PSYCH Module 19 quiz

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

Persuasion

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

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 one of the implications of the Triad of Trustworthiness?

Without carefully considering the facts, people will believe someone high on the three factors

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

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

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)

Which of the following is an example of manipulating the trustworthiness of a speaker?

have the speaker present his/her message as educational or objective information

Persuasion is most effective when individuals are:

not feeling that their freedom to make a choice is threatened