Social Influence and Persuasion Quiz
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Questions and Answers

What is the primary objective of the foot-in-the-door technique?

  • To start with a large request and then scale it down
  • To assign a label to an individual and then make a request consistent with that label
  • To offer a bonus or discount to influence a person's decision
  • To start with a small request to gain eventual compliance with a larger request (correct)

    • Which technique involves drawing people in with an attractive offer that is not available, and then switching to a less attractive offer?

  • Bait-and-switch technique (correct)
  • Door-in-the-face technique
  • Labeling technique
  • Low-ball technique

    • What is the primary objective of the door-in-the-face technique?

  • To make an inflated request, then retreat to a smaller one that appears to be a concession (correct)
  • To assign a label to an individual and then make a request consistent with that label
  • To start with a small request to gain eventual compliance with a larger request
  • To start with a large request and then scale it down

    • Which technique is based on the principle that rare opportunities are more valuable than plentiful opportunities?

    <p>Scarcity principle</p> Signup and view all the answers

    What is the primary objective of the pique technique?

    <p>To capture people's attention by making a novel request</p> Signup and view all the answers

    Which technique involves introducing an unexpected element that disrupts critical thinking, and then reframing the message in a positive light?

    <p>Disrupt-then-reframe technique</p> Signup and view all the answers

    What is the primary objective of the that's-not-all technique?

    <p>To begin with an inflated request, but immediately add to it by offering a bonus or discount</p> Signup and view all the answers

    Which principle is based on the idea that people are more likely to say yes to a request if they have already agreed to a smaller request?

    <p>Commitment and consistency principle</p> Signup and view all the answers

    What is the primary goal of persuasion?

    <p>To induce change in beliefs, attitudes, and behaviors</p> Signup and view all the answers

    Why do people tend to follow others in a group?

    <p>To avoid looking like a fool</p> Signup and view all the answers

    What is the term for the process by which people influence each other's beliefs and behaviors?

    <p>Social influence</p> Signup and view all the answers

    What is the term for the idea that people rely on each other for information about the world and for guidance?

    <p>Informational influence</p> Signup and view all the answers

    What is the term for the tendency to conform to group behavior to avoid social rejection?

    <p>Normative influence</p> Signup and view all the answers

    What is the key factor that determines the success of persuasion?

    <p>The source of the message</p> Signup and view all the answers

    What is the term for the two ways in which people process persuasive messages?

    <p>The duplex mind</p> Signup and view all the answers

    What is the term for the idea that people can be influenced to engage in extreme behaviors, such as the Jonestown massacre?

    <p>Cult behavior</p> Signup and view all the answers

    What defines a cult?

    <p>Its religious, spiritual, or philosophical beliefs</p> Signup and view all the answers

    What is the main motivation behind normative influence?

    <p>To be liked and accepted</p> Signup and view all the answers

    Why do humans have a fundamental need to belong to social groups?

    <p>To increase their chances of survival</p> Signup and view all the answers

    What happens when people deviate from group norms?

    <p>They may face social rejection</p> Signup and view all the answers

    What is the principle of commitment and consistency?

    <p>To behave consistently with a commitment</p> Signup and view all the answers

    What should you do when you feel obligated to behave consistently with a commitment that you were tricked into making?

    <p>Re-evaluate the commitment and ask if you would make it again</p> Signup and view all the answers

    What was the finding of Solomon Asch's studies?

    <p>Group acceptance is more important than being correct</p> Signup and view all the answers

    What is the effect of increasing the number of confederates from one to four on conformity?

    <p>Conformity increases dramatically</p> Signup and view all the answers

    What type of influence is driven by the desire to be correct?

    <p>Informational influence</p> Signup and view all the answers

    What type of influence produces public compliance?

    <p>Normative influence</p> Signup and view all the answers

    In which type of situation is informational influence more likely to occur?

    <p>Both ambiguous and crisis situations</p> Signup and view all the answers

    What is the effect of others' encouragement on risky driving behavior?

    <p>It increases risky driving behavior</p> Signup and view all the answers

    What type of influence is responsible for the persistence of risky driving behavior even after the confederates are no longer present?

    <p>Informational influence</p> Signup and view all the answers

    What is the primary reason why people conform to what others do in ambiguous situations?

    <p>They assume others know what they are doing</p> Signup and view all the answers

    What is the result of participants hearing the estimates provided by others in the autokinetic effect?

    <p>Their individual answers converge and become more similar</p> Signup and view all the answers

    What is the primary difference between informational influence and normative influence?

    <p>One is due to fear of rejection and the other is due to genuine belief</p> Signup and view all the answers

    What is the recommended approach when accepting initial favors or concessions from others?

    <p>Accept them in good faith but be ready to define them as tricks if they prove to be tricks</p> Signup and view all the answers

    What is the 'Halo effect' in the context of persuasion?

    <p>The assumption that people with one desirable trait possess many other desirable traits</p> Signup and view all the answers

    What is the primary goal of persuasion?

    <p>To change a person's attitude</p> Signup and view all the answers

    What is the term for the tendency to engage in and enjoy effortful thinking, analysis, and mental problem solving?

    <p>Need for cognition</p> Signup and view all the answers

    What is the primary difference between one-sided and two-sided messages?

    <p>One-sided messages are more effective when the audience is less educated, while two-sided messages are more effective when the audience is more educated</p> Signup and view all the answers

    What is the recommended approach to resisting social influence techniques?

    <p>Attitude inoculation and forewarning</p> Signup and view all the answers

    What is the primary characteristic of a charismatic leader in the context of cults?

    <p>Perceived as trustworthy and credible</p> Signup and view all the answers

    What is the term for the process of persuasion?

    <p>Persuasion</p> Signup and view all the answers

    What is the recommended approach when confronted with scarce items?

    <p>Stop and calm down to think clearly and rationally</p> Signup and view all the answers

    What is the term for the process of making people less susceptible to persuasion?

    <p>Attitude inoculation</p> Signup and view all the answers

    Study Notes

    Social Influence and Persuasion

    • Social influence: the process by which a message induces change in beliefs, attitudes, and behaviors.
    • Example: Jonestown tragedy (1978) - How could James Warren Jones have influenced his followers to such a deep level that more than 900 committed revolutionary suicide?

    Types of Social Influence

    • Normative Influence (Intrinsic):
      • Being liked and accepted
      • Strong sense of belonging
      • Feeling safe, secure, and fulfilled
    • Informational Influence (Extrinsic):
      • Being correct
      • Going along with the crowd because you think they know more than you

    Human Need to Belong

    • Humans have a fundamental need to belong to social groups.
    • Being accepted and included improves one's chances for survival and life in many other ways.
    • Conforming to group norms reduces ingroup threats and acts for the common good.

    Commitment and Consistency

    • Principle of commitment and consistency: once people make a commitment, they feel pressure to behave consistently with that commitment.
    • Ask yourself: "Knowing what I know now, if I could go back in time, would I make the same commitment?"

    Social Influence Techniques

    • Foot-in-the-door technique: start with a small request to gain eventual compliance with a larger request.
    • Low-ball technique: start with a low-cost request and later reveal hidden costs.
    • Bait-and-switch technique: draw people in with an attractive offer that is not available, and then switch to a less attractive offer that is available.

    Resisting Social Influence Techniques

    • Attitude inoculation: exposure increases strength.
    • Forewarned is forearmed: allows for defense preparation.
    • Stockpile resources: physical, cognitive, and social.

    Persuasion

    • An attempt to change a person's attitude.
    • Components of persuasion: who, says what, to whom.

    Who: The Source

    • Source credibility: expertise and trustworthiness.
    • Source likability: similarity and physical attractiveness.

    Says What: The Message

    • Reason versus emotion: cold hard facts or emotional responses.
    • One-sided versus two-sided messages: one-sided messages are more effective when the audience is less educated or has already made up their minds.

    To Whom: The Audience

    • Intelligence: receptivity and yielding.
    • Need for cognition: tendency to engage in and enjoy effortful thinking, analysis, and mental problem-solving.
    • Concern about public image: self-monitoring and self-consciousness.
    • Cultural differences: individualist versus collectivist.

    Resisting Persuasion

    • Routes to persuasion: peripheral cues, experts, expensive products, rare products, and what is beautiful is good.
    • Resisting persuasion: skepticism, critical thinking, and awareness of persuasion techniques.

    Conclusion

    • People's ideas and beliefs are influenced by others around them.
    • Many techniques are used to influence and persuade other people.
    • People are susceptible to persuasion, but can be taught to resist it.

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    Description

    Test your understanding of social influence and persuasion techniques, including normative and informational influence, resistance strategies, and the elements of successful persuasion.

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