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Flashcards in chapter 10 Persuasion Deck (78):
1

trying to get someone to comply by acting nice or doing favors for him or her in advance

pre giving

2

Ned fixes Earl’s sprinkler, then asks to borrow Earl’s lawnmower.

this is an example of what type of pre giving?

befriending your neighbor

3

Campaign contributions buy access to a politician, if not votes

this is an example of what type of pre giving?

political favors

4

these type of people volunteer directions to tourists, and then ask for a tip

this is an example of what type of pre giving?

panhandling tour guides

5

A company gives important clients free tickets to a ball game

this is an example of what type of pre giving?

pre giving in sales

6

A husband does the dishes, hoping to put the wife in a good mood.

this is an example of what type of pre giving?

doing the dishes as foreplay

7

The pre-giver is perceived as a good, kind person.

is this liking explanation or gratitude explanation?

liking

8

The pre-giver evokes “good vibes.”

is this liking explanation or gratitude explanation?

gratitude

9

Best used when the return favor benefits the pre-giver.

is this liking explanation or gratitude explanation?

gratitude

10

Best used when the return favor is for a good cause.

is this liking explanation or gratitude explanation?

liking

11

Favors create a sense of indebtedness.

norm of reciprocity

12

impression management and internalized social norm fall under?

norm of reciprocity

13

People want to maintain a positive image.

impression management or internalized social norm?

impression

14

Repaying favors is desirable b/c it keeps you from looking ungrateful

impression management or internalized social norm?

impression

15

Repaying favors is the right thing to do.

impression management or internalized social norm?

internalized social norm

16

Desirable b/c it makes people feel good about themselves when they do the right thing

impression management or internalized social norm?

internalized social norm

17

Physical attraction explanation suggests that doing favors leads people to be seen as more attractive = ?

to be more persuasive

18

The perceived ulterior motives explanation suggests that when a favor is seen as a tool of manipulation it ’s?

less likely to lead to compliance

19

a. A person who agrees to a small, initial request is more likely to comply with a subsequent larger request. this is?

foot in the door

20

the liking explanation is why _____ is peruasive

pre giving

21

the Self-presentation explanation is why _____ is peruasive

door in the face tactic

22

______ explanation suggests that when a favor is seen as a tool of manipulation it's = less likely to lead to compliance

The perceived ulterior motives

23

______ explanation suggests that doing favors leads people to be seen as more attractive = to be more persuasive

Physical attraction explanation

24

the gratitude explanation is why _____ is peruasive

pre giving

25

the norm of reciprocity is why _____ is peruasive

pre giving

26

People make self-attributions based on their own behavior.

self perception theory

27

SPT says you see yourself as an ____ person who is likely to help, so when a larger demand is made you are motivated to behave in a manner consistent with that impression and are ?

altruistic/more likely persuaded

28

the physical attraction explanation is why _____ is peruasive

pre giving

29

1. People come to know about their attitudes, emotions, and other internal states by inferring them from their own behavior. this is also known as?

self perception theory

30

the preceived ulterior motives explanation is why _____ is peruasive

pre giving

31

Self-perception is the only explanation for the FITD. t or f?

false, it is not the only explanation

32

Acknowledging that one is in a good mood predisposes a person to be more agreeable.

foot in the mouth tactic

33

Telemarketers: “How are you today?” is an example of which persuasion tactic?

foot in the mouth tactic

34

A person is presented with an initial, large request that she/he is inclined to reject

is an example of which persuasion tactic?

door in the face tactic

35

Food servers: “What beautiful weather. We’re having!”

is an example of which persuasion tactic?

foot in the mouth

36

The person thereby becomes more likely to acquiesce to a second, more reasonable request

is an example of which persuasion tactic?

door in the face tactic

37

Prosocialness of the request is an example of which persuasion tactic?

foot in the door strategy

38

External incentives. There should be no external inducements such as payment or rewards.

is an example of which persuasion tactic?

foot in the door strategy

39

Size of the 1st request. Must be small enough to ensure compliance, but not so small as to appear trivial

is an example of which persuasion tactic?

foot in the door strategy

40

Who makes the request. The 1st and 2nd requests need not be made by the same requester.

is an example of which persuasion tactic?

foot in the door strategy

41

Labeling and Time Delay

is an example of which persuasion tactic?

foot in the door strategy

42

1. A time delay between the 1st and ? requests helps activate relevant attitudes.

2nd

43

In Cialdini & Ascani’s (1976) study, the below represents the initial request, the follow-up request, or the results?


college dorm residents were asked to donate one unit of blood every two months for a period of three years.

initial

44

In Cialdini & Ascani’s (1976) study, the below represents the initial request, the follow-up request, or the results?

compliance for the DITF group was 49%, versus 31% for the control group.

results

45

Preference for consistency and Self-concept clarity

is an example of which persuasion tactic?

foot in the door strategy

46

In Cialdini & Ascani’s (1976) study, the below represents the initial request, the follow-up request, or the results?

dorm residents were asked to give blood once, the next day.

follow up request

47

the perceptual contrast phenomenon is why _____ is peruasive

door in the face tactic

48

the reciprocal concessions is why _____ is peruasive

door in the face tactic

49

the self perception theory is why _____ is peruasive

foot in the door tactic

50

The 2nd request seems much more reasonable by comparison.

perceptual contrast phenonmenon

51

The target perceives he/she is engaged in a bargaining situation.

reciprocal concessions

52

the social responsibility position is why _____ is peruasive

door in the face

53

the guilt based explanation is why _____ is peruasive

door in the face tactic

54

The target doesn’t want to be perceived negatively by others

self presentation explanation

55

We comply based on our own, internal standards

social responsibility position

56

The target feels guilty for not being helpful

guilt based explanation

57

i. Size of the initial request: The 1st request must be large enough to be rejected, but not ludicrous


is an example of which persuasion tactic?

door in the face strategy

58

____ involves making an offer that sounds too good to be true

b. Lowballing and/or bait and switch tactic

59

c. There are, however, hidden “strings” attached under which persuasion tactic?

low balling

60

Time Delay: The 2nd request must follow right after the 1st.

is an example of which persuasion tactic?

door in the face strategy

61

Once the consumer is psychologically committed, it is hard to back out

is an example of which persuasion tactic?

low balling

62

Who makes the request: The 1st and 2nd requests must be made by the same requester.

is an example of which persuasion tactic?

door in the face strategy

63

_____ effectiveness is based on psychological commitment and unfulfilled obligations

low balling

64

b. When the consumer tries to buy the low-priced item, the item is no longer available

is an example of which persuasion tactic?

bait and switch tactic

65

The strategy is common in retail sales

is an example of which persuasion tactic?

bait and switch tactic

66

"Even a penny will help!”


“No donation is too small.”


is an example of which persuasion tactic?

legitimizing paltry contributions

67

_______ tactic changes the original deal or adds conditions to the existing deal.

The low-ball

68

______ involves a completely different deal, an alternative product or course of action

d. The bait & switch

69

the ____ lures the target in before she/he is psychologically committed

e. The bait

70

____ operates after the target becomes psychologically committed

The low ball

71

Disrupting and reframing is a____ tactic

diversionary

72

A quirky statement disrupts_____ processing

cognitive

73

i. “My soccer team’s candy is $5. That’s only 500 pennies.”

is an example of which persuasion tactic?

the disrupt and reframe tactic

74

The disruption is the disrupt then reframe tactic inhibits?

counter-arguing

75

This strategy pre-empts potential objections

legitimizing paltry contributions

76

ize of the follow-up request: The 2nd request must be unambiguously smaller than the 1st

is an example of which persuasion tactic?

door in the face strategy

77

The strategy induces guilt if the target declines

legitimizing paltry contributions

78

The strategy produces a large quantity of smaller donations

legitimizing paltry contributions