Question 1

A person on the street approaches you and says "Can I have two minutes of your time? That's just 120 seconds! Less than 3% of an hour! Less time than it takes to make a cup of coffee! What do you say?" Which of the following persuasive techniques was used by the person that approached you?

A) Foot-in-the-door
B) Pique technique
C) Low-balling
D) Disrupt-then-reframe

D

Accepted Answer

The Pique technique is used to grab someone's attention by doing or saying something unusual or unexpected. In this case, the odd request for 33 seconds specifically is an attention grabber, which makes it likely that the person has successfully used the Pique technique.

Question 2

A persuader makes a large request that is almost certain to be denied. After being turned down, the persuader returns with a smaller request, the target request the communicator had in mind at the beginning. This approach uses which of the following persuasive techniques?

A) Foot-in-door
B) Disrupt-then-reframe
C) Door-in-the-face
D) Fear-then-relief

C

Accepted Answer

This approach is using the door-in-the-face technique. It involves making an initial request that is likely to be refused followed by a smaller request. The first request serves to make the target feel guilty or indebted, making them more likely to comply with the second request.

Question 3

A person on the street approaches you and says "Can I have two minutes of your time? That's just 120 seconds! Less than 3% of an hour! Less time than it takes to make a cup of coffee! What do you say?" Which of the following persuasive techniques was used by the person that approached you?

A) Foot-in-the-door
B) Pique technique
C) Low-balling
D) Disrupt-then-reframe

D

Accepted Answer

The person used the disrupt-then-reframe technique by presenting a request in an unusual way (breaking down two minutes into seconds and comparing it to other time frames) to make it sound more appealing or reasonable.

Question 4

Which of the following is an accurate description of Bem's self-perception theory for why the foot-in-the-door technique works?&#10;A) Being asked to perform an initial small request makes people more aware of the norm of social responsibility&#10;B) Because individuals agreed to the first request, they may find it dissonant to reject the second, target request&#10;C) People fear the persuader will evaluate them negatively for turning down the second request&#10;D) Individuals who perform the small favor may infer that they are helpful, cooperative people, and this makes them agree to the second, larger request

Accepted Answer

Bem's self-perception theory suggests that individuals who perform a small favor or action infer from their behavior that they are helpful and cooperative people. This perception of themselves increases their likelihood of agreeing to a second, larger request, as it aligns with their self-concept of being helpful and cooperative. Option A refers to the norm of social responsibility, which is not central to Bem's theory. Option B refers to cognitive dissonance and inconsistency, which is a separate theory of persuasion. Option C refers to fear of negative evaluation, which does not align with Bem's focus on self-perception.

Question 5

Write an essay in which you discuss the broad-based strategies behind using interpersonal persuasion techniques like those discussed in this chapter, and the contextual factors that can make them more or less successful. What kinds of goals are interpersonal persuasion techniques best suited for, and when do they work best?

Accepted Answer

The answer of Write an essay in which you discuss...

Question 6

Compliance techniques work best in certain situations and circumstances. Compare and contrast the techniques for when each is likely or not likely to work.

Accepted Answer

The answer of Compliance techniques work best in certain situations...

Question 7

Review the discussion of ethics and determine your own ethical framework for compliance-gaining tactics. When is it appropriate or not appropriate to use these tactics? Are there cases where you feel an approach would not be ethical yet you would be willing to use it anyway?

Accepted Answer

The answer of Review the discussion of ethics and determine...

Question 8

What compliance-gaining tactics would be most effective in persuading someone to practice safer sex? Why? Is this approach ethical? Why or why not?

Accepted Answer

The answer of What compliance-gaining tactics would be most effective...

Question 9

Consider a time when one of the sequential influence techniques was used on you. Was the technique effective? Why or why not?

Accepted Answer

The answer of Consider a time when one of the...

Deck 14: Interpersonal Communication