Psych 135 UCLA Social Psych Shapiro Ch. 5/6

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1. Disrupt-then-reframe technique

"That's Not All" strategy

An influence target's focus and ability to think critically is disrupted, leading the target to be more susceptible to persuasion

Observed 6 social psychological principles exploited by compliance professionals

A - very effective technique
C - Cialdini

Explanation

A - very effective technique
C - Cialdini

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About This Quiz

Psych 135 UCLA Social Psych Shapiro Ch. 5/6 - Quiz

This quiz, titled 'psych 135 UCLA Social Psych Shapiro Ch. 5\/6', assesses key concepts in social psychology, including the ABC model of attitudes, balance theory, and cognitive dissonance.... see moreIt is designed to enhance understanding of how attitudes and beliefs influence behavior. see less

2. Reactance theory

Anything that connects an individual's identity more closely to a position or course of action

Brehm's theory that we react against threats to our freedoms by reasserting those freedoms often by doing the opposite of... Brehm's theory that we react against threats to our freedoms by reasserting those freedoms often by doing the opposite of what we are being pressured to do

The correct answer is Brehm's theory that we react against threats to our freedoms by reasserting those freedoms often by doing the opposite of what we are being pressured to do. This theory suggests that when our sense of freedom is threatened, we tend to react by asserting our freedom even more strongly, sometimes by engaging in behaviors that are the opposite of what we are being pressured to do. This reaction is driven by the need to maintain and protect our sense of personal freedom and autonomy.

Explanation

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3. Attitudes

A positive of negative evaluation of people, objects, issues or ideas

The way you present yourself becomes who you are

We look at how we're acting to understand how we feel about something

B - self presentation
C - self pereption

Explanation

B - self presentation
C - self pereption

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4. Central route to persuasion

Involved being persuaded in a manner that is not based on strength of the arguments. often rely on environmental characteristics... Involved being persuaded in a manner that is not based on strength of the arguments. often rely on environmental characteristics of the message, like the perceived credibility of the course, quality of the way in which it is presented, that attractiveness of the source, or the catchy slogan IE voting for a candidate because they went to the same school as you did (takes a lot less thought)

Involves being persuaded by the arguments of the message IE after hearing a political debate you may decide to vote... Involves being persuaded by the arguments of the message IE after hearing a political debate you may decide to vote for a candidate because you found the candidate's argument to be strong

Only works in the lab under highly controlled conditions and even then the effects are weak and not very specific

A - peripheral route to persuasion
C - subliminal persuasion

Explanation

A - peripheral route to persuasion
C - subliminal persuasion

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5. A change of an attitude or belief as a result of receiving a message

Persuasion refers to the act of changing someone's attitude or belief through the use of messages or communication. It involves influencing and convincing others to adopt a certain viewpoint or take a specific action. In this context, the correct answer "persuasion" accurately describes the process of changing attitudes or beliefs through the reception of a message.

Explanation

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6. When our cognitive system is out of balance there is an uncomfortable tension, to remove this tension, we will have to change something in the system (IE: if Papa is pro-daughter and anti- boyfriend there is inconsistency that will need to be changed either by become anti-daughter or pro-boyfriend)

The given explanation is consistent with the concept of balance theory. Balance theory suggests that humans have a natural tendency to seek harmony and consistency in their thoughts and beliefs. When there is an inconsistency or imbalance in our cognitive system, it creates tension and discomfort. To resolve this tension, we are motivated to change something in our system, such as our attitudes or beliefs, in order to restore balance. In the given example, the inconsistency between being pro-daughter and anti-boyfriend creates tension, which can be resolved by either becoming anti-daughter or pro-boyfriend to restore balance.

Explanation

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7. Public, Active, Voluntary are what BLANK should be

The words "Public, Active, Voluntary" are all characteristics or qualities that should be associated with "commitments". In other words, when we think about commitments, we expect them to be public (known to others), active (actively pursued or fulfilled), and voluntary (made willingly or without coercion). Therefore, the word "commitments" fits perfectly in the given sentence.

Explanation

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8. Theory of planned behavior

A person's perception of how difficult it is to perform the behavior in question

A person's perception that important others would approve of disapprove of the behavior in question

States that the best predictor of a behavior is one's behavioral intention, which is influenced by one's attitude toward the... States that the best predictor of a behavior is one's behavioral intention, which is influenced by one's attitude toward the specific behavior, the subjective norms regarding the behavior, and one's perceived control over the behavior

Measurement that does not change a subject's responses while recording them, often done in secret opposite to negate the effects... Measurement that does not change a subject's responses while recording them, often done in secret opposite to negate the effects of self report

A - perceived behavioral control
B - subjective norms
D - nonreactive measurement

Explanation

A - perceived behavioral control
B - subjective norms
D - nonreactive measurement

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9. 1. who says it (communicator)2. what is said (message)3. how is it said (means of communication)4. to who is it said (audience)

The answer "elements of persuasion" refers to the four components mentioned in the question: the communicator, the message, the means of communication, and the audience. These four elements are crucial in the process of persuasion. The communicator is the person who delivers the message, the message itself is the content being conveyed, the means of communication refers to the method or medium used to transmit the message, and the audience is the recipient or target of the message. Understanding and effectively utilizing these elements can greatly enhance the persuasive impact of communication.

Explanation

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10. Our evaluation of a given stimulus changed as a function of the simultaneous or prior consideration of another stimulus (IE Kerry called Bush a "good debater" to get people's expectations up making Bush look much worse and Kerry mush better) BLANK effect

The given correct answer is "contrast." This is because the explanation provided in the question describes a situation where the evaluation of a stimulus (Bush's debating skills) is influenced by the simultaneous or prior consideration of another stimulus (Kerry's comment about Bush being a good debater). By praising Bush's debating skills, Kerry creates a contrast between people's expectations and the actual performance, making Bush look worse and Kerry look better in comparison.

Explanation

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11. Sleeper effect

More attractive = more persuasive

Source credibility - expertise and trustworthiness flips us to autopilot with cues to their intelligence

A delayed impact for a message, forget who said what and from where, no info about credibility of the source... A delayed impact for a message, forget who said what and from where, no info about credibility of the source BUT can have a changed attitude

Whether we believe the communicator has an ulterior motive

A, B, D - affects persuasion concerning the communicator

Explanation

A, B, D - affects persuasion concerning the communicator

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12. Message repetition

The initial response to the message/produce must be neutral or positive *but too much can be harmful

Being scared into doing something, but not too much fear or the threat will cause people to turn away/ignore,

It must increase the person's perceived vulnerability - the person watching the ad must think that they are vulnerable to... It must increase the person's perceived vulnerability - the person watching the ad must think that they are vulnerable to the fears they are marketing

Must suggest a clear path to prevention (response efficacy)

Must suggest easy enactment of the prevention behavior (self-efficacy)

A - message - familiarity - liking
B, C, D, E - fear appeal

Explanation

A - message - familiarity - liking
B, C, D, E - fear appeal

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13. Age - early 20's most targeted, most willing to be persuadedGender - ads are geared toward specific gendersInvolvement - can decide whether to advertise peripherally or centrally (effects how much attention is paid to arguments) Culture - individualist vs. collectivist

The explanation for the given answer is that the factors mentioned in the question, such as age, gender, involvement, and culture, all contribute to defining the target audience for advertising. These factors help determine who is most likely to be interested in the product or service being advertised and who is more likely to be persuaded by the arguments presented in the ad. By understanding the target audience, advertisers can tailor their ads to specific demographics and increase the effectiveness of their marketing efforts.

Explanation

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14. Compliance

Changing behaviors as a result of a direct request

Changing behaviors in a response to a direct order from an authority

Changing private attitude or belief as a result of receiving a message

Changing behaviors or opinions to match behaviors or opinions of others

B - obedience
C - persuasion
D - conformity

Explanation

B - obedience
C - persuasion
D - conformity

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15. The ABC model of attitudes

The ABC model of attitudes suggests that attitudes consist of three components: affect, behavior, and cognition. Affect refers to the emotional response or feelings associated with the attitude, behavior refers to the actions or behaviors influenced by the attitude, and cognition refers to the beliefs or thoughts associated with the attitude. This model suggests that attitudes are not solely based on thoughts or beliefs, but also involve emotions and behaviors.

Explanation

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16. Principle: Social Validation

Heuristic: when in doubt, go with the majority opinion; related to the goal of being accurate Exploited: long lines into... Heuristic: when in doubt, go with the majority opinion; related to the goal of being accurate Exploited: long lines into bars

Heuristic: if someone helps you, it pays to return the favor; related to goal of gaining social approval Exploited: "free... Heuristic: if someone helps you, it pays to return the favor; related to goal of gaining social approval Exploited: "free gifts"

A multiple request tactic, the initial request is so large that no one agrees to it, the second (target) request... A multiple request tactic, the initial request is so large that no one agrees to it, the second (target) request is smaller by comparison

B - Principle: reciprocity
C - the door in the face technique from reciprocity

Explanation

B - Principle: reciprocity
C - the door in the face technique from reciprocity

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17. Social influence

A change in overt behavior caused by real or imagined pressure from others

A research approach in which the researcher infiltrates the setting to be studied and observes its workings from within

The capacity to influence that flows from one's presumed wisdom or knowledge

An interpersonal way to locate and validate the correct choice

B - participant observation
C - expert power
D - social validation

Explanation

B - participant observation
C - expert power
D - social validation

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18. Dissonance

Reduction of dissonance by internally justifying one's behavior when external justification is "insufficient"

A behavior that is inconsistent with an existing attitude; when performed he/she often attempts to reconcile these inconsistencies by justifying... A behavior that is inconsistent with an existing attitude; when performed he/she often attempts to reconcile these inconsistencies by justifying the action

The unpleasant state of psychological arousal resulting from an inconsistency within one's important attitudes, beliefs, or behaviors

A - insufficient justification
B - counterattitudinal action

Explanation

A - insufficient justification
B - counterattitudinal action

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19. Severity of initiation

Increases positive attitudes towards the person doing the initiating - the worst the initiation is, the more attitudes you must... Increases positive attitudes towards the person doing the initiating - the worst the initiation is, the more attitudes you must reconcile, MUST feel positive about the organization if you'll go through initiation

If I ask you to do a favor for me, more successful in getting them to like you because there... If I ask you to do a favor for me, more successful in getting them to like you because there is a need to reconcile that they've done you a favor, new attitude "I like you more"

The severity of initiation refers to how difficult or challenging the initiation process is. According to the explanation provided, the worse the initiation is, the more attitudes the person must reconcile. This means that if someone goes through a difficult initiation process, they are more likely to develop positive attitudes towards the person or organization that initiated them. This is because they feel that they have invested a lot of effort and commitment, and therefore, they must feel positive about the organization in order to justify going through the initiation. Similarly, if someone asks another person to do a favor for them, they are more likely to be successful in getting the person to like them because there is a need to reconcile the fact that the person has done them a favor, leading to a new attitude of liking.

Explanation

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20. Two-sided messages

Works best when going in front of an audience that already agrees with you (just the pro's)

When Avis advertises themselves as number 2 - makes them seem more honest; works best when going in front of... When Avis advertises themselves as number 2 - makes them seem more honest; works best when going in front of an audience that is mixed

What comes first and last tends to be very powerful

A - one sided message
C - Order

Explanation

A - one sided message
C - Order

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21. Cognitive dissonance theory

Change attitudes so that these attitudes are now consistent with their behavior

Festinger's; when one cognition is inconsistent with another cognitions (or behavior or self-view), the resulting discomfort motivates us to find... Festinger's; when one cognition is inconsistent with another cognitions (or behavior or self-view), the resulting discomfort motivates us to find a way to restore cognitive balance or consistency

Change cognitions about their behavior (maybe someday I will)

Acquire new information (to make these attitudes more consistent) - maybe it's natural to like people who are more attractive... Acquire new information (to make these attitudes more consistent) - maybe it's natural to like people who are more attractive (can't help it)

Minimize the importance of the inconsistency

A, C, D, E - people's responses to cognitive dissonance
*** we won't change out attitudes unless we have to. We follow the path of least resistance

Explanation

A, C, D, E - people's responses to cognitive dissonance
*** we won't change out attitudes unless we have to. We follow the path of least resistance

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22. Knox and Inkster (1968)

Just seconds after placing a bet, gamblers are more confident their horse will win

The conflict one feels between the knowledge that one has made a decision and the possibility that the decision may... The conflict one feels between the knowledge that one has made a decision and the possibility that the decision may be wrong

RESPONSIBILITY IS ESPECIALLY IMPORTANT

B - postdecisional dissonance
C - for cognitive dissonance to occur, we must freely engage in the behavior that is inconsistent with a pre-existing attitude. If we are forced to engage in the behavior, there is not real inconsistency and so no discomfort to reduce

Explanation

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23. Principle: scarcity

Heuristic: if a friend or someone else in your "ingroup" asks for a favor, it pays to say yes CUES:... Heuristic: if a friend or someone else in your "ingroup" asks for a favor, it pays to say yes CUES: similarity, attractiveness, seems like a friend

Deadline technique "this deal holds for today only!"

Heuristic: scarce resources tend to be worth more Exploitations: limited number tactic "last one in stock"

Heuristic: it pays to follow the suggestions of a legit authority

A - principle: friendship/liking
D - principle: authority

Explanation

A - principle: friendship/liking
D - principle: authority

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24. Reactance

If you let people PRACTICE combating persuasion attempts they will be better at defeating it

By giving people a heads up, allows people to develop counter arguments to resist persuasion attempts

If it seems they're trying to manipulate, we do exactly the opposite

Develop an ad that targets the original ad (Joe Camel vs. Joe Chemo) parasite that hops onto the original ad... Develop an ad that targets the original ad (Joe Camel vs. Joe Chemo) parasite that hops onto the original ad and poisons it

A - inoculation
B - forewarning and counter arguing
D - poison parasite

Explanation

A - inoculation
B - forewarning and counter arguing
D - poison parasite

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25. We conform to CHOOSE CORRECTLY (informational social influence)

Conformity based on a person's desire to fulfill others' expectations, often to gain acceptance

Conformity that results from accepting evidence about reality provided by other people, so other people like them

Group size, similarity, unanimity, cohesion, status, public response, no prior commitment

A - to gain social approval Normative social influence
C - circumstances people are especially likely to conform

Explanation

A - to gain social approval Normative social influence
C - circumstances people are especially likely to conform

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26. Principle: commitment/consistency Heuristic: stick with your commitments, be consistent

Increasing commitments a little bit at a time

When a salesman "throws the low ball" an attractive offer is made, that offer is accepted, but then the attractiveness... When a salesman "throws the low ball" an attractive offer is made, that offer is accepted, but then the attractiveness of the offer is reduced by additional costs or a reduction of positive features. Nonetheless, people tend to persist in their original decision to accept the offer.

The foot in the door technique: in this tactic, a small request (that is designed to gain 100% compliance)... The foot in the door technique: in this tactic, a small request (that is designed to gain 100% compliance) is followed by a large request (the target request)

Gaining a commitment to an arrangement, then making the arrangement unavailable or unappealing and offering a more costly alternative -... Gaining a commitment to an arrangement, then making the arrangement unavailable or unappealing and offering a more costly alternative - works by getting people to commit to a general course of action

Assign the target a trait label, seek compliance with a label-consistent request legitimizing small favors

A - escalation of commitment
B - low balling
C - compliance with the initial request CHANGES one's self-image to be consistent with that first favor - it would be INCONSISTENT with this image to refuse the second request
D - bait and switch technique
E - Labeling

Explanation

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