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Psychological Processes in Persuasion Quiz

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Which type of persuasion route involves focusing on superficial cues rather than the content of the message?

Peripheral route persuasion

Explanation

Peripheral route persuasion emphasizes superficial cues over message content for persuasion.

What is the term for a situation where individuals modify their behavior to match that of others?

Conformity

Explanation

Conformity refers to individuals adjusting their behavior to align with others.

Which factor makes a message more persuasive by increasing the credibility of the source?

Expertise

Explanation

Expertise enhances message credibility, making it more persuasive.

What is the term for the tendency to overestimate the degree to which others agree with us?

False consensus effect

Explanation

False consensus effect is the tendency to overestimate others' agreement with our own opinions.

According to the elaboration likelihood model, which route to persuasion involves deep cognitive processing and consideration of the arguments presented?

Central route

Explanation

The central route to persuasion involves deep cognitive processing and consideration of presented arguments according to the elaboration likelihood model.

Which psychological process involves changing attitudes by using logic, reason, and evidence?

Central route persuasion

Explanation

Changing attitudes through logical argumentation and evidence-based reasoning.

Which type of cue in persuasion relies on superficial factors such as attractiveness or celebrity endorsement?

Peripheral cues

Explanation

Peripheral cues in persuasion leverage superficial factors like attractiveness or celebrity endorsements.

Which theory suggests that inconsistency between attitudes and behavior leads to discomfort and motivates individuals to change either their attitudes or behavior?

Cognitive dissonance theory

Explanation

Cognitive dissonance theory posits that inconsistency between attitudes and behavior causes discomfort, driving individuals to align their attitudes or behavior.

Which term refers to the phenomenon where people are more likely to comply with a request if they have previously agreed to smaller requests?

Foot-in-the-door technique

Explanation

The foot-in-the-door technique capitalizes on prior agreement to smaller requests to increase compliance with larger requests.

#10

Which theory suggests that individuals have a basic need for consistency in their attitudes and behaviors?

Cognitive dissonance theory

Explanation

Cognitive dissonance theory proposes individuals' fundamental need for consistency in attitudes and behaviors.

#11

Who proposed the elaboration likelihood model (ELM) of persuasion?

Richard E. Petty and John Cacioppo

Explanation

Richard E. Petty and John Cacioppo introduced the Elaboration Likelihood Model (ELM) of persuasion.

#12

Who introduced the concept of social proof in the context of persuasion?

Robert Cialdini

Explanation

Robert Cialdini introduced the concept of social proof in persuasion.

#13

Who proposed the theory of planned behavior, which suggests that behavior is determined by attitudes, subjective norms, and perceived behavioral control?

Martin Fishbein and Icek Ajzen

Explanation

Martin Fishbein and Icek Ajzen proposed the theory of planned behavior, which posits behavior is influenced by attitudes, subjective norms, and perceived behavioral control.

#14

Who proposed the concept of reactance, which suggests that individuals may react against persuasive attempts that threaten their freedom of choice?

Jack Brehm

Explanation

Jack Brehm introduced the concept of reactance, indicating individuals may resist persuasive attempts threatening their freedom of choice.

#15

Who proposed the inoculation theory of persuasion, which suggests that exposing people to weak forms of an argument makes them more resistant to stronger arguments later?

William McGuire

Explanation

William McGuire proposed the inoculation theory, indicating exposure to weak arguments enhances resistance to stronger arguments later.

Psychological Processes in Persuasion Quiz

Which type of persuasion route involves focusing on superficial cues rather than the content of the message?

What is the term for a situation where individuals modify their behavior to match that of others?

Which factor makes a message more persuasive by increasing the credibility of the source?

What is the term for the tendency to overestimate the degree to which others agree with us?

According to the elaboration likelihood model, which route to persuasion involves deep cognitive processing and consideration of the arguments presented?

Which psychological process involves changing attitudes by using logic, reason, and evidence?

Which type of cue in persuasion relies on superficial factors such as attractiveness or celebrity endorsement?

Which theory suggests that inconsistency between attitudes and behavior leads to discomfort and motivates individuals to change either their attitudes or behavior?

Which term refers to the phenomenon where people are more likely to comply with a request if they have previously agreed to smaller requests?

Which theory suggests that individuals have a basic need for consistency in their attitudes and behaviors?

Who proposed the elaboration likelihood model (ELM) of persuasion?

Who introduced the concept of social proof in the context of persuasion?

Who proposed the theory of planned behavior, which suggests that behavior is determined by attitudes, subjective norms, and perceived behavioral control?

Who proposed the concept of reactance, which suggests that individuals may react against persuasive attempts that threaten their freedom of choice?

Who proposed the inoculation theory of persuasion, which suggests that exposing people to weak forms of an argument makes them more resistant to stronger arguments later?

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