Exam 8: Social Influence and Persuasion

Research on the impact of fear-inspiring messages in anti-AIDS films is ____.

The ________________ effect has been exploited to study informational social influence.

Which scenario best illustrates someone soliciting information, and as a result, being affected by informational influence?

Advertisers who run the same ads over and over again run the risk of causing their audiences to experience ____.

In one well-known social psychological experiment, research participants were brought into a dark room where an experimenter projected dots of light. These dots of light appeared to move slightly as they were projected-though exactly how far they moved the participants couldn't say. When asked to estimate the distance that the light traveled, participants tended to look to others in the room, and ask them what they thought (not because they wanted to gain others' approval, but because they assumed that others knew more than they did). It would therefore be MOST accurate to say that participants' final estimates were based on ____.

Social psychologists who talk about a persuasive communicator as having "expertise" are referring to ____.

According to the text, public health messages that are fear-based (e.g., messages about the dangers of smoking) are not always effective. They most often backfire because ____.

The earliest scientific studies in social psychology on persuasion were conducted by ____.

The labeling technique is most related, conceptually speaking, to the idea of ____.

Research suggests that experts are NOT persuasive unless they are also ____.

In one study, groups of subjects discuss the punishment appropriate for "Johnny Rocco," a juvenile delinquent. In this experiment, subjects LEAST liked a confederate when he played the role of a person who ____.

Research suggests that there are two main factors that make a source credible: ____.

How can individuals defend themselves against social influence techniques that are based on reciprocation?

The so-called ____ is based on consistency, in which one assigns a tag to an individual and then requests a favor that is consistent with that tag.

People sometimes do the exact opposite of what someone is trying to persuade them to do. For example, when parents tell their children not to look in certain drawers or cabinets, children sometimes take a sneak peek into these areas just because they were told not to. In social psychology, this effect is known as "the boomerang effect," or ____.

Psychologists who study persuasion use the term "receptivity" to refer to whether a person ____.

Compare and contrast normative and informational social influence.

Most people tend to be ____.

Zenith loves to analyze things, to engage in thoughtful debates, and to solve puzzles and problem sets. Her definition of torture is sitting in front of a computer screen with a blank mind. Zenith seems to have an exceptionally high need for ____.

Social psychologists use the term ________________ to describe going along with a group because you think the group knows more than you do (not because you want to gain the group's approval or make the group like you more).