Psych 101 Module 18

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 seen as less intelligent. Physically attractive people are perceived as having higher moral character. Physically attractive people are seen as unkind. Physically attractive people are perceived as less successful.

Physically attractive people are perceived as having higher moral character.

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

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

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

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? foot in the door reactance door in the face sunk costs

door in the face

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

inoculation

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? social proof door in the face reactance reciprocity

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? social proof reactance reciprocity sunk costs

sunk costs