PSYC 2101 - Chapters 7-9 questions
well answered to pass
Social Influence - correct answer ✔✔The area of social psychology that studies the ways in
which people influence the thoughts, feelings, and behavior of other people
How can you prevent yourself from being pressured by other people? - correct answer ✔✔By
adopting assertive behavior
What does assertive behavior help you do? - correct answer ✔✔It helps you to:
- Resist demands of others
- Express positive feelings of appreciation, liking, and love
Elaboration Liklihood Model - correct answer ✔✔The view that persuasion occurs through two
routes, a central route involving careful evaluation (elaboration) of the content of a persuasive
message and a peripheral route involving attention to associated cues that are peripheral to the
content of the message
Central Route - correct answer ✔✔Involves careful consideration of the merits of the arguments
of the evidence at hand
"high road" to persuasion
Peripheral Route - correct answer ✔✔Involves persuasion by means of associating a persuasive
message with cues that are peripheral to, or "to the side of," the content of meaning of the
message
,"low road" to persuasion
When elaboration likelihood is high, persuasion is likely to occur through which route? - correct
answer ✔✔Central
When elaboration likelihood is low, persuasion is likely to occur through which route? - correct
answer ✔✔Peripheral
What route is the quality of the product considered to be? - correct answer ✔✔Central
What route is the association of a product considered to be? - correct answer ✔✔Peripheral
Two-Sided Product Claims - correct answer ✔✔Advertisers admit their product's weak points in
addition to highlighting their strengths
Most believable
Ex: a hotel advertises that it has no pool or room service but points out that customer saves
money because of it
Emotional Appeals - correct answer ✔✔A type of persuasive communication that influences
behavior on the basis of feelings that are aroused instead of rational analysis of the issues
Have strongly persuasive effects
What characteristics are persuasive communicators characterized by? - correct answer
✔✔Credibility
Likability
,Trustworthiness
Attractiveness
Similarity to Audience
Foot-in-the-Door Technique - correct answer ✔✔A method for inducing compliance in which a
small request is followed by a larger request
Ex: Telemarketer calls and asks you to answer a "few" questions for a survey, but after the
"survey" is taken the sales pitch begins.
Low-Balling - correct answer ✔✔A method in which extremely attractive terms are offered to
induce a person to make a commitment. Once the commitment is made, the terms are revised.
Ex: You agree to purchase a car for a certain amount, but the sales person says they have to run
it by a manager. Then they return and say the price has to be higher.
Bait-and-Switch - correct answer ✔✔The sales tactic of baiting customers with low-priced but
inferior merchandise and then switching them to a higher-priced item of more acceptable
quality
Ex: Salesperson offers item at an extremely low price, but the item is actually bad quality. The
salesperson then offers a higher-quality, but more expensive item in its place
In which technique is the customer persuaded to make a commitment on favorable terms, and
the salesperson claims that the salesperson must revise terms? - correct answer ✔✔Low-balling
Which technique suggests that people are more likely to agree to large requests after they have
agreed to smaller ones? - correct answer ✔✔Foot-in-the-door
, Which model includes central and peripheral routes to persuasion? - correct answer
✔✔Elaboration Likelihood Model
Who led the "punishment on learning" trials, in which he had participants "shock" those who
didn't get the right answers? - correct answer ✔✔Stanley Milgram
What is the "Aggression Machine"? - correct answer ✔✔The machine Milgram used in his
studies that "shocked" the learners
7 Factors That May Foster Blind Obedience - correct answer ✔✔Propaganda
Socialization
Lack of social comparison
Perception of legitimate authority
The foot-in-the-door technique
Inaccessibility of values
Buffers
Conform - correct answer ✔✔To change one's attitudes or behaviors to adhere to social norms
Social Norms - correct answer ✔✔Explicit and implicit rules that reflect social expectations and
influence the ways people behave in social situations
Widely adopted standards of acceptable conduct that govern social behavior
What is the Asch Study? - correct answer ✔✔A study on conformity and the pressure to
conform.
well answered to pass
Social Influence - correct answer ✔✔The area of social psychology that studies the ways in
which people influence the thoughts, feelings, and behavior of other people
How can you prevent yourself from being pressured by other people? - correct answer ✔✔By
adopting assertive behavior
What does assertive behavior help you do? - correct answer ✔✔It helps you to:
- Resist demands of others
- Express positive feelings of appreciation, liking, and love
Elaboration Liklihood Model - correct answer ✔✔The view that persuasion occurs through two
routes, a central route involving careful evaluation (elaboration) of the content of a persuasive
message and a peripheral route involving attention to associated cues that are peripheral to the
content of the message
Central Route - correct answer ✔✔Involves careful consideration of the merits of the arguments
of the evidence at hand
"high road" to persuasion
Peripheral Route - correct answer ✔✔Involves persuasion by means of associating a persuasive
message with cues that are peripheral to, or "to the side of," the content of meaning of the
message
,"low road" to persuasion
When elaboration likelihood is high, persuasion is likely to occur through which route? - correct
answer ✔✔Central
When elaboration likelihood is low, persuasion is likely to occur through which route? - correct
answer ✔✔Peripheral
What route is the quality of the product considered to be? - correct answer ✔✔Central
What route is the association of a product considered to be? - correct answer ✔✔Peripheral
Two-Sided Product Claims - correct answer ✔✔Advertisers admit their product's weak points in
addition to highlighting their strengths
Most believable
Ex: a hotel advertises that it has no pool or room service but points out that customer saves
money because of it
Emotional Appeals - correct answer ✔✔A type of persuasive communication that influences
behavior on the basis of feelings that are aroused instead of rational analysis of the issues
Have strongly persuasive effects
What characteristics are persuasive communicators characterized by? - correct answer
✔✔Credibility
Likability
,Trustworthiness
Attractiveness
Similarity to Audience
Foot-in-the-Door Technique - correct answer ✔✔A method for inducing compliance in which a
small request is followed by a larger request
Ex: Telemarketer calls and asks you to answer a "few" questions for a survey, but after the
"survey" is taken the sales pitch begins.
Low-Balling - correct answer ✔✔A method in which extremely attractive terms are offered to
induce a person to make a commitment. Once the commitment is made, the terms are revised.
Ex: You agree to purchase a car for a certain amount, but the sales person says they have to run
it by a manager. Then they return and say the price has to be higher.
Bait-and-Switch - correct answer ✔✔The sales tactic of baiting customers with low-priced but
inferior merchandise and then switching them to a higher-priced item of more acceptable
quality
Ex: Salesperson offers item at an extremely low price, but the item is actually bad quality. The
salesperson then offers a higher-quality, but more expensive item in its place
In which technique is the customer persuaded to make a commitment on favorable terms, and
the salesperson claims that the salesperson must revise terms? - correct answer ✔✔Low-balling
Which technique suggests that people are more likely to agree to large requests after they have
agreed to smaller ones? - correct answer ✔✔Foot-in-the-door
, Which model includes central and peripheral routes to persuasion? - correct answer
✔✔Elaboration Likelihood Model
Who led the "punishment on learning" trials, in which he had participants "shock" those who
didn't get the right answers? - correct answer ✔✔Stanley Milgram
What is the "Aggression Machine"? - correct answer ✔✔The machine Milgram used in his
studies that "shocked" the learners
7 Factors That May Foster Blind Obedience - correct answer ✔✔Propaganda
Socialization
Lack of social comparison
Perception of legitimate authority
The foot-in-the-door technique
Inaccessibility of values
Buffers
Conform - correct answer ✔✔To change one's attitudes or behaviors to adhere to social norms
Social Norms - correct answer ✔✔Explicit and implicit rules that reflect social expectations and
influence the ways people behave in social situations
Widely adopted standards of acceptable conduct that govern social behavior
What is the Asch Study? - correct answer ✔✔A study on conformity and the pressure to
conform.
