Introduction to Influence and Persuasion
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Questions and Answers

What are the two main steps necessary for effective persuasion according to the content?

  • Change the attitude and get the attitude to drive behavior (correct)
  • Change the mindset and evaluate outcomes
  • Establish positive reinforcement and foster peer influence
  • Encourage group participation and promote awareness

    • According to the Conceptual Model of Attitude-Behavior Consistency, what are the two key factors that affect attitude driving behavior?

  • Attitude availability and attitude relevance (correct)
  • Attitude awareness and emotional connection
  • Attitude perception and peer pressure
  • Attitude strength and social influence

    • What does it mean for an attitude to be considered 'available'?

  • It is an attitude that is frequently discussed among peers
  • It can be articulated clearly in written form
  • It is assessed through empirical measurement
  • It is easily recalled and 'turned on' in one's mind (correct)

    • What does the Comparison Rule suggest about human behavior?

    <p>Individuals often imitate the actions of others without analysis. (D)</p> Signup and view all the answers

    What is the purpose of the priming paradigm as described in the content?

    <p>To prepare individuals to think about specific attitudes (D)</p> Signup and view all the answers

    In the context of attitude behavior consistency, which situation would likely NOT improve attitude-driven behavior?

    <p>Priming with images unrelated to the behavior in question (D)</p> Signup and view all the answers

    How does the use of a laugh track affect audience reactions according to the Comparison Rule?

    <p>It encourages audiences to laugh more than without it. (D)</p> Signup and view all the answers

    What technique might be used to foster a negative attitude toward a dating partner's attractiveness?

    <p>Comparing the partner unfavorably to others. (C)</p> Signup and view all the answers

    What is a potential effect of 'salting the collection plate' in religious practices?

    <p>It makes congregation members feel pressured to contribute. (C)</p> Signup and view all the answers

    Which of the following scenarios exemplifies the Comparison Rule?

    <p>An individual chooses to wear a popular fashion after noticing others wearing it. (B)</p> Signup and view all the answers

    Why might attitudes not drive behavior if certain conditions are not met?

    <p>Attributions of attitude relevance and availability influences consistency. (B)</p> Signup and view all the answers

    Which of the following statements accurately reflects the interplay of attitude and behavior as discussed?

    <p>Availability and relevance of attitudes play crucial roles in behavior manifestation. (D)</p> Signup and view all the answers

    What psychological principle underlies the behavior of hiring professional audience members in theatre productions?

    <p>The Social Proof Principle (B)</p> Signup and view all the answers

    Which of the following best describes the term ‘Cue’ in the context of the Comparison Rule?

    <p>An external stimulus that influences behavior. (D)</p> Signup and view all the answers

    What might be a consequence of the Comparison Rule in social situations?

    <p>Leading to increased conformity and groupthink. (A)</p> Signup and view all the answers

    In what way can TV producers utilize the Comparison Rule to enhance viewer experience?

    <p>By adding laugh tracks to influence viewer laughter. (A)</p> Signup and view all the answers

    What is the primary principle illustrated by the interaction with the new couple regarding dinner invitations?

    <p>Reciprocity (C)</p> Signup and view all the answers

    In the example with the earnest salesperson, what technique is used to lead the customer to make a purchase?

    <p>Four Walls (B)</p> Signup and view all the answers

    How does the Commitment/Consistency rule influence a person's decisions?

    <p>It encourages individuals to stay true to previously stated beliefs. (C)</p> Signup and view all the answers

    Which of the following best describes what 'bait and switch' refers to?

    <p>Enticing customers with a deal that is unavailable later. (D)</p> Signup and view all the answers

    What emotional reaction is described when a new couple fails to reciprocate the invitation?

    <p>Annoyance (D)</p> Signup and view all the answers

    What is the outcome for customers who are drawn in by the bait offered in the bait and switch technique?

    <p>They often regret their decision later. (D)</p> Signup and view all the answers

    What does the phrase 'trapped into the spiral of reciprocity' imply?

    <p>People feel compelled to reciprocate any kind gestures. (D)</p> Signup and view all the answers

    Why do some individuals refuse the first dinner invitation according to the content?

    <p>They fear the expectation to reciprocate. (C)</p> Signup and view all the answers

    What is the primary distinction between systematic and heuristic thinking regarding the influence of arguments?

    <p>Systematic thinkers use facts, evidence, and reasoning as influential factors. (D)</p> Signup and view all the answers

    Which of the following is likely to be a significant influence for heuristic thinkers?

    <p>The perceived attractiveness of the information source. (A)</p> Signup and view all the answers

    What characteristic of influence achieved through systematic thinking is emphasized in the content?

    <p>It is more persistent and resistant to change. (A)</p> Signup and view all the answers

    According to the assumptions outlined, what can be said about the influence from both systematic and heuristic paths?

    <p>Both paths can achieve the same magnitude of influence in the short term. (C)</p> Signup and view all the answers

    Which scenario illustrates a systematic mode of thinking?

    <p>Evaluating a news article by checking its sources and data. (D)</p> Signup and view all the answers

    What does Robert Cialdini emphasize about persuasion in real life?

    <p>Persuasion strategies can be learned through immersive experiences. (D)</p> Signup and view all the answers

    Which factor is NOT closely associated with heuristic thinking?

    <p>Use of logical arguments and reasoning. (A)</p> Signup and view all the answers

    What is a key feature of the systematic thinking mode during persuasion?

    <p>Attention is paid to facts and logic. (B)</p> Signup and view all the answers

    Which of the following best describes mental shortcuts in the context of persuasion?

    <p>They facilitate quicker decision-making with minimal cognitive effort. (B)</p> Signup and view all the answers

    What can be inferred about the effectiveness of systematic thinking compared to heuristic thinking?

    <p>Both modes can produce immediate but differing types of influence. (D)</p> Signup and view all the answers

    Why might the cues of influence be more effective with 'lazy thinkers'?

    <p>They are more likely to utilize heuristics to simplify decision-making. (C)</p> Signup and view all the answers

    What does Cialdini's research suggest about the universality of persuasion cues?

    <p>They are effective across various occupations and demographics. (D)</p> Signup and view all the answers

    In which type of situation do persuasion cues tend to function best?

    <p>When receivers are acting as cognitive misers. (D)</p> Signup and view all the answers

    What is one potential flaw in relying solely on heuristic processing in persuasion?

    <p>It may lead to overlooking critical and rational arguments. (B)</p> Signup and view all the answers

    What aspect of clothing or language is suggested to help in persuasion?

    <p>They can reflect the audience's interests and increase relatability. (A)</p> Signup and view all the answers

    What role do personal experiences play in Cialdini’s approach to studying persuasion?

    <p>They provide direct insights into real-world applications of persuasion. (A)</p> Signup and view all the answers

    What is highlighted as Joe Gerard's primary tactic for selling cars?

    <p>Sending hand-written cards to customers (A)</p> Signup and view all the answers

    What emotion plays a significant role in the effectiveness of sales at a Tupperware party?

    <p>Liking someone involved in the transaction (B)</p> Signup and view all the answers

    What conclusion can be drawn about the influence of attractiveness on sales?

    <p>Only likable attractive people are influential. (D)</p> Signup and view all the answers

    What additional psychological principle might be influencing purchasing behavior at social sales gatherings?

    <p>Social proof by observing others (A)</p> Signup and view all the answers

    How does the presentation of a new product typically occur at a Tupperware party?

    <p>By the mutual friend introducing the salesperson (D)</p> Signup and view all the answers

    In the courtroom study, what trait were courtroom employees trained to assess?

    <p>Attractiveness and likability (A)</p> Signup and view all the answers

    What relationship does Joe Gerard's strategy suggest between personal connection and sales?

    <p>A strong personal connection increases sales effectiveness. (D)</p> Signup and view all the answers

    What is the primary influence of physically attractive people in society, as described?

    <p>Being attractive increases likability. (A)</p> Signup and view all the answers

    Study Notes

    Table of Contents

    • Introduction to the Science of Influence and Persuasion
    • Attitude Drives Behavior
    • Dual Process Persuasion
    • The Cues of Life
    • Stages of Change
    • Attribution Theory
    • Consistency
    • Inoculation Theory
    • Social Judgement Theory
    • Reactance
    • Sequential Requests
    • Message Characteristics
    • Classical Conditioning
    • Reinforcement
    • Modeling...Monkey See, Monkey Do

    Introduction to Influence & Persuasion (The Difference)

    • Influence is a broad term for any deliberate attempt to change thoughts, feelings, or behavior
    • Persuasion is a more specific form of influence, focusing on changing attitudes through communication

    Attitudes Drive Behavior

    • Attitudes are a person's evaluation of something (e.g., good or bad)
    • Attitudes influence behavior in two ways:
      • Attitudes act as an intermediary to change behavior indirectly
      • Attitudes strongly influence behavior directly

    Dual Process Persuasion

    • People process information in two ways: systematic (carefully considering arguments) and heuristic (using mental shortcuts/cues)
    • The mode of processing depends on situational and personal factors.

    Cues of Life

    • Comparison Rule: people mimic the behaviors of others
      • Example: People are more likely to buy something if others are buying it (e.g. "salting the collection plate")
    • Liking Rule: liking the source increases influence
      • Example: People are more influenced by attractive or friendly individuals
    • Authority Rule: perceived authority figures increase influence
      • Example: People are more likely to believe and follow an authority figure
    • Reciprocity Rule: a feeling of obligation to return a favor/gift
      • Example : Getting a free item and then getting asked to subscribe to something
    • Commitment and Consistency Rule : the need for individuals to be consistent with their prior commitments
      • Example: asking someone questions that get them to commit to a position and then ask them to follow through

    Other Topics

    • Inoculation Theory, Social Judgement Theory, Reactance, Sequential Requests, Message Characteristics, Classical Conditioning, Reinforcement, Modeling

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    Related Documents

    Steve's Primer of Practical Persuasion and Influence (Chapters 1-4) PDF

    Description

    Explore the fundamental concepts of influence and persuasion in this quiz. Understand how attitudes affect behavior, the dual process of persuasion, and various theories that explain social influence. Test your knowledge on these key psychological principles and enhance your understanding of human behavior.

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