PSYC 3221 - Persuasion

During a political debate, one candidate continually avoids questions about the details of his policies. Instead, he focuses on pointing out problems that he know worry people and reassures them with a warm smile that they will be "in good hands" if he is elected. This candidate is using the ________ route to persuasion in trying to garner votes.

Peripheral

Social psychologists are often interested in the phenomena of _________, in which one person influences the thoughts or actions of another.

Persuasion

Uncritical trust in authority can lead to significant problems for several reasons. Which of the following is NOT one of them?

Authority figures quite often have hidden agendas that must be protected against.

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

Authority, honest, likeability

The ________ route to persuasion employs direct, relevant, and logical messages to convince a listener to make a specific change.

Central

While reading a magazine Juan notices an advertisement for tennis shoes. Juan is very interested in reading about the materials the shoes are made out of and logically concludes the tennis shoes would be a good purchase. Juan was likely in which persuasion route?

Central

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?

Correct Physically attractive people are perceived as having higher moral character.

What is a heuristic?

A mental shortcut that enables a person to make decisions and solve problems quickly and efficiently.

Which of the following is not a part of the proposed "triad of trustworthiness?"

Expertise

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)

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

Inoculation

Which trick to persuasion can be loosely summarized by the saying, "If you scratch my back, I'll scratch yours?"

Reciprocity

Researchers pointed out to participants how gullible they were in being influenced by advertisements. As a result the participants were less affected by ads. What is technique effect called?

Stinging

Specific, sometimes minute, aspects of a situation that activate fixed action patterns are called __________ features.

Trigger

Yolanda is hosting a jewelry party during which her friends will come to her home and (hopefully) buy jewelry that she recommends. In this situation, there are many different ways in which perceptions of trustworthiness are being manipulated. Which of the following best describes why Yolanda might be successful in selling jewelry?

Word of mouth