Persuasion Flashcards
Persuasion is:
The process by which a message induces change in beliefs, attitudes or behaviours.
What are the two routes of persuasion?
Central and Peripheral
Which route of Persuasion is uses logic and critical thinking?
Central
T or F: The Peripheral route leads to more enduring change?
False
Compliance leads to :
Acceptance
Getting yes to a small request to set up a bigger request uses:
The foot in the door technique
What are the 4 persuasive elements?
Audience, Channel, Communicator, Message,
What a 2 factors that can help a communicator win over an audience?
Credibility, attractiveness.
The primacy effect is:
When two arguments are presented back to back, the 1st one is usually more persuasive.
What factor can negate the primacy effect?
A time gap between the two arguments.
Name 1 factor that can help protect us from falling prey to persuasion.
Attitude strength.
What 5 things need to occur in order for a person to be persuaded?
Exposure, Attention, Comprehension, Yielding, Memorization
Yielding is:
agreeing with the message
What determines the route of a persuasive message? (2)
The persons motivation and ability to process the message.
When the audience is unlikely to be aware of any opposing information, what kind of approach is best?
One sided.
Fear is only effective when:
The audience perceives there is a solution.
A state in which our self-regulatory capacities are diminished:
Ego Depletion
The social norm to return a favour is:
reciprocity
When messages don’t engage our systematic thinking, we make use of:
heuristics
What are Cialdini’s classic persuasion techniques?
Reciprocity
Commitment and Consistency
Social Proof
Liking
Authority
Scarcity
How does the “door in the face” technique work?
Ask big and then back track, making a concession might make them feel obligated to reciprocate.
We judge our own attitudes and behaviours by using others as reference points
Social Proof
________ is the error of defining what is good in terms of what is observable. Ex: what’s typical is normal; what’s normal is good.
A) Naturalistic Fallacy
B) Hindsight Bias
C) Theory
D) Operational consent
A) Naturalistic Fallacy
the translation of variables described at the theoretical level into specific observable variables is called ________
Operationalization
The disadvantage of ________ studies is the ambiguity of results. Results can be interpreted in many different ways. Cause and effect is not specified.
Correlation
Manipulating one or two independent variables in a study can help a researcher pinpoint how changes occur in the things affecting us. This allows for the discovery of:
A) Sociability, discovery of personal values, and social thinking
B) Social thinking, social influence, and social relations
C) Social discovery, influence on the researcher, confounding variables
B) Social thinking, social influence, and social relations
Social psychology is the scientific study of how people do which of the following?
A) Think about, influence, and relate to one another.
B) Explain others’ behavior by attributing it to either internal dispositions or to external situations.
C) Overestimate the commonality of one’s opinions and underestimate the commonality of one’s abilities.
D) Perceive each other and the social environment around them.
A) Think about, influence, and relate to one another.
In contrast to a sociologist, a social psychologist does which of the following?
A) A social psychologist focuses more on broader societal trends.
B) A social psychologist focuses more on the impact of factors such as culture on group level outcomes.
C) A social psychologist deals more with the individual within the group and how outside factors affect the individual.
D) A social psychologist is more likely to use survey methods to track changes in attitudes toward a minority group over time.
C) A social psychologist deals more with the individual within the group and how outside factors affect the individual.
What is the definition of hindsight bias? also known as the I knew it all along phenomenon.
A) It is the tendency to explain others’ behaviour by attributing it to either internal dispositions or external situations.
B) It is the tendency to overestimate the commonality of one’s opinions and one’s undesirable behaviours.
C) It is the tendency to exaggerate, after learning an outcome, one’s ability to have foreseen how something turned out.
D) It is the tendency to perceive and present oneself favorably.
C) It is the tendency to exaggerate, after learning an outcome, one’s ability to have foreseen how something turned out.
What is the term for an integrated set of principles that explain and predict observed events?
A) proposition
B) correlation
C) thesis
D) theory
D) theory
The hindsight bias leads to an _____ of our intellectual powers.
A) overestimation
B) underestimation
C) idealization
D) Invalidation
A) overestimation
A testable proposition that describes a relationship that may exist between events.
A) theory
B) hypothesis
C) variable
D) correlation
B) hypothesis
A negative correlation is evidenced by which of the following?
A) Corresponding low values on two different variables.
B) Variables that go in the same direction.
C) Increasing levels on one variable corresponding to decreasing levels on the other.
D) A value on a variable that is close to zero.
C) Increasing levels on one variable corresponding to decreasing levels on the other.
We can determine causality in an experiment because the procedures include which of the following?
A) Random assignment to the experimental conditions.
B) Control that allows for isolation of the effects of the independent variable.
C) The manipulation of dependent variables.
D) Random assignment and experimental control.
A) Random assignment to the experimental conditions.
The closer a correlation is to _____, the weaker the correlation.
A) 1.00
B) -1.00
C) -0.99
D) 0.00
D) 0.00
Obtaining a representative sample is especially important when conducting:
A) surveys.
B) experiments.
C) case studies.
D) field research
A) surveys.
At the end of a study, participants are informed of its purpose during the process of ___________.
A) informed consent.
B) deception.
C) interviewing.
D) debriefing.
D) debriefing.
A correlation means that one variable causes the other.
A) True
B) False
B) False
Findings can be directly generalized from a lab to the real world because a lab is a miniature replica of reality.
A) True
B) False
B) False
Which of the following questions is a social psychologist most likely to ask?
A) How does socio-economic status affect the likelihood of achieving a university degree?
B) How and what do people think about one another?
C) What broad societal trends might be impacting on this group of people?
D) How do brain structures impact on our ability to perceive information?
B) How and what do people think about one another?
Which concept is best illustrated by the statement: Children will behave more aggressively after playing a violent video game than a non-violent one?
A) a theory
B) the hindsight bias
C) attribution
D) a hypothesis
D) a hypothesis
A good theory does which of the following?
A) It effectively summarizes a wide range of observations.
B) It makes clear predictions.
C) It can be used to confirm a theory, generate new exploration, and suggest practical applications.
D) all of the above
D) all of the above
What is the term for an integrated set of principles that explain and predict observed events?
A) proposition
B) correlation
C) thesis
D) theory
D) theory
Which statement best describes what social psychology teaches us in relation to common sense?
A) Common sense is the same thing as social psychological insight.
B) Common sense is usually right after the fact.
C) Common sense is always predictably wrong.
D) Social psychology simply formalizes what common sense already tells us.
A) Common sense is the same thing as social psychological insight.
The problem with common sense is that we tend to invoke it after we know the facts.
A) True
B) False
A) True
This type of research asks whether two or more factors are naturally associated.
A) experimental
B) correlational
C) observational
D) ethnographic
B) correlational
When two variables correlate, how many causal explanations are possible?
A) one
B) two
C) three
D) an infinite number
C) three
Which of the following is a correct interpretation for a correlation of -.89?
A) weak positive
B) moderate negative
C) strong negative
D) strong positive
C) strong negative
In an experiment, children are exposed to violent and non-violent television programs in order to see how violence on television affects aggressive behaviour. Aggressive behaviour is which of the following types of variables?
A) dependent
B) independent
C) control
D) predictor
A) dependent
Social psychological research tends to rely more heavily on this type of research method.
A) correlational
B) experimental
C) observational
D) ethnographic
B) experimental
Creating an experiment that is very “life-like” refers to this form of realism.
A) informed
B) psychological
C) experimental
D) mundane
D) mundane
The essential ingredients for an experiment are:
A) random selection and random assignment.
B) random selection and control.
C) random assignment and control.
D) random assignment and a representative sample.
C) random assignment and control.
A measure that gives us the same answer over and over again is
A) valid.
B) redundant.
C) reliable.
D) unreactive.
C) reliable.
_____ are objective statements about what we observe.
A) theories
B) hypotheses
C) beliefs
D) facts
D) facts
This type of research can determine causality.
A) correlational
B) experimental
C) observational
D) all of the above
B) experimental
In an experiment, children are exposed to violent and non-violent television programs in order to see how violence affects behaviour. The type of television program is considered what type of variable?
A) independent
B) dependent
C) outcome
D) control
A) independent
A weighing scale that consistently indicates that a person’s weight is five pounds heavier than it is in reality is
A) valid
B) reliable
C) unreliable
D) reactive
B) reliable
The closer a correlation is to _____, the weaker the correlation.
A) 1.00
B) -1.00
C) -0.99
D) 0.00
D) 0.00
One of the guiding principles of the Tri-Council policy is
A) equality.
B) respect for human dignity.
C) cultural diversity.
D) honesty.
B) respect for human dignity
A measure is valid if it gives us the same result over and over again.
A) True
B) False
B) False
** this would make it reliable, not valid.
Correlations may range between 0 and 1.0.
A) True
B) False
B) False
** correlations range from -1.0 to +1.0
