Psych Mod 11.2

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

Persuasion

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

Testimonials

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

The peripheral route processing; the central route processing

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

inoculation

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

Attractiveness

Which processing route focuses on logic and relevant material?

Central

Which is NOT one of the routes of processing?

sequential

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.

Why do some salespeople try to start a new interaction by asking for something small from a potential customer? (e.g., "Just answer one quick question")

They know getting small acts of cooperation may lead to larger actions in the same direction.

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

To accept just how vulnerable we are

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

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

authority, honest, likability

Jolene asked her parents for 2,000 dollars, which she knew they wouldn't agree to give her. Then, she asked for 200 dollars instead, which they happily gave. This is an example of:

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)

Persuasion is most effective when individuals are:

not feeling that their freedom to make a choice is threatened

Which processing route relies on heuristics?

peripheral

Ben is playing basketball with his friends one day when he notices everyone else has name brand shoes. He is uncertain how the quality of his shoes compares to his friends but because of __________ he feels pressure to conform and ends up buying name brand shoes for himself by the following week.

social proof

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?

sunk costs

The reason that a "foot-in-the-door" sales pitch technique works is that it

takes advantage of your need to be consistent.

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?

word of mouth