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Amir asks a friend if he can help him move some boxes into his new apartment. After the friend agrees, Amir reveals that the boxes contain heavy books and the apartment is a 5th floor walk-up. Amir is using the _____ technique foot-in-the-door door-in-the-face low-balling pre-giving

Compared to conformity, compliance occurs

When he was in elementary school, Joachim loved to read. However, when he got to middle school, he was rewarded by his teachers every time he finished a book. Eventually, Joachim came to attribute his prolific reading habits to his desire to get the reward, and not to his interest in reading for its own sake. This is an example of __________. post-decisional dissonance insufficient justification overjustification cognitive dissonance

A salesman promises a low price on a car. The customer agrees to buy it at this low price. After speaking with his manager the salesperson returns to the customer and states “we just can’t do that price.” The customer buys the car at the higher price anyway. What tactic did this salesperson use? bait and switch hook-and-line lowballing door-in-the-face

In a classic study demonstrating cognitive dissonance, Festinger and Carlsmith (1959) asked participants to engage in an extremely boring task. Participants in one condition were paid $20 to lie to the next participant and tell them the study was enjoyable. Another group of participants was paid $1 to tell this lie. A control group was not asked to lie. Afterwards, which group privately reported that they enjoyed the boring task the MOST? The control group. The $1 group. The $20 group There was no difference between the three groups. 

Which of the following commercials is MOST likely to appeal to the thoughtful/central route to persuasion? An advertisement for candy that shows smiling, happy people enjoying the candy. An advertisement for laundry detergent that demonstrates the product’s ability to remove a grass stain from clothing, when compared to a competitor’s product.  An ad for an MP3 player that depicts attractive young adults dancing enthusiastically while listening to music on the device.  An advertisement for a car that plays exciting music and shows a beautiful, sophisticated woman driving the car. 

 _____________ occurs when the social situation actually causes our behavior, but we don’t realize that the situation was the cause. Overjustification Insufficient justification Dissonance reduction Thoughtful processing

Dan hopes to get a 4% raise. First, he asks his boss if he can have a 10% raise, knowing that his boss will deny him, in hopes that the 4% raise will sound more reasonable. Dan is using the ______ technique. foot-in-the-door door-in-the-face low-balling pre-giving

Over time, we often forget the source of the message, but remember the content. Thus, messages from a source who is not credible can become more persuasive over time. This phenomenon is known as ______________. Implicit attitude change Cognitive dissonance Spontaneous processing The sleeper effect

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