psych exam 5

The line study conducted by Asch is a prime example of what process?

Normative influence

Which processing route relies on heuristics?

Peripheral

Which technique of persuasion uses a satisfied customer expressing how a particular product "changed their life!"?

Testimonials

Stanley Milgram's studies on obedience and more recent replications have shown that:

Female participants obediently shocked the experimental victim at a rate similar to males in the Milgram and other studies which was approximately 65% of participants.

Milgram's obedience study demonstrated what factor in participants willing to shock others to an extreme level?

Following orders from an authority figure

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

The peripheral route processing; the central route processing

Much of what we do, as individuals in society, is a reflection of:

those we encounter

Which of the following is NOT part of the proposed Triad of Trustworthiness?

Attractiveness

What do we rely on in situations in which there are no clear societal norms?

Descriptive Norms

In Asch's line study roughly _______ of participants gave at least one wrong answer.

76%

Physically attractive people experience many benefits in life. Particularly, more physically attractive people have an easier time persuading others. Which characteristic is an example of why this occurs?

Physically attractive people are perceived as having higher moral character.

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

To accept just how vulnerable we are

What are the three characteristics of a speaker that makes him/her more trustworthy when delivering a persuasive message?

authority, honest, 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 face

If a researcher is studying how people react to a command of an authority figure, then he/she are most likely studying what?

obedience

Yolanda is hosting a jewelry party during which her friends will come to her home and (hopefully) buy jewelry that she recommends. In this situation, there are many different ways in which perceptions of trustworthiness are being manipulated. Which of the following best describes why Yolanda might be successful in selling jewelry? Answers: social proof

word of mouth