#1
Which of the following is a central route to persuasion?
Using emotional appeals
Using logical arguments and evidence
Using celebrity endorsements
Using humor and jokes
#2
What is cognitive dissonance?
The discomfort experienced when holding conflicting beliefs or attitudes
The process of forgetting information over time
The tendency to attribute one's own actions to external causes
The process of forming stereotypes about certain groups
#3
Which cognitive bias involves giving greater importance to the most recent information?
Confirmation bias
Recency effect
Anchoring bias
Availability heuristic
#4
Which theory of persuasion suggests that people are motivated to maintain consistency between their beliefs, attitudes, and behaviors?
Elaboration Likelihood Model (ELM)
Social Learning Theory
Cognitive Dissonance Theory
Dual Process Theory
#5
What is framing in the context of persuasion?
The process of presenting information in a way that influences perceptions
The process of making arguments based on emotions rather than logic
The tendency to give greater weight to the first piece of information encountered
The tendency to conform to the actions of others
#6
Which of the following is NOT a principle of influence according to Robert Cialdini?
Reciprocity
Scarcity
Commitment and Consistency
Exclusivity
#7
Which psychological principle suggests that people are more likely to comply with a request if it is followed by a smaller, related request?
Door-in-the-face technique
Foot-in-the-door technique
Norm of reciprocity
Scarcity principle
#8
According to the elaboration likelihood model (ELM), which route to persuasion involves focusing on superficial cues?
Central route
Peripheral route
Logical route
Emotional route
#9
In the context of persuasion, what is social proof?
The tendency to conform to the actions of others
The use of experts or authority figures to persuade
The principle that people tend to follow the lead of similar others
The tendency to be persuaded by messages that evoke fear
#10
What is the foot-in-the-door technique?
A persuasive technique that involves making a large request that is likely to be rejected, followed by a smaller request
A persuasive technique that involves asking for a small commitment and then gradually increasing the demands
A persuasive technique that involves making people feel guilty about not complying with a request
A persuasive technique that involves using flattery to get someone to comply with a request
#11
What is the concept of reactance in persuasion?
The tendency to comply with a request in order to relieve feelings of guilt
The tendency to resist attempts to control one's behavior
The tendency to conform to the actions of others in a group setting
The tendency to discount information that contradicts one's existing beliefs
#12
What is the phenomenon called when individuals reduce their effort when working collectively compared to when working individually?
Group polarization
Social loafing
Groupthink
Conformity
#13
According to the inoculation theory of persuasion, what can help individuals resist persuasion attempts?
Repeating the message multiple times
Providing counterarguments against the persuasive message
Using emotional appeals
Appealing to authority figures
#14
What is the term for the persuasive technique that involves making a large request that is likely to be rejected, followed by a smaller, more reasonable request?
Foot-in-the-door technique
Door-in-the-face technique
Lowball technique
That's-not-all technique