Persuasion Psychology Quiz

A route to persuasion where people carefully consider the evidence and logic of a message, especially when making important decisions.

A route to persuasion where people focus on superficial aspects like the speaker's appearance or the amount of evidence (not its quality), typically used for less important decisions.

Attitudes that are deeply ingrained and resistant to change, typically formed through the central route to persuasion.

A phenomenon where a initially rejected persuasive message becomes more influential over time. This can occur when the source of the message is forgotten or weakened.

When unpopular opinions or viewpoints eventually influence and change the attitudes of the majority.

Persuasive messages that focus on making something good happen.

Persuasive messages that focus on preventing something bad from happening.

The tendency for individuals to be more likely to reject a persuasive argument if they are aware of it beforehand.

The tendency to attribute our own successes to internal factors (skill, effort) and failures to external factors (bad luck, unfairness). It's like taking credit for wins but blaming losses on something else.

A strategy we use to protect our self-image by creating a disadvantage that can serve as an excuse for failure. For example, procrastinating on a project and then blaming it on lack of time.

The belief that people get what they deserve, even if it's unpleasant. Linking positive outcomes to good character and negative outcomes to bad character.

A tendency for groups to attribute their successes to internal factors (group skills, effort) and failures to external factors (bad luck, unfair competition).

Any attempt to change someone's attitudes, and possibly their behavior. It can be through advertisements, speeches, or even social influence.

A state of discomfort experienced when our beliefs or behaviors clash. We strive to reduce this discomfort by changing our attitudes or behaviors.

A model explaining how people process persuasive messages through two pathways: the central route (deep processing of content) and the peripheral route (focusing on superficial cues).

A learned predisposition to respond favorably or unfavorably to a person, object, or event. It influences our behavior.

A persuasion technique where a small request is made, followed by a larger one. After agreeing to the initial request, people are more likely to comply with the larger one.

A persuasion technique where an outrageous request is made, followed by a more reasonable one. People are more likely to agree to the second request after rejecting the first.

A persuasion technique where a favorable deal is offered, followed by additional demands after a commitment has been made. After agreeing to the initial deal, people are more likely to accept the additional demands.

A persuasion technique where the offer is improved before any reply is given. People are more likely to accept the offer when they feel they're getting a better deal.

A generalized belief about a group of people, often based on limited or inaccurate information.

An irrationally unfavorable (or favorable) attitude toward a group of people, often rooted in prejudice.

A form of prejudice where a person may unknowingly discriminate against certain groups, while claiming to believe in equality for all.

A type of sexism characterized by both overt beliefs in gender equality and covert beliefs that women should be treated differently, often in ways that disadvantage them.

The tendency to assist others without expecting any return benefit.

The more often we come into contact with someone, the more likely we are to develop a liking for them.

A similarity in backgrounds, attitudes, and interests between individuals.

The perception of attractiveness in a person, often reflecting societal norms and standards.

A relationship where the contributions of both partners are considered balanced and fair.

Shared values, attitudes, and personalities as key factors in a successful marriage.

The satisfaction derived from a couple's physical intimacy.

Factors such as income, job satisfaction, and parental marriage history that contribute to successful marriages.

A situation where individuals choose between acting in their own self-interest, potentially leading to mutual harm, or cooperating for mutual benefit.

A strategy in the Prisoner's Dilemma where individuals cooperate on the first move and then mirror their opponent's previous action in subsequent rounds, fostering trust and mutual benefit.

A social phenomenon where individuals are less likely to help someone in need when others are present, assuming someone else will take responsibility.

The tendency for individuals to reduce effort when working in a group, feeling less accountable for the outcome compared to individual work.

A situation where individuals falsely believe that their private thoughts and feelings are different from the majority, leading to inaction.

The process of learning and acquiring social behaviors and norms through interactions and observations within a community.

A game where one player can choose to trust another player to share a sum of money, potentially resulting in greater rewards for both if the trust is reciprocated.

The tendency for groups to make more extreme decisions after discussion, reinforcing their existing opinions rather than considering diverse viewpoints.

A phenomenon where groups prioritize harmony and conformity over critical thinking, leading to flawed decision-making. This can involve suppressing dissenting opinions and the illusion of unanimity.

Milgram's experiment showed how easily people can obey authority figures, even if it involves harming others. It highlighted the power of authority and the potential for individuals to act against their own morals.

Zimbardo's Stanford Prison Experiment demonstrated that individuals can change their behavior dramatically based on assigned roles. Participants quickly adopted their roles and engaged in unethical behavior, demonstrating the influence of situational factors.