Module 19 Flashcards
The peripheral route to persuasion takes advantage “trigger features” that activate sequential behavior in animals and humans. What is this sequence of behavior called?
Fixed action patterns (FAPs)
___________ relies on psychological techniques; whereas, ______________ emphasizes communicating objective information.
Peripheral route processing; central route processing
The reason that a “foot-in-the-door” sales pitch technique works is that it
Takes advantage of your need to be consistent.
Elsa purchased concert tickets about two months ago. Today is the concert but it’s raining out, meaning Elsa would have to purchase an umbrella and rain boots if she still wants to go. Why is Elsa still likely to be persuaded to attend the concert?
Sunk costs
Ben is playing basketball with his friends one day when he notices everyone else has name brand shoes. He is uncertain how the quality of his shoes compares to his friends but because of __________ he feels pressure to conform and ends up buying name brand shoes for himself by the following week.
Social proof
When a bartender offers you a free taste, you feel obligated to purchase the drink. This is an example of:
Reciprocity
Which processing route focuses on logic and relevant material?
Central
Which technique of persuasion uses a satisfied customer expressing how a particular product “changed their life!”?
Testimonials
What is compared to a “recording” that always happens in the same way every time?
Fixed action patters
Why do some salespeople try to start a new interaction by asking for something small from a potential customer? (e.g., “Just answer one quick question”)
They know getting small acts of cooperation may lead to larger actions in the same direction.
What is the process by which a message induces change in beliefs, attitudes, or behaviors?
Persuasion
Tracy enters a car dealership interested in buying a new car. Immediately she is greeted by a salesman offering her water or soda and a cookie. The salesman is likely relying on what social norm to help persuade Tracy to buy a car?
Reciprocity
What is the most effective way to protect from being persuaded?
To accept just how vulnerable we are
Oscar would like to go to a movie without supervision. To try and get what he wants, he starts by asking his mom if he can go on a trip to the Rollercoaster Park with just his friends. When his mom says no, like he predicted, he goes on to ask if he can at least go to the movies by himself. Oscar’s strategy in asking to go to the movies is an example of what persuasion trick?
Door in the face
Which processing route relies on heuristics?
Peripheral
