Chapter 7

Question 1

understand the difference between the central route vs peripheral route

Answer 1

The central route involves the use of logic, evidence, and arguments to persuade someone, while the peripheral route involves the use of cues such as attractiveness or credibility of the speaker, without necessarily providing strong evidence or arguments.

Question 2

know what a credible communicator means

Answer 2

To be a credible communicator means to be believable and trustworthy when conveying information to others.

Question 3

what characteristics exemplifies an attractive communicator

Answer 3

An attractive communicator is someone who is clear, confident, personable, and engaging.

Question 4

know how the message should be communicated when trying to persuade

Answer 4

It involves considering factors such as the audience’s values, beliefs, and interests, as well as the most appropriate channel and tone to use in order to achieve the desired outcome.

Question 5

know the differences between: the foot-in-the-door phenomenon, the lowball technique, the door-in-the-face

Answer 5

The foot-in-the-door phenomenon is a persuasion tactic that involves making a small request first, then following up with a larger request. The lowball technique is a persuasion tactic that involves getting someone to agree to a request, then changing the terms of the request to make it less favorable. The door-in-the-face technique is a persuasion tactic that involves making a large request first, then following up with a smaller, more reasonable request.

Question 6

know when the primacy effect and recency effect are typically more likely

Answer 6

The primacy effect refers to the tendency for people to remember the first items presented in a list or sequence better than those presented later. The recency effect refers to the tendency for people to remember the last items presented in a list or sequence better than those presented earlier.