Social Influence and Message Processing Quiz

During a dinner party, what are the expectations that guests are supposed to understand without being told explicitly?

• Clearly and formally stated expectations for social behavior

• Unwritten rules enforced by our social world, like not using your phone at the table

• Specific guidelines about how people should look

• Social rules about how people should behave

At a company party, why might an employee choose to dress similarly to their colleagues?

• Gaining social acceptance and fitting in

• Following what society says people are supposed to do

• Our perception of what most people do in a given situation

• Unwritten rules enforced by our social world

According to the Elaboration Likelihood Model (ELM), what does central route processing involve?

• Relying on mental shortcuts/heuristics

• Thoughtful consideration of message content and argument quality

• Lacking the motivation or ability to deeply process message

• Using cues like attractiveness of source

When deciding on a new smartphone to buy, what does peripheral route processing rely on according to the Heuristic-Systematic Model (HSM)?

• Deep processing of the technical specifications

• Thoughtful consideration of expert reviews

• Mental shortcuts/heuristics, like brand reputation

• Motivation to engage in systematic processing of all available information

During a company's board meeting, how does the CEO's detailed presentation on the company's future strategy influence the decision-making process of the board members?

• By making a quick judgment based on the CEO's charisma

• Through a systematic analysis of the presentation where board members carefully evaluate the content and implications for the company's future

• By focusing on the CEO's reputation and past success

• By counting the number of arguments the CEO presents, regardless of their depth or relevance

Imagine you're at a car dealership and after a test drive, the salesperson offers you a deal that seems too good to refuse. Later, they mention additional costs not discussed initially. Which technique associated with commitment/consistency in persuasion is being used here?

• Reciprocity

• Social Proof

• Scarcity

• Lowball

How does a salesperson typically apply the 'foot-in-the-door' technique?

• By first asking for a minute of your time before trying to sell a product

• By offering a free sample to attract potential customers

• By showing how popular the product is with other customers

• By suggesting the offer is limited to create a sense of urgency

Imagine you're evaluating a commercial for a new smartphone. Which factor does NOT influence how convincing the commercial is, according to the Message-Learning Approach?

• The credibility of the spokesperson in the commercial

• The arguments presented about the smartphone's features

• Your current mood while watching the commercial

• Your interest in technology and new gadgets

In a typical workplace, what are implicit expectations?

• Rules that are written in the employee handbook and enforced by HR

• Unwritten rules about office etiquette observed by employees

• Expectations that are stated during orientation with explicit consequences

• Guidelines suggested in team meetings but not enforced

What is an example of compliance?

• Following a group without understanding why

• Changing your behavior to imitate those around you without a direct request

• Giving up your seat in the NYC subway when asked

• Obeying an order from someone with no power over you