Persuasion Psychology Quiz

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Questions and Answers

Which route to persuasion involves careful evaluation of evidence and logic?

Sleeper route

Minority route

Central route (correct)

Peripheral route

When are people more likely to be persuaded by the peripheral route?

When there is strong evidence available.

When they are highly resistant to change.

When the decision is of little importance. (correct)

When the decision is of great importance.

What is the 'sleeper effect' in persuasion?

Persuasion that takes place while the person is sleeping

Delayed persuasion by an initially rejected message (correct)

Immediate persuasion by a rejected message

Persuasion after repeatedly hearing a message

Which of the following is an example of a persuasive message focusing on preventing something bad from happening?

A chain letter threatening bad luck if not forwarded. (D) Signup and view all the answers

Which of the following is an example of a person variable that can influence persuasion?

Level of cognitive abilities (D) Signup and view all the answers

What is the 'forewarning effect'?

Telling people they are about to hear an opposing argument makes them more likely to reject it. (C) Signup and view all the answers

Which effect involves presenting a weak version of an argument before an stronger version?

Inoculation effect (C) Signup and view all the answers

Which of the following scenarios best exemplifies the central route to persuasion?

Carefully reviewing scientific data before making a healthcare decision. (B) Signup and view all the answers

What is a key characteristic of defensive attributions?

They are used to control and optimize perceptions of oneself. (C) Signup and view all the answers

Which of the following best exemplifies self-handicapping?

Intentionally staying up late the night before a job interview to have an excuse if it goes poorly. (A) Signup and view all the answers

What does the 'just-world belief' imply about how individuals view the circumstances of others?

People get what they deserve, whether that be good or bad. (D) Signup and view all the answers

What is a key factor that can make attitude measurement difficult?

Individuals may answer questionnaires impulsively or misinterpret the questions. (D) Signup and view all the answers

According to cognitive dissonance theory, what is likely to happen when an individual's actions contradict their expressed attitudes?

They will experience a state of tension. (A) Signup and view all the answers

What does the Elaboration Likelihood Model (ELM) primarily aim to explain?

The responses to persuasive messages and attitude changes. (B) Signup and view all the answers

How might someone demonstrate a group-serving bias?

Attributing their team's success to the talent of the players, while blaming a loss on external factors. (D) Signup and view all the answers

What does the content suggest about how aware people usually are of the reasons for behavior?

Typically, people are not fully aware of the reasons for their own or others' behavior, but still make good guesses. (B) Signup and view all the answers

Which persuasion technique involves making an outrageous initial request before presenting a more reasonable one?

Door-in-the-face technique (D) Signup and view all the answers

What is the 'foot-in-the-door' technique of persuasion?

Starting with a small request to gain compliance with a larger one. (D) Signup and view all the answers

Which of the following best describes the bait-and-switch technique?

Adding demands after a commitment has been made. (C) Signup and view all the answers

What is a key feature of 'that's-not-all' technique?

The offer is presented as improved before any decision is made. (B) Signup and view all the answers

What is the key difference between stereotypes and prejudices?

Stereotypes are beliefs, while prejudices are attitudes. (D) Signup and view all the answers

What is the concept of 'aversive racism'?

Unintentionally discriminating while believing in equality. (A) Signup and view all the answers

What does 'ambivalent sexism' refer to?

A belief in equal treatment with a hidden belief that women should be treated differently. (B) Signup and view all the answers

In the context of the prisoner's dilemma, what is the main challenge people face when choosing between cooperation and competition?

The potential for selfish actions to backfire, despite initially appearing beneficial. (A) Signup and view all the answers

According to the content, what strategy is most effective in overcoming prejudice?

Getting groups to work together towards a shared objective. (B) Signup and view all the answers

What is the essence of the 'tit for tat' strategy in the context of cooperation?

Cooperating initially and then mirroring the opponent's previous move. (A) Signup and view all the answers

In the 'Trust Game,' what motivates people to act altruistically despite short-term competitive rewards?

The hope of gaining a reputation for being fair and helpful. (A) Signup and view all the answers

How does cultural transmission contribute to an individual's cooperative behavior?

By creating a system that punishes individuals for not behaving altruistically. (D) Signup and view all the answers

What is 'diffusion of responsibility' in the context of bystander effect?

The idea that the more people present, the less any single person feels personally responsible to act. (C) Signup and view all the answers

What is 'pluralistic ignorance' as an explanation for bystander apathy?

The belief that others have a better-informed opinion and therefore refrain from taking action. (C) Signup and view all the answers

Under which circumstance is social loafing most likely to occur?

When the task is viewed as unimportant by group members. (A) Signup and view all the answers

What role does the perception of other members’ abilities play in social loafing?

Social loafing occurs more frequently when members believe that their colleagues lack competence. (C) Signup and view all the answers

In the context of interpersonal attraction, what is the 'mere exposure effect'?

The increase in liking for a person or thing as one is repeatedly exposed to it. (B) Signup and view all the answers

According to the content, which of the following is a factor that contributes to successful marriages?

Partners having similar attitudes and personalities. (D) Signup and view all the answers

What is a key factor that influences the formation of friendships according to the content?

The extent to which people confirm our self-concept and self-esteem. (B) Signup and view all the answers

What role does physical attractiveness generally play in interpersonal attraction?

It creates a self-fulfilling prophecy, often leading to better treatment and a positive self-image. (B) Signup and view all the answers

According to the provided content, what is a common view of what ‘attractive’ looks like across different cultures?

Features that are considered 'normal' or 'average-looking'. (A) Signup and view all the answers

What does the content suggest about the link between cooperative behavior and culture?

Cooperative behavior is more rare in collectivist cultures. (A) Signup and view all the answers

According to the provided information, what is proximity's role in interpersonal relationships?

Proximity is a factor that increases the likelihood of becoming friends with someone. (A) Signup and view all the answers

What does the content suggest about the role of parents' marriages on their children's future marriage?

Children whose parents had successful marriages are more likely to have a successful marriage. (B) Signup and view all the answers

What did the Stanford Prison Experiment demonstrate about human behavior?

People may drastically alter their behavior in response to assigned roles and follow immoral orders. (C) Signup and view all the answers

What was the primary finding of Stanley Milgram's obedience experiments?

A large percentage of people will follow orders to harm someone if the situation demands it. (A) Signup and view all the answers

Why did the Stanford Prison Experiment have to be terminated early?

The behavior of the participants became so extreme and brutal that ethical grounds forced it to stop. (B) Signup and view all the answers

What is the 'group polarization' effect in group decision-making?

The tendency of group members to become more extreme in their views after discussion. (A) Signup and view all the answers

What is 'groupthink', as described in the text?

A phenomenon that emerges in cohesive groups, regardless of the level of cohesion. (A) Signup and view all the answers

What was a primary reason for skepticism about the results of Milgram's obedience experiments?

They indicated that people can easily be coerced to act immorally, which was unsettling. (A) Signup and view all the answers

What is a major limitation of the Zimbardo and Milgram studies, given today's ethical standards?

Today's ethical standards would have prevented such studies because the harm caused to the participants. (C) Signup and view all the answers

What is a crucial aspect of human behavior to resist?

The urge to conform when it overrides recognizing truth and preventing mistakes. (D) Signup and view all the answers

Study Notes

Social psychology examines how people influence each other's behavior.
It's a multifaceted field including attitudes, perceptions, persuasion, and relationships.

First Impressions: Critical first impressions are often formed by the initial information gathered, enduring more robustly than subsequent information.
Primacy Effect: The first piece of information presented about someone becomes a significant factor in perception.
Halo Effect: A single trait or characteristic can heavily impact the overall perception of a person.
Attribution Theory: Explains the thought process behind explaining behaviors.
Internal/Dispositional Attribution: Attributes actions to a person's stable characteristics, like attitudes, traits, or abilities.
External/Situational Attribution: Attributes actions to the situation or environment influencing an individual's behavior.
Kelley's Attribution Theory: Offers three types of information for attribution: consensus (how similar others react), consistency (how the individual reacts over time), and distinctiveness (how the individual reacts in different situations).
Fundamental Attribution Error: Underestimating situational variables when explaining others' actions.
Correspondence Bias: Explaining behavior based on a person's disposition, even when a strong situational factor exists.
Actor-Observer Effect: Situational attributions for one's own actions and dispositional attributions for others' actions.

Defensive Attributions

Using attributions to control perception of oneself.
Self-Serving Biases: Attribution of successes to internal factors, and failures to external factors.
Group Serving Bias: Disregarding external factors and attributing group success to disposition and group failure to external factors.
Self-Handicapping: Intentional creation of disadvantages to provide excuses for expected failures.
Just-World Belief: The assumption that people get what they deserve (e.g., a homeless person is homeless because they don't try hard enough).

Perception is formed through various factors including first impressions, consistency of behavior, and influences from others.
Individual judgments about people often rely more heavily on personality traits than current situations.

Attitudes & Behavior

Attitude: A positive or negative evaluation of a person, object, or idea, influencing behavior.
Persuasion: An attempt to alter someone's attitude or behavior.
Attitude Measurement: Assessing attitudes is multifaceted as people may answer questionnaires impulsively or inaccurately.

Attitudes and Persuasion

Cognitive Dissonance: The psychological tension experienced when holding contradictory attitudes or beliefs. Behaviors might contradict attitudes leading to attitude change.
Elaboration Likelihood Model (ELM): Describes two paths to persuasion: central route (involving careful consideration and analysis) and peripheral route (using heuristics and superficial aspects).
Delayed Influence: Messages, initially ignored, can affect attitudes later (sleeper effect).
Minority Influence: Unpopular ideas can sometimes change the beliefs of the majority.
Strategies of Persuasion: Foot-in-the-Door, Door-in-the-Face, Bait-and-Switch, That's-Not-All.
Person variables: Attitudes are influenced by cognitive abilities, importance, and mood.
Situation variables: Perceptions of similarity between the communicator and listener, perceived endorsement, and interest and intelligence.

Stereotypes & Prejudice

Stereotypes: Generalized beliefs about groups of people.
Prejudice: An unfavorable attitude toward a group of people.
Aversive racism: Unintentional discrimination against oppressed groups while still expressing non-discrimination ideals.
Ambivalent sexism: Equal treatment belief coexisting with subtle negative biases toward women.

Cooperation & Competition

Altruism: Helping others even at personal cost.
Prisoner's Dilemma: A scenario highlighting the trade-offs between cooperation and competition.
Cooperation Strategies: Strategies emphasizing recognition and monitoring of others (tit-for-tat).
The Trust Game: A game illustrating potential for altruism despite short-term incentives to compete.
Cultural Transmission: Cultural norms regarding cooperation
Diffusion of Responsibility: The tendency for individuals to be less likely to help when more people are present, suggesting collective responsibility.
Pluralistic Ignorance: The belief that others may know better than you, leading to inaction, despite potential need.
Social Loafing: Contributing less effort in a group than individually

Interpersonal Attraction

Factors influencing attraction: proximity (living near each other for relationships), mere exposure (repeated contact fostering liking), similarity (shared backgrounds, interests), physical attractiveness (although its significance across the spectrum of cultures in mixed).
Special concerns in selecting a mate (physical attractiveness).
Reasons for marriage difficulties (lack of similarity, unequal partners behaviors)

Interpersonal Influence

Conformity: Aligning behavior with others' expectations.
Obedience: Following orders from authority figures.
Behavior traps: The tendency of people to follow orders regardless of the consequences.
Group decision making: Challenges in groups (group polarization, groupthink).
Power of the Social Situation: Social pressures in shaping individual behaviors.

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Description

Test your knowledge on key concepts of persuasion psychology. This quiz covers various routes to persuasion, effects like the 'sleeper effect' and 'forewarning effect', and factors influencing attitude and behavior changes. Perfect for psychology students and enthusiasts alike!