Persuasion Processes Quiz

Peripheral route persuasion relies on superficial cues like attractiveness of endorsers rather than the content of the message.

Confirmation bias refers to the tendency to seek out and favor information that confirms one's preexisting beliefs or hypotheses while ignoring contradictory evidence.

Fear appeal is a persuasive technique that utilizes fear or anxiety to motivate individuals to change their behavior or attitudes.

The foot-in-the-door technique involves starting with a small request, which, once agreed upon, makes it more likely for the individual to agree to a larger request later.

The bystander effect is the phenomenon where individuals are less likely to offer help to a victim when others are present, assuming someone else will intervene.

Likability refers to the tendency for individuals to comply with requests from those they find attractive or likable.

Cognitive dissonance theory posits that individuals seek consistency between their beliefs and actions to reduce discomfort.

Central route persuasion involves deep processing of message content and arguments rather than peripheral cues.

Compliance refers to the tendency to conform to direct requests or commands from others.

Inoculation theory suggests that exposing individuals to weakened versions of persuasive messages can build resistance against stronger attempts.

Illusory superiority, also known as the 'above-average effect,' is the tendency for individuals to overestimate their abilities or qualities compared to others.

Audience mood is not a component of the elaboration likelihood model (ELM) of persuasion, which focuses on the central and peripheral routes to persuasion.

The door-in-the-face technique involves making a large request that is likely to be refused, followed by a smaller, more reasonable request, which is more likely to be accepted.

According to the Yale attitude change approach, the source, the message, and the audience all influence the effectiveness of a persuasive message.

Self-serving bias is the tendency for individuals to attribute their successes to internal factors while attributing failures to external factors.

Anchoring bias is the cognitive bias where individuals rely too heavily on the first piece of information they encounter when making decisions.

Lowballing is a persuasion technique where an initial offer is presented, and additional costs or conditions are added after the individual has committed to the initial offer.

The peripheral route to persuasion relies on superficial cues peripheral to the content of the message, such as attractiveness of the source or emotional appeals.

The door-in-the-face technique involves making an initial large request that is likely to be refused, followed by a smaller, more reasonable request.

Individuals with a high need for cognition are more likely to engage in central route processing, leading to greater persuasion through substantive arguments.

Sunk cost fallacy occurs when individuals continue investing in a decision based on past investments rather than the potential for future return.

The Yale attitude change approach emphasizes the interaction between message content and audience factors in persuasion.

Rationalization in persuasion involves providing individuals with alternative explanations for their behavior to reduce cognitive dissonance.

Selective exposure theory suggests that individuals are more likely to be persuaded by messages that align with their pre-existing attitudes and beliefs.

The expertise of the source increases the likelihood of persuasion through the peripheral route, as individuals may rely on source credibility rather than message content.