Persuasion and Compliance

Question 1

Persuasion

Answer 1

Getting people to change their attitudes

Question 2

Compliance

Answer 2

Getting people to change their behaviors

Question 3

Counter-attitudinal advocacy

Answer 3

Publicly stating an opinion that is counter to beliefs
Needs to meet the following conditions:
a) No external justification
b) Must have the choice to do so

Question 4

What are the two routes of the Elaboration Likelihood Model?

Answer 4

1) Central route - focus on merit and arguments, more effective when people are motivated to pay attention
2) Peripheral route - focus on surface characteristics, more effective when people are disinterested

Question 5

Foot-in-the-Door Technique

Answer 5

Begin with a very small request, secure agreement, then makes a separate larger request

Question 6

Low-Balling Technique

Answer 6

Securing agreement with a request and then increasing the size of that request by revealing hidden costs
Effective because:
a) Post-decisional dissonance

Question 7

Door-in-the-Face Technique

Answer 7

Begin with a very large request that will be rejected, then follow up with a more modest request
Effective because:
a) perceptual contrast
b) reciprocity

Question 8

That’s Not All, Folks!

Answer 8

Begin with a somewhat inflated request, then immediately decreases the apparent size of the request by offering a discount or bonus
Effective because:
a) perceptual contrast
b) reciprocity