ording to Harold Kelley, we make an internal or external attribution based on th

Question

ording to Harold Kelley, we make an internal or external attribution based on three types of influence. Which of the following is NOT one of those types? a. Dominance b. Distinctiveness c. Consensus d. Consistency 8. The "central" route to persuasion is based on what? a. Frequent repetition b. Conformity c. Favorable emotional associations d. Evaluation of the evidence to others' opinions Which of these a. Setting a goal to win more tennis matches this season than last season 9. is an example of a self-handicapping strategy? b. Entering only tennis against opponents you expect to defeat in a match you expect to lose anyway c. Usin g a worn-out tennis racket g harder than usual during the week before an important tennis match 1 aggressive I drove fast today because I was in a hurry. That other driver who drove fast is probably a rude, a. The actor-observer effect b. Cognitive dissonance c. Pluralistic ignorance d. The forewarning effect person." Which phenomenon do these statements illustrate? 11. When people adopt a self-handicapping strategy, what do they do? a. They give themselves an advantage in some b. They intentionally put themselves at a disadvant c. They try to convince other people to help them d. They calculate their probability of success or failure in competition. age. some activity 12. A local charity asks you to help them for one hour, one time. Later they ask afternoon every week. What persuasion technique is this? you to volunteer for an a. Reciprocation b. Social norms c. Foot in the door d. Bait and switch store offers 25 percent off on all prices, and then crosses off those signs and writes "50 percent ofr above them. What technique is this? a. Reciprocation b. Bait and switch c. That's not all d. Similarity

Explanation / Answer

Question 7

Answer: a

Kelley talked about Distinctiveness, consistency and consensus as 3 types of influences on external and internal attribution.

Question 8

Answer: d

central route to persuasion is when people elaborate on a persuasive argument, listening carefully and thinking about the logic behind the message, thus evaluation of the evidence is on which it is based.

Question 9

Answer: c

Self handicapping strategies are those by which people avoid effort in the hopes of keeping potential failure from hurting their self-esteem.

Question 10

Answer: a

The actor-observer bias refers to a tendency to attribute one's own actions to external causes, while attributing other people's behaviors to internal causes.

Question 11

Answer: b

Self handicapping strategies are those by which people avoid effort in the hopes of keeping potential failure from hurting their self-esteem.

Question 12

Answer: c

Foot in the door technique is a tactic that involves getting a person to agree to a large request by first setting them up by having that person agrees to a modest request.

Question 13

Answer: c

That’s not all is a sales technique in which the sales person makes an appeal and then adds something extra to make the appeal look better so that it attracts the customer.

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