Test 1

Question 0

Social influence

Answer 0

Leads to changes in behavior

Question 1

Persuasion

Answer 1

Change in private attitude or belief as a result of a message

Question 2

6 principles of social influence

Answer 2

Commitment/consistency
Reciprocity
Social validation
Authority
Scarcity
Friendship/liking

Question 3

Fixed action patterns

Answer 3

Behavioral responses

Question 4

When are fixed action patterns relied on?

Answer 4

When motivation, ability, and opportunity to process are low

Question 5

Heuristics normally work _______ for us.

Answer 5

Well

Question 6

What did they find in the Xerox machine study?

Answer 6

Compliance to cut in line drastically increased when question was followed with a reason or because statement

Question 7

Are stimuli evaluated independently or not?

Answer 7

No

Question 8

What did the study on nude centerfolds and attractiveness find?

Answer 8

Females ratings of partners attractiveness was not significantly affected by the exposure but males rated their partners as less attractive if exposed to the nude photos

Question 9

What did the study on dominant vs submissive and attractiveness targets show?

Answer 9

Men rated their commitments lower if they had looked at attractive submissive women and women rated theirs Lower if they had looked at socially dominant men

Question 10

________ carries more weight in controlling behavior than most think.

Answer 10

Power of the situation

Question 11

What are some micro, meso, and macro factors that influence our behaviors?

Answer 11

Micro
Personality
Cognitions
Emotions 
Biology 

Meso- situation, social relationships
Macro- organizations and companies

Question 12

Attitudes

Answer 12

Favorable or unfavorable evaluations of things

Question 13

3 factors that influence the likelihood that a persons attitude will be consistent with their behavior

Answer 13

Knowledge
Personal relevance
Attitude accessibility

Question 14

Theory of planned behavior
What does the theory say?
What does this theory say influences behaviors?

Answer 14

The best predictor of behavior is ones intention

• ones attitude towards the behavior
• subjective norms
• their perceived control

Question 15

Dual process model of persuasion

Answer 15

Accounts for the two ways that attitude change occurs, with and without much thought

Question 16

Elaboration likelihood model

Answer 16

There are two routes to attitude change, the central route and the peripheral route

Question 17

Dual process model says that:

Answer 17

Message recipients will consider a communication deeply when they have both the motivation and the ability to do so

Question 18

What does the DM of persuasion say are the factors that influence a persons motivation to process a message deeply?

Answer 18

Personal relevance

Their need for cognition

Question 19

High motivation or ability will lead to _______ processing

Answer 19

Central

Question 20

Low motivation or ability will lead to _________ processing

Answer 20

Peripheral

Question 21

What was found in the exit exam college graduate study?

Answer 21

For students with a personal stake more strong arguments were more convincing, while weak arguments left them less convinced.

Students who wouldn’t be affected didn’t process quality of the arguments, only the number of arguments presented. But

Question 22

Reciprocity

Answer 22

We are obliged to give back to others what they have given to us

Question 23

When favors are relatively small, what happens to desire to repay?

Answer 23

It fades with time

Question 24

What happens to the desire to repay when a favor is notable or memorable?

Answer 24

It is long lived

Question 25

What makes the reciprocity rule so unique?

Answer 25

All human societies seem to subscribe to the rule

Question 26

How does the rule of reciprocity work?

Answer 26

Members of a society are taught the rule and about the distaste and negative terms in regard to those that violate the rule

Question 27

Does liking of a person weigh heavily on repayment or not?

Answer 27

Not usually

Question 28

What did the free address label study find?

Answer 28

Large increase in donation rates

Question 29

What is important to note with regards to relationships and the reciprocity rule?

Answer 29

It governs most relationships but it is less important with long term relationships and sometimes is not desired to be followed

Question 30

The reciprocity rule encourages mutual concessions in two ways:

Answer 30

1. It pressures the recipient of an already made concession to respond in kind
2. Given a recipients obligation to reciprocate, people are free to make the initial concession which is the beginning to process of exchange

Question 31

What was found in the blood donation study concerning the door in the face effect?

Answer 31

DITF participants donated almost 2x more blood than the control group

Question 32

What is the door in the face?

Answer 32

A large request is made first, one that is likely to be refused. Then a smaller request is made (original goal) and they will be obligated to comply with the second request

Question 33

When can the DITF backfire?

Answer 33

When the initial request is too extreme

Question 34

Two positive by products of the DITF

Answer 34

1. Feelings of greater responsibility for having dictated the first argument
2. Satisfaction with the agreed upon arrangement

Question 35

What was found in the TNA cupcake study?

Answer 35

TNA group bought substantially more than the control group

Question 36

How to reject the reciprocity rule

Answer 36

Accept offers of others for what they are rather than their representation

Question 37

Redefinition

Answer 37

Mentally changing the classification of the item received from “gift” to a sales device

Question 38

If you have received a gift and find that you are now asked to reciprocate, you should use what mental technique?

Answer 38

Redefinition