Question 1

Vince is trying to pick up a woman at a bar. Instead of approaching her with a boring standard line (e.g., Can I buy you a drink?), he tries something new. He asks, "Can I buy you a diamond?" Even though he has no intention of buying the woman a diamond (at least not right away), he hopes that this will capture her attention. Social psychologists would say that Vince is using the ____ social influence technique.

Accepted Answer

Vince is using the "pique" technique, which involves making a request in an unusual or unexpected way to pique the person's interest, making them more likely to engage or comply. By offering to buy a diamond instead of a drink, he disrupts the typical script of buying a drink at a bar, making the interaction more memorable and intriguing.

Question 2

The scientific study of persuasion can be traced back to ____, a social psychologist at Yale University.

Accepted Answer

Carl Hovland is credited with pioneering the systematic study of persuasion at Yale University, where he conducted extensive research on attitude change and communication.

Question 3

A large furniture store puts an advertisement in the Sunday paper stating that a sale will occur on a holiday weekend and only for that weekend. Which social influence strategy is being used?

Accepted Answer

The fast-approaching-deadline technique is being used here, as the advertisement emphasizes that the sale is available for a limited time only, specifically during the holiday weekend, creating a sense of urgency to act quickly.

Question 4

The social influence technique known as the pique technique operates ____.

Accepted Answer

The pique technique operates by capturing and disrupting attention, making a request in an unusual manner to pique interest and increase compliance.

Question 5

The limited-number technique is based upon the principle of ____. ​

Accepted Answer

The limited-number technique operates on the principle of scarcity, suggesting that items are more desirable or valuable when they are thought to be in short supply.

Question 6

How can individuals best defend themselves against social influence techniques based on scarcity?

Accepted Answer

Scarcity techniques create a sense of urgency, making people act impulsively. Calming down allows individuals to think more clearly and make rational decisions, rather than being swayed by the pressure of missing out.

Question 7

Instead of using the standard queries, "Can you spare any change?" or "Can you spare a dollar?"-a homeless person asks passersby, "Spare four hundred dollars and thirty-seven cents?" She is apparently making use of the ____ technique of social influence.

Accepted Answer

The pique technique involves making a request in an unusual or unexpected manner to pique the target's interest, making them more likely to engage or comply. By asking for a specific and unusual amount of money, the homeless person is likely trying to increase the chances that passersby will stop and consider the request, rather than dismissing it as they might a more typical solicitation for change.

Question 8

How can individuals defend themselves against social influence techniques that are based on reciprocation?

Accepted Answer

Being aware of the favor and recognizing that one is not obligated to repay it is a key defense against reciprocation-based social influence techniques. This awareness helps individuals maintain their autonomy and decision-making power without feeling pressured to reciprocate.

Question 9

When stores have only a few items out on display-as opposed to piles of items-the merchandise appears to be more valuable. This is probably due to the ____ principle. ​

Accepted Answer

This is due to the scarcity principle, which suggests that items in limited availability are perceived as more valuable or desirable.

Question 10

Which social influence technique is based on capturing and breaking up attention?

Accepted Answer

The disrupt-then-reframe technique is based on capturing and breaking up attention. It involves initially presenting an unexpected or confusing message to disrupt the target's thought process, followed by quickly reframing the message in a more familiar or acceptable way, making it more likely for the target to comply with the request.

Question 11

Which term best describes an attempt to change a person's attitude?

Accepted Answer

Persuasion is the process aimed at changing a person's attitude or behavior toward some event, idea, object, or other person(s), by using written, spoken words or visual tools to convey information, feelings, or reasoning, or a combination thereof.

Question 12

People are more likely to buy cupcakes when they are described as "half-cakes, priced at a bargain," as opposed to when they are simply described as "cupcakes." This is an example of people being influenced via the ____.

Accepted Answer

The disrupt-then-reframe technique involves disrupting a person's typical thought process and then reframing the offer in a more appealing way, as seen in describing cupcakes as "half-cakes, priced at a bargain."

Question 13

The that's-not-all technique operates based on the principle of ____.

Accepted Answer

The that's-not-all technique operates based on the principle of reciprocal concessions and a sense of personal obligation. This technique involves making an initial offer and then improving that offer before the recipient can respond, creating a sense of obligation to reciprocate the concession.

Question 14

An infomercial advertises a Swedish pillow for $49.99. The voice-over then announces, "But wait! If you call within the next thirty minutes, you will also receive a Swedish eye mask, valued at over $14.00, along with a pair of Swedish evening candles. Also, we are now throwing in-for a limited time only-a special booklet of Swedish bedtime stories, all for just $49.99." This infomercial appears to be using the ____.

Accepted Answer

The infomercial is using the "that's-not-all technique" by continuously adding more items to the original offer without increasing the price, making the deal seem more appealing.

Question 15

The ____ technique is a social influence technique in which the influencer interferes with a person's critical thinking by introducing an unexpected element and then recasts his or her message in a positive light.

Accepted Answer

The disrupt-then-reframe technique involves initially disrupting the recipient's normal thought process with something unexpected or unconventional and then quickly reframing the message in a positive way, making it more likely for the recipient to comply or agree. This method effectively bypasses some of the individual's critical thinking processes.

Question 16

Your friend Victor gives you a bottle of red wine for your birthday and tells you that only 100 bottles of the wine exist in the world. Suddenly, the wine seems very important and special. This would seem to be due to the ____ principle.

Accepted Answer

The scarcity principle suggests that items are perceived as more valuable when they are seen as rare or in limited supply. In this case, the wine being one of only 100 bottles makes it seem important and special due to its scarcity.

Question 17

The fast-approaching-deadline technique is a persuasive technique based upon the principle of ____. ​

Accepted Answer

The fast-approaching-deadline technique leverages the principle of scarcity by suggesting that an opportunity or offer is limited in time, thereby encouraging quicker decision-making and action to avoid missing out.

Question 18

Which social influence technique is based on capturing and disrupting attention?

Accepted Answer

The pique technique is designed to capture and disrupt attention by making an unusual request that piques interest, making individuals more likely to comply due to their curiosity or disrupted cognitive pattern.

Question 19

How can a person defend against social influence techniques based on capturing and disrupting attention?

Accepted Answer

Pausing the interaction and eliminating distractions can help a person regain focus and critically evaluate the situation, reducing the impact of attention-capturing techniques.

Question 20

Social psychologists who study persuasion use the term source to refer to the ____.

Accepted Answer

The term "source" in the context of persuasion studies by social psychologists refers to the individual who delivers a message. This is because the source's characteristics, such as credibility, attractiveness, and expertise, can significantly influence the effectiveness of the persuasive message.

Quiz 8: Social Influence and Persuasion