Social Influence and Persuasion Quiz

Study Flashcards Play Quiz

Questions and Answers

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

To start with a small request to gain eventual compliance with a larger request

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

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

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

Scarcity principle Signup and view all the answers

What is the primary objective of the pique technique?

To capture people's attention by making a novel request 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?

Disrupt-then-reframe technique Signup and view all the answers

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

To begin with an inflated request, but immediately add to it by offering a bonus or discount 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?

Commitment and consistency principle Signup and view all the answers

What is the primary goal of persuasion?

To induce change in beliefs, attitudes, and behaviors Signup and view all the answers

Why do people tend to follow others in a group?

To avoid looking like a fool Signup and view all the answers

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

Social influence 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?

Informational influence Signup and view all the answers

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

Normative influence Signup and view all the answers

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

The source of the message Signup and view all the answers

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

The duplex mind 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?

Cult behavior Signup and view all the answers

What defines a cult?

Its religious, spiritual, or philosophical beliefs Signup and view all the answers

What is the main motivation behind normative influence?

To be liked and accepted Signup and view all the answers

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

To increase their chances of survival Signup and view all the answers

What happens when people deviate from group norms?

They may face social rejection Signup and view all the answers

What is the principle of commitment and consistency?

To behave consistently with a commitment 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?

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

What was the finding of Solomon Asch's studies?

Group acceptance is more important than being correct Signup and view all the answers

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

Conformity increases dramatically Signup and view all the answers

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

Informational influence Signup and view all the answers

What type of influence produces public compliance?

Normative influence Signup and view all the answers

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

Both ambiguous and crisis situations Signup and view all the answers

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

It increases risky driving behavior 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?

Informational influence Signup and view all the answers

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

They assume others know what they are doing Signup and view all the answers

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

Their individual answers converge and become more similar Signup and view all the answers

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

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

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

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

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

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

What is the primary goal of persuasion?

To change a person's attitude 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?

Need for cognition Signup and view all the answers

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

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 Signup and view all the answers

What is the recommended approach to resisting social influence techniques?

Attitude inoculation and forewarning Signup and view all the answers

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

Perceived as trustworthy and credible Signup and view all the answers

What is the term for the process of persuasion?

Persuasion Signup and view all the answers

What is the recommended approach when confronted with scarce items?

Stop and calm down to think clearly and rationally Signup and view all the answers

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

Attitude inoculation Signup and view all the answers

Study Notes

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?

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?"

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.

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.

Studying That Suits You

Use AI to generate personalized quizzes and flashcards to suit your learning preferences.

Social Influence and Persuasion Quiz

Questions and Answers

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

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

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

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

What is the primary objective of the pique technique?

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

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

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?

What is the primary goal of persuasion?

Why do people tend to follow others in a group?

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

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

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

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

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

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

What defines a cult?

What is the main motivation behind normative influence?

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

What happens when people deviate from group norms?

What is the principle of commitment and consistency?

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

What was the finding of Solomon Asch's studies?

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

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

What type of influence produces public compliance?

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

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

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

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

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

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

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

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

What is the primary goal of persuasion?

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

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

What is the recommended approach to resisting social influence techniques?

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

What is the term for the process of persuasion?

What is the recommended approach when confronted with scarce items?

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

Study Notes