Psych 135 UCLA Social Psych Shapiro Ch. 5/6

A - very effective technique
C - Cialdini

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.

B - self presentation
C - self pereption

A - peripheral route to persuasion
C - subliminal persuasion

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.

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.

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.

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

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.

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.

A, B, D - affects persuasion concerning the communicator

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

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.

B - obedience
C - persuasion
D - conformity

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.

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

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

A - insufficient justification
B - counterattitudinal action

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.

A - one sided message
C - Order

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

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

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

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

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

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