Persuasion: So Easily Fooled

Question 1

Central route to persuasion

Answer 1

Persuasion that employs direct, relevant, logical messages.

Question 2

Trigger features

Answer 2

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

Question 3

The triad of trust

Answer 3

We are most vulnerable to persuasion when the source is perceived as an authority, as honest and likable.

Question 4

The rule of scarcity

Answer 4

People tend to perceive things as more attractive when their availability is limited, or when they stand to lose the opportunity to acquire them on favorable terms.

Question 5

The norm of reciprocity

Answer 5

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

Question 6

Social proof

Answer 6

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

Question 7

Peripheral route to persuasion

Answer 7

Persuasion that relies on superficial cues that have little to do with logic.

Question 8

Heuristics

Answer 8

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

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

Foot in the door

Answer 10

Obtaining a small, initial commitment.

Question 11

Fixed action patterns (FAPs)

Answer 11

Sequences of behavior that occur in exactly the same fashion, in exactly the same order, every time they are elicited.