Blog

Researchers have found that before buying a new car, consumers tend to look at ads for all makes and models of cars.  However, once having purchased a car, consumers tend to read only ads for the kind of car they purchased. This tendency best illustrates the phenomenon known as

Which of the following statements best reflects the view of persuasion offered by Gass & Seiter?

All of the following are true about credibility except

The norm of reciprocity suggests that we should

Your instructor tells the story of pulling into a parking lot one night, across from a car that was stuck in the center of a median in the middle of the road. A small group of people had gathered and were looking at the woman who remained in her car, even as other cars were narrowly missing her. I stood there for a moment, until I realized this was a case of what Cialdini calls,

Which of the following statements regarding credibility is false?

…focuses on distinctive features more than phonemes to give a finer granularity to the representation.

According to Cialdini, when a salesperson approaches people and asks, “How are you doing today?” and waits for a response, the explanation for the tactic is that

The stage at which cult members demonstrate their allegiance by abandoning their careers or their academic goals, donate their possessions to the cult, and begin to recruit members, is termed the

….takes the point of view of the emitter and considers the way in which sounds are produced by the speech organs such as the pharynx, the tongue and the lips.