Social Psych Ch. 8 - Social Influence & Persuasion

What is social influence?

when one’s emotion, opinions, or behaviors are affected by others

What are the techniques of social influence?

reciprocity, consistency and commitment, scarcity, capturing and disrupting attention

What’s reciprocity?

feeling obligated to repay others

What is door-in-the-face technique?

gaining compliance with request by preceding it with a large request

What is that’s-not-all technique?

it begins with a request, but prior to response, adds in “bonus”

According to Burger et al. (1998), which of the following factors is most important for the success of the foot-in-the-door technique?

The initial request needs to be moderately large but still reasonable for participants to agree to.

Which of the following best explains why people are often motivated to act in ways that are consistent with their previous choices?

People dislike feeling like hypocrites and are motivated to avoid cognitive dissonance by aligning their behavior with previous decisions.

In the Freedman & Fraser (1966) study, what was the primary factor that increased the likelihood of homeowners agreeing to put up a large billboard in their front yard?

Homeowners were first asked to agree to a smaller, less intrusive request, which made them more likely to agree to the larger request.

Which of the following best describes the foot-in-the-door technique?

Gaining compliance with a smaller request first, which increases the likelihood of compliance with a larger request later.

The low-ball technique is most effective because:

It involves revealing hidden costs after gaining initial compliance with a low-cost request.

Which of the following describes how scarcity can influence decision-making?

A) People are more likely to want something when they believe it is scarce or in limited supply.

What is the main principle behind the pique technique?

Making an unusual or unexpected request to capture attention and increase compliance.

In Milgram’s (1963) study on obedience, what was the main variable being tested?

Whether people would obey an authority figure even when it involved harming another person.

Which of the following best describes the bait-and-switch technique?

Drawing people in with an attractive offer and then switching them to a less attractive one.

The labeling technique involves:

Assigning a label to someone and then requesting a favor that is consistent with that label.

Which of the following is true about normative influence in conformity?

It involves changing behavior to fit in with a group, even if one privately disagrees.

According to the Elaboration Likelihood Model of persuasion, which route involves deep processing and requires motivation and ability?

Central route

Which of the following is a factor that influences a person's motivation to process a persuasive message?

The personal relevance of the topic

In persuasion, when it comes to matters of subjective preference, which factor is more important: expertise or similarity?

Similarity