Exam 8: Social Influence and Persuasion

Zenith loves to analyze things, engage in thoughtful debates, and solve puzzles and problem sets. Her definition of torture is sitting in front of a computer screen with a blank mind. Zenith seems to have an exceptionally high need for ____.

Some research has examined the relative effectiveness-across collectivist and individualist cultures-of group-oriented messages (e.g., "Share this breath-freshening experience")versus individual-oriented messages (e.g., "Treat yourself to a breath-freshening experience"). This research has found that the ____.

The low-ball technique operates on the principle of commitment and ____.

You are attending a lecture on global warming. In evaluating the integrity of the lecture, which factor would LEAST likely be a peripheral cue?

Jonah is panhandling on the busy streets of Chicago. He keeps asking "spare some change?" to passers-by. No one gives him the time of day. To get better results, he starts saying, "spare twelve cents?" Jonah is using the pique technique.

The sleeper effect refers to the finding that, over time, ____. ​

Which social influence techniques have sometimes been used by car sales people?

Presenting the same information over and over but in a different format each time helps prevent ____.

Research indicates that individuals high in ____ are likely to give low ratings to generic brands.

A fear-based message is most likely to be persuasive to someone who ____. ​

Your cousin asks you to pledge $5.00 for a school charity one year. The next year, she asks you to pledge $20.00. And the following year, she asks you to pledge $50.00. Even though you would have never agreed to pledge $50.00 the first year, her "gradual buildup approach" is successful. In social psychology, this approach to persuasion is known as the ____.

Which group is easiest to persuade?

Even though most people say that they voted for Barack Obama because of his policies, some people may have voted for him because he is physically attractive. This illustrates ____.

Convert communicators show a sense of mastery because they were able to overcome their undesirable behavior, which enhances their credibility.

How can individuals defend themselves against social influence techniques that are based on reciprocation?

________________refers to a condition of inattention and irritation that occurs after an audience has encountered a specific advertisement many times.

Private acceptance of a belief tends to be facilitated by ____ rather than____.

In the elaboration likelihood model, heuristic/nonconscious processing is referred to as processing via the ________________ route.

One-sided messages tend to be more persuasive among ____ than ____. ​

Hovland's approach to the use of fear in persuasion is based on ____ theory.