Social Influence and Persuasion Chapter 8 MCQ

Question 1

Normative influence

Answer 1

going along with the crowd in order to be liked and accepted

Question 2

Autokinetic effect

Answer 2

illusion, caused by very slight movements of the eye, that a stationary point of light in a dark room is moving

Question 3

Group norms

Answer 3

the beliefs or behaviours that a group of people accepts as normal

Question 4

Informational influence

Answer 4

going along with the crowd because you think the crowd knows more than you do

Question 5

Pluralistic ignofrance

Answer 5

looking to others for cues about how to behave, while they are looking to you; collective misinterpretation

Question 6

Private acceptance

Answer 6

a genuine inner belief that others are right

Question 7

Public compliance

Answer 7

outwardly going along with the group but maintaining a private, inner belief that the group is wrong

Question 8

Foot-in-the-door technique

Answer 8

Influence technique based on commitment, in which one starts with a small request in order to gain eventual compliance with a larger request

Question 9

Low-ball technique

Answer 9

influence based on commitment, in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional cost

Question 10

Bait-and-switch

Answer 10

influence technique based on commitment, in which one draws people in with an attractive offer that is unavailable and then switches them to a less attractive offer that is available

Question 11

Labeling technique

Answer 11

influence technique based on consistency, in which one assigns a label to an individual and then requests a favor that is consistent with the label

Question 12

Legitimization-of-paltry-favors technique

Answer 12

influence technique in which a requester makes a small amount of aid acceptable

Question 13

Door-in-the-face technique

Answer 13

influence technique based on reciprocity, in which one starts with an inflated request and then retreats to a smaller request that appears to be a concession

Question 14

Thats-not-all technique

Answer 14

influence technique based on reciprocity, in which one first makes an inflated request but, before the person can answer yes or no, sweetens the deal by offering a discount or bonus

Question 15

Limited-number technique

Answer 15

influence technique based on scarcity, in which one tells people that an item is in short supply

Question 16

Fast-approaching-deadline technique

Answer 16

influence technique based on scarcity, in which one tells people an item or price is only available for a limited time

Question 17

Pique technique

Answer 17

influence technique in which one captures peoples attention, as by making a novel request

Question 18

Disrupt-then-reframe technique

Answer 18

influence technique in which one disrupts critical thinking by introducing an unexpected element, then reframes the message in a positive light

Question 19

Persuasion

Answer 19

an attempt to change a persons attitude

Question 20

Source

Answer 20

the individual who delivers a message

Question 21

Sleeper effect

Answer 21

the finding that, over time, people separate the message from the messenger

Question 22

Expertise

Answer 22

how much a source knows

Question 23

Trustworthiness

Answer 23

whether a source will honestly tell you what he or she knows

Question 24

Convert communicators

Answer 24

people percieved as credible sources because they are arguing against their own previously help attitudes and behaviours

Question 25

Halo effect

Answer 25

the assumption that because people have one desirable trait (e.g., attractivness) people also possess many other desirable traits (e.g., intelligence)

Question 26

Stealing thunder

Answer 26

revealing potentially incriminating evidence first to negate its impact

Question 27

Advertisement wear-out

Answer 27

inattention and irritation that occurs after an audience has encountered the same advertisement too many times

Question 28

Repitition with variation

Answer 28

repeating the same information, but in a varied format

Question 29

Receptivity

Answer 29

whether you get (pay attention to, understand) the message

Question 30

Yielding

Answer 30

whether you accept the message

Question 31

Need for cognition

Answer 31

a tendency to engage in and enjoy effortful thinking, analysis, and mental problem solving

Question 32

Impressionable years hypothesis

Answer 32

proposition that adolescents and young adults are more easily persuaded than their elders

Question 33

Elaboration likelihood model (ELM)

Answer 33

theory that posits two routes to persuasion, via either conscious or automatic processing

Question 34

Heuristic/systematic model

Answer 34

theory that posits two routes to persuasion, via either conscious or automatic processing

Question 35

Central route (systematic processing)

Answer 35

the route to persuasion that involves careful and tohughtful consideration of the content of the message (conscious processing)

Question 36

Peripheral route (heuristic processing)

Answer 36

the route to persuasion that involves some simple cue, such as attractiveness of the source (automatic processing)

Question 37

Personal relevance

Answer 37

degree to which people expect an issue to have significant consequences for their own lives

Question 38

Negative attitude change (boomerang effect)

Answer 38

doing exactly the opposite of what one is being persuaded to do