Psyc145 - tactics

metaphor

Comparing Saddam Hussein to Hitler is an example of the landscaping technique ______.

emotional see-saw

In an experiment, people were given a ticket, then find out it's not a ticket, then are more likely to give to charity. This is an example of ______.

emotional see-saw

In an experiment, people were whistled at for jaywalking, then let off, then are more likely to give to charity. This is an example of ______.

mere-exposure

In the ______ effect, repeating things over and over makes them more likable and attractive

decoy

In the landscaping technique ______, another option is contrasted to yours to make yours more desirable.

B, defusing objections

In trying to borrow a stapler, you preface with either: A) nothing B) "I know this is a hassle for you" ___ is more effective. This is an example of ______.

A, manded altercast

In trying to get children to be tidier, they were either: A) told they were the tidiest in the school B) given a lecture ___ was more effective. This is due to ______.

B, manded altercast

In trying to get children to like math, they were either: A) given a lecture B) told they were good at math ___ was more effective. This is due to ______.

A, granfalloon (altercast)

In trying to get people to take a survey, people were either: A) told they were the same astrological sign as the surveyor B) simply asked ___ was more effective. This is due to ______.

B, expert snare (altercast)

In trying to get surfers to sign a ridiculous petition, they were either: A) flattered first B) told their expert surfers C) simply asked to sign ___ was most effective. This is due to ______.

altercasting, defusing objections, distraction, emotional see-saw, evoking freedom, fear, imagery sells, landscaping, legitimizing paltry sums, pique technique, reactance, repetition, self-generated persuasion, social consensus, source credibility, vividness

Name all the influence tactics trying to get a target to do something.

DRDR, forewarning, inoculation, stealing thunder

Name the persuasion-stopping tactics.

think, humanize

Pique techniques break up refusal scripts/techniques, make you ______ about the situation and ______ the asker, makes it harder to refuse

annoying, counter argue

Repetition doesn't work when is becomes ______; at this point the target often begins to ______.

dependency (altercast, puts their safety in other's hands)

Soldiers kneeling in the face of a riot, and MLK and protesters kneeling and praying are unharmed due to ______.

F (it is cross-cultural, has tremendous survival value)

T/F: The altercast method of "friend" is not cross-cultural.

vividness

Talking about individual cases of gun violence rather than using statistics is an example of ______.

distraction

The advertisers version of ______: "If you don't have anything to say, sing it!"

social pressure

The belief that if you go against what everybody believes, you will be different/outcast; a part of social consensus.

social proof

The belief that what everyone is doing must be the right thing; a part of social consensus.

pique technique

The eyepatch model in the 50s magazine is an example of ______.

social consensus

There are two processes involved in ______: social proof and social pressure.

deception, raw power, social influence

Three ways to get somebody to believe/do something: 1) use of ______ 2) use of ______ 3) use of ______

contact, command

What are the two parts of altercasting?

against self-interest (source credibility)

A criminal arguing for longer prison sentences has more credibility than, say, a supreme court justice. This is an example of ______.

self-generated persuasion

A stockbroker hints at riches, but his clients "figure out" that he got the money from his (fake) timber company and invest heavily. This is an example of ______.

cognitive response(s)

According to the law of ______ someone will be persuaded when you induce positive cognitive responses and disrupt counterarguments.

positive cognitive responses, counterarguments

According to the law of cognitive response someone will be persuaded when you induce ______ and disrupt ______.

induce, disrupt

According to the law of cognitive response, someone will be persuaded when you ______ positive cognitive responses and ______ counterarguments.

B, dependency (altercast)

An expert and a child argue for either: A) a technical issue B) nuclear disarmament ___ is more convincing from the child. This is due to ______.

committee packing

FDR's putting his own men in the supreme court is an example of the landscaping technique ______.

rules and procedures

Gerrymandering is an example of the landscaping technique ______.

self-generated persuasion

Going to online sources that you agree with (and avoiding those you disagree with) and commenting is an example of ______.

projection

Hitler accusing Poland of aggression just before invading Poland is an example of the opponent-smearing tactic ______.

self-generated persuasion

If you randomly assign students to argue for topics, those students will move more to those positions. This is an example of ______.

nega, posi

If you use the distraction tactic, your {nega/posi}____tive argument is strengthened, and your {nega/posi}____ is weakened.

posi, nega

If you use the vividness tactic, your {nega/posi}____tive argument is strengthened, and your {nega/posi}____ is weakened.

repetition

In ______, the message is said over and over.

social consensus

In ______, the target goes along with what everybody does/believes.

self-generated persuasion

In ______, the target is made to come up with the idea you want them to have themself.

source credibility

In ______, the target sees the persuader as having some expertise, trustworthy, attractive (socially or physically), likeable, and similar to the target.

reactance

In ______, which occurs in response to threats to perceived behavioral freedoms, the individual then engages in a prohibited activity in order to deliberately taunt the authority who prohibits it.

fear

In ______, you cause some distress/anxiety and give a simple response to it.

admit mistake (source credibility)

In ______, you concede that a past action wasn't a good idea.

landscaping

In ______, you create a situation in which your opinion/goals seems fair or even favorable.

distraction

In ______, you divert attention away from your (bad) argument.

pique technique

In ______, you do something strange to break up refusal techniques, and replace them with an opportunity to think positively.

evoking freedom

In ______, you emphasize to the target that they have the freedom of choice, leading to compliance.

altercast(ing)

In ______, you force the target/audience into a certain social role, so they will act according to that role.

imagery sells

In ______, you get a person to imagine what you are trying to sell them.

defusing objections

In ______, you mention concerns that the target may have with your request; this increases compliance with the request.

emotional see-saw

In ______, you raise an change the target's emotions to make them more likely to comply.

against self-interest (source credibility)

In ______, you seem to push for ideas/measures that aren't in line with your best interests.

hostile audience (source credibility)

In ______, you speak in front of a group of people who are not in line with your ideas/beliefs.

legitimizing paltry sums

In ______, you tell the target that even a small amount helps; this increases compliance.

vividness

In ______, you use a concrete, personal image along with your argument.

B, pique technique

In a panhandling experiments, experimenters asked for either: A) general amounts (got spare change?) B) specific amounts (got 17¢?) ___ is more effective. This is an example of ______.

A, evoking freedom

In asking for donations, targets either got: A) "you're free to choose" at the end B) nothing ___ is more effective. This is an example of ______.

distraction

In court, when the prosecution about to make a good point, stage an attractive women walking in. This is an example of ______.

raise, simple response

In fear, you ______ levels of fear, and give a(n) ______ ______ to it.

limit issues

In the landscaping technique ______, the number of topics is lessened.

limit expectations

In the landscaping technique ______, the target's goals for what will come out of the discourse are lessened.

metaphor

In the landscaping technique ______, you choose what to compare your situation to.

rules and procedures

In the landscaping technique ______, you create the guidelines for the decision.

agenda setting

In the landscaping technique ______, you decide the program/schedule of the argument (i.e. what will be discussed).

set decision criteria

In the landscaping technique ______, you determine the parameters according to which the decision must be made.

committee packing

In the landscaping technique ______, you either choose an authority that will make the decision in your favor, or place your own agents in the decision-making group.

repeating, attractive, likable

In the mere-exposure effect, ______ things makes them more ______ and ______.

projection

In the opponent-smearing tactic ______, you accuse your opponent of what you're doing. This makes the accuser seem innocent and the accused seem guilty.

innuendo

In the opponent-smearing tactic ______, you bring up something bad about your opponent that is unfounded.

strange, refusal techniques (or scripts)

In the pique technique, you do something ______ to break up ______, replaces with an opportunity to think positively.

even a penny

Legitimizing paltry sums is also known as ______

agenda setting, committee packing, decoy, limit expectations, limit issues, metaphor, rules and procedures, set decision criteria

Name all the landscaping techniques

authority, dependency, expert snare, friend, granfalloon, manded altercast

Name the different roles of altercasting.

admit mistake, against self-interest, hostile audience

Name the different tactics of source credibility.

innuendo, projection

Name the influence tactics used to smear an opponent.

B, fear

People's concern about nuclear war in two conditions: A) nuclear winter has been discovered B) nuclear winter unheard of, simple ways to deal with a nuclear attack People in ___ were more concerned. This is an example of ______.

credible, believe, last

Reasons self-generated persuasion works: • it comes from most ______ person (yourself) • it is an argument you ______ (because you generated it yourself) • it will ______ in your head (because you created it)

mere-exposure, belief

Repetition triggers the ______ effect and increases ______.

pique technique

The 1984 Macintosh ad is an example of ______.

dependency

The altercasting method of ______ makes the target feel responsible for you.

friend(s)

The altercasting method of ______ makes you seem trustworthy and helpful.

granfalloon (or they may already be a part of one)

The altercasting method of ______ puts the target into a proud and meaningless association/social identity.

manded altercast

The altercasting method of ______ puts the target into a role because you tell them they are.

authority

The altercasting method of ______ puts the target into the role of agent due to the position of power you're in.

expert snare

The altercasting method of ______ puts the target into the role of scholar/authority.

agent, scope

The altercasting method of authority puts the target into the role of ______, as long as your commands are within the ______ of your authority

helper-helpee, parent

The altercasting method of dependency introduces a(n) ______-______ relationship, and often manifests in the target taking on the role of a(n) ______.

cocky, desirable, ask questions, ignorance

The altercasting method of expert snare puts the target in the role of expert. This makes them ______, and the role is ______. However, as a result, they cannot ______ ______ or show ______.

social pressure, social proof

There are two processes involved in social consensus: ______ and ______.

source credibility

These are tactics of what? • admit mistake • against self-interest • hostile audience

legitimizing paltry sums

"Even a penny" is the tactic known as ______.

reactance

"September Morn," a painting depicting a naked young woman, wasn't selling. Courts rule it indecent, then the nation goes crazy for the painting. This is an example of ______.

counter argue, tune it out

When being lectured at (rather than self-generated persuasion), you are likely to either ______ or ______.

B, self-generated persuasion

When convincing Americans to eat sweetbreads, women either: A) got a lecture B) participated in a discussion about it ___ is more effective. This is an example of ______.

A, imagery sells

When selling cable door-to-door, targets are either: A) told to imagine what having cable would be like, using a bunch of specific examples. B) lectured on the value of cable television ___ is more effective. This is an example of ______.

small

When you ADMIT a MISTAKE, it should generally be a ______{large/small} mistake.

counter argue

When you use distraction with a bad/negative message, it takes away people's ability to ______.

repetition

______ triggers the mere-exposure effect and increases belief.

imagery sells

A main tactic used in car sales.