Question 1

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

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 what happened with Miranda.

Question 2

A dealer persuades a customer to buy a new car by reducing the price to well below that of his competitors.Once the customer has agreed to buy the car,the terms of the sale are shifted by lowering the value of the trade-in and requiring the purchase of expensive extra equipment.Now the car costs well above the current market rate.This is an example of the ______ technique.

Accepted Answer

The lowball technique involves initially offering a favorable deal to gain agreement and then changing the terms to be less favorable after the commitment has been made.

Question 3

________ 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 is likely to be refused) before asking for the small request you are hoping to have granted. The idea is that the larger request creates a sense of obligation and reciprocity such that the person is more likely to agree to the second, smaller request. This technique relies on the principle of reciprocal concessions.

Question 4

A person asks you if you would volunteer to counsel delinquent youths at a detention centre for two years.When you refuse,she asks you if you could supervise these youths during a trip to the zoo.She is using the ______ technique.

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 the actual goal. The smaller request is more likely to be accepted after the refusal of the larger one.

Question 5

The tendency of people to comply with a second,larger request after complying with a small request is called the ______ technique.

Accepted Answer

The foot-in-the-door technique is a compliance tactic where a small request is made first, and if the person agrees to it, a larger request is then made. This technique works by starting with a small request and gaining initial compliance, which then makes it more likely that the person will comply with a larger request later on.

Question 6

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 lowball technique involves initially offering a product at a lower price to get agreement, then revealing additional costs, leading to a higher final price.

Question 7

Which of the following TV spokespersons on commercials are you most likely to be persuaded by?

Accepted Answer

A local well-known doctor wearing a white lab coat is likely to be more persuasive due to their perceived expertise and authority in the medical field, which can enhance credibility and trust in the advertised treatment.

Question 8

Which of the following examples best reflects the name-letter effect?

Accepted Answer

The name-letter effect is a phenomenon where people tend to prefer the letters in their own name. Bonnie and Ben both have names starting with 'B', and they live in Burnaby, which also starts with 'B', reflecting this effect.

Question 9

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

Accepted Answer

The foot-in-the-door technique is a persuasion strategy where a small request is made initially and once compliance is gained, a larger request is made. This technique is based on the principle of consistency, where people are more likely to comply with a larger request if they have already complied with a smaller one.

Question 10

The tendency of people to comply with a second,lesser request after refusing a larger one is called the ______ technique.

Accepted Answer

The phenomenon described in the question is known as the "door-in-the-face" technique, in which a large request is made initially followed by a smaller one that is more likely to be complied with. The other options (foot-in-the-door, low-ball and bait-and-switch) refer to different persuasion techniques.

Question 11

With respect to pseudoscience marketing techniques to falsely enhance persuasion,_______ capitalize(s)on accomplishing an unreasonable task.

Accepted Answer

The creation of a "phantom" goal refers to setting an unreasonable or unattainable task or outcome that seems impressive but is ultimately impossible to achieve. This can be used as a pseudoscientific marketing technique to falsely enhance persuasion by making the product or service seem more impressive or effective than it actually is.

Question 12

Many people hang up on telemarketers,but others will listen politely to their pitches even if they are not interested in the product.Telemarketers know that anyone who agrees to listen to a pitch is more likely to buy the product,thanks to the

Accepted Answer

The foot-in-the-door technique is the tactic of starting with a small request, such as agreeing to listen to a sales pitch, and then gradually escalating to larger requests. Telemarketers know that once someone has agreed to listen, they have made a small commitment and are more likely to make a larger commitment, such as buying the product.

Question 13

"Mommy,Mommy,Mommy," your young son asks frantically."Can we please buy a new Xbox console with all of the games and the wireless controllers so that we don't have to sit near the television?" "No," you reply,"we can't afford to buy all of that!" Seemingly unperturbed by your reject,your son comes back with "Then can we just buy one new game for the system we have?" "Okay,I guess so," you answer,not realizing that your son has used social psychological techniques and has just used the _____________ technique to get what he wanted.

Accepted Answer

The "door-in-the-face" technique involves making a large request that is expected to be refused, followed by a smaller request. The son first asks for an expensive Xbox console and games, which is refused, then follows up with a smaller request for just one game, which is accepted.

Question 14

With respect to pseudoscience marketing techniques to falsely enhance persuasion,_______ relies on sources we judge to be trustworthy.

Accepted Answer

Source credibility manufacturing involves creating or exaggerating the trustworthiness of a source to enhance persuasion, making it appear more credible to the audience.

Question 15

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

Accepted Answer

The lowball technique involves getting someone to agree to a request and then revealing hidden costs or obligations.

Question 16

Frederick is choosing between two different pairs of jeans at the mall.After he buys one pair,he is happy with his choice and thinks that he didn't really like the other pair anyways.Frederick has engaged in

Accepted Answer

Frederick's behavior is characteristic of post-decision dissonance, which is the discomfort or uncertainty that is experienced after making a decision. In this case, he is rationalizing his choice by convincing himself that he didn't really like the other option anyways.

Question 17

What term is used to describe compliance with an initial small request followed by compliance with a larger request?

Accepted Answer

The term used to describe compliance with an initial small request followed by compliance with a larger request is the foot-in-the-door technique. This technique involves getting a person to agree to a small request first, and then following up with a larger request that is related to the first request. The idea is that the person is more likely to comply with the larger request because they have already agreed to the smaller request.

Question 18

The finding that we're more positively predisposed toward people,places,or things that resemble us is called

Accepted Answer

The term "implicit egotism effect" refers to our tendency to prefer people, places, and things that resemble us in some way, such as sharing our initials or birthdays. This effect has been demonstrated in numerous studies and is thought to arise from a general preference for things that are familiar to us. Options A, B, and D are not related to this phenomenon.

Question 19

Raoul wanted a new cellphone.One of the companies was offering free cellphones with a 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 he kept it at a rather hefty price.This is an example of

Accepted Answer

This is an example of the foot-in-the-door technique, where a small initial request (getting the free text package for a month) leads to a larger request (purchasing the same package at a hefty price).

Question 20

You are in the market for a new car.You go from dealer to dealer and find they all follow the same procedure: Every salesperson offers you a soda and asks you to take a test drive.Which psychological technique is behind the offer of the soda and the test drive?

Accepted Answer

The offer of the soda and test drive is an example of the foot-in-the-door technique, which involves making a small request (offering a beverage) in order to increase the likelihood of compliance with a larger request (taking a test drive and potentially buying a car).

Quiz 13: D: Social Psychology