Test 2

Question 1

3 reasons for consistency

Answer 1

it is self protective
conserves mental effort
It is valued by society

Question 2

How does consistency conserve mental effort?

Answer 2

Once we make a choice, staying consistent means we don’t have to think anymore.

Question 3

In society, how is consistency valued?

Answer 3

it is associated with personal and intellectual strength

Question 4

Describe the foot in the door technique

Answer 4

Gain targets compliance with a small request and then make a larger request

Question 5

The following is an example of what tactic:

Would you sign a petition against animal testing?
Would you do rate money to the humane society?

Answer 5

Foot in the door

Question 6

How does foot in the door work?

Answer 6

Compliance with the initial request changes one’s self image to be consistent with that first favor, and it would be inconsistent with this image to refuse the second request

Question 7

How does the low ball technique work?

Answer 7

Get an agreement to a specific arrangement and then change the terms of the arrangement

Question 8

The following is an example of what tactic:
Get customer to agree to buy a new car for $15000, then
“Oh you wanted a CD player? Then that’ll be $15699”

Answer 8

Low balling

Question 9

How does low balling work?

Answer 9

After making an active choice for something, people take “mental possession” of it and it becomes part of their self concept. It is easier to continue with the commitment than to change the self concept

Question 10

Bait and switch

Answer 10

Advertise a good deal, then describe it as unwise and suggest alternative

Question 11

The following is an example of what tactic:
Advertise low price on new stereo
“That stereo is junk, but only $99 more buys this beauty!”

Answer 11

Bait and switch

Question 12

How does bait and switch work?

Answer 12

gets people to accept a deal they would have dismissed if it had been offered first; getting people to make a commitment to a general course of action

Question 13

What is labeling technique

Answer 13

Assign the target a trait label, seek compliance with a label consistent request

Question 14

The following is an example of which tactic:
“You are a very generous person!”
“Say, can you contribute to the Humane Society?”

Answer 14

Labeling

Question 15

How does the labeling technique work?

Answer 15

By encouraging the target to accept the label, that part of their identity and/or past behavior consistent with that label become salient; it is easier to behave consistently with the label than to say no

Question 16

Factors that affect the effectiveness of commitment and consistency

Answer 16

Preference for consistency
Age
Culture

Question 17

How does age affect consistency? What does research show about this?

Answer 17

People who are strong in their proclivity toward consistency tend to fall victim to commitment tactics. Researchers have found that as age increases, preference for consistency also increases and is strongest among those over age 50.

Question 18

Culture and consistency

Answer 18

Individualist cultures tend to be more prone to influence tactics because they decide how they should behave and refer to their own history opinions choices and behaviors rather than that of others

Question 19

Defense: Heart of heart signs

Answer 19

We experience our feelings toward something seconds before we can intellectualize about that subject; it is pure feeling and occurs before active cognition

Question 20

5 defining characteristics of cults

Answer 20

1. Distinctive ritual beliefs related to worship
2. Members are not free to leave group
3. Members are isolated from the general public including friends family and loved ones not in the group
4. Centered around charismatic and controlling leader
5. Goal of cult is to serve the leader

Question 21

4 distinctive types of cults

Answer 21

1. Religious
2. Psychological/enlightenment
3. Commercial
4. Political

Question 22

Heaven’s Gate is an example of what cult type?

Answer 22

Religious

Question 23

Scientology is an example of which cult type?

Answer 23

Psychological/enlightenment

Question 24

Pyramid selling schemes are an example of which cult type?

Answer 24

Commercial

Question 25

Hate groups are an example of which cult type?

Answer 25

Political

Question 26

Love bombing

Answer 26

Offering prospective members unconditional love and acceptance to join

Question 27

Hot seat technique

Answer 27

Used by cults to recruit new members: get someone to admit their failings in front of the group

Question 28

What heuristic is used for the friendship/liking principle?

Answer 28

If a friend or someone else in your group asks for a favor it pays to say yes; liking implies social bond

Question 29

How to compliance professionals use the friendship/liking principle?

Answer 29

We like to say yes to those we like

Question 30

Does the home selling approach work?

Answer 30

The strength of the social bond is twice as likely to determine a purchase then feelings about the product

Question 31

How do compliance professionals get us to like them?

Answer 31

Physical attractiveness and the halo effect; by highlighting genuine or false similarity between us and them; flattery

Question 32

Convergence

Answer 32

Adopting the behaviors of your interaction partner

Question 33

How do people use communication behavior?

Answer 33

as a social barometer for maintaining or manipulating social distance