Deck 13: Influencing Others

Question 1

DaRon has been practicing for the upcoming play for months, in which he is the leading character. Three hours before the show is about to begin, DaRon learns that his entire family flew out to surprise him! He is incredibly excited and feels energized by their presence in the audience. The concept that would describe DaRon's newfound energy would be:

A) Family expressiveness
B) Extraversion
C) Compresence
D) Interdependence

Answer 1

C

Question 2

When a salesperson uses lots of eye contact during an interaction with a customer, what source of social influence is most likely going to increase?

A) Credibility
B) Trustworthiness
C) Attractiveness
D) Dynamism

Answer 2

B

Question 3

The famous series of experiments by Milgram in which people dressed to different roles illustrates which type of social influence?

A) Appeals to authority
B) Experimenter expectancy effects
C) Message factor distraction
D) Social engineering

Answer 3

A

Question 4

Alexa's crush, Nieve, just sat down next to her on the bus. However, this was the last available sat on the bus and there was Nieve's cousin, Jonah, who still needs a seat. The bus driver instructs Alexa and Nieve to just squish together so that Jonah can sit in their row. Which theory best explains why Alexa is feeling excited to squish next to Nieve?

A) Proxemic preference theory
B) Interaction adaptation theory
C) Communication accommodating theory
D) Expectancy violations theory

Question 5

The direct effects model used to explain the role of nonverbal immediacy in persuasion argued that:

A) For every effect, there is an equal and present reaction
B) Both single-channeled immediacy and multi-channeled immediacy increases are associated with increased persuasion
C) Appropriate and friendly forms of nonverbal behaviors lead to higher levels of likeability
D) The absence of comfort and aesthetically pleasing qualities minimize pervasiveness in interaction

Question 6

People who have more babyish facial features are perceived to be less honest, sincere, and warm compared to people with more mature facial features

Question 7

Social engineering combines setting false expectations with appeals to authority and requests for help, tricking targets into making snap judgments to commit whatever malicious act the communicator is intending.

Question 8

What are the three general motives or goals relevant to social influence?

Question 9

Name five source factors that are tied to nonverbal cues that have been linked to social influence: