Blog

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?

You are watching a video presentation when the words ‘Buy Pepsi’ flash quickly on the screen. It flashes so quickly you don’t even notice it. According to research on subliminal messaging, what are you most likely to do?