Module 19

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 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

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

The peripheral route to persuasion takes advantage "trigger features" that activate sequential behavior in animals and humans. What is this sequence of behavior called? a. fixed action patterns (FAPs) b. inoculation c. social proof d. reciprocity

a. fixed action patterns (FAPs)

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

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

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

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

Which processing route relies on heuristics? a. persuasion b. peripheral c. schema d. central

b. peripheral

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

___________ relies on psychological techniques; whereas, ______________ emphasizes communicating objective information. a. persuasion; heuristics b. the peripheral route processing; the central route processing c. trigger features; authority d. the central route processing; the peripheral route processing

b. the peripheral route processing; the central route processing

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

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

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

c. takes advantage of your need to be consistent.

Which processing route focuses on logic and relevant material? a. heuristic b. peripheral c. schema d. central

d. central

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