Module 18 - Persuasion

Which of the following is NOT part of the proposed Triad of Trustworthiness? - Honesty - Likability - Attractiveness - Authority

Attractiveness

Which processing route focuses on logic and relevant material? - Heuristic - Peripheral - Schema - Central

Central

Which processing route relies on heuristics? - Persuasion - Peripheral - Schema - Central

Peripheral

___________ relies on psychological techniques; whereas, ______________ emphasizes communicating objective information. - Persuasion; heuristics - Peripheral route processing; central route processing - Trigger features; authority - Central route processing; peripheral route processing

Peripheral route processing; central route processing

What is the process by which a message induces change in beliefs, attitudes, or behaviors? - Persuasion - Obedience - Conformity - Reactance

Persuasion

Physically attractive people experience many benefits in life. Particularly, more physically attractive people have an easier time persuading others. Which characteristic is an example of why this occurs? - Physically attractive people are seen as less intelligent - Physically attractive people are perceived as having higher moral character - Physically attractive people are seen as unkind - Physically attractive people are perceived as less successful

Physically attractive people are perceived as having higher moral character

Which technique of persuasion uses a satisfied customer expressing how a particular product "changed their life!"? - Social proof - The maven - Word of mouth - Testimonials

Testimonials

What is the most effective way to protect from being persuaded? - To accept just how vulnerable we are - The inoculation method - Using psychological reactance - The stinging method

To accept just how vulnerable we are

What is one of the implications of the Triad of Trustworthiness? - Critical trust in an authority figure can be problematic - Without carefully considering the facts, people will believe someone high on the three factors - Attractive people tend to be seen as less intelligent - Honesty is the strongest leg of the triangle

Without carefully considering the facts, people will believe someone high on the three factors

Listening to your friend's advice for the best place to get ice cream over an ad that states the same place as the best ice cream shop in town is based on what technique? - Word of mouth - Testimonials - Endorsements - Message as education

Word of mouth

What are the three characteristics of a speaker that makes him/her more trustworthy when delivering a persuasive message? - authority, honesty, likability - authority, attractiveness, familiarity - honesty, similarity, expertise - likability, expertise, familiarity

authority, honesty, likability

Oscar would like to go to a movie without supervision. To try and get what he wants, he starts by asking his mom if he can go on a trip to the Rollercoaster Park with just his friends. When his mom says no, like he predicted, he goes on to ask if he can at least go to the movies by himself. Oscar's strategy in asking to go to the movies is an example of what persuasion trick? - foot in the door - reactance - door in the face - sunk costs

door in the face

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) - inoculation - social proof - reciprocity

fixed action patterns (FAPS)

Exposing participants to weak arguments before presenting them with strong persuasive messages helps participants resist persuasion. What is this effect called? - reactance - inoculation - door-in-the-face - stinging

inoculation

Persuasion is most effective when individuals are: - intensely emotionally aroused - given strong messages to conform - not given the freedom to make a choice - not feeling that their freedom to make a choice is threatened

not feeling that their freedom to make a choice is threatened

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? - social proof - door in the face - reactance - reciprocity

reciprocity

Ben is playing basketball with his friends one day when he notices everyone else has name brand shoes. He is uncertain how the quality of his shoes compares to his friends but because of __________ he feels pressure to conform and ends up buying name brand shoes for himself by the following week. - social proof - reciprocity - foot in the door - scarcity

social proof

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? - social proof - reactance - reciprocity - sunk costs

sunk costs

The reason that a "foot-in-the-door" sales pitch technique works is that it - takes advantage of your need to be consistent - reduces the chance of attribution errors - encourages you to like the salesperson - lowers your feelings of self-esteem.

takes advantage of your need to be consistent