PSYCH EXAM 4 4

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

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 perceived as having higher moral character.

Which technique of persuasion uses a satisfied customer expressing how a particular product "changed their life!"?

Testimonials

___________ relies on psychological techniques; whereas, ______________ emphasizes communicating objective information.

The peripheral route processing; the central route processing

Why do some salespeople try to start a new interaction by asking for something small from a potential customer? (e.g., "Just answer one quick question")

They know getting small acts of cooperation may lead to larger actions in the same direction.

What is one of the implications of the Triad of Trustworthiness?

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

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

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?

door in the face

Which of the following is an example of manipulating the trustworthiness of a speaker?

have the speaker present his/her message as educational or objective information

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

inoculation

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

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

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

The reason that a "foot-in-the-door" sales pitch technique works is that it

takes advantage of your need to be consistent.