Social Persuasion
The finding that, over time, people separate the message from the messenger
The sleeper effect
Which type of influence means going along with the crowd because you think the crowd knows more than you do?
Informational Influence
Which influence technique tells people an item or a price is only available for a limited time?
Fast-Approaching-Deadline Technique
A type of helping when the helper is seeking to increase another's welfare, and expects nothing in return
Altruism/Altruistic helping
Persistent aggression by a perpetrator against a victim for the purpose of establishing a power relationship over the victim
Bullying
What are the two initial impacts for processing a message?
Motivation to process the message, and ability to process the message
Which type of social influence produces PUBLIC compliance?
Normative Influence
The following an example of which type of social influence technique?
"A salesperson might first ask a customer to try a free sample or test a product. After the customer agrees to this minor request, they may then ask for a purchase or commitment to buy a larger product."
Foot-in-the-Door Technique
Judgements about whether an action is right or wrong, that occurs automatically an relies on emotional feelings
Moral Intuition
Freud & Lorenz both purported which type of theory of aggression?
Instinct theories
What must be used to reduce advertisement wear-out?
Repetition with variation (repeating the same information, but in a varied format)
What level of self-esteem and intelligence are the easiest to persuade?
(low, moderate, or high)
Moderately intelligent, moderate self-esteem
Telling a person they are "helpful" or "compassionate" to influence them to act in a more helpful or compassionate manner is an example of which influence technique?
Labeling Technique
Which type of prosocial behavior emphasizes that people put other people first, and that people exhibit a strong desire to get along with others by doing/saying whatever other people are doing/saying?
Conformity
What type of aggression is motivated by other goals other than just to harm the person, such as obtaining money, restoring one's image, restoring justice, etc.?
Proactive Aggression
Covert product placements in media is an example of which type of audience persuasion?
Overheard messages
Which route for persuasion involves the automatic processing system, involves the influence of some simple cue?
Peripheral Route (Heuristic Processing)
A beggar is asking for 22 cents rather than just "spare change" - this is an example of which social influence technique?
Pique Technique
Looking to others for cues about how to behave, while they are looking to you; also called collective misinterpretation
Pluralistic Ignorance
What type of aggression is the following an example of?
"A man gets yelled at by his boss at work and gets angry but does not retaliate against the boss. However, he comes home and kicks his dog or yells at a family member when he gets home."
Displaced Aggression
Central Route (Systematic Processing)
Which form of audience persuasion works by getting the conscious mind out of the way, and prevents us from thinking of counterarguments?
Distraction
The following is an example of which social influence technique?
"Researchers may first ask participants to complete an extensive survey that takes an hour. When participants decline, they then ask if they would complete a shorter 10-minute survey, which seems more manageable."
Door-in-the-Face Technique
What type of prosocial behavior can help heal relationships and enables people to go on living/working together after they are hurt, disappointed, or betrayed by another person?
Forgiveness
What can cause a reduction of interpersonal aggression?