11.3

What is the process by which a message induces change in beliefs, attitudes, or behaviors?

Persuasion

Exposing participants to weak arguments before presenting them with strong persuasive messages helps participants resist persuasion. What is this effect called?

inoculation

Which is NOT one of the routes of processing?

sequential

What factors increase your susceptibility to social proof?

Uncertainty and similarity

What are the three characteristics of a speaker that makes him/her more trustworthy when delivering a persuasive message?

authority, honest, likability

The peripheral route to persuasion takes advantage "trigger features" that activate sequential behavior in animals and humans. What is this sequence of behavior called?

fixed action patterns (FAPs)

Tracy enters a car dealership interested in buying a new car. Immediately she is greeted by a salesman offering her water or soda and a cookie. The salesman is likely relying on what social norm to help persuade Tracy to buy a car?

reciprocity

When a bartender offers you a free taste, you feel obligated to purchase the drink. This is an example of:

reciprocity

Elsa purchased concert tickets about two months ago. Today is the concert but it's raining out, meaning Elsa would have to purchase an umbrella and rain boots if she still wants to go. Why is Elsa still likely to be persuaded to attend the concert?

sunk costs