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Social Psych Manipulation and Persuasion
Exam 2
45
Psychology
03/26/2012

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Term
A change in behavior or belief to accord with others is called
Definition
Conformity
Term
Even though you really dislike wearing a dress, you decide to wear one to your cousin's wedding. This is an example of
Definition
Compliance
Term
When our behavior is a result of our boss telling us to do something, it is a form of
Definition
Obedience
Term
Asch's conformity experiments showed that most people
Definition
Go along with others' decisions?/or conform even when wrong
Term
The results of the Asch conformity studies are startling because their studies did not employ any
Definition
Open, obvious pressure to conform
Term
When participants in Milgram's experiments wanted to quit, they were given
Definition
Up to four verbal prods to keep them going
Term
When Milgram conducted his first series of experiments with a sample of 20- to 50-year old men, he found that over 60 percent of them
Definition
Went all the way to 450 volts
Term
Research on social influence points out the key issues:
Definition
Immediate situational forces are powerful
Normative pressures influence our behavior
It is hard to predict our behavior
Term
If we were to conclude that Milgram's obedient participants were particularly hostile and aggressive people, we would be
Definition
Committing the fundamental attribution error
Term
Compared to people in individualistic countries, those in collectivist countries are
Definition
More responsive to others' influence
Term
Sally is interested in purchasing a DVD player, and is overwhelmed by the many different models available at her local electronics store. She decides to consult a magazine devoted to reviewing the quality of home electronics. After reading a number of articles stating the pros and cons of each model, she decides on a DVD player. Sally has been persuaded to purchase this particular DVD player because of the ___ route to persuasion.
Definition
Central
Term
The ___ route to persuasion occurs when people are influenced by incidental cues, such as a speaker's attractiveness.
Definition
Peripheral
Term
Suzy is interested in purchasing a DVD player, and is overwhelmed by the many different models available to her local electronics store. She decides to purchase a shiny, metallic-looking model, as it is the best-looking one in the store. Suzy has been persuaded to purchase this particular DVD player because of the ___ route to persuasion.
Definition
Peripheral
Term
According to Myers and lecture, advertisers for beverages tend to adopt marketing strategies that use the ____ route to persuasion.
Definition
Peripheral
Term
Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes?
Definition
Central
Term
When people allowed the example of others to validate how to think, feel, and act, Cialdini (2000) called this the _____ principle of persuasion.
Definition
Social proof
Term
Who is the most responsive to rational appeals?
Definition
Well-educated and analytical people
Term
Exposing people to weak attacks on their attitudes, which then stimulates thinking in support of the initial attitude, is known as
Definition
Attitude inoculation
Term
According to The Power of Persuasion:
Definition
Most people believe others are more likely to be stricken by diseases than they are themselves
Term
The “better than average” effect states that:
Definition
Most people believe they have above average abilities and positive personality characteristics
Term
The illusion of invulnerability
Definition
Is comforting belief
Sets us to be exploited
Is widespread in Western cultures
Term
Which is LIKELY a characteristic of a persuasive salesperson?
Definition
Likability
Honesty
Perceived expertise
Term
Two primary components of credibility are
Definition
Expertise and trustworthiness
Term
How does the inclusion of statistics alter the effectiveness of an advertisement?
Definition
Statistics signal expertise, which increases the effectiveness of the ad
Term
Time
Definition
Is one of the most effective manipulations of the reciprocity norm
Has become an economic commodity that can be bought and sold
Is more readily accepted as a gift than other tangible commodities
Term
Which of the following is true about mavens? They:
Definition
Know a lot of people
Communicate a great deal with people
Enjoy spreading the word about what they know and think
Term
Research shows that when someone does a favor for us, we
Definition
Feel compelled to repay the favor in equal value
Term
When a recruiter gives you an American flag and then asks for donations, he is appealing to:
Definition
The law of reciprocation
Term
Which personality type is addicted to the power advantage given to them by building indebtedness from others?
Definition
The creditor
Term
The principle of contrast derives from the fact that human minds
Definition
Magnify differences
Term
Which of the following requests is most likely to result in the “boomerang effect”?
Definition
Suggesting a donation that is extremely high
Term
Studies show that when being bombarded with too many choices, people experience
Definition
Anxiety followed by a desire for simplicity
Term
Which of the following is most true about cults?
Definition
They specialize in providing simple answers to complex questions
Term
Fixed action patterns (FAPs) are
Definition
Sequences of behavior that always occur in the same fashion
Term
Which advertising technique does NOT illustrates the principle of social proof?
Definition
Using a trusted politician as a spokesperson
Term
Niche marketing is a method of
Definition
Targeting a particular segment of the market
Term
A cardinal rule in sales is to avoid questions that
Definition
May result in the answer “No.”
Term
A salesperson begins with a large request he expects will rejected. Looking forlorn, he follows this with a smaller request which, unknown to the customer, was his target all along. This technique is known as:
Definition
Door-in-the-face
Term
You agree to buy a new car at a terrific price. Then the manger charges you for an option you thought was included in the original package. You’ve been the target of
Definition
The low ball
Term
One of the lessons of Milgram’s obedience experiment is that each time you obey a request
Definition
It becomes more likely that you will obey the next request
Term
“Psychological reactance” refers to the human tendency to
Definition
Resent the loss of freedoms
Term
The most effective way for a persuader to avoid psychological reactance is to
Definition
Make small initial requests and gradually increase subsequent requests
Term
Which is the most likely to create long-term change of behavior?
Definition
Guilt
Term
The key to effectively changing a social norm is
Definition
Avoiding the appearance of too much force
Term
If you subject people to weak versions of a persuasive message, they are less vulnerable to stronger versions later on. This is known as
Definition
Inoculation