B)  end up being less sure of where he stands on the smoking issue 
C)  be less able to resist pressure to start smoking in the future 
D)  be more likely to secretly want to try cigarettes

Question 10

A large furniture store puts an advertisement in the Sunday paper stating that a sale will occur on a holiday weekend and only for that weekend. Which social influence strategy is being used?

Accepted Answer

A)  limited-number technique 
B)  fast-approaching deadline 
C)  pique technique 
D)  disrupt-then-reframe technique 
A)  limited-number technique 
B)  fast-approaching deadline 
C)  pique technique 
D)  disrupt-then-reframe technique

Question 11

Which group of individuals is most likely to be simultaneously receptive to persuasive messages, but unlikely to yield to them?

Accepted Answer

A)  those who are low in intelligence and low in self-esteem 
B)  those who are low in intelligence and high in self-esteem 
C)  those who are moderately high in intelligence and low in self-esteem 
D)  those who are moderately high in intelligence and high in self-esteem 
A)  those who are low in intelligence and low in self-esteem 
B)  those who are low in intelligence and high in self-esteem 
C)  those who are moderately high in intelligence and low in self-esteem 
D)  those who are moderately high in intelligence and high in self-esteem

Question 12

Product placement relies on the same principle ____.

Accepted Answer

A)  that makes overheard communications so persuasive 
B)  as the foot-in-the-door technique 
C)  as the pique technique 
D)  as the door-in-the-face technique 
A)  that makes overheard communications so persuasive 
B)  as the foot-in-the-door technique 
C)  as the pique technique 
D)  as the door-in-the-face technique

Question 13

The fast-approaching-deadline technique is a persuasive technique based upon the principle of ____.

Accepted Answer

A)  scarcity 
B)  reciprocity 
C)  disruption and reframing 
D)  consistency 
A)  scarcity 
B)  reciprocity 
C)  disruption and reframing 
D)  consistency

Question 14

Asch's line-judging studies on conformity suggests that people engage in normative conformity ____ when in the presence of larger groups (groups of three to seven people) as opposed to smaller groups (groups of two to three people).

Accepted Answer

A)  more often 
B)  about as frequently 
C)  slightly less often 
D)  far less often 
A)  more often 
B)  about as frequently 
C)  slightly less often 
D)  far less often

Question 15

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

Accepted Answer

A)  for a candidate who is far behind in the polls and willing to try anything to get ahead 
B)  as a retaliation measure, for a candidate who has already been attacked by his or her opponent 
C)  for candidates who already have the upper hand in the polls 
D)  for candidates who are relatively well-known (as opposed to those who are less well-known) 
A)  for a candidate who is far behind in the polls and willing to try anything to get ahead 
B)  as a retaliation measure, for a candidate who has already been attacked by his or her opponent 
C)  for candidates who already have the upper hand in the polls 
D)  for candidates who are relatively well-known (as opposed to those who are less well-known)

Question 16

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 ____.

Accepted Answer

A)  legitimization-of-paltry-favors technique 
B)  low-ball technique 
C)  labeling technique 
D)  foot-in-the-door technique 
A)  legitimization-of-paltry-favors technique 
B)  low-ball technique 
C)  labeling technique 
D)  foot-in-the-door technique

Question 17

Individuals who are high in self-monitoring are more likely than others to be persuaded by ads that focus on a product's ____.

Accepted Answer

A)  quality 
B)  cost 
C)  safety reports 
D)  brand image 
A)  quality 
B)  cost 
C)  safety reports 
D)  brand image

Question 18

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.

Accepted Answer

A)  autokinetic 
B)  omega 
C)  sleeper 
D)  visual pique 
A)  autokinetic 
B)  omega 
C)  sleeper 
D)  visual pique

Question 19

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 ____.

Accepted Answer

A)  state your personal beliefs publicly prior to the attempted persuasion 
B)  pay attention to signs of social proofing 
C)  engage in psychological reactance 
D)  act based on the norm of reciprocity during the attempted persuasion 
A)  state your personal beliefs publicly prior to the attempted persuasion 
B)  pay attention to signs of social proofing 
C)  engage in psychological reactance 
D)  act based on the norm of reciprocity during the attempted persuasion

Question 20

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

Accepted Answer

A)  the so-called sleeper effect 
B)  why convert communicators are so effective 
C)  how alpha and omega strategies work 
D)  informational influence and the formation of group norms 
A)  the so-called sleeper effect 
B)  why convert communicators are so effective 
C)  how alpha and omega strategies work 
D)  informational influence and the formation of group norms

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

The limited-number technique is based upon the principle of ____.

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

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

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

Suppose that you are a prosecutor and you want to ensure that the accused is convicted of the most serious charges possible. Given what is known about the role of fear in persuasion, which strategy is likely to be most effective?

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

Suppose that Elvis is opposed to smoking. And suppose that, even though his friends try to persuade him to try cigarettes, he stays true to his beliefs and resists their pressure. Research suggests that, as a result, Elvis is likely to ____.

A large furniture store puts an advertisement in the Sunday paper stating that a sale will occur on a holiday weekend and only for that weekend. Which social influence strategy is being used?

Which group of individuals is most likely to be simultaneously receptive to persuasive messages, but unlikely to yield to them?

Product placement relies on the same principle ____.

The fast-approaching-deadline technique is a persuasive technique based upon the principle of ____.

Asch's line-judging studies on conformity suggests that people engage in normative conformity ____ when in the presence of larger groups (groups of three to seven people) as opposed to smaller groups (groups of two to three people).

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

Individuals who are high in self-monitoring are more likely than others to be persuaded by ads that focus on a product's ____.

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.

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 ____.

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

The Mission and the Method

Culture and Nature

The Self

Choices and Actions

Social Cognition

Emotion and Affect

Attitudes, Beliefs and Consistency

Prosocial Behavior: Doing What’s Best for Others

Aggression and Antisocial Behavior

Interpersonal Attraction and Rejection

Close Relationships: Passion, Intimacy, and Sexuality

Prejudice and Intergroup Relations

Groups

Applying Social Psychology to Consumer Behavior

Applying Social Psychology to Health

Applying Social Psychology to the Workplace

Applying Social Psychology to the Law

Applying Social Psychology to the Environment

Filters

Exam 8: Social Influence and Persuasion

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

The limited-number technique is based upon the principle of ____.

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

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

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

Suppose that you are a prosecutor and you want to ensure that the accused is convicted of the most serious charges possible. Given what is known about the role of fear in persuasion, which strategy is likely to be most effective?

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

Suppose that Elvis is opposed to smoking. And suppose that, even though his friends try to persuade him to try cigarettes, he stays true to his beliefs and resists their pressure. Research suggests that, as a result, Elvis is likely to ____.

A large furniture store puts an advertisement in the Sunday paper stating that a sale will occur on a holiday weekend and only for that weekend. Which social influence strategy is being used?

Which group of individuals is most likely to be simultaneously receptive to persuasive messages, but unlikely to yield to them?

Product placement relies on the same principle ____.

The fast-approaching-deadline technique is a persuasive technique based upon the principle of ____.

Asch's line-judging studies on conformity suggests that people engage in normative conformity ____ when in the presence of larger groups (groups of three to seven people) as opposed to smaller groups (groups of two to three people).

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

Individuals who are high in self-monitoring are more likely than others to be persuaded by ads that focus on a product's ____.

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.

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 ____.

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

The Mission and the Method

Culture and Nature

The Self

Choices and Actions

Social Cognition

Emotion and Affect

Attitudes, Beliefs and Consistency

Prosocial Behavior: Doing What’s Best for Others

Aggression and Antisocial Behavior

Interpersonal Attraction and Rejection

Close Relationships: Passion, Intimacy, and Sexuality

Prejudice and Intergroup Relations

Groups

Applying Social Psychology to Consumer Behavior

Applying Social Psychology to Health

Applying Social Psychology to the Workplace

Applying Social Psychology to the Law

Applying Social Psychology to the Environment

Filters