Question 1

If you are using the commitment and consistency weapon of influence to solicit donations for an environmental group,an effective question to pose prior to asking for money would be:

Accepted Answer

The commitment and consistency principle relies on getting someone to publicly state their commitment to a certain goal or idea before asking them to take action. Asking "Do you want to help save the environment?" is an effective way to get someone to publicly state their commitment to the cause before asking them to donate money. This increases the likelihood that they will follow through with their commitment by donating. Asking about someone's name or if they have money is not relevant to the principle and may even be off-putting. Asking if they have ten minutes to talk may be helpful for the conversation but does not necessarily relate to commitment and consistency.

Question 2

Persuasion in Western culture may be easier than in some other cultures because:

Accepted Answer

Western culture emphasizes the individual, which means that attitudes and beliefs are more likely to be based on personal values and experiences. This can make persuasion easier because individuals may be more open to changing their attitudes and beliefs based on their own personal reactions and experiences. In contrast, in cultures that emphasize collective attitudes and beliefs (such as some Eastern cultures), it may be more difficult to persuade individuals to change their attitudes and beliefs because they may prioritize the opinions of the group over their own personal reactions.

Question 3

A political candidate sends a signed picture to everyone in her district,along with a letter soliciting campaign donations.This candidate is employing the ____________ tactic.

Accepted Answer

The candidate is using the principle of reciprocation by sending a signed picture to everyone in her district. This principle states that people are more likely to comply with a request if they feel they owe something to the person making the request. By sending the signed picture, the candidate is creating a sense of indebtedness in the recipients, making them more likely to donate to the campaign.

Question 4

_________ is the process of being informed ahead of time that a favored attitude will be challenged.

Accepted Answer

Forewarning is the process of being informed ahead of time that a favored attitude will be challenged. The sleeper effect refers to the delayed impact of a message that occurs when an initially discounted message becomes effective because the message is associated with a cue that is decoupled from the discounting cues. Intuition refers to quick, nonconscious thought processes that don't rely on deliberate analysis. The Chameleon effect refers to the nonconscious mimicry of the postures, mannerisms, facial expressions, and other behaviors of one's interaction partners.

Question 5

The 'need for freedom' is most closely associated with which of the following psychological concepts?

Accepted Answer

The 'need for freedom' is most closely associated with reactance, which is a psychological concept that refers to the negative emotional response people have when they perceive that their freedom to make choices is being threatened or restricted. This is why people often feel a strong urge to resist when they are being told what to do or when they feel like they're being coerced or pressured into something.

Question 6

We are more easily persuaded by people we like.This represents which of Cialdini's "weapons" of influence?

Accepted Answer

This represents the "liking" principle in Cialdini's weapons of influence, which states that we are more likely to be influenced by people we like or are similar to.

Question 7

In one study,participants who agreed to display a small sign supporting safe driving were much more likely than a control group to comply with a request to display a larger,more cumbersome sign supporting safe driving.The reason for this difference was probably due to:

Accepted Answer

The commitment and consistency "weapon" of influence suggests that people feel a need to act consistently with their prior commitments and behaviors. By agreeing to display the smaller sign, the participants made a commitment to safe driving, making them more likely to comply with the request to display the larger sign.

Question 8

People who are in a good mood are more likely to:

Accepted Answer

The correct answer is D because it encompasses all the aspects mentioned in options A, B, and C, which are characteristics of how people in a good mood process information. They are more likely to use the peripheral route for processing information, rely on peripheral cues rather than central, detailed cues, and may not process information as carefully. This is consistent with the Elaboration Likelihood Model of persuasion, which suggests that mood can affect the route of information processing.

Question 9

__________theory,developed by psychologist __________,argues that when individuals feel threatened,they instinctively want to restore their freedom.

Accepted Answer

Reactance theory, developed by psychologist Jack Brehm, posits that individuals experience an unpleasant motivational arousal (reactance) when they perceive a threat to or loss of their free behaviors. This theory suggests that when people feel their freedom to choose is limited or threatened, they become motivated to regain that freedom.

Question 10

When would be the best time to ask your parents for money?

Accepted Answer

Asking for money when your parents are in a good mood may increase the likelihood of a positive response, as people are generally more agreeable and open to requests when they are feeling happy or content.

Question 11

A group of individuals who support anti-smoking laws are about to listen a counter-attitudinal message on the issue.Which of the following would reduce the chance that people would be persuaded by the message?

Accepted Answer

Forewarning the group that they will be receiving a counter-attitudinal message can increase their resistance to the message and reduce their likelihood of being persuaded.

Question 12

Why does forewarning seem to reduce the effect of a counter-attitudinal persuasive message?

Accepted Answer

Forewarning provides people with the opportunity to prepare for and develop counterarguments against the persuasive message, which reduces the likelihood of them being persuaded by it. This is known as forewarning effect or the resistance hypothesis.

Question 13

Why do researchers believe that the reciprocation norm operates on the need to restore balance and not necessarily because of our selfish desire to receive recognition for our acts?

Accepted Answer

Research has shown that people still reciprocate even when the other person will not know, indicating that it is not solely about recognition or reputation. The need for balance and fairness may be a stronger motivator for the reciprocation norm.

Question 14

Why should advertisers be careful about the physical cues they use in messages?

Accepted Answer

Physical cues can have different meanings and associations depending on the culture, demographics, and personal experiences of the audience. Advertisers need to ensure that the physical cues they use are appropriate for their target audience to avoid confusion or offense.

Question 15

You are in a bookstore and an individual walks up to you and says 'The store is closing early,you will have to leave.'You would be more likely to obey this request if:

Accepted Answer

The individual with a name tag that says "manager" is more likely to have authority to make decisions about the store's closing time, so their request carries more weight than a stranger in plain clothes or someone who appears to be too young to work at the store. Age does not necessarily correlate with authority in this situation.

Question 16

In the absence of an obvious punishment for disobeying a command,research has shown that people will:

Accepted Answer

This phenomenon is known as "obedience to authority," where individuals are more likely to comply with requests or commands from an authority figure even in the absence of an obvious punishment. Research shows that individuals may feel a sense of obligation or social pressure to obey the authority figure, and may even justify their actions as being in line with their personal values or beliefs. Therefore, the most likely response to this situation is that individuals will still obey the authority figure despite the lack of punishment.

Question 17

Distraction can sometimes enhance the effectiveness of a message because it does which of the following?

Accepted Answer

Distraction can prevent the receiver from developing counterarguments, allowing the message to be more persuasive without being challenged. This is known as the peripheral route to persuasion, where cues such as attractiveness, catchiness, or other non-message factors are used to influence the receiver's attitude rather than the actual content of the message. However, it is important to note that this effect is not always consistent and may depend on factors such as message complexity, relevance, and personal motivation.

Question 18

Suppose you are trying to persuade people to volunteer their time to help build houses this coming Saturday.Based on the commitment and consistency principle,which of the following represents the most effective strategy?

Accepted Answer

Asking people to write their name on a sign-up sheet is the most effective strategy based on the commitment and consistency principle. When people commit in writing or publicly, it increases the likelihood that they will follow through with their commitment. This makes it more likely that people will show up to volunteer on Saturday. The other options are also effective, but not as much as signing up on a sheet.

Question 19

Which of the following is NOT one of Cialdini's "weapons of influence"?

Accepted Answer

Classification is not one of Cialdini's "weapons of influence". The correct terms are reciprocity, scarcity, authority, consistency, liking, and social proof.

Question 20

You are up late one evening watching an infomercial which is advertising a new 'miracle' cleaning product.If you call tonight you can get extra bottles of the product at a cheaper price,but the deal supposedly only lasts for the next 20 minutes.Which strategy is being employed to persuade you to buy the cleaning product?

Accepted Answer

The infomercial is using the scarcity "weapon" of influence by making the offer seem limited in time and availability, in order to create a sense of urgency and persuade viewers to make a purchase decision quickly.

Quiz 7: The Art and Science of Persuasion