Block 3 (Part 1)

Question 1

Central Route to Persuasion

Answer 1

persuasion that emplys direct, relevant, and logical messages

Question 2

Peripheral Route to Persuasion

Answer 2

persuasion that relies on superficial cues that have little to do with logic

Question 3

Heuristics

Answer 3

mental shortcuts that enable people to make decisions and solve problems quickly and efficiently

Question 4

Fixed Action Patterns (FAP)

Answer 4

sequences of behavior that occur in exactly the same order, every time they are elicited

Question 5

Trigger Features

Answer 5

specific, sometimes minute, aspects of a situation that activate fixed action patterns

Question 6

The Norm of Reciprocity

Answer 6

the normative pressure to repay, in equitable value, what another person has given us

Question 7

Social Proof

Answer 7

the mental shortcut based on the assumption that, if everyone is doing it, it must be right

Question 8

Foot in the Door

Answer 8

obtaining a small, initial commitment

Question 9

Gradually Escalating Commitments

Answer 9

a pattern of small, progressively escalating demands is less likely to be rejected than a single large demand made all at once

Question 10

Psychological Reactance

Answer 10

a reaction to people, rules, requirements, or offerings, that are perceived to limit freedoms

Question 11

What is the central route to persuasion?

Answer 11

think carefully about the message

influenced by its strength and quality

Question 12

What is the peripheral route to persuasion?

Answer 12

do not think carefully about the message

influenced by superficial cues

Question 13

What are the three factors that determine the route of persuasion an individual takes?

Answer 13

Source: who? (in central route it is communicated clearly)

Message: what? what context? (in central route it is an important message)

Audience: to whom? (in central route is bright and captivated audience)

Question 14

How are effective speakers determined by credibility?

Answer 14

competence: speaker’s ability or expertise

trustworthiness: willing to report what they know truthfully and without compromise

goodwill: a source who seems to care about and take a genuine interest in the reciever

Question 15

How are effective speakers determined by likeability?

Answer 15

similarity to the members of the audience

physical attractiveness

Question 16

What are implications?

Answer 16

interaction between source and message

personal relevance:
relevant –> central route (high involvement)
not relevant –> peripheral route (low involvement)

Question 17

What is the interaction between the source and the message?

Answer 17

involvement

argument strength

source expertise

source rather than message when involvement is low (peripheral route)

message rather than source under high levels of involvement (central route)

Question 18

What are the six shortcuts of persuasion?

Answer 18

Reciprocity
Scarcity
Authority
Consistency
Liking
Consensus

Question 19

What is reciprocity?

Answer 19

obligation to give when you receive

if a friend invites you to their party you’ll invite them to one of yours

more likely to say yes to those they owe

waiters will give you a gift with the bill, will increase tips

be the first to give

what you give is personalized and unexpected

Question 20

What is scarcity?

Answer 20

people want more of those things that are less of

the benefits aren’t enough, need to say what’s unique and what they stand to lose

Question 21

What is authority?

Answer 21

people will follow credible, knowledgeable experts

physiotherapists see more compliance with exercise recommendations if they display their degree

more likely to obey people in uniform

Question 22

What is consistency

Answer 22

looking for, and asking for small, initial commitments that can be made

looks for voluntary, active and public commitments

Question 23

What is liking?

Answer 23

prefer to say yes to people we like

we like:
people who are similar to us
people who pay us compliments
people who cooperate with us

Question 24

What is consensus?

Answer 24

people will look to the actions of others determine their own

hotels: reuse towels, tell guests that most guests reuse towels, increase in reuse by 20%

Question 25

What is mindless responding?

Answer 25

language of request: phrasing of the request can lead to compliance

sometimes we mindlessly respond to requests: can be good, can be bad

Question 26

What is the norm of reciprocity?

Answer 26

dictates that we treat others as they have treated us

this norm leads us to feel obligated to repay for acts of kindness, even when unsolicited

is relatively short-lived

Question 27

What is the foot-in-the-door technique?

Answer 27

person begins with a very small request, secures agreement, then makes a separate larger request

why is it effective?
self-perception theory
by observing their own behavior with the initial request they feel generous
when asked the bigger request they want to make decisions that align with the judgement of themselves

Question 28

What is low-balling?

Answer 28

person secures agreement with a request and then increases the seize of that request by revealing hidden costs

why is it effective?
psychology of commitment
once they agree, people are resistant to changing their minds
having agreed before, you feel obligated to agree again

Question 29

What is the door-in-the-face technique?

Answer 29

person begins with a very large request that will be rejected, then follows that up with a more moderate request

why is it effective?
perceptual contrast: in comparison to the first request, the second request seems way more doable
reciprocal concessions: pressure to respond to changes in bargaining position

does not work if second request is made by a different person or if the first request is too extreme or unreasonable

Question 30

What is the “that’s not all folks” technique?

Answer 30

person begins with a somewhat inflated request, then immediately decreases the apparent size of the request by offering a discount or bonus

Question 31

What three factors does social influence depend on?

Answer 31

the strength of the source: determined by status, competency, relationship to target, stronger the source the greater the influence

the immediacy of the source to the target in time and space: closeness of source of influence to the target, the closer = more influence

the number of sources: greater number increases up to a point (light bulb analogy)

Question 32

What are the nine steps of interrogation?

Answer 32

1. Confront the suspect with assertions of his or her guilt
2. Develop “themes” that appear to justify o excuse the crime
3. Interrupt all statements of innocence and denial
4. Overcome all of the suspect’s objections to the changes
5. Keep the increasingly passive suspect from tuning out
6. Show sympathy and understanding the urge the suspect to tell all
7. Offer the suspect a face-saving explanation of his or her guilty action
8. Get the suspect to recount the details of the crime
9. Convert that statement into a full written confession

Question 33

What are the approaches to police interrogations?

Answer 33

pressure the suspect into submission by expressing certainty of their guilt (claiming to have damaging evidence)

befriend the suspect (minimizing the crime, false sense of security)

Question 34

What is the risk of false confessions?

Answer 34

may confess merely to escape a bad situation

internalization can lead innocent suspects to believe they might be guilty of a crime

two factors can increase the risk of false confessions: lack of a clear memory of the event in question, presentation of false evidence

Question 35

What is the interactions between confessions and the jury?

Answer 35

fundamental attribution error: people tend to overlook situational factors

juries are powerfully influenced by evidence of a confession, even if the confession was coerced

a jury’s reaction can be influenced by how confession evidence is presented

accuracy for determining whether a confession is a true vs. false one is low

variations in camera perspective significantly influence the perception that a confession is coerced