Chapter 07 Persuasion

Chapter 7 Study Questions

Persuasion, Compliance, and Resisting persuasion


What are the 2 routes to persuasion? Be able to define and give/recognize examples of the central route and the peripheral route.

When and for whom is the central route effective at persuading people?

When and for whom is the peripheral route effective at persuading people?

What are some of the heuristics that operate along the peripheral route? What other processes tap into the peripheral route?

Be able to describe the role of

the source,

the message,

the channel,

& the audience in a persuasive message. (For example, what is the effect of an attractive source? A credible source? Strong arguments? Appeals to emotion? Etc.)

What is “need for cognition”? How does it play a role in persuasion?

What is the “sleeper effect”?

Be able to define, provide examples, and describe research findings for the compliance techniques that we discussed in class:

·       Foot in the door

·       Door in the face

·       Lowball

·       Even a penny helps

·       Reciprocity

·       That’s not all

Be able to define and provide examples of these ways that people are able to resist others’ attempts to persuade them:

·       Reactance

·       Strengthening personal commitment

·       Inoculation