Social Influence and Persuasion Chapter 8 MCQ Flashcards
Normative influence
going along with the crowd in order to be liked and accepted
Autokinetic effect
illusion, caused by very slight movements of the eye, that a stationary point of light in a dark room is moving
Group norms
the beliefs or behaviours that a group of people accepts as normal
Informational influence
going along with the crowd because you think the crowd knows more than you do
Pluralistic ignofrance
looking to others for cues about how to behave, while they are looking to you; collective misinterpretation
Private acceptance
a genuine inner belief that others are right
Public compliance
outwardly going along with the group but maintaining a private, inner belief that the group is wrong
Foot-in-the-door technique
Influence technique based on commitment, in which one starts with a small request in order to gain eventual compliance with a larger request
Low-ball technique
influence based on commitment, in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional cost
Bait-and-switch
influence technique based on commitment, in which one draws people in with an attractive offer that is unavailable and then switches them to a less attractive offer that is available
Labeling technique
influence technique based on consistency, in which one assigns a label to an individual and then requests a favor that is consistent with the label
Legitimization-of-paltry-favors technique
influence technique in which a requester makes a small amount of aid acceptable
Door-in-the-face technique
influence technique based on reciprocity, in which one starts with an inflated request and then retreats to a smaller request that appears to be a concession
Thats-not-all technique
influence technique based on reciprocity, in which one first makes an inflated request but, before the person can answer yes or no, sweetens the deal by offering a discount or bonus
Limited-number technique
influence technique based on scarcity, in which one tells people that an item is in short supply
Fast-approaching-deadline technique
influence technique based on scarcity, in which one tells people an item or price is only available for a limited time
Pique technique
influence technique in which one captures peoples attention, as by making a novel request
Disrupt-then-reframe technique
influence technique in which one disrupts critical thinking by introducing an unexpected element, then reframes the message in a positive light
Persuasion
an attempt to change a persons attitude
Source
the individual who delivers a message
Sleeper effect
the finding that, over time, people separate the message from the messenger
Expertise
how much a source knows
Trustworthiness
whether a source will honestly tell you what he or she knows
Convert communicators
people percieved as credible sources because they are arguing against their own previously help attitudes and behaviours
Halo effect
the assumption that because people have one desirable trait (e.g., attractivness) people also possess many other desirable traits (e.g., intelligence)
Stealing thunder
revealing potentially incriminating evidence first to negate its impact
Advertisement wear-out
inattention and irritation that occurs after an audience has encountered the same advertisement too many times
Repitition with variation
repeating the same information, but in a varied format
Receptivity
whether you get (pay attention to, understand) the message
Yielding
whether you accept the message
Need for cognition
a tendency to engage in and enjoy effortful thinking, analysis, and mental problem solving
Impressionable years hypothesis
proposition that adolescents and young adults are more easily persuaded than their elders
Elaboration likelihood model (ELM)
theory that posits two routes to persuasion, via either conscious or automatic processing
Heuristic/systematic model
theory that posits two routes to persuasion, via either conscious or automatic processing
Central route (systematic processing)
the route to persuasion that involves careful and tohughtful consideration of the content of the message (conscious processing)
Peripheral route (heuristic processing)
the route to persuasion that involves some simple cue, such as attractiveness of the source (automatic processing)
Personal relevance
degree to which people expect an issue to have significant consequences for their own lives
Negative attitude change (boomerang effect)
doing exactly the opposite of what one is being persuaded to do
