#1
Which principle of persuasion involves appealing to people's emotions and beliefs?
Emotional appeal
ExplanationInvolves tapping into individuals' emotional and belief systems to persuade them.
#2
According to the principle of scarcity, people are more motivated by opportunities that are:
Rare
ExplanationMotivated by opportunities perceived as rare or in limited supply.
#3
Which of the following is NOT one of Cialdini's principles of persuasion?
Social influence
ExplanationNot one of the core principles identified by Cialdini in the study of persuasion.
#4
What is the term for the tendency to conform to the behavior and opinions of others, often in response to real or imagined social pressure?
Conformity
ExplanationTendency to align behavior and opinions with those of others due to social pressure.
#5
Which principle of persuasion suggests that people are more likely to comply with requests if they feel a sense of obligation to reciprocate a favor?
Reciprocity
ExplanationPeople tend to feel obligated to reciprocate favors, leading to compliance with requests.
#6
Which principle suggests that people are more likely to comply with requests from someone they like?
Liking
ExplanationPeople tend to comply more with requests from those they have positive feelings toward.
#7
In the context of persuasion, what does the term 'foot-in-the-door' technique refer to?
Asking for a small favor followed by a larger one
ExplanationInvolves making a small initial request followed by a larger one, increasing the likelihood of compliance.
#8
According to the Elaboration Likelihood Model, which route to persuasion involves focusing on superficial cues rather than the actual content of the message?
Peripheral route
ExplanationRelies on superficial aspects rather than the message's substance to persuade.
#9
Which theory of persuasion posits that people engage in a mental balancing act between the pros and cons of a message?
Dual-process theory
ExplanationSuggests individuals weigh the merits of a message through a cognitive process considering pros and cons.
#10
What term refers to the phenomenon where people are more likely to agree to a large request after they have already agreed to a smaller one?
Foot-in-the-door technique
ExplanationOccurs when agreeing to a small request increases the likelihood of agreeing to a larger one.
#11
Which principle of persuasion involves demonstrating that others, especially similar others, have already agreed or acted in a certain way?
Social proof
ExplanationUtilizes evidence of others' agreement or actions to influence behavior, particularly among similar individuals.
#12
What is the term for the tendency to attribute one's successes to internal factors and one's failures to external factors?
Self-serving bias
ExplanationTendency to credit oneself for success while blaming external factors for failure.
#13
What is the term for the tendency to attribute others' behavior to internal factors, while attributing one's own behavior to external factors?
Actor-observer bias
ExplanationTendency to attribute others' actions to internal traits and one's own actions to external circumstances.
#14
According to the elaboration likelihood model, which route to persuasion involves careful consideration of the arguments presented?
Central route
ExplanationInvolves thoughtful consideration of the message content rather than peripheral cues.
#15
What is the term for the tendency to attribute others' successes to external factors and one's own successes to internal factors?
Self-serving bias
ExplanationTendency to attribute others' successes to external factors while attributing one's own successes to internal attributes.