module 18 exam 4 psych 101

sunk costs

Elsa purchased concert tickets about two months ago. Today is the concert but it's raining out, meaning Elsa would have to purchase an umbrella and rain boots if she still wants to go. Why is Elsa still likely to be persuaded to attend the concert?

inoculation

Exposing participants to weak arguments before presenting them with strong persuasive messages helps participants resist persuasion. What is this effect called?

door in the face

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?

fixed action patterns

What is compared to a "recording" that always happens in the same way every time?

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

What is one of the implications of the Triad of Trustworthiness?

reciprocity

When a bartender offers you a free taste, you feel obligated to purchase the drink. This is an example of:

attractiveness

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

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

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

central

Which processing route focuses on logic and relevant material?

peripheral

Which processing route relies on heuristics?

testimonials

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