#1
Which of the following is a central route to persuasion?
Using logical arguments and evidence
ExplanationCentral route involves thoughtful consideration of logical arguments and evidence for persuasion.
#2
What is cognitive dissonance?
The discomfort experienced when holding conflicting beliefs or attitudes
ExplanationCognitive dissonance is the discomfort arising from conflicting beliefs or attitudes.
#3
Which cognitive bias involves giving greater importance to the most recent information?
Recency effect
ExplanationRecency effect is the bias of assigning more importance to recent information.
#4
Which theory of persuasion suggests that people are motivated to maintain consistency between their beliefs, attitudes, and behaviors?
Cognitive Dissonance Theory
ExplanationCognitive Dissonance Theory posits that individuals seek consistency in beliefs, attitudes, and behaviors.
#5
What is framing in the context of persuasion?
The process of presenting information in a way that influences perceptions
ExplanationFraming is presenting information to influence perceptions by emphasizing certain aspects.
#6
Which of the following is NOT a principle of influence according to Robert Cialdini?
Exclusivity
ExplanationExclusivity is not a principle of influence according to Robert Cialdini.
#7
Which psychological principle suggests that people are more likely to comply with a request if it is followed by a smaller, related request?
Foot-in-the-door technique
ExplanationFoot-in-the-door technique suggests compliance by starting with a small request followed by a related, larger one.
#8
According to the elaboration likelihood model (ELM), which route to persuasion involves focusing on superficial cues?
Peripheral route
ExplanationPeripheral route in ELM involves relying on superficial cues for persuasion.
#9
In the context of persuasion, what is social proof?
The principle that people tend to follow the lead of similar others
ExplanationSocial proof is the tendency to follow others' actions, based on the principle of similarity.
#10
What is the foot-in-the-door technique?
A persuasive technique that involves asking for a small commitment and then gradually increasing the demands
ExplanationFoot-in-the-door technique starts with a small request and escalates to larger ones for compliance.
#11
What is the concept of reactance in persuasion?
The tendency to resist attempts to control one's behavior
ExplanationReactance is the resistance to control one's behavior in response to persuasion attempts.
#12
What is the phenomenon called when individuals reduce their effort when working collectively compared to when working individually?
Social loafing
ExplanationSocial loafing is the reduction in individual effort when working collectively.
#13
According to the inoculation theory of persuasion, what can help individuals resist persuasion attempts?
Providing counterarguments against the persuasive message
ExplanationInoculation theory suggests resistance to persuasion by providing counterarguments against the persuasive message.
#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?
Door-in-the-face technique
ExplanationDoor-in-the-face technique starts with a large, likely rejected request followed by a smaller, more reasonable one.