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Chapter 4 CT

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Questions and Answers

Which social influence strategy is being used in this scenario?

Foot-in-the-door technique

Low-ball technique

Scarcity technique

Door-in-the-face technique (correct)

What is the main characteristic of the door-in-the-face technique?

Making a large request first (correct)

Making an urgent request

Making a small request first

Making a request with a deadline

Why did the person in the scenario agree to the second request?

They were bribed into agreeing

They didn't want to disappoint Simone

They were convinced by Simone's argument

They felt obligated to help (correct)

Why might a realtor mention other homeowners with larger mortgages?

To persuade you to buy a more expensive house Signup and view all the answers

How can critical thinking be facilitated?

By being aware of the influence of comparitors Signup and view all the answers

How can the influence of contrast effects be reduced?

By considering comparitors that are both worse and better than the event being judged Signup and view all the answers

Which technique is described in the text as a highly effective persuasive strategy?

The door-in-the-face technique Signup and view all the answers

What principle does the door-in-the-face technique depend on?

The principle of contrast Signup and view all the answers

What is the relativity of perception described in the text?

Perception is influenced by the context of visual stimuli Signup and view all the answers

What can extreme comparitors be used for in manipulating judgments?

To make judgments more extreme Signup and view all the answers