Oefenvragen #3

Why do people generally offer resistance to persuasion attempts?

Because the attempt often clashes with existing beliefs or threatens fundamental psychological needs.

What are the two intertwined components of 'reactance' according to Psychological Reactance Theory?

A combination of anger and counterarguing.

What is the 'boomerang effect' in the context of resistance?

It occurs when people try to restore their freedom by doing exactly the opposite of what is requested.

How does Politeness Theory explain resistance to coercive language?

Coercive language threatens a person's 'face' (autonomy and competence), leading them to derogate the source and reject the message.

What is cognitive dissonance in health campaigns?

An uncomfortable psychological feeling caused by a threat to one's self-integrity when pointed out as behaving unwisely.

According to the Extended Parallel Process Model (EPPM), when does a 'fear control process' occur?

When the perceived threat is high, but the person's perceived efficacy (belief in a solution) is low.

What triggers suspicion and skepticism according to the Persuasion Knowledge Model?

When consumers recognize the hidden, self-serving motives or manipulative tactics of a marketer.

What are the four 'faces' of resistance identified by Knowles & Linn?

Reactance, Distrust, Scrutiny, and Inertia.

What is the difference between Alpha and Omega strategies in persuasion?

Alpha strategies increase the pressure/incentives to move toward a goal, while Omega strategies focus on removing the causes of resistance.

Which resistance strategy involves physical, mechanical, or cognitive dodging of a message?

Avoidance.

What is considered the most effective strategy for consumers to actively reject a persuasion attempt?

Counterarguing (part of the Contesting strategy).

How does 'Self-affirmation' help reduce resistance caused by self-threat?

By having people think about their successes or values beforehand, making them less defensive toward threatening information.

How can narrative persuasion (storytelling) reduce counterarguing?

Through 'transportation', where the viewer is so absorbed in the story and characters that the capacity to think of counterarguments decreases.

Why is humor effective in reducing resistance?

It acts as a cognitive distraction, leaving the brain with no mental space to generate critical counterarguments.

What is the purpose of 'Inoculation Theory' or 'Prebunking'?

To preventatively expose people to a 'weakened' form of misinformation so they can build 'cognitive antibodies' to defend themselves later

A government agency launches an anti-smoking campaign with the slogan: "You MUST quit now for your kids." Many smokers react by lighting a cigarette immediately after seeing the ad. What is this effect called?

The Boomerang Effect.

You are designing a health app. To prevent users from feeling that their "Negative Face" (autonomy) is threatened by your reminders, which strategy from Politeness Theory should you apply?

Facework (communicating politely and respectfully).

An environmentalist tells a car lover that driving an SUV is "selfish and immoral." The car lover feels a deep sense of psychological discomfort because they view themselves as a good person. What is this feeling?

Cognitive Dissonance.

A public service announcement shows graphic images of lung cancer but fails to provide a clear, easy way to quit smoking. The audience feels high fear but low efficacy. Which process will they likely enter according to the EPPM?

The Fear Control Process.

A teenager sees a commercial for a "cool" new soda. Because they know the company is just trying to make money, they become skeptical. Which model explains this activation of "marketing theories"?

The Persuasion Knowledge Model.

You are trying to convince a friend to go to the gym, but they are a very critical thinker who looks for every possible flaw in your logic to avoid changing their mind. Which "face" of resistance are they showing?

Scrutiny.

A smoker knows that cigarettes cause cancer but tells themselves, "My grandfather smoked every day and lived to be 100, so the rules don't apply to me." Which strategy from the ACE-model is this?

Empowering (specifically Cognitive Reappraisal).

You want to convince an audience that is likely to argue back (counterarguing). You decide to use a story about a relatable character rather than a list of facts. What is the mechanism that reduces their will to argue?

Transportation.

To make a new software sound more honest, a developer mentions one small bug that is currently being fixed before listing all the great features. What is this technique?

Two-sided advertising (or Two-sided messaging).

Before showing a student a difficult health warning that might make them feel like a "bad student," you ask them to write down three personal values they are proud of. Which strategy is being used?

Self-affirmation.

A social media platform wants to protect users from "fake news." They show users a small, easily debunked example of a manipulation tactic to help them recognize it later. What is this called?

Inoculation Theory (or Prebunking).

You want a toddler to eat broccoli, so you playfully say, "Whatever you do, don't eat that green tree!" and the toddler immediately eats it. Which technique did you use?

Reverse Psychology.

An advertiser uses a popular influencer to sell a product because the audience views them as a "trusted friend." Which type of relationship is being leveraged to lower resistance?

Parasocial Relationship.

A person refuses to switch energy providers simply because they want to keep things the way they are and avoid the effort of changing. Which "face" of resistance is this?

Inertia.