Persuasive Techniques in Psychology

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What is the primary goal of the ingratiation technique in persuasive communication?

To elicit feelings of guilt

To establish credibility

To make a rational argument

To create a sense of likability (correct)

What is the term for the technique of making a large request that is likely to be rejected, only to follow up with a smaller request that is more likely to be accepted?

Low ball tactic

Door in the face technique (correct)

Foot in the door technique

Multiple requests technique

What is the primary factor that influences the effectiveness of a persuasive message, according to the variables that influence the persuasion process?

The audience's demographics

The communicator's credibility (correct)

The message's emotional appeal

The channel or medium used

What is the term for the awareness of one's distinct self compared to other objects in the environment?

Self-consciousness Signup and view all the answers

What is the primary goal of the multiple requests technique in persuasive communication?

To increase the likelihood of agreement Signup and view all the answers

What is the term for the technique of doing a favor for someone in the hopes of receiving a favor in return?

Reciprocity Signup and view all the answers

Why do we conform to social influence, according to the text?

To form accurate knowledge about the world around us, and to be liked and accepted by others Signup and view all the answers

What is obedience, according to the Asch Experiment (1951)?

A change in behavior that is the result of a direct order or command from another person Signup and view all the answers

What are norms in a group, according to the text?

Implicit rules and expectations for group members to follow Signup and view all the answers

Why may we engage in unhealthy behaviors, such as smoking or alcohol abuse, according to the text?

Because our friends are engaging in them Signup and view all the answers

What is an example of a role within a group, according to the text?

The oldest sibling, who may have additional responsibilities in the family Signup and view all the answers

What determines the relationships within a group, according to the text?

Patterns of liking within the group, and differences in prestige or status Signup and view all the answers

What is the primary outcome of group discussions in group polarization?

Members make decisions that are more extreme than their initial positions Signup and view all the answers

What is the primary factor that contributes to social loafing?

Lack of individual accountability Signup and view all the answers

What is the psychological state that can lead to uninhibited and potentially dangerous behavior?

De-individuation Signup and view all the answers

What is the primary factor in determining interpersonal attraction, particularly in the early stages of romantic relationships?

Physical attractiveness Signup and view all the answers

What is the underlying basis of relationships according to social exchange theory?

Rational and cost-benefit analysis Signup and view all the answers

What is a characteristic of group behavior that leads to extreme decisions?

Group polarization Signup and view all the answers

What happens to long-term relationships over time?

They become more communal Signup and view all the answers

What is the primary characteristic of the Authoritarian parenting style?

High control and low nuturance Signup and view all the answers

What is the term for the phenomenon in which the greater the number of people present, the less likely people are to help a person in distress?

Bystander Effect Signup and view all the answers

What is a major factor that contributes to the Bystander Effect?

The assumption that someone else will help Signup and view all the answers

What is a characteristic of a Neglecting parenting style?

Low control and low nuturance Signup and view all the answers

Why might a person leave a relationship if their costs begin to outweigh their benefits?

Because there are good alternatives available Signup and view all the answers

What is the primary reason why individuals do not feel pressure to act in the presence of other observers?

They think the responsibility to act is shared among all observers. Signup and view all the answers

What do other observers' failure to react often signal to individuals?

That a response is not needed or not appropriate. Signup and view all the answers

What was the reason why many of the 38 witnesses did not intervene in the Kitty Genovese case?

They believed it was a lover's quarrel. Signup and view all the answers

What is the term for the phenomenon where individuals do not feel responsible to act in emergency situations because there are other observers?

Diffusion of responsibility. Signup and view all the answers

What is the result of the presence of other observers on an individual's behavior in emergency situations?

They are less likely to intervene. Signup and view all the answers

What is the primary factor that influences an individual's decision to intervene in an emergency situation?

The ambiguity of the situation. Signup and view all the answers