Author: Anonymous

We are more likely to use central processing, or controlled responding, when…

John and Jane are just about to sign the papers on a $375,000 house when the salesman asks if they want to add the central air conditioning package for only $4,700. They think, how cheap!, and decide to buy the air conditioning package. Which principle/technique was used to get them to say yes to the air conditioning package?

Influence is a very general term that refers to a power that affects something. What are the three forms of influence that we discussed in this class?

Adele has never driven a car with a manual transmission before—that is, she’s never had to decide when to shift gears, push in the clutch, or stop suddenly when the car is in gear. She’s just bought a car with manual transmission, and wants to practice driving it before she takes it onto the highway. What should she do?

A life-sized cardboard photograph of a policeman is placed near a street corner where illegal drug sales have been a problem, and the sales diminish remarkably. This even shows the effectiveness of which compliance technique?

What do the rejection-then-retreat technique and the foot-in-the-door technique have in common?

According to Cognitive Dissonance Theory, which of the following are dissonance reduction options? [You need to select ALL correct answers to get full points.]

According to the Social Judgment Theory, which one of the following is correct about ego-involvement?

According to McCroskey & Teven (1991), what are the three dimensions of source credibility?

The Milgram experiment was an investigation of which compliance technique?