Exam 8: Social Influence and Persuasion

What does research suggest about the influence of physical attractiveness? Does it have an impact on our routine everyday actions (e.g., whether to assist strangers who ask favors)? What about actions that are relatively important to people (e.g., which politician they vote for)?

Which group is easiest to persuade?

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

People who are processing persuasive messages via the central route tend to rely on surface cues such as source attractiveness and the reactions of others.

Leaving explicit conclusions out of advertisements allows people to draw their own conclusions about the product in question. This practice generally ____.

Meg is an extremely attractive woman. Because of this, people often expect her to be very smart and pleasant as well. Thus, Meg likely benefits because of the ____ effect of her physical attractiveness.

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

The speed at which the source speaks can serve as a(n) ____ cue to persuasion.

The ____ is 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.

One-sided messages tend to be more persuasive among ____ than ____.

Psychological reactance tends to interfere with one's ability to process information carefully.

The tendency for people to separate the message from the messenger as time passes is called the sleeper effect.

How can individuals best defend themselves against social influence techniques based on scarcity?

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.

Which factor would make you relatively MORE likely to conform in a group situation?

Suppose that Walter is undergoing an interview training seminar in which he repeatedly practices coming up with responses to the statement, "You're not qualified." For example, he practices rebutting with, "Actually if you'll take a closer look at my resume..." and "If you'll just give me a chance..." It would appear that Walter's interview training seminar is teaching him how to avoid rejections based on the idea of ____.

Briefly summarize the elaboration likelihood model. What concept does the model address and how does the model explain it?

Describe three strategies for resisting persuasion.

Kelly is collecting money for the March of Dimes by going door-to-door in her neighborhood. At each door, she explains what the March of Dimes is for, and then asks for a donation, saying, "Even a penny would help!" Adding this comment to her request will increase the likelihood of people donating.

In the terminology of the elaboration likelihood model, people relying on conscious, careful processing of information are using the ____ route.