Term
| A change in behavior or belief to accord with others is called |
|
Definition
|
|
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
|
|
Term
| When our behavior is a result of our boss telling us to do something, it is a form of |
|
Definition
|
|
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
|
|
Term
| The ___ route to persuasion occurs when people are influenced by incidental cues, such as a speaker's attractiveness. |
|
Definition
|
|
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
|
|
Term
| According to Myers and lecture, advertisers for beverages tend to adopt marketing strategies that use the ____ route to persuasion. |
|
Definition
|
|
Term
| Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes? |
|
Definition
|
|
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
|
|
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
|
|
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
|
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
|
|
Term
| Which personality type is addicted to the power advantage given to them by building indebtedness from others? |
|
Definition
|
|
Term
| The principle of contrast derives from the fact that human minds |
|
Definition
|
|
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
|
|
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
|
|
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
|
|
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
|
|
