Persuasion PowerPoint Quiz Review Notes

In the study on the foot-in-the-door technique by Freedman & Fraser (1966), researchers randomly assigned participants to be asked to put a large sign up in their yard or to be asked to put up a small sign followed by a large sign in their yard. What were the results of this study?

People were much more likely to put up the large sign if they had first been asked to put up a small sign

Which of the following is NOT a cue to credibility? - perceived confidence - talking fast - being perceived as knowledgable - arguing for one's own self-interest

arguing for one's own self-interest

_____________________ is when you make people immune to attempts to change their attitudes by initially exposing them to small, weak doses of the arguments against the position

attitude innoculation

Which propaganda technique often focuses on changes people's perceptions about what others are concerned about?

bandwagon technique

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

Which of the following persuasion techniques relies on the norm of reciprocity?

door-in-the-face

What model proposes that there are two routes to persuasion: the central and the peripheral?

elaboration likelihood model

When people are physically attractive they are viewed as more likeable and are judged as more intelligent, competent, and honest than they may actually be. What is this psychological phenomenon referred to as?

halo effect

Which of the following persuasion techniques is based on scarcity?

limited-time-offer technique

You lose your cell phone and when you go to get it replaced you select a phone that the sales associated said was on sale for $500. When you get rung up for the purchase the price ends up being $740. Even though it is more than you wanted to spend, you buy the phone. What persuasion technique did the phone company use?

low ball

____________________ is the use of information to promote support for a particular person or issue.

propaganda

People who argue against their own self-interest are perceived as being high in trustworthiness. True or False?

true

As the quarterback of his high school football team, Kyle has a lot of influence over his peers. He goes to the mall and a kiosk guy talks him into buying these supplements that are supposed to help him perform better on the field. Kyle talks all his teammates to buy the supplements too. What is occurring here?

two-step flow of information

Usually expertise overrides similarity when it comes to communicator credibility. What is an exception this this?

when the issue is related to personal preference

The research examining how the mode of presentation of a method affects opinion change found that _______________________________________________.

when the message is easy to process, video messages are best; when the message is hard to process, written messages are best