5. Personality Assessment and Persuasion

Which of the following is not one of the advantages of a self-report personality test?

It is the only truly valid way to assess personality.

Self-reports and informant ratings both tend to show:

an increase in positive responses

triad of trust

authority, honesty, likability

While reading a magazine Juan notices an advertisement for tennis shoes. Juan is very interested in reading about the materials the shoes are made out of and logically concludes the tennis shoes would be a good purchase. Juan was likely in which persuasion route?

central

The tendency of parents to over-exaggerate the differences between their children is called the sibling ________ effect.

contrast

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?

door-in-the-face

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

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

__________ testing refers to a situations in which test scores are used to make important decisions about individuals, such as being hired for a job

high stakes

What is a heuristic?

mental shortcut that enables a person to make decisions and solve problems quickly and efficiently

Dr. Reichl is a psychoanalyst who believes that analyzing his patients' dreams is one of the best ways to access this part of their mind.

nonconscious

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

persuasion

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?

reciprocity

Which trick to persuasion can be loosely summarized by the saying, "If you scratch my back, I'll scratch yours?

reciprocity

Erin is an average worker. She does her job competently, but not with any true excellence. Several of her coworkers, however, tend to slack off, are frequently late, and make the same mistakes over and over again. As a result, Erin feels that she is an excellent worker that her company could not live without. Erin's inflated sense of her own work quality is an example of the __________ effect.

reference

Thomas has four children. Two of these children are extremely sociable and attend every school event they can. The other two children do not care to attend EVERY school event. By comparing the differences between his children, Thomas concludes that two of his children are very shy and not at all sociable. However, Thomas is guilty of the ________________, exaggerating the true magnitude of the differences between his children.

sibling contrast effect

Researchers pointed out to participants how gullible they were in being influenced by advertisements. As a result the participants were less affected by ads. What is technique effect called?

stinging

central

straight forward advertisement

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

Specific, sometimes minute, aspects of a situation that activate fixed action patterns are called __________ features.

trigger

In perhaps the most famous study ever conducted in social psychology, approximately ______ of men studied were willing to administer a lethal shock of electricity to a helpless victim when they were ordered to do so by a person who appeared to be in a position of authority.

two-thirds

Jessie is interested in the cultural differences in respectfulness. To measure this she records how far away a person sits down when invited for an interview. The ability of Jessie's measure to predict her interest in respectfulness is known as the study's:

validity

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