Exam 8: Social Influence and Persuasion

People who come to an inner belief that others are right have experienced pluralistic ignorance.

Informational social influence helps produce private acceptance, while normative social influence may elicit mere public compliance.

Two types of situations tend to produce informational influence: ____.

The so-called foot-in-the-door technique is MOST related, conceptually speaking, to ____.

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

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 ____.

Research has shown that fear-based appeals are especially effective when ____.

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

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 ____.

A fear-based message is most likely to be persuasive to someone who ____.

Kirby thinks that her professor is tremendously smart and knows a lot. Which element of source credibility is this?

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 ________________.

Your cousin asks you to pledge $5.00 for a school charity one year. The next year, she asks you to pledge $20.00. And the following year she asks you to pledge $50.00. Even though you would have never agreed to pledge $50.00 the first year, her "gradual buildup approach" is successful. In social psychology, this approach to persuasion is known as the ____.

Jonah is pan-handling on the busy streets of Chicago. He keeps asking "spare some change?" to passers-by. No one gives him the time of day. To get better results, he starts saying, "spare twelve cents?" Jonah is using the pique technique.

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

Samuela never pays attention in class or studies, and tends to fail most of the tests she takes in school. However, she constantly looks for opportunities to cheat during tests; she looks at her neighbors' answers and then writes down what she sees, assuming that her neighbors know the test material better than she does. In these cases, Samuela's test answers are based on ____.

The door-in-the-face technique starts with a(n) ____.

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

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 ____.

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 ____ principle.