Question 1

________ suggests that we start with a small request before asking for a bigger one.

Accepted Answer

The foot-in-the-door technique involves starting with a small request before asking for a bigger one. This is based on the idea that people are more likely to comply with a second, larger request if they have already agreed to comply with a smaller one.

Question 2

There are two alternative pathways to persuading others. One leads us to respond to persuasive arguments on the basis of snap judgements. This is known as the ________.

Accepted Answer

The peripheral route leads us to respond to persuasive arguments on the basis of snap judgments, while the central route involves a more thoughtful consideration of the arguments presented. Choices A, C, and D are not related to the two pathways of persuasion.

Question 3

A persuasive technique involving asking for a small request before asking for a bigger one is called the ________.

Accepted Answer

The answer of A persuasive technique involving asking for a...

Question 4

Audrey has been offered a free, four-day cruise for two just for filling out an online survey. As she and her husband board the cruise liner and leave the shore, all those on board are told that the cruise activities and meals are not included. Audrey was on the receiving end of the ________.

Accepted Answer

Audrey was offered a free cruise as a reward for filling out a survey, which can be seen as an attractive initial offer. However, once on board, she was informed that additional expenses such as meals and activities were not included, which is characteristic of the low-ball technique. This technique involves making an appealing initial offer and then changing the terms of the deal once the person has accepted the offer.

Question 5

Emilio saw a wonderful all-in-one kitchen appliance for sale on TV. The appliance would allow him to get rid of six small appliances and leave more room in his kitchen. Emilio called the number and agreed to purchase the product. He then found out that the price only covered the product base and he would have to purchase each appliance add-on individually. When he did this, the product cost significantly more than he originally thought. This is known as the ________.

Accepted Answer

The answer of Emilio saw a wonderful all-in-one kitchen appliance...

Question 6

Your friend asks to borrow $50 from you. You tell him no. Then he asks for a mere $10, which you gladly give him. While you feel good to have helped him out, you may have just experienced the ________.

Accepted Answer

This scenario is an example of the door-in-the-face technique, where the requester starts with a large request (borrowing $50), which is likely to be refused, followed by a smaller, more reasonable request (borrowing $10). The second request seems more manageable and reasonable in contrast to the first, making it more likely for the person to comply.

Question 7

The ________ is a persuasive technique that involves making an unreasonably large request before making the small request you are hoping to have granted.

Accepted Answer

The answer of The ________ is a persuasive technique that...

Question 8

There are two alternative pathways to persuading others. One leads us to evaluate the merits of the persuasive arguments carefully and thoughtfully. This is known as the ________.

Accepted Answer

The central route refers to a person's thoughtful consideration of the arguments presented and their merit. This route is often associated with more long-lasting and meaningful persuasion. The peripheral route, on the other hand, relies on shallow cues such as attractiveness, authority, or humor rather than the actual merits of the argument. Therefore, the best choice is A) central route.

Question 9

The ________ is a persuasive technique involving having someone agree to a request and then revealing that there are additional hidden obligations.

Accepted Answer

The answer of The ________ is a persuasive technique involving...

Question 10

When Sam went looking for a new car, he met a beautiful saleswoman who described the beauty of the car and its flashiness, and how good Sam would look driving it. She did not mention the poor fuel consumption, the exorbitant price, and the poor road performance. Sam made a snap decision to buy the car from the persuasive saleswoman. Sam was using which alternative pathway in making a decision?

Accepted Answer

The peripheral route refers to decision-making based on peripheral cues like attractiveness or credibility of the source, rather than on the central merits or facts of the argument. In this scenario, the saleswoman's description of the car's beauty and Sam's desire to look good driving it led him to make a decision based on peripheral cues rather than considering the more central aspects of the car's performance and price.

Question 11

The ________ technique involves asking for an unreasonably large request before asking for the small request you are hoping to have granted.

Accepted Answer

The door-in-the-face technique involves asking for an unreasonably large request (which will likely be rejected), before asking for the smaller request that you are hoping to have granted. This technique can work because the smaller request seems more reasonable in comparison to the larger one that was previously rejected.

Question 12

________ theory proposes that we don't really change our attitudes, but that we report that we have done so to make our behaviours appear consistent with our attitudes.

Accepted Answer

The answer of ________ theory proposes that we don't really...

Question 13

Tamika met Samantha, who was new to the school. Tamika began to develop a friendship with Samantha and soon they became good friends. Then Tamika learned that Samantha had been a troublemaker at her old school. Tamika liked Samantha, but now saw her as a troublemaker. Tamika finally resolved these conflicting emotions by deciding that Samantha should be admired for turning over a new leaf at her new school. This can be explained by

Accepted Answer

Tamika's conflicting emotions of liking Samantha as a friend but not liking her reputation as a troublemaker can be explained by cognitive dissonance theory. Tamika resolved this conflict by changing her attitude towards Samantha and justifying her behavior by attributing it to Samantha turning a new leaf at her new school. This is an example of cognitive dissonance theory's concept of changing attitudes to reduce the discomfort of conflicting beliefs.

Question 14

Raoul wanted a new mobile phone. One of the companies was offering free mobile phones with the purchase of a two-year contract. Along with the offer came free text messaging for a month. Raoul purchased the contract. After the month, he liked the text package so much that he kept it at a rather hefty price. This is an example of the ________.

Accepted Answer

This is an example of the foot-in-the-door technique, as the company offered a small favor (free text messaging for a month) to get Raoul to agree to the larger commitment of a two-year contract. Once he experienced the benefit of the free text messaging, he was more likely to continue with the service at a higher cost.

Question 15

A month later, you receive another request, but this time for $10, along with numerous other charities to contribute to. While you feel good that you contributed, you may be experiencing the

Accepted Answer

The foot-in-the-door technique involves getting a person to agree to a small request first, which increases the likelihood they will agree to a larger request later. In this scenario, the initial contribution sets the stage for future requests.

Question 16

The ________ technique involves having someone agree to a request and then revealing that there are additional hidden obligations.

Accepted Answer

The low-ball technique involves getting someone to agree to a request and then revealing additional hidden obligations or costs.

Question 17

________ theory proposes that we acquire our attitudes by observing our behaviours.

Accepted Answer

The self-perception theory proposes that people infer their attitudes and beliefs by observing their own behavior and the context in which it occurs. Therefore, our actions shape our attitudes, rather than the other way around. This theory suggests that if we act consistently in a certain way, we will eventually adopt the corresponding attitude.

Question 18

________ theory suggests that we don't really change our attitudes, but that we report that we have done so, so as to appear consistent.

Accepted Answer

The answer of ________ theory suggests that we don't really...

Question 19

Miranda received a phone call from a telemarketer for a local charity. The telemarketer asked for a $1000 donation. When Miranda refused, the telemarketer then asked for $25, to which Miranda agreed. This is an example of the ________.

Accepted Answer

The door-in-the-face technique involves making a large request that is expected to be refused, followed by a smaller request, which is more likely to be accepted.

Question 20

"If you sign up for our exclusive membership warehouse, we guarantee that you will save at least 30 to 40 per cent on the majority of your future big-ticket purchases. The membership fee is $4999.99 for the first three years. You don't have to sign up today if you don't want to, but you won't have another chance to do so in the future." This sales pitch is using the "________" persuasion technique.

Accepted Answer

The answer of "If you sign up for our exclusive...

Quiz 13: Social Psychology