#1
Which theory suggests that individuals seek to maintain consistency between their beliefs, attitudes, and behaviors?
Cognitive Dissonance Theory
ExplanationPeople strive to align their thoughts and actions to avoid psychological discomfort.
#2
Which persuasion route in the Elaboration Likelihood Model (ELM) involves careful consideration of message content and arguments?
Central Route
ExplanationThe central route involves thorough processing of information, focusing on the message's content and arguments.
#3
According to Social Learning Theory, what plays a crucial role in the acquisition of behaviors?
Observation and imitation
ExplanationBehaviors are acquired through observing and imitating others, a central tenet of Social Learning Theory.
#4
In the context of persuasion, what does the term 'scarcity' refer to?
Creating a sense of urgency by highlighting limited availability
ExplanationScarcity involves creating urgency by emphasizing the limited availability of a product or opportunity.
#5
Which term describes the tendency to conform to the actions or opinions of others due to a desire to be correct or accurate?
Informational Social Influence
ExplanationIndividuals conform to others' actions or opinions because they believe others possess accurate knowledge, a phenomenon known as Informational Social Influence.
#6
Who proposed the Elaboration Likelihood Model (ELM)?
Richard Petty and John Cacioppo
ExplanationThe ELM outlines two routes to persuasion: central, involving deep consideration, and peripheral, relying on superficial cues.
#7
Which factor influences the likelihood of conformity according to the Asch conformity experiments?
All of the above
ExplanationGroup size, unanimity, and cohesion impact conformity rates.
#8
Who proposed the Theory of Planned Behavior?
Martin Fishbein and Icek Ajzen
ExplanationThe theory posits that attitudes, subjective norms, and perceived behavioral control influence behavior.
#9
Which concept refers to the tendency to assume that a person who possesses one positive characteristic also possesses other positive characteristics?
Halo Effect
ExplanationThe Halo Effect leads individuals to generalize positive traits across a person or entity.
#10
What term describes the tendency for individuals to perform better on tasks when in the presence of others?
Social facilitation
ExplanationSocial facilitation leads to improved performance on tasks in the presence of others, particularly for well-rehearsed actions.
#11
The idea of 'reciprocity' as a principle of persuasion is closely associated with which theorist?
Robert Cialdini
ExplanationReciprocity involves the tendency to respond to kindness with kindness, a key concept in persuasive tactics.
#12
According to the Social Impact Theory, which factor influences the degree of social influence?
Group size, strength, and immediacy
ExplanationThe degree of influence depends on factors like group size, strength, and immediacy of the situation.
#13
Who proposed the Reactance Theory, which suggests that individuals react against attempts to restrict their freedom?
Jack Brehm
ExplanationReactance Theory posits that people react against perceived threats to their freedom by asserting their autonomy.
#14
Who proposed the concept of 'reactance'?
Jack Brehm
ExplanationReactance theory, proposed by Brehm, suggests that individuals react against perceived threats to their freedom by asserting their autonomy.