NAME: ________________________

social psych chapter 8 persuasion Test

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5 Written Questions

5 Matching Questions

  1. Stealing Thunder
  2. Low-Ball Technique
  3. Expertise
  4. Persuasion
  5. Public Compliance
  1. a Start with a low-cost request that is likely to result in a "yes," and than later revealing hidden true costs
  2. b An attempt to change a persons attitude
  3. c Outwardly going along with the group but maintaining a private inner belief that the group is wrong
  4. d Revealing potentially incriminating evidence first to negate its impact
  5. e How much a source knows

5 Multiple Choice Questions

  1. Assigning a label to an individual and then making a request consistent with that label
  2. Genuine inner belief that others are right
  3. Degree to which people expect an issue to have significant consequences for their own lives
  4. The route to persuasion that involves some simple cue such as attractiveness of the source (automatic processing)
  5. A tendency to engage in and enjoy effortful thinking, analysis and mental problem solving

5 True/False Questions

  1. Halo EffectOver time people separate the message from the messanger


  2. Group NormsThe beliefs or behaviors that a group of people accept as normal


  3. TrustworthinessHow much a source knows


  4. Heuristic/Systematic ModelTheory that posits two routes to persuasion, via either conscious or automatic processing


  5. Social InfluenceGoing along with the crowd to be liked and accepted


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