Exam 4: Persuasion: So Easily Fooled

What is compared to a "recording" that always happens in the same way every time? a. Fixed action patterns b. Heuristics c. Persuasion d. Triad of Trustworthiness

a. Fixed action patterns

What is the process by which a message induces change in beliefs, attitudes, or behaviors? a. Persuasion b. Obedience c. Conformity d. Reactance

a. Persuasion

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") a. They know getting small acts of cooperation may lead to larger actions in the same direction. b. They believe that being friendly will influence someone to consider buying their merchandise. c. They are utilizing what is well known in persuasion research as "inoculation". d. They are hoping one person's cooperation will convince others nearby to follow the lead.

a. 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? a. To accept just how vulnerable we are b. The inoculation method c. Using psychological reactance d. The stinging method

a. To accept just how vulnerable we are

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? a. Word of mouth b. Testimonials c. Endorsements d. Message as education

a. Word of mouth

What are the three characteristics of a speaker that makes him/her more trustworthy when delivering a persuasive message? a. authority, honesty, likability b. authority, attractiveness, familiarity c. honesty, similarity, expertise d. likability, expertise, familiarity

a. authority, honesty, likability

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. a. social proof b. reciprocity c. foot in the door d. scarcity

a. social proof

Which processing route relies on heuristics? a. Persuasion b. Peripheral c. Schema d. Central

b. Peripheral

___________ relies on psychological techniques; whereas, ______________ emphasizes communicating objective information. a. Persuasion; heuristics b. Peripheral route processing; central route processing c. Trigger features; authority d. Central route processing; peripheral route processing

b. Peripheral route processing; central route processing

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? a. Physically attractive people are seen as less intelligent. b. Physically attractive people are perceived as having higher moral character. c. Physically attractive people are seen as unkind. d. Physically attractive people are perceived as less successful.

b. Physically attractive people are perceived as having higher moral character.

What is one of the implications of the Triad of Trustworthiness? a. Critical trust in an authority figure can be problematic b. Without carefully considering the facts, people will believe someone high on the three factors c. Attractive people tend to be seen as less intelligent d. Honesty is the strongest leg of the triangle

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

Exposing participants to weak arguments before presenting them with strong persuasive messages helps participants resist persuasion. What is this effect called? a. reactance b. inoculation c. door-in-the-face d. stinging

b. inoculation

When a bartender offers you a free taste, you feel obligated to purchase the drink. This is an example of: a. the sunk cost trap b. reciprocity c. and that's not all d. social proof

b. reciprocity

Which of the following is NOT part of the proposed Triad of Trustworthiness? a. Honesty b. Likability c. Attractiveness d. Authority

c. Attractiveness

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? a. foot in the door b. reactance c. door in the face d. sunk costs

c. door in the face

Which technique of persuasion uses a satisfied customer expressing how a particular product "changed their life!"? a. Social proof b. The maven c. Word of mouth d. Testimonials

d. Testimonials

Persuasion is most effective when individuals are: a. intensely emotionally aroused b. given strong messages to conform c. not given the freedom to make a choice d. not feeling that their freedom to make a choice is threatened

d. not feeling that their freedom to make a choice is threatened

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? a. social proof b. door in the face c. reactance d. reciprocity

d. reciprocity

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? a. social proof b. reactance c. reciprocity d. sunk costs

d. sunk costs

The reason that a "foot-in-the-door" sales pitch technique works is that it a. encourages you to like the salesperson. b. reduces the chance of attribution errors. c. lowers your feelings of self-esteem. d. takes advantage of your need to be consistent.

d. takes advantage of your need to be consistent.