WVU Psych 101 Exam 4: Module 19
Trigger features
specific aspects of a situations that "trigger" an FAP ("it's for a good cause")
"And that's not all":
High price --> pause --> lower price or bonus product
"Door in the face":
start with big request, says no, then makes request smaller
Which of the following is NOT part of the proposed Triad of Trustworthiness?
attractiveness
What are the three characteristics of a speaker that makes him/her more trustworthy when delivering a persuasive message?
authority, honesty, and likability
Presenting message as education:
distract you from them, just wanting what you're trying to sell
Inoculation:
exposure to a weaker version of a persuasive message
What is compared to a "recording" that always happens in the same way every time?
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?
fixed action patterns (FAPs)
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
Social proof:
if a lot of people like it, it must be good
Stinging:
immediately confront the individual
Exposing participants to weak arguments before presenting them with strong persuasive messages helps participants resist persuasion. What is this effect called?
inoculation
What are types of defense against persuasion?
inoculation and stinging
"The Mavin":
more likely to be asked for advice and trusted for their view
Sources of persuasion: triad of trustworthiness
perceived authority, honesty, and likability
Testimonials and endorsements:
persuade us to believe what they're trying to sell
Persuasion:
process of changing beliefs, attitudes, or behavior
When a bartender offers you a free taste, you feel obligated to purchase the drink. This is an example of:
reciprocity
"Word of Mouth":
rely on other reviews before buying or switching lifestyle
Fixed action patterns
sequences of behavior that occur in exactly the same fashion, in exactly the same order, every time they're elicited
"Foot in the door":
small request that gets bigger and bigger until what they want is achieved
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
The reason that a "foot-in-the-door" sales pitch technique works is that it
takes advantage of your need to be consistent
Psychological reactance:
tendency to assert our freedom when we feel others are attempting to control us
Scarcity:
the degree to which something is limited or may become limited
The sunk cost trap:
unrecoverable investments of money and time
Central route processing:
uses direct, relevant, and logical messages; expectation is that the audience will pay attention and consider all information
Peripheral route processing:
uses superficial cues that require minimal processing
"Free gifts" and reciprocity:
we feel compelled to repay what another person has given us
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?
word of mouth
