1. What is the definition of social influence?
a) The act of forcing someone to change their behavior
b) When one’s emotions, opinions, or behaviors are affected by others
c) The process of negotiation in a group
2. Which of the following best describes pure persuasion?
a) Intentional and focused on others, non-coercive
b) Unintentional influence
c) A method of coercion
3. What does compliance gaining refer to?
a) Intrusive methods of persuasion
b) A request with the hope that someone will agree
c) The act of imposing one’s beliefs on others
4. Which process is characterized by awareness and control?
a) Automatic processes
b) Controlled processes
c) Emotional processes
5. Heuristics are best described as:
a) Complex procedures requiring effort
b) Strategies using readily accessible, though loosely applicable, information
c) Emotional responses
6. What does the term 'elaboration' refer to in the Elaboration Likelihood Model (ELM)?
a) Ignoring information
b) Thoughts about issues that are relevant to the arguments presented
c) A method of social proof
7. When do individuals typically rely on heuristics?
a) During high-involvement situations
b) When they are motivated and able to process information
c) When they are distracted and less able to process information
8. What is the central route in the ELM?
a) A route for low involvement processing
b) Processing that focuses on the quality of arguments
c) The least effective method of persuasion
9. Which of the following increases motivation to process information?
a) Distraction
b) High personal relevance
c) Low responsibility
10. What is a key characteristic of Kahneman's System 1?
a) Slow and effortful
, b) Intuitive and fast
c) Involuntary and cross-examining
11. The term 'social proof' refers to:
a) The desire for social status
b) Following the behavior of the majority
c) Resisting peer pressure
12. How can social norms be effectively communicated?
a) Emphasizing individual choice
b) Highlighting the behavior of others
c) Using complex arguments
13. The central route to persuasion requires which of the following?
a) Low cognitive effort
b) Weak arguments
c) High involvement and ability to process
14. When is social proof most influential?
a) In situations of uncertainty
b) When individuals have extensive knowledge
c) Only when using strong arguments
15. What is an example of a judgmental heuristic?
a) Analyzing complex information
b) Assuming an expert’s statement is true
c) Requiring detailed evidence for all claims
16. What triggers fixed action patterns in human behavior?
a) Logical reasoning
b) Specific stimuli or triggers
c) Comprehensive understanding
17. The word “because” can trigger compliance due to:
a) Its logical implications
b) Its persuasive power regardless of explanation
c) Its emotional resonance
18. The principle that higher prices are often associated with higher quality is known as:
a) Effort-value
b) Recognition heuristic
c) Stereotype assumption
19. Fixed action patterns are characterized by:
a) Variability in responses
b) Consistency in response to specific stimuli
c) Unpredictable behavior
a) The act of forcing someone to change their behavior
b) When one’s emotions, opinions, or behaviors are affected by others
c) The process of negotiation in a group
2. Which of the following best describes pure persuasion?
a) Intentional and focused on others, non-coercive
b) Unintentional influence
c) A method of coercion
3. What does compliance gaining refer to?
a) Intrusive methods of persuasion
b) A request with the hope that someone will agree
c) The act of imposing one’s beliefs on others
4. Which process is characterized by awareness and control?
a) Automatic processes
b) Controlled processes
c) Emotional processes
5. Heuristics are best described as:
a) Complex procedures requiring effort
b) Strategies using readily accessible, though loosely applicable, information
c) Emotional responses
6. What does the term 'elaboration' refer to in the Elaboration Likelihood Model (ELM)?
a) Ignoring information
b) Thoughts about issues that are relevant to the arguments presented
c) A method of social proof
7. When do individuals typically rely on heuristics?
a) During high-involvement situations
b) When they are motivated and able to process information
c) When they are distracted and less able to process information
8. What is the central route in the ELM?
a) A route for low involvement processing
b) Processing that focuses on the quality of arguments
c) The least effective method of persuasion
9. Which of the following increases motivation to process information?
a) Distraction
b) High personal relevance
c) Low responsibility
10. What is a key characteristic of Kahneman's System 1?
a) Slow and effortful
, b) Intuitive and fast
c) Involuntary and cross-examining
11. The term 'social proof' refers to:
a) The desire for social status
b) Following the behavior of the majority
c) Resisting peer pressure
12. How can social norms be effectively communicated?
a) Emphasizing individual choice
b) Highlighting the behavior of others
c) Using complex arguments
13. The central route to persuasion requires which of the following?
a) Low cognitive effort
b) Weak arguments
c) High involvement and ability to process
14. When is social proof most influential?
a) In situations of uncertainty
b) When individuals have extensive knowledge
c) Only when using strong arguments
15. What is an example of a judgmental heuristic?
a) Analyzing complex information
b) Assuming an expert’s statement is true
c) Requiring detailed evidence for all claims
16. What triggers fixed action patterns in human behavior?
a) Logical reasoning
b) Specific stimuli or triggers
c) Comprehensive understanding
17. The word “because” can trigger compliance due to:
a) Its logical implications
b) Its persuasive power regardless of explanation
c) Its emotional resonance
18. The principle that higher prices are often associated with higher quality is known as:
a) Effort-value
b) Recognition heuristic
c) Stereotype assumption
19. Fixed action patterns are characterized by:
a) Variability in responses
b) Consistency in response to specific stimuli
c) Unpredictable behavior
