Chapter 12: Persuassion

Two lawyers are arguing against each other in court. The first, Ms. Smith, tries to persuade the jury with logical, relevant arguments. The second, Mr. Henderson, tries to persuade the jury by looking attractive and wearing an expensive suit. Ms. Smith is trying to use the __________ route to persuasion, while Mr. Henderson is trying to use the __________ route. superficial; cognitive peripheral; central cognitive; superficial central; peripheral

central; peripheral

Manuel wants his parents to give him $15 for the movies. However, he starts by asking them to pay for a permanent subscription to HBO. When they refuse this large request, he then says, "Fine! How about just $15 for a single movie, then?" Relieved, his parents give in to the smaller request. What technique has Manuel used to his advantage? door-in-the-face a fear appeal the lowball technique foot-in-the-door

door-in-the-face

Suzanne is excited about a Black Friday sale in which big-screen TVs are advertised for only $400. However, when she gets to the store, they tell her that they ran out of these "special price" TVs and now only have the same TV but for $800 instead. Suzanne is disappointed, but still agrees to the higher priced item. Which persuasion technique is at play in this example? a fear appeal foot-in-the-door the lowball technique door-in-the-face

the lowball technique

Antismoking ads have re-created the "Marlboro Man" commercial, set in the rugged outdoors, now showing a coughing, decrepit cowboy. Which term does this best exemplify? the overconfidence effect attitude inoculation reactance the poison parasite defense

the poison parasite defense

Megumi hears a political ad on the radio and initially disagrees with it. However, after time has passed, she remembers the message but not her first reaction. She decides that she agrees with the message now. This delayed persuasion over time is called longitudinal lag. the sleeper effect. delayed attitude adjustment. time-lag persuasion.

the sleeper effect.