6-1: Cults initially recruit members by providing an environment where negative emotions
are expressed.
False
6-2: Implicit norms are those that are explicating and verbally expressed.
False
6-3: Conformity effects result in agreement with the perceptions of others, even when they go
against our initial assessment.
True
6-4: Studies suggests that the first person to respond in a group has the most influence, but only when the
overriding purpose is to fulfill social acceptance.
False
6-5: When we conform, the second
and third responder are the most likely to influence us when we are motivated
to be right.
True
6-6: Even when everyone in a group disagrees with us, a single person who speaks up and
agrees with us will motivate us to hold to our position.
True
6-7: Hazing rituals can be cruel, and no research suggests that it helps build cohesiveness.
False
6-8: The easier it is to get into a group, the more likely we will go along with group values and
norms.
False
6-9: Ethnocentrism is due to too much emphasis on cohesiveness and identification with the
group.
True
6-10: Males are more likely to
conform than females.
False
6-11: A new corporation faced
with a highly competitive, volatile, and uncertain environment would benefit
from a manager with high cognitive complexity.
True
6-12: Individualistic cultures tend to be less conforming.
True
6-13: Consistency theory suggests that we are more likely to conform with those we like, even when we personally disagree
True
6-14: “Social proof” refers to the notion that what is popularly believed is most likely incorrect.
False
6-15: Viral marketing operates on
the principle of social proof.
True
6-16: Being excluded from a group
can lead to overcompensate and go along, making them sometimes easier to
persuade.
True
6-17: “Flaming” another on a blog
may be due to deindividuation, the increase in an individual’s sense of
personal identity that occurs in anonymous environments
False
6-18: We tend to work harder in groups, particularly when we don’t think others will be able to perceive our
contribution.
False
6-19: Groups tend to exaggerate risk taking and risk avoidance, according to the group polarization phenomenon.
True
6-20: Intrapersonal communication (self talk) can lead to increasingly polarized positions due to
repetition.
True
7-21: The meaning of arbitrary symbols does not require any level of agreement
with others that share the symbol.
False
7-22: Charismatic terms are those that normally have clear, agreed-upon definitions.
False
7-23: The Elaboration Likelihood
Model may explain why people tend to rely on peripheral processing when they
are distracted.
True
7-24: We tend to favor those things that are different from our perception of ourselves
False
7-25: The Sapir-Whorf hypothesis predicts that how we perceive reality is in some
ways affected by the language we use.
True
7-26: People may use euphemisms
for saving their own face, but not for saving the face of others
True
7-27: It is possible to use intense language, like profanity, without being
offensive.
True
7-28: People are not likely to see a person as less persuasive, likeable, or credible, if they use
profanity.
False
7-29: Vividness in language is not necessarily more persuasive unless the vivid language is pertinent to the message.
True
7-30: People are more likely to be persuaded by very intense language if they already agree with the speaker’s position.
True
7-31: Highly credible speakers must be more careful to adhere to listener expectations concerning language, compared to less credible speakers.
False
7-32: Information Processing Theory would predict that language that is perceived as too intense may result in listeners that attend to less of the message’s content.
True
7-33: Communication Accommodation Theory suggests that highly intense and vivid language is most effective with people that use language low in intensity and vividness.
False
7-34: Some forms of what is called “powerless language” can be effective with some people in certain contexts.
True
7-35: Females using powerless language are more persuasive with males than with females
True
8-36: If someone nonverbally disapproval or disbelief of a speaker behind the speaker’s
back, the speaker’s credibility improves.
True
8-37: Nonverbal codes operate in isolation
False
8-38: Making eye-contact makes people more persuasive, unless the request is illegitimate, which makes lack of eye-contact more persuasive.
True
8-39: A persuader that generates a quick smile or who smiles quite a bit is seen as more persuasive.
False
8-40: Mimicking the nonverbal of the one you wish to persuade is likely to make you less persuasive.
False
8-41: When we want to be disliked
or rejected, we may smile when others frown, or frown when they smile
True
8-42: Keeping your arms and legs close to your body can make you less persuasive
True
8-43: Emblems can increase retention in those we persuade
True
8-44: We should avoid illustrators, as they decrease our persuasiveness
False
8-45: If we constantly touch ourselves while communicating, we give the impression of confidence and happiness
False
8-46: Instrumental NFTs, unlike autotelic NFTs, touch things because they simply like to touch.
False
8-47: Being geographically near people is found to increase our attractiveness, persusasiveness, and credibility
True
8-48: Expectancy violations theory predicts that we are likely to view minor nonverbal violations as
positive if the violator is viewed as potentially rewarding, likeable, or attractive
True
8-49: The “Scarcity Principle” asserts that if we believe something is scarce, we want it less.
False
8-50: The “halo effect” might result in our judging all behaviors of another as positive if we perceive one particularly positive characteristic
True
8-51: A study found that overweight males seen eating large meals were perceived as more attractive than overweight males eating small meals
False
9-52: A speaker offering explicit
conclusions uses subtle hints rather than strong behavioral or belief
statements
False
9-53: Most people prefer gain-framed messages over loss-framed messages, even when they are identical in meaning
True
9-54: People prefer quality over quantity in arguments, regardless of the type of persuasive message
False
9-55: The number of arguments you use is a central route cue
False
9-56: A study found that people with very high credibility, persuasiveness is not helped by the use of evidence
True
9-57: Repeated exposure to both verbal messages and nonverbal messages increase their likeability, but only if the listeners find the messages relevant
True
9-58: The order of our weak and strong arguments is more important for the visual channel than for the auditory channel
False
9-59: Primacy is better than recency if, after hearing two back-to-back contrasting messages, there is a considerable delay before you make a decision
True
9-60: Motivated people are more vulnerable to primacy effects when messages are chunked
True
9-61: You can lessen the strength of opposing arguments by presenting weak versions of them to the listener
True
9-62: An inoculation defense is not as effective as a supportive defense
False
9-63: Inoculation makes people think of fewer arguments that support their beliefs, making opposing arguments more credible
False
9-64: A one-sided argument
works best for people with little education, and for those that already support
the belief
True
9-65: A persuasive argument that includes both sides, but does not refute opposing arguments, is less effective than presenting one side only
True
9-66: Heckling a speaker can make the speaker seem less persuasive
False
10-67: Pregiving as a persuasive strategy is effective unless it is not seen as a favor or gift
True
10-68: Pregiving is not effective across cultures
False
10-69: Research on the
“foot-in-the-door strategy” has that it works well face-to-face, but not in
other channels
False
10-70: One’s self perception most likely has some effect on the effectiveness of the “foot-in-the-door strategy.”
True
10-71: Pregiving and the “foot-in-the-door strategy” are even more effective when combined
False
10-72: People that are clearer than others about their self-concept are more susceptible to the “foot-in-the-door strategy.”
True
10-73: The “foot-on-the-mouth
effect” is effective because people wish to be seen as consistent
True
10-74: “Door-in-the-face” has found
very little empirical support
False
10-75: The “perceptual contrast effect” may result in students wishing to deliver their speeches after someone better than they believe they are
False
10-76:“Reciprocal concessions” means we are motivated to return favors granted to us by others
True
10-77: The “foot-in-the-door strategy” and the “door-in-the-face” strategy do not work well if a different person makes the second request
False
10-78: The “that’s not all” strategy is similar to the “door-in-the-face” strategy
True
10-79: Lowballing is both unethical and not very effective
False
10-80: The “fear-then-relief” and “disrupt-then-reframe” techniques are effective because both techniques allow the target individual to make clear decisions based on rational thinking
False
God Terms
powerful words(positive)
*unassailable: unchallengable because if you argue against it, wow you are against community outreach ?! well, no, I just want to use the money in a better way.
God, devil, and charismatic terms have most power with people who...
are NOT centrally concerned with the issue.
they serve as peripheral shortcuts
Powerless language types
7 types, what do they all have in common?
hesitations, hedges, intensifiers, superpolite, tag questions, disclaimers, deictic phrases,
-all passive tesne
Hesitations
yes, um, that's correct
Hedges
Sort of, I guess
Intensifiers
I really agree with you....very much.
Superpolite forms
would you please, I'd really appreciate it if
Tag questions
it's cold, isn't it?
Disclaimers
I know this is a stupid thing to ask, but...?
Deictic phrases
that car over there is the one that hit the garden wall
Powerless language gender differences
Females more persuasive with makes when using powerless language, more persuasive with females when avoiding them
Pragmatic persuaders(6)
-central route ELM
-Goal: change minds
-Fact-based language; concrete terms
-Reasoning, logic, "what is" talk
-audience resists
*Pragmatic speakers live in a world of what is, as opposed to many who live in what SHOULD
Unifying Persuaders (4)
-peripheral route ELM
-Goal: preaching to the choir
- Abstract language; references to the "ideal"; "should be" talk; emotional proofs; less reasoning and logic
-Audience participates
Sales Persuasion
-Which way will you turn when you enter the store? Most is right
-How do you get people to notice a new product? On the end,and to right
-Bargain! Hot deal!
-Volume decrease versus price increase
-What’s another $__ if I’m already spending $__?
-People spend more when they pay with plastic
Social Facilitation Effect(audience effect)
2
-Perception of group evaluation is a motivator
***Depends on the task: if automatic, not difficult, or skill is present: higher performance. If more difficult: lower performance
Groupthink resistance
Promote an open climate
•Allow outsiders into the process
•Assign devil’s advocates
•Use a less authoritarian leadership style
–Consider no formal leader at some points
•**These are difficult to apply and will meet with
