Week 3: College

Question 1

What are the 2 routes to persuasion?

Answer 1

1. High/ Central Route
2. Low/periferal route

Question 2

What is the high route of persuasion? (3)

Answer 2

1. Focus on content
2. Quality of argument
3. All about the message

Question 3

What is the low/periferal route of persuasion(3)

Answer 3

1. More automated processing (by heuristics)
2. les willing or able to elaborate
3. About much more than just the message (cues from sender, environment)

Question 4

What are differences in effects of persuasion between central or periferal route? (3)

Answer 4

1. Via central = more enduring
2. Via central = more predictive of behavior
3. Via central = more resistant to counter arguments

Question 5

What are the 3 different types or categories of proof?

Answer 5

1. Ethos (credibility/characteristics)
2. Logos (rationale, content)
3. Pathos (emotional/feeling

Question 6

What is the door-int-the-face technique?

Answer 6

1. Making a ridiculously big request, expecting to be rejected and then present a much smaller (actual) request

Question 7

What is the foot-in-the-door technique?

Answer 7

A persuader makes a really small request first and later presents a larger request (commitment and consistency)

Question 8

What is the lowballing technique?

Answer 8

a persuader gets you to commit to some action and then, before performing the behavior, he/she increases the cost of the same behavior (just as you’re about to buy something saying you made mistake in price and it is more expensive)

Question 9

What can someone do to project warmth? (3)

Answer 9

1. Duchenne smile
2. Immediacy cues (leaning forward, nodding, body orientate, gesturing)
3. Mimicry

Question 10

What can someone do to project competence (4)

Answer 10

1. Dominance and power cues
2. Power pose
3. Proxemics
4. Dominant gestures

Question 11

What is the innuendo effect in warmth/competence judgements?

Answer 11

1. When only positive info on one dimension is given, listeners draw negative inferences about the other dimension despite the fact they only received positive info

Question 12

What are the 2 hurdles of woman to lead / get a leadership role?

Answer 12

1. Women have to act like men (agency) to are viewed as more serious candidates
2. Agentic woman as seen as highly competent, but they’re not as warm as their male colleagues and therefore tend not be hired