WorksheetsPersuasion
Total questions: 25
Worksheet time: 25mins
Persuasion is...
Using evidence to persuade people
A direct attempt to influence someones attitude
Using famous people to persuade people
A ton of repitition
The foot-in-the-door phenomenon refers to the tendency to:
experience an increasing attraction to novel stimuli
comply with a lg request if one has complied w/sm request
lose self-restraint n group situations that foster anonymity
perform simple tasks better in the presence of others
The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, then ask for something small
risky shift
door in the face
Scapegoating
Ethnocentrism
Rebecca needs a new car. When she sees her favorite movie star in a car commercial, she decides to purchase the car advertised in the commercial. Rebecca's decision making illustrates
cognitive dissonance
central route persuasion
peripheral route persuasion
a situational attribution
When the salesperson slides in the clipboard into your house, then asks you to simply sign a petition, then convinces you to buy their product what strategy did the salesperson use?
Central route of persuasion
anger
emotion
foot-in-the-door phenomenon
attitude
Evan wants to ask her mother if she can drive the car to visit a friend at college in North Carolina, but knows her mother would immediately say "No." So, instead, she asks if she can drive to Roanoke to visit a friend, then to Lexington to visit another friend, and finally Lynchburg. Only after that does she ask about driving to NC. Evan's actions would be called--
central route persuasion
door in the face phenomenon
foot in the door phenomenon
fundamental attribution error
peripheral route persuasion
Which of the following types of persuasion occurs when an attitude changes path when people are influenced by incidental cues, such as a speaker's attractiveness
central route persuasion
peripheral route persuasion
Which of the following types of persuasion occurs when an attitude changes path when interested people focus on the arguments and respond with favorable thoughts
central route persuasion
peripheral route persuasion
On Monday Katherine asked Mr. Graves to postpone this test until next Friday. After Mr. Graves told her to "get out of his face with that," Katherine asked him to push the test back one day to next Monday. Which persuasive strategy did Katherine use?
Door-in-the-Face
Foot-in-the-Door
Cognitive Dissonnance
Frustration-Aggression
On Monday Katherine asked Mr. Graves to postpone this test until next Friday. After Mr. Graves told her to "no, that's too far away," Katherine asked him to push the test back only one day to next Monday. Which persuasive strategy is Katherine using?
Door-in-the-Face
Foot-in-the-Door
Cognitive Dissonnance
Frustration-Aggression
Someone tries to convince you to buy their car, they start to describe the number of kilometers it has, that it is registered and that the air-conditioning works. This is an example of which route to persuasion?
central route
peripheral route
Foot-in-the-Door Persuasion
getting a person to agree to a large request by having them agree to a smaller request first
Door-in-the-Face Persuasion
getting a person to agree to a smaller request by asking them for a larger request first
Norms of Reciprocity
tendency to return kind behavior
All of these are ways to make your persuasion more effective EXCEPT
Having an expert
Catching them in the worst mood
Repetition of the message
Reaching the proper audience
Lewin, in his classic study of attitude change conducted during World War II, found that the women he studied were most likely to change their attitudes if they
discussed the issue in a peer group and the group then reached a consensus on the matter
listened to a persuasive lecture when they were part of an intact group
listened to a persuasive lecture in a cohesive group
the source of the persuasive message was a member of their group
If you buy a car because the good looking salesperson convinced you to do it what persuasion was used?
absolute persuasion
peripheral route persuasion
central route persuasion
side route persuasion
Refers to the amount of effort an audience member has to use in order to process and evaluate a message, remember it, and then accept or reject it.
elaboration likelihood model
beliefs
symbols
persuasion
Occurs when people think carefully about a message & are influenced because they find the arguments compelling
foot-in-the-door phenomenon
hypnosis
central route persuasion
social psychology
If you have a friend who has refused your request to help you clean your entire room, then you may want to follow up by asking him to help you move one item in your room. this approach is referred to as:
Altruism
Foot-in-the-door
Door-in-the-face
Bystander effect
Peripheral Route Persuasion is...
Using evidence and logic to persuade people
Using Famous people to persuade people
Trying to persuade people out of sight
Trying to persuade people who refuse
Which of the following is an example of the low-balling technique?
A friend asks you to take him to his parent's house, which is a 100 mile drive. You say no. Later, you agree to take him to the bus station, which is only 10 miles away
A motorcycle dealership lists a Harley for $10,000 to get you to agree to buy it, but later changes the price to $12,000.
None of the options is an example of the low-balling technique.
A friend asks you to borrow $20, to which you agree. Later, your friend asks you to borrow $100, to which you also agree.
A compliance strategy when a small request is followed by a larger request is called:
Door-in-the-Face
Deindividuation
Foot-in-the-Door
Low-balling
What is the central route to persuasion?
A) Using emotional appeals to persuade
B) Focusing on the arguments and evidence
C) Relying on the speaker's attractiveness
D) Using repetition to influence
Which of the following is an example of the 'door-in-the-face' technique?
A) Asking for a small favor before a big one
B) Offering a discount after a refusal
C) Making a large request followed by a smaller one
D) Using a celebrity endorsement
What does the 'foot-in-the-door' phenomenon suggest?
A) People are more likely to agree to a large request if they first agree to a small one
B) People are more likely to refuse a request if it is too demanding
C) People are influenced by the attractiveness of the speaker
D) People are more likely to agree if they are in a good mood
Which persuasion technique involves changing attitudes through incidental cues?
A) Central route persuasion
B) Peripheral route persuasion
C) Logical reasoning
D) Emotional appeal
