OAM 330: INFLUENCE QUESTIONS AND VERIFIED
ANSWERS
What are the two routes to persuasion? - Answers - central and peripheral aspects of
communication (which operate simultaneously)
Central route - Answers - Uses system 2, is logical, rational, and usually conscious, may
lead to longer-lasting attitude change
Peripheral route - Answers - Uses system 1, emotional, indirect, not usually conscious
what are strategies for central route? - Answers - 1. present both sides (not just one),
then argue against the one you disagree with (dismantling the opposite side)
2. Make your strongest arguments - not all!
3. beware of inoculation effects: "forewarned is forearmed" (keep quiet about intent until
you lay out full argument)
these would make a better persuasive arguments
argument dilution effect - Answers - adding weak or irrelevant arguments to a
persuasive message weakens the overall argument, making it less effective (a cognitive
bias)
Cialdini's principles is which route? - Answers - peripheral route
Cialdini's 6 principles - Answers - 1. authority
2. reciprocity
3. commitment & consistency
4. scarcity
5. liking
6. social proof (peer influence)
explain authority - Answers - make sure audience knows your credentials w/o being
arrogant (the older/higher you get, easier this is)
explain reciprocity (and in what situation is this helpful in) - Answers - we feel obligated
to repay others good deeds
useful when you are low in organizational hierarchy
- serve as an ally at least as often as you are asking for allies
example: waitress at restaurant with mints
when can reciprocity backfire? - Answers - not always nonconscious, especially in
collectivistic cultural contexts
may not be seen as bribing instead of sincere
ANSWERS
What are the two routes to persuasion? - Answers - central and peripheral aspects of
communication (which operate simultaneously)
Central route - Answers - Uses system 2, is logical, rational, and usually conscious, may
lead to longer-lasting attitude change
Peripheral route - Answers - Uses system 1, emotional, indirect, not usually conscious
what are strategies for central route? - Answers - 1. present both sides (not just one),
then argue against the one you disagree with (dismantling the opposite side)
2. Make your strongest arguments - not all!
3. beware of inoculation effects: "forewarned is forearmed" (keep quiet about intent until
you lay out full argument)
these would make a better persuasive arguments
argument dilution effect - Answers - adding weak or irrelevant arguments to a
persuasive message weakens the overall argument, making it less effective (a cognitive
bias)
Cialdini's principles is which route? - Answers - peripheral route
Cialdini's 6 principles - Answers - 1. authority
2. reciprocity
3. commitment & consistency
4. scarcity
5. liking
6. social proof (peer influence)
explain authority - Answers - make sure audience knows your credentials w/o being
arrogant (the older/higher you get, easier this is)
explain reciprocity (and in what situation is this helpful in) - Answers - we feel obligated
to repay others good deeds
useful when you are low in organizational hierarchy
- serve as an ally at least as often as you are asking for allies
example: waitress at restaurant with mints
when can reciprocity backfire? - Answers - not always nonconscious, especially in
collectivistic cultural contexts
may not be seen as bribing instead of sincere
