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5 Written questions

5 Matching questions

  1. Group Norms
  2. Persuasion
  3. Heuristic/Systematic Model
  4. Informational Influence
  5. Door-in-the-face Technique
  1. a The beliefs or behaviors that a group of people accept as normal
  2. b Going along with the crowd because you believe that they know more than you do
  3. c Start with an inflated request and then retreat to a smaller request that appears to be a concession
  4. d An attempt to change a persons attitude
  5. e Theory that posits two routes to persuasion, via either conscious or automatic processing

5 Multiple choice questions

  1. The perceived opinions and expectations of the social environment
  2. Start with an inflated request but immediately add to the deal by offering a bonus or discount
  3. The assumption that because people have one desirable trait, people also possess many other desirable traits
  4. The individual who delivers a message
  5. The offer on the table is only valid for a brief period of time

5 True/False questions

  1. Central Route of Persuasion (Systematic Processing)Involves careful and thoughtful consideration of the content of the message (conscious processing)


  2. Sleeper EffectOver time people separate the message from the messanger


  3. YieldingWhether you accept the message


  4. Public ComplianceOutwardly going along with the group but maintaining a private inner belief that the group is wrong


  5. Negative Attitude Change (Boomerang Effect)Illusion, caused by very slight movements of the eye, that a stationary point in a dark room is moving