psych module 19

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

?

Which processing route focuses on logic and relevant material?

Central

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

Fixed action patterns

Which processing route relies on heuristics?

Peripheral

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

Persuasion

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

The peripheral route processing; the central route processing

What is the most effective way to protect from being persuaded?

To accept just how vulnerable we are

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

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

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)

Persuasion is most effective when individuals are:

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?

reciprocity

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

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?

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

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