Question 1

Costas wants to be so much like his big brother Dimitri that it's easy for Costas to persuade Dimitri to do things. This is an example of ________________power.

Accepted Answer

This is an example of referent power, which is based on the attractiveness and charisma of the person rather than their position or ability to punish or reward. Costas is influenced by his admiration for his older brother and his desire to emulate him.

Question 2

Franz and Mia hold fairly nonconventional relational values and maintain some interdependence in their relationship. Both are assertive on issues with each other and engage in conflict at times. Based on Fitzpatrick's typology of couple types discussed in the text, Franz and Mia would be considered

Accepted Answer

Based on the given information, Franz and Mia hold nonconventional relational values and maintain interdependence, which are characteristics of the independents couple type in Fitzpatrick's typology. The fact that they are both assertive and engage in conflict at times further supports this classification, as independents tend to prioritize autonomy and communication in their relationships.

Question 3

Which of the following is not a situational dimension affecting one's choice of compliance-gaining strategies?

Accepted Answer

Proximity is not typically considered a situational dimension affecting one's choice of compliance-gaining strategies. Dominance, intimacy, and apprehension are factors that can influence how individuals attempt to gain compliance from others.

Question 4

Babbs wants to get her roommate, Christina, to clean up some dirty dishes she left in the sink. However, Babbs is an anxious person and the thought of a confrontation makes her too nervous. As a result, she decides not to confront Christina. In this situation, Babbs' primary goal seems to be constrained by

Accepted Answer

Babbs' primary goal is to avoid a confrontation, which is driven by her anxiety and the desire to reduce her arousal levels. Therefore, her primary goal is constrained by her arousal goals.

Question 5

People who use a/an ________________ design logic believe that the given context determines what type of communication is appropriate.

Accepted Answer

Conventional design logic is based on the idea that the given context determines what type of communication is appropriate.

Question 6

Babbs called Biff an "inconsiderate and selfish pig" because he was late for a date. Which of the following design logics is Babbs using?

Accepted Answer

Babbs is using expressive design logic, which focuses on expressing personal thoughts and feelings. Calling Biff an "inconsiderate and selfish pig" directly expresses Babbs' feelings about Biff being late.

Question 7

Which of the following couple types tends to discount and refute their partners the most?

Accepted Answer

The answer of Which of the following couple types tends...

Question 8

Joe and Kathy are in a relationship where they spend a great deal of time away from each other, avoid arguments, and have little reliance upon each other. Joe and Kathy would be considered

Accepted Answer

Joe and Kathy exhibit characteristics of "separates" in their relationship, which is defined by spending a lot of time apart, avoiding conflicts, and having a low level of interdependence.

Question 9

Andy asked Marsha if he could borrow her laptop. She agreed. Then Andy asked her if she wouldn't mind if he borrowed her car. Andy was engaging in which compliance-gaining strategy?

Accepted Answer

Andy was using the "foot in the door" technique, which involves making a small request that is likely to be granted before making a larger request.

Question 10

Negative labeling

Accepted Answer

Negative labeling can lead individuals to comply with requests as a means to refute or distance themselves from the negative label assigned to them. This is a psychological response where the individual seeks to disprove the negative perception by engaging in behavior that contradicts it.

Question 11

Threat tactics are most likely to be used in which of the following situations?

Accepted Answer

The answer of Threat tactics are most likely to be...

Question 12

We tend to take the medical advice of our doctors seriously because of their ________________ power.

Accepted Answer

Doctors are trusted for their medical advice due to their expert power, which is based on their specialized knowledge and skills in the field of medicine.

Question 13

Politeness Theory suggests that we maintain ________________ when others like, respect, and approve of us, and ________________ when we do not feel constrained or impeded by others.

Accepted Answer

According to Politeness Theory, positive face refers to the desire to be liked, respected, and approved of, while negative face refers to the desire to be free from constraints and impositions. Therefore, we maintain positive face when we feel liked and respected by others, and negative face when we feel that our freedom is not impeded by others. Choices B, C, and D are not relevant to Politeness Theory.

Question 14

Which of the following is not one of the five basic types of compliance-gaining strategies identified by Marwell and Schmitt?

Accepted Answer

Marwell and Schmitt identified five basic types of compliance-gaining strategies, which include rewarding activity, punishing activity, expertise, activation of impersonal commitments, and activation of personal commitments. Hinting is not listed among these strategies, making it the correct answer.

Question 15

Research suggests that when people are exposed to the fear-then-relief procedure, they are most susceptible to influence:

Accepted Answer

Research shows that the fear-then-relief procedure is most effective at influencing people after their fear has been relieved. This is because people are more likely to accept a message or idea that provides relief or a solution to their initial fear or problem. Additionally, once the fear has been relieved, people may be in a more positive or open mindset to consider different perspectives or options.

Question 16

Tabatha is filling out a questionnaire. One question asks her if she ever threatens other people in order to get them to do something. Although Tabatha frequently threatens her children in order to get them to clean their rooms, she lies on the questionnaire because she doesn't want to look bad. This is an example of

Accepted Answer

Tabatha's response is an example of social desirability bias, which occurs when individuals give answers that they believe are socially acceptable or desirable, rather than truthful responses. In this case, Tabatha lies on the questionnaire to avoid looking bad or admitting to behavior that may be viewed negatively.

Question 17

Customer: I don't think I'll buy the stereo today. 
Salesperson: Why not?
Customer: It's too expensive.
Salesperson: There's always a layaway plan.
Customer: I don't have time today.
Salesperson: I can do the paperwork in less than 5 minutes…
This conversation best illustrates the salesperson's use of which tactic?

Accepted Answer

The "dump-and-chase" tactic involves addressing and overcoming objections by persistently offering solutions, as the salesperson does by suggesting a layaway plan and quick paperwork.

Question 18

The ________ explains why the door in the face tactic is effective.

Accepted Answer

The perceptual contrast effect explains how the initial large request in the door in the face tactic makes the smaller request that follows seem more reasonable and agreeable in comparison.

Question 19

Identity goals are concerned with

Accepted Answer

Identity goals focus on maintaining one's moral standards and principles for living, reflecting a commitment to personal ethics and integrity.

Question 20

When seeking donations for her school fundraiser, Jan told each person, "Please contribute to our school fundraiser. Every penny will help!" Which compliance-gaining strategy is Jan using?

Accepted Answer

Jan is using legitimizing paltry contributions strategy by emphasizing the importance of even a small contribution.

Quiz 1: Why Study Persuasion