Persuasion So Easily Fooled

_____ is the process by which a message induces change in beliefs, attitudes, or behaviors.

• Conformity

• Obedience

• Persuasion

• Groupthink

What is a term that we might use to refer to persuasion that is well-meaning in its intent?

• forcefulness

• education

• mind-control

• acquiescence

According to Petty and Cacioppo (1986), the two major routes that can be used when trying to persuade a person of a given idea are the ______ routes.

• conventional and unconventional

• hot and cold

• pleasure-based and morality based

• central and peripheral

Donna is talking to her lawyer about her pending divorce. Her lawyer says, "Why don't we just give your husband a logical argument for how we want the divorce to proceed?" This is the ______ route to persuasion in the legal negotiation.

• secondary

• primary

• central

• peripheral

Which of the following is not true of the central route to persuasion, according to Petty and Cacioppo (1986)?

• It assumes that the audience will think carefully about what is presented.

• It intends to elicit a reaction on the basis of solid arguments.

• It is intended to produce enduring agreements.

• It requires low effort from the target and often exploits heuristic based thinking.

A restaurant shows an advertisement with scantily clad waitresses, loud music, and lots of action. The commercial says almost nothing about the food or service. This commercial is using the _____ route to persuasion.

• peripheral

• secondary

• central

• heuristic

What term refers to mental shortcuts that help people make decisions and solve problems in an efficient manner?

• stereotypes

• mental sets

• heuristics

• prejudices

A(n) _____ is a sequence of behavior that occurs in exactly the same fashion, in exactly the same order, every time it is elicited.

• implicit personality process

• tertiary conformity technique

• fixed action patter

• automatic conditioned response

Whenever she is writing, Laverne has a tendency to stick her tongue out. Her friends often laugh at how silly she looks, but Laverne is unaware that she does this. This is an example of a(n):

• conditioned emotional response

• fixed action pattern

• operantly conditioned reflex

• discriminatory stimulus

A _____ is a specific, often minute, aspect of a situation that activates a fixed action pattern.

• trigger

• fixation

• button

• bias