Psych 101 Module 19 Quiz

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

b. Peripheral

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

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

not feeling that their freedom to make a choice is threatened

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 reciprocity foot in the door scarcity

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? social proof reactance reciprocity sunk costs

sunk costs

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. They believe that being friendly will influence someone to consider buying their merchandise. They are utilizing what is well known in persuasion research as "inoculation". They are hoping one person's cooperation will convince others nearby to follow the lead.

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 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

Which of the following is an example of manipulating the trustworthiness of a speaker? having the speaker ask for a big request and then ask for the smaller request that was desired all along have the speaker give a gift before requesting a favor have the speaker present his/her message as educational or objective information have the speaker present his/her message to a new audience he/she has not met before

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