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5 Written questions

5 Matching questions

  1. Door-in-the-face Technique
  2. Thats-not-all Technique
  3. Halo Effect
  4. Yielding
  5. Fast Approaching Deadline
  1. a Start with an inflated request but immediately add to the deal by offering a bonus or discount
  2. b Whether you accept the message
  3. c The offer on the table is only valid for a brief period of time
  4. d Start with an inflated request and then retreat to a smaller request that appears to be a concession
  5. e The assumption that because people have one desirable trait, people also possess many other desirable traits

5 Multiple choice questions

  1. Theory that posits two routes to persuasion, via either conscious or automatic processing
  2. Introduction of an unexpected element: First, disrupts critical thinking them reframes message in a positive light
  3. Illusion, caused by very slight movements of the eye, that a stationary point in a dark room is moving
  4. Start with a small request to gain eventual compliance with a larger request
  5. Doing exactly the opposite of what one is being persuaded to do

5 True/False questions

  1. Central Route of Persuasion (Systematic Processing)The route to persuasion that involves some simple cue such as attractiveness of the source (automatic processing)


  2. ReceptivityHow much a source knows


  3. Informational InfluenceGoing along with the crowd to be liked and accepted


  4. Impressionable Years HypothesisDegree to which people expect an issue to have significant consequences for their own lives


  5. Elaboration Likelihood Models (ELM)Going along with the crowd because you believe that they know more than you do


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