PSYCH 101 Unit 4 Module 19 Quiz Questions

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

a. Persuasion

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") a. They know getting small acts of cooperation may lead to larger actions in the same direction. b. They believe that being friendly will influence someone to consider buying their merchandise. c. They are utilizing what is well known in persuasion research as "inoculation". d. They are hoping one person's cooperation will convince others nearby to follow the lead.

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

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

a. To accept just how vulnerable we are

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? a. Word of mouth b. Testimonials c. Endorsements d. Message as education

a. Word of mouth

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

a. authority, honesty, 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? a. fixed action patterns (FAPs) b. inoculation c. social proof d. reciprocity

a. fixed action patterns (FAPs)

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. a. social proof b. reciprocity c. foot in the door d. scarcity

a. social proof

Which processing route relies on heuristics? a. Persuasion b. Peripheral c. Schema d. Central

b. Peripheral

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

b. Peripheral route processing; central route processing

Which of the following is NOT part of the proposed Triad of Trustworthiness? a. Honesty b. Likability c. Attractiveness d. Authority

c. Attractiveness

Which of the following is an example of manipulating the trustworthiness of a speaker? a. have the speaker ask for a big request and then ask for the smaller request that was desired all along b. have the speaker give a gift before requesting a favor c. have the speaker present his/her message as educational or objective information d. have the speaker present his/her message to a new audience he/she has not met before

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

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? a. social proof b. door in the face c. reactance d. reciprocity

d. 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? a. social proof b. reactance c. reciprocity d. sunk costs

d. sunk costs

What is compared to a "recording" that always happens in the same way every time? a. Fixed action patterns b. Heuristics c. Persuasion d. Triad of Trustworthiness

a. Fixed action patterns

Which processing route focuses on logic and relevant material? a. Heuristic b. Peripheral c. Schema d. Central

d. Central

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

d. Testimonials