Chapter 9 & 10

Question 1

a negative, unpleasant state that occurs whenever a person hold two cognitions that are psychologically inconsistent

Answer 1

cognitive dissonance

Question 2

When does cognitive dissonance occur?

Answer 2

1. two incongruent thoughts
2. performs a behavior that is incongruent with attitudes
3. makes a decision that rules out a desirable alternative
4. unable to find justification for an attitude or behavior adopted

Question 3

Name 3 techniques to reduce dissonance

Answer 3

1. change the attitude
2. talk about it and communicate
3. alter the behavior
4. suppress thoughts

Question 4

Explain a situation about Dissonance and Expenditure of Effort?

Answer 4

no matter how attractive a group is to a person it is rarely completely positive, usually there are some aspects of the group that the individual
1. when someone pledges to a fraternity
(this may convenience oneself that the group has many positive characteristics that justify the expenditure effort)

Question 5

When does dissonance occur?

Answer 5

there are unpleasent consequence that you feel responsible for

2. when you are concerned that you will look bad in front of others
3. a threat to self esteem: your behavior violates your positive self concept

Question 6

How does cognitive dissonance and persuasion tie together

Answer 6

1. when people make public commitments
2. when people are confronted with their own hypocrisy
3. when people are encouraged to aline attitude with public behavior

Question 7

techniques individuals use to influence one another in one-on-one interactions

Answer 7

interpersonal persuasion

Question 8

How can persuaders nudge people into complying with reuest

Answer 8

by side-stepping resistance, redefining the situation, or disrupting peoples normal reaction

Question 9

starts off with a small request than moves to a larger one

Answer 9

FID

Question 10

Self-Perception theory

Answer 10

Suggests individuals who perform small favors may infer they are helpful, coopertive people and thus self-perception accends to send, larger request

Question 11

begins with a larger request and scales down to an appropriate modest request

Answer 11

DIF

Question 12

induces someone to comply that increases cost of compliance

Answer 12

Low Balling

Question 13

Trick is they pla to give you everything form the start but they make it sound like you are getting an insane deal

Answer 13

That Not all

Question 14

used to get someones attention, pique someone’s interest

Answer 14

Pique Techniques

Question 15

Mildly disrupt script than reframe the request to understand the issue in a new way

Answer 15

Disrupt then reframe

Question 16

scare someone first then give them relief

Answer 16

Fear-Then- Relief

Question 17

may draw on desire for regards like money or status

Answer 17

Social Exchange

Question 18

any interaction in which a message source attempts to induce a target individual to perform some desired behavior the target otherwise would not perform

Answer 18

Compliance Gaining

Question 19

Close-Ended Survey Methods

Answer 19

provides individuals with hypothetical situations and asks them to chose among various strategies for compliance

Question 20

Participants are asked to wirte a short essay on how they get their way

Answer 20

open-ended survey method

Question 21

Contextual influences

Answer 21

are different techniques that help person gain compliance including, intimacy, dependency, and the perceived right among other factors

Question 22

T/F the individuals culture, gender and self-monitoring influence compliance gaining

Answer 22

T

Question 23

Ethical issues of persuasion

Answer 23

involves some shading of truth, a tininting that is rationalized by persuader and lamented by message receivers “bending the truth”