Conceptual Questions
. What are the central and peripheral routes to persuasion, and when is each
1
more likely to be effective?
● A
nswer:
The central route to persuasion involves carefully considering
arguments and is more effective when the audience is analytical or invested
in the issue, leading to longer-lasting change. The peripheral route relies
on superficial cues, like the speaker's attractiveness, and is more
effective when the audience is less engaged.
2. Describe the "foot-in-the-door" technique and explain why it is effective.
● A
nswer:
The "foot-in-the-door" technique involves getting people to agree to
a small request to increase the likelihood of agreeing to a larger one
later. It works because agreeing to the initial request can shift one's
self-perception, making them see themselves as helpful or agreeable, thereby
increasing compliance.
. Explain cognitive dissonance theory and give an example of a situation where a
3
person might experience cognitive dissonance.
● A
nswer:
Cognitive dissonance theory suggests that people experience
discomfort (dissonance) when they hold conflicting beliefs or when their
actions contradict their beliefs. For example, if someone considers
themselves environmentally conscious but drives a gas-guzzling car, they
might experience dissonance and either justify their choice or switch to a
more eco-friendly vehicle.
. Differentiate between compliance, obedience, and acceptance as forms of
4
conformity.
● A
nswer:
Compliance involves outwardly conforming to social pressure while
privately disagreeing. Obedience is compliance in response to an explicit
command, often from an authority. Acceptance involves both acting and
believing in line with social pressure, reflecting internal agreement.
5. Describe the Asch conformity experiment and its findings on group unanimity.
● A
nswer:
In Asch's experiment, participants were asked to identify matching
line lengths in a group setting where confederates gave incorrect answers.
Findings showed that participants often conformed to the group’s wrong
answers, especially when the entire group was unanimous. The presence of
even one dissenter greatly reduced conformity.
6. What is social facilitation, and how does it differ from social loafing?
● A
nswer:
Social facilitation is the tendency for people to perform better on
simple tasks when others are present, while social loafing is the tendency
to exert less effort on a task when working in a group where individual
contributions are not evaluated. Social facilitation enhances performance,
whereas social loafing reduces effort.
7. Define groupthink and describe two symptoms that characterize it.
. What are the central and peripheral routes to persuasion, and when is each
1
more likely to be effective?
● A
nswer:
The central route to persuasion involves carefully considering
arguments and is more effective when the audience is analytical or invested
in the issue, leading to longer-lasting change. The peripheral route relies
on superficial cues, like the speaker's attractiveness, and is more
effective when the audience is less engaged.
2. Describe the "foot-in-the-door" technique and explain why it is effective.
● A
nswer:
The "foot-in-the-door" technique involves getting people to agree to
a small request to increase the likelihood of agreeing to a larger one
later. It works because agreeing to the initial request can shift one's
self-perception, making them see themselves as helpful or agreeable, thereby
increasing compliance.
. Explain cognitive dissonance theory and give an example of a situation where a
3
person might experience cognitive dissonance.
● A
nswer:
Cognitive dissonance theory suggests that people experience
discomfort (dissonance) when they hold conflicting beliefs or when their
actions contradict their beliefs. For example, if someone considers
themselves environmentally conscious but drives a gas-guzzling car, they
might experience dissonance and either justify their choice or switch to a
more eco-friendly vehicle.
. Differentiate between compliance, obedience, and acceptance as forms of
4
conformity.
● A
nswer:
Compliance involves outwardly conforming to social pressure while
privately disagreeing. Obedience is compliance in response to an explicit
command, often from an authority. Acceptance involves both acting and
believing in line with social pressure, reflecting internal agreement.
5. Describe the Asch conformity experiment and its findings on group unanimity.
● A
nswer:
In Asch's experiment, participants were asked to identify matching
line lengths in a group setting where confederates gave incorrect answers.
Findings showed that participants often conformed to the group’s wrong
answers, especially when the entire group was unanimous. The presence of
even one dissenter greatly reduced conformity.
6. What is social facilitation, and how does it differ from social loafing?
● A
nswer:
Social facilitation is the tendency for people to perform better on
simple tasks when others are present, while social loafing is the tendency
to exert less effort on a task when working in a group where individual
contributions are not evaluated. Social facilitation enhances performance,
whereas social loafing reduces effort.
7. Define groupthink and describe two symptoms that characterize it.
