Influence Science And Practice 5th Edition By Cialdini -Test Bank
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Influence Science And Practice 5th Edition By Cialdini -Test Bank

Influence Science And Practice 5th Edition By Cialdini -Test Bank   Instant Download - Complete Test Bank With Answers     Sample Questions Are Posted Below   Heuristic processing:• Occurs when we don’t think deeplyabout a message• When processing heuristically, we arepersuaded by cues in the message orsituation• Heuristic processing often happensautomatically when we lack …

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Influence Science And Practice 5th Edition By Cialdini -Test Bank

 

Instant Download – Complete Test Bank With Answers

 

 

Sample Questions Are Posted Below

 

Heuristic processing:
• Occurs when we don’t think deeply
about a message
• When processing heuristically, we are
persuaded by cues in the message or
situation
• Heuristic processing often happens
automatically when we lack the
motivation or ability to process deeply
This is the other type of persuasion: heuristic processing—when we don’t think deeply about a message, when
we’re persuaded by cues in the message or situation—often automatically. It happens when we lack the
motivation or ability to process deeply.
With heuristic processing, we use shortcuts to come to a decision. Why don’t we think deeply about everything?
It’s hard! It’s unpleasant! Some researchers did a study of the electrical patterns of the brain while people
performed various activities. The activity with the greatest similarity to deep thought was when they had people
stick their hand in a bucket of ice water.
We can’t think deeply about everything. What sort of activities would be impossible with deep thought? Driving.
Sports…
Dual-process models of persuasion
• Systematic vs. heuristic processing
(Chaiken, 1987)
• Central vs. peripheral processing
(Petty & Cacioppo, 1986)
This distinction between the times we process systematically and the times we process heuristically forms one of
the Dual Process Models of persuasion.
I then hand out a sheet of questions and have students divide into groups of 3-4 to brainstorm answers. I
visit each group to guide and encourage, and when the groups are finished, we discuss the answers as a
class. Note: each student receives an 8 ½ x 11 version of the following sheet with space left after each
question.Copyright © 2009 Pearson Education, Inc. Publishing as Allyn & Bacon.
2INFLUENCE: SCIENCE AND PRACTICE, 5E
Systematic vs. heuristic processing
Describe three heuristics/shortcuts we use to
help us make decisions:
1)
2)
3)
What is one situation in which we should try
to process systematically rather than using
heuristics?
What is one situation in which using
heuristics might get us into trouble?
I then discuss what may be the most pure example of a heuristic/automatic response demonstrated in social
influence research: Langer, Blank, & Chanowitz (1978). Note: here and in subsequent chapters, when I
make reference to research discussed in Influence, I include the slide I use, but to avoid redundancy with
the text itself, I do not elaborate on the specifics of the study.
I present Langer, Blank, & Chanowitz (1978) using two slides, and I write in “93%” on the second.
Langer, Blank, & Chanowitz (1978)
• “Excuse me, I have five
pages. May I use the Xerox
machine because I’m in a
rush?”
• “Excuse me, I have five
pages. May I use the Xerox
machine?”
• 94%
• 60%
Langer, Blank, & Chanowitz (1978)
• “Excuse me, I have five
pages. May I use the Xerox
machine because I’m in a
rush?”
• “Excuse me, I have five
pages. May I use the Xerox
machine?”
• “Excuse me, I have five
pages. May I use the Xerox
machine because I have to
make some copies”
• 94%
• 60%
•
This should give us an intro to the systematic/heuristic model of persuasion. Influence is almost entirely about the
heuristic side (which I think is the more interesting).Copyright © 2009 Pearson Education, Inc. Publishing as Allyn & Bacon.
3INSTRUCTOR’S MANUAL AND TEST BANK
Heuristics
• Reciprocation
• Commitment and Consistency
• Social Proof
• Liking
• Authority
• ScarcityCopyright © 2009 Pearson Education, Inc. Publishing as Allyn & Bacon.
4INFLUENCE: SCIENCE AND PRACTICE, 5E
Testing the Weapons of Influence:
1.1 Ethologists have identified in some species certain sequences of behavior called fixed
action patterns. Which of the following is false about fixed action patterns?
(a) Social scientists have found nothing like them in human behavior.
(b) The behaviors that comprise them appear to occur in a regular, automatic fashion.
(c) They are stimulated primarily by a “trigger” feature of a situation rather than that
situation as a whole.
(d) Most of the time, fixed action patterns produce behavior that is appropriate to the
situation.
ANSWER: A
1.2 In a study by Langer, Blank, and Chanowitz (1978) a requester asked subjects to allow him
to cut in front of them in line to make 5 xerox copies. One group of subject received no
reason for the request. A second group received a good reason, “because I’m in a rush.” A
third group received a trivial (placibic) reason, “because I have to make some copies.”
What happened?
(a) Only the group getting the good reason complied more than the group getting no reason.
(b) Only the group getting the trivial reason complied more than the group getting no
reason.
(c) Both of the groups getting a reason of either sort complied more than the group getting
no reason.
(d) All of the groups complied about equally.
ANSWER: C
1.3 In Influence, it was stated that mechanical adherence to certain rules, like “Expensive =
good”:
(a) represents a shortcut path through the informational density of modern life.
(b) is often the most efficient method of responding.
(c) makes us vulnerable to exploitation of others.
(d) all of the above.
(e) only a and b.
ANSWER: DCopyright © 2009 Pearson Education, Inc. Publishing as Allyn & Bacon.
5INSTRUCTOR’S MANUAL AND TEST BANK
1.4 As the environment becomes more complex, people are more likely to process the
environment
(a) heuristically
(b) systematically
(c) centrally
(d) None of the above.
ANSWER: A
1.5 Weapons of influence exploit
(a) judgmental heuristics
(b) automaticity
(c) decision rules that normally lead to good decisions
(d) All of the above.
ANSWER: D
1.6 What is the contrast principle of perception?
(a) That some stimuli are seen better against light than dark backgrounds.
(b) That presenting two items in succession that differ substantially from one another in
some way will make the second seem even more different from the first than it is.
(c) That presenting two items in succession that are quite similar to one another will make
the second seem even more similar to the first than it is.
(d) None of the above.
ANSWER: B
1.7 If you were a clerk in a fashionable men’s clothing store and a man came in to purchase a
suit and a sweater, which should you sell him first to get him to spend the most total
money, according to the contrast principle?
(a) Sell him the suit first.
(b) Sell him the sweater first.
(c) It doesn’t matter which one is shown first.
(d) Sell him a belt first, then the sweater, then the suit.
ANSWER: ACopyright © 2009 Pearson Education, Inc. Publishing as Allyn & Bacon.
6INFLUENCE: SCIENCE AND PRACTICE, 5E
1.8 A marketer wishing to increase the perceived quality of a product should
(a) lower the price of the product.
(b) raise the price of the product.
(c) either a or b
(d) neither a nor b – changing the price of the product will not affect its perceived quality
ANSWER: B
1.9 Weapons of influence tend to be used in a way that
(a) is subtle and leaves the exploiter looking blameless.
(b) exploits certain tendencies that normally lead people to irrational behavior.
(c) encourages people to think more carefully about a decision or situation.
(d) All of the above.
ANSWER: A
1.10 In a 1981 study by Petty, Cacioppo, and Goldman, students listened to a speech that
supported the idea that seniors should have to pass a comprehensive exam before
graduating. Some students (group A) were told that comprehensive exams might be
implemented at their school the following year. Others (group B) were told that the exams
wouldn’t be implemented until well after they had graduated. Based on the theories of
controlled and automatic responding, what would we expect each group of students to
focus on?
(a) Group A would be persuaded primarily by the expertise of the speaker, while group B
would be persuaded primarily by the quality of the speaker’s arguments.
(b) Group A would be persuaded primarily by the quality of the speaker’s arguments, while
group B would be persuaded primarily by the expertise of the speaker.
(c) Both groups A and B would be persuaded primarily by the expertise of the speaker.
(d) Both groups A and B would be persuaded primarily by the quality of the speaker’s
arguments.
ANSWER: B
1.11 We are more likely to use automatic responding when
(a) the issue is important to us.
(b) we have lots of time to make a decision.
(c) we are highly emotionally aroused.
(d) all of the above.
ANSWER: CCopyright © 2009 Pearson Education, Inc. Publishing as Allyn & Bacon.
7INSTRUCTOR’S MANUAL AND TEST BANK
1.12 Under which condition(s) will people consider an argument carefully in a controlled,
systematic fashion?
(a) They are able to do so.
(b) They desire to do so.
(c) Either A or B is sufficient.
(d) Both A and B are necessary.
ANSWER: D
1.13 Which of the following will lead someone to value an item more?
(a) Presenting the item soon after another item of a much lesser value.
(b) Charging more for the item.
(c) Presenting information that the item is scarce.
(d) All of the above
ANSWER: D
COMPREHENSIVE
1.14 Which of the following is not a judgmental heuristic:
(a) “If the arguments are this strong, I should be persuaded.”
(b) “If an expert said so, it must be true.”
(c) “If it is rare, it must be valuable.”
(d) “If all those people are doing it, it’s probably the right thing to do.”
(e) None of the above. They are all judgmental heuristics.
ANSWER: A
COMPREHENSIVE
1.15 What do the door-in-the-face technique (a.k.a. the rejection-then-retreat technique) and the
foot-in-the-door technique have in common?
(a) They both employ the principle of reciprocity.
(b) They both operate through automatic, shortcut responding.
(c) They both work only for door-to-door salespeople.
(d) Both a and b
ANSWER: B
COMPREHENSIVE

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