Exam 1: Why Study Persuasion

Serge is thinking about buying a new stereo. When the salesperson, Naomi, tells him that his favorite stereo is on sale for $2,000, he agrees to make the purchase. But then, as she starts to ring up the sale, she claims to have made a mistake. "I confused that stereo with another one," she claims. "The stereo you want is actually $2,250." If Serge agrees to purchase the stereo for $2,250, he will have succumbed to which of the following tactics?

Glenn believes that his circle of friends is wrong about a political issue but does not say anything because he does not want to be ostracized. This is an example of

The ________ explains why the door in the face tactic is effective.

Research shows that people are more persuasive when they are pictured using

On the first day of school, Professor Wilson gave every student a pencil and a bookmark. The students immediately favored him over other professors. Which explanation for his pregiving strategy is the most appropriate?

GoDaddy.com's 2013 Superbowl commercial featured a computer geek and a gorgeous supermodel sharing a long, slow, wet kiss. The commercial is an example of

Tabatha is filling out a questionnaire. One question asks her if she ever threatens other people in order to get them to do something. Although Tabatha frequently threatens her children in order to get them to clean their rooms, she lies on the questionnaire because she doesn't want to look bad. This is an example of

Under which circumstances would the quality, rather than the quantity, of arguments matter most?

Dave asks Jan if she likes imported cars. "Gee, I must," Jan answers. "My last three cars were made in Japan." That Jan inferred her attitude about cars from her past behavior is consistent with which of the following?

In most cases, the most effective strategy when arguing against an opposing message is :

The debunking function of persuasion helps one to

Which strategy below is most advisable for increasing one's credibility?

Which of the following best reflects the view of persuasion offered in the text?

Buying a television based on its brand name, or purchasing a product based on a celebrity endorsement are examples of

Mai was not accepted into the chess club. Although she knew that they often stole food from the cafeteria for snacks, she still wanted them to notice her and ask her to join. This is an example of the effects of

The most accurate statement that can be made about stereotyping in cinema is

Which two limiting criteria for defining persuasion are primarily receiver-based?

Identity goals are concerned with

A new mascara brush is advertised as hip and cool. It features rebellious yellow, blue, and purple hues for eyelashes. Which of the following common product associations is being portrayed?

Which persuasive strategy below is designed to increase consumer engagement through active participation?