What is the central route of persuasion What is the peripheral route a central

What is the central route of persuasion what is the

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20.What is the central route of persuasion? What is the peripheral route? a.central route to persuasionprocess in which people who take a decision seriously invest the necessary effort to evaluate the evidence and logic b.peripheral route to persuasion use of superficial factors to persuade people, such as repetition of a message or prestige of the speaker 21. What is the effect of your liking of and similarity to a speaker on the probability that you will be persuaded by that speaker's message? 22. How is reciprocation used to influence the behavior of others? a. Civilization is based on the concept of reciprocation: If you do me a favor, then I owe you one. 23. How do contrast effects increase sales? a. An offer can seem good or bad, depending on how it compares to something else. A realtor might start by showing you several overpriced houses in bad condition, before showing a nicer house at a more
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reasonable price. If you had seen that house first, you might not have been impressed, but by contrast it seems like a good deal. Almost anything can seem good by contrast to something worse. 24. What is the "foot in the door" technique? a. foot-in-the-door technique method of eliciting compliance whereby someone starts with a modest request, which you accept, and follows with a larger request 25. What is the "bait and switch" technique? a. bait-and-switch technique method of eliciting compliance whereby a person first offers an extremely favorable deal, gets the other person to commit to the deal, and then makes additional demands 26. What is the "that's not all" technique? a. that’s-not-all technique method of eliciting compliance whereby someone makes an offer and then improves the offer before you have a chance to reply 27. When are fear-based messages effective in influencing the behavior of the recipient of the message? a. Fear messages are sometimes effective, but not always. Some countries require cigarette packages to include photos of damaged lungs or blackened teeth, and these frightening displays appear to be effective. However, if a message is too frightening, many people simply don’t want to listen to it, or if they do listen to it, they don’t believe it 28. What is the sleeper effect? a. sleeper effect delayed persuasion by an initially rejected message 29. How can a minority influence the opinions of the majority? a. Delayed influence also occurs when a minority group proposes a worthwhile idea. It could be an ethnic, religious, political, or any other kind of minority. The majority rejects the idea at first but reconsiders it later. If the minority continually repeats a single simple message and its members seem united, it has a good chance of eventually influencing the decision 30. How can resistance to persuasion be increased?
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