Question 1

The fast-approaching-deadline technique is a persuasive technique based upon the principle of ____.

Accepted Answer

The fast-approaching-deadline technique uses the principle of scarcity to persuade the audience that they must act quickly before they lose the opportunity. It creates a sense of urgency and enhances the value of the offer by suggesting that it is only available for a limited time.

Question 2

How can individuals best defend themselves against social influence techniques based on scarcity?

Accepted Answer

Calming down helps individuals to think more rationally and resist the pressure of scarcity, which often triggers impulsive decisions.

Question 3

Vince is trying to pick up a woman at a bar. Instead of approaching her with a boring "standard line" (e.g., "Can I buy you a drink?"), he tries something new. He asks, "Can I buy you a diamond?" Even though he has no intention of buying the woman a diamond (at least not right away), he hopes that this will capture her attention. Social psychologists would say that Vince is using the ____ social influence technique.

Accepted Answer

Vince is using the pique social influence technique by presenting a distinctive and unusual request that "piques" the woman's curiosity and captures her attention.

Question 4

Social psychologists who study persuasion use the term "source" to refer to the ____.

Accepted Answer

The term "source" in the context of persuasion refers to the individual who delivers the message.

Question 5

A large furniture store puts an advertisement in the Sunday paper stating that a sale will occur on a holiday weekend and only for that weekend. Which social influence strategy is being used?

Accepted Answer

The fast-approaching deadline strategy is being used, as the advertisement specifies that the sale will only occur for the holiday weekend, creating a sense of urgency to take advantage of the limited time offer.

Question 6

Which social influence technique is based on capturing and disrupting attention?

Accepted Answer

The disrupt-then-reframe technique is based on capturing attention by introducing a statement that seems to go against the listener's expectations or norms. This disruption can be attention-grabbing, and the subsequent reframing can influence the listener's beliefs or behaviors.

Question 7

The social influence technique known as the pique technique operates ____.

Accepted Answer

The pique technique involves capturing and disrupting attention through presenting a request in an unusual or unconventional way in order to increase compliance. It does not operate based on the scarcity, consistency, or reciprocity principles.

Question 8

How can a person defend against social influence techniques based on capturing and disrupting attention?

Accepted Answer

The best way to defend against social influence techniques that capture and disrupt attention is to attempt to pause the interaction and eliminate distractions. This allows the person to regain control of their attention and think objectively about the situation. Stating one's position publicly and being aware of the so-called favor can also be helpful, but they do not directly address the issue of attention disruption. Simply remaining calm and nonjudgmental may not be enough to counter the techniques being used.

Question 9

When stores have only a few items out on display-as opposed to piles of items-the merchandise appears to be more valuable. This is probably due to the ____ principle.

Accepted Answer

The principle of scarcity suggests that people perceive items that are rare or limited in availability as more valuable. When stores have only a few items out on display, it creates a sense of scarcity and can increase people's perceived value of the merchandise.

Question 10

Which social influence technique is based on capturing and disrupting attention?

Accepted Answer

The pique technique is based on capturing and disrupting attention by presenting an unusual request or question to someone in an attempt to pique their interest and make them more likely to comply with the request. This technique works by breaking the usual script of a social interaction and capturing the person's attention in a way that makes them more receptive to the request. The other options listed are social influence techniques, but they do not rely on capturing and disrupting attention as the pique technique does.

Question 11

The that's-not-all technique operate based on the principle of ____.

Accepted Answer

The that's-not-all technique involves presenting an initial offer, then adding a bonus or discount to sweeten the deal. This creates a sense of reciprocal concessions and personal obligation, as the person receiving the offer feels that they are being given a special deal and may feel obligated to reciprocate by accepting the offer or making a purchase.

Question 12

An infomercial advertises a Swedish pillow for $49.99. The voiceover then announces, "But wait! If you call within the next thirty minutes, you will also receive a Swedish eye mask, valued at over $14.00, along with a pair of Swedish evening candles. And wait, we are now throwing in-for a limited time only-a special booklet of Swedish bedtime stories, all for just $49.99." This infomercial appears to be using the ____.

Accepted Answer

The infomercial is using the "that's-not-all" technique, where they offer additional items to sweeten the deal and make it seem like a better value for the price of $49.99.

Question 13

The limited-number technique is based upon the principle of ____.

Accepted Answer

The limited-number technique is based upon the principle of scarcity, which is the idea that people tend to place a higher value on things that are scarce or in limited supply. By limiting the number of items available or creating a sense of urgency around a purchase, marketers can leverage this principle to increase demand for their products or services.

Question 14

People are more likely to buy cupcakes when they are described as "halfcakes, priced at a bargain price," as opposed to when they are simply described as "cupcakes." This is an example of people being influenced via the ____.

Accepted Answer

The disrupt-then-reframe technique involves disrupting a person's typical thought process and then reframing the offer in a more appealing way. By calling cupcakes "halfcakes" and emphasizing a bargain, it disrupts the usual perception and reframes the product as more attractive.

Question 15

The earliest scientific studies in social psychology on persuasion were conducted by ____.

Accepted Answer

Carl Hovland is considered the "father of modern persuasion theory" and conducted early research on persuasive communication during his time at Yale University in the 1940s and 1950s.

Question 16

Which term best describes an attempt to change a person's mind?

Accepted Answer

Persuasion is the act of convincing someone to do or believe something. It involves presenting arguments and evidence to change a person's mind, without using force or coercion. Induction refers to the process of reasoning from specific instances to a general rule. Manipulation involves influencing someone in a clever or deceptive way for personal gain. Assimilation refers to the process of integrating new information or experiences into one's existing beliefs or understanding.

Question 17

Suppose that your friend Victor gives you a bottle of red wine for your birthday, and tells you that only 100 bottles of that wine exist in the world. Suddenly the wine seems very important and special. This would seem to be due to the ____ principle.

Accepted Answer

The scarcity principle states that people value things more when they are less available or scarce. In this scenario, knowing that there are only 100 bottles of that specific red wine in the world makes it seem rare and valuable, which is why the wine appears important and special.

Question 18

The ____ technique is a social influence technique in which the influencer interferes with a person's critical thinking by introducing an unexpected element, and then recasts his or her message in a positive light.

Accepted Answer

The disrupt-then-reframe technique involves interrupting a person's thought process with an unexpected element and then reframing the message in a positive light. This technique can be used to influence people to agree with a message or to persuade them to take a certain action. The other choices (labeling, bait-and-switch, door-in-the-face) do not involve the use of an unexpected element followed by a positive reframing.

Question 19

How can individuals defend themselves against social influence techniques that are based on reciprocation?

Accepted Answer

Being aware of the so-called favor and not feeling obligated to repay it is the best way to defend against social influence techniques based on reciprocation. People should realize that they are not indebted to the person who provided them a favor and feel comfortable declining offers if they do not want to reciprocate. Stating their position publicly or remaining calm and nonjudgmental may not be sufficient to counter the psychological pressure induced by the reciprocity principle. Attempting to pause the interaction and eliminate distractions may help individuals make a more rational decision, but it may not eliminate the feeling of indebtedness.

Question 20

Instead of using the standard queries-"Spare any change?" or "Spare a dollar?"-a homeless person asks passerby, "Spare four hundred dollars and thirty-seven cents?" She is apparently making use of the ____ technique of social influence.

Accepted Answer

The homeless person is using the pique technique, which involves making an unusual request to capture people's attention and increase the chances of them complying with a smaller request. The specific amount she is asking for is meant to pique people's curiosity and increase the likelihood of them engaging with her.

Quiz 8: Social Influence and Persuasion

The fast-approaching-deadline technique is a persuasive technique based upon the principle of ____.

How can individuals best defend themselves against social influence techniques based on scarcity?

Social psychologists who study persuasion use the term "source" to refer to the ____.

A large furniture store puts an advertisement in the Sunday paper stating that a sale will occur on a holiday weekend and only for that weekend. Which social influence strategy is being used?

Which social influence technique is based on capturing and disrupting attention?

The social influence technique known as the pique technique operates ____.

How can a person defend against social influence techniques based on capturing and disrupting attention?

When stores have only a few items out on display-as opposed to piles of items-the merchandise appears to be more valuable. This is probably due to the ____ principle.

Which social influence technique is based on capturing and disrupting attention?

The that's-not-all technique operate based on the principle of ____.

The limited-number technique is based upon the principle of ____.

People are more likely to buy cupcakes when they are described as "halfcakes, priced at a bargain price," as opposed to when they are simply described as "cupcakes." This is an example of people being influenced via the ____.

The earliest scientific studies in social psychology on persuasion were conducted by ____.

Which term best describes an attempt to change a person's mind?

Suppose that your friend Victor gives you a bottle of red wine for your birthday, and tells you that only 100 bottles of that wine exist in the world. Suddenly the wine seems very important and special. This would seem to be due to the ____ principle.

The ____ technique is a social influence technique in which the influencer interferes with a person's critical thinking by introducing an unexpected element, and then recasts his or her message in a positive light.

How can individuals defend themselves against social influence techniques that are based on reciprocation?

Instead of using the standard queries-"Spare any change?" or "Spare a dollar?"-a homeless person asks passerby, "Spare four hundred dollars and thirty-seven cents?" She is apparently making use of the ____ technique of social influence.