Unit 4A Sec 4- The Art of Influence: Exploring Persuasion Techniques

Question 1

Persuasion

Answer 1

The process of influencing others’ attitudes, beliefs, or behaviors through communication, often involving appeals to reason, emotions, or authority.

Question 2

Elaboration Likelihood Model

Answer 2

A theory that describes how people process persuasive messages in two ways: through deep, thoughtful analysis (central route) or based on quick cues like how appealing or trustworthy the speaker seems (peripheral route)

Question 3

Central Route of Persuasion

Answer 3

A method of persuasion that involves deeply engaging with the content of a message, leading to careful analysis and thoughtful consideration, typically resulting in more durable attitude change.

Question 4

Peripheral Route of Persuasion

Answer 4

A method of persuasion that relies on superficial cues such as attractiveness or credibility of the speaker, rather than the actual content of the message, leading to temporary attitude changes.

Question 5

Halo Effect

Answer 5

The cognitive bias where a positive impression in one area (like attractiveness) leads to positive evaluations in other areas, influencing overall judgments about a person

Question 6

Foot in the Door Technique

Answer 6

A persuasive strategy where agreement to a small, initial request increases the likelihood of compliance with a larger, subsequent request

Question 7

Door in the Face Techique

Answer 7

A persuasion strategy where a large, initial request is made knowing it will be refused, followed by a smaller, more reasonable request that is more likely to be accepted

Question 8

False Consensus Effect

Answer 8

A cognitive bias where people overestimate how much other agree with their own beliefs, behaviors, and attitudes

Question 9

Cognitive Dissonace

Answer 9

A psychological discomfort experienced when simultaneously holding conflicting beliefs, attitudes, or values, often leading to an alteration in one of the beliefs or behaviors to reduce the discomfort

Question 10

Industrial-Organizational (I/O) Psychologists

Answer 10

Psychologists who apply psychological principles and research methods to the workplace to improve productivity, select and promote employees, and enhance organizational culture and structure