Exam 8: Social Influence and Persuasion

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

Advertisers use the term "advertising wear-out" to refer to ads that are ineffective as a result of ____.

In Rhetoric, ____ specified three components of the persuasive process: the speaker, the subject of the speech, and the hearer to whom the speech is addressed.

People are more likely to engage in central processing than peripheral processing when ____.

Psychologists who study persuasion use the term ____ to refer to whether a person "gets" a given message (i.e., whether a person pays attention and understands it).

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 ____.

Which theory posits that there are two major routes to persuasion: central and peripheral?

The social influence technique known as the pique technique operates ____.

Which pair of social influence techniques are both based on the principle of reciprocation?

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

Another term for a "negative attitude change" is ____.

Research indicates that individuals who score high in ____ are likely to give low ratings to generic brands.

In general, messages that are highly image-conscious tend to appeal to people who are high in ____.

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

When persuasion researchers refer to a persuasive message as having "personal relevance" for someone, what they mean is that the ____.

Suppose that your friend Victor gives you a bottle of red wine for your birthday, and tells you that only 100 bottles of that wine exist in the world. Suddenly the wine seems very important and special. This would seem to be due to the ____ principle.

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

Social psychologists distinguish between two forms of social influence: ____.

In the elaboration likelihood model, heuristic/nonconscious processing is referred to as processing via the ________________ route.

As described in the text, the elaboration likelihood model is almost identical to another model, known as ____.