#1
Which of the following is NOT a principle of persuasion according to Robert Cialdini?
Empathy
ExplanationEmpathy is not listed among Cialdini's principles of persuasion.
#2
What term describes the technique of persuading someone to take a small step towards a desired behavior?
Foot-in-the-door
ExplanationFoot-in-the-door technique involves starting with a small request before making a larger one.
#3
Which of the following is a common technique used to establish credibility in persuasive communication?
Sharing personal anecdotes
ExplanationSharing personal anecdotes is often used to enhance credibility in persuasive communication.
#4
What is the term for the tendency of people to perform better when they are being observed?
Hawthorne Effect
ExplanationHawthorne Effect refers to the phenomenon where individuals improve their performance when they know they are being observed.
#5
Which of the following is NOT a factor that influences the credibility of a persuader?
Attractiveness
ExplanationAttractiveness is not a factor influencing persuader credibility.
#6
Which psychological theory suggests that people are more likely to comply with requests from those they like?
Similarity Attraction
ExplanationSimilarity Attraction theory suggests that people are more inclined to comply with requests from those they perceive as similar to themselves.
#7
What cognitive bias is at play when people tend to favor information that confirms their preexisting beliefs or biases?
Confirmation Bias
ExplanationConfirmation Bias occurs when people seek out and favor information that confirms their existing beliefs.
#8
Which persuasion technique involves presenting a large request first, followed by a smaller, more reasonable request?
Door-in-the-face
ExplanationDoor-in-the-face technique involves making a large request first, followed by a smaller one.
#9
According to the Reactance Theory, what might happen when individuals perceive that their freedom to perform a certain behavior is threatened?
They experience reactance and may act against the threat
ExplanationReactance Theory suggests individuals may act against threats to their perceived freedom.
#10
What is the term for the phenomenon where people are more likely to agree to a small request after they have agreed to a large one?
Foot-in-the-door Technique
ExplanationFoot-in-the-door Technique refers to agreeing to a small request after previously agreeing to a larger one.
#11
In the elaboration likelihood model (ELM) of persuasion, what are the two routes to attitude change?
Peripheral and Central
ExplanationPeripheral and Central routes are the two paths to attitude change in the ELM model.
#12
Which factor influences the effectiveness of the scarcity principle in persuasion?
The urgency of the situation
ExplanationThe urgency of the situation affects how effectively scarcity principle influences persuasion.
#13
What principle suggests that people tend to comply with requests if they believe the requester is similar to them in some way?
Liking
ExplanationLiking principle suggests people are more likely to comply with requests from those they perceive as similar to themselves.
#14
What is the term for the tendency of people to believe that others share their beliefs and behaviors?
False Consensus Effect
ExplanationFalse Consensus Effect refers to the tendency of people to believe others share their beliefs and behaviors.
#15
In the context of persuasion, what term describes the tendency of people to follow the actions of others in ambiguous situations?
Conformity
ExplanationConformity describes the tendency to follow others' actions in ambiguous situations in persuasion.