WVU Psych 101 Exam 4: Module 19

Trigger features

specific aspects of a situations that "trigger" an FAP ("it's for a good cause")

"And that's not all":

High price --> pause --> lower price or bonus product

"Door in the face":

start with big request, says no, then makes request smaller

Which of the following is NOT part of the proposed Triad of Trustworthiness?

attractiveness

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

authority, honesty, and likability

Presenting message as education:

distract you from them, just wanting what you're trying to sell

Inoculation:

exposure to a weaker version of a persuasive message

What is compared to a "recording" that always happens in the same way every time?

fixed action patterns

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)

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

Social proof:

if a lot of people like it, it must be good

Stinging:

immediately confront the individual

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

inoculation

What are types of defense against persuasion?

inoculation and stinging

"The Mavin":

more likely to be asked for advice and trusted for their view

Sources of persuasion: triad of trustworthiness

perceived authority, honesty, and likability

Testimonials and endorsements:

persuade us to believe what they're trying to sell

Persuasion:

process of changing beliefs, attitudes, or behavior

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

reciprocity

"Word of Mouth":

rely on other reviews before buying or switching lifestyle

Fixed action patterns

sequences of behavior that occur in exactly the same fashion, in exactly the same order, every time they're elicited

"Foot in the door":

small request that gets bigger and bigger until what they want is achieved

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

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

takes advantage of your need to be consistent

Psychological reactance:

tendency to assert our freedom when we feel others are attempting to control us

Scarcity:

the degree to which something is limited or may become limited

The sunk cost trap:

unrecoverable investments of money and time

Central route processing:

uses direct, relevant, and logical messages; expectation is that the audience will pay attention and consider all information

Peripheral route processing:

uses superficial cues that require minimal processing

"Free gifts" and reciprocity:

we feel compelled to repay what another person has given us

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