Complete the Following Analogy: Injunctive Norm: ________ :: Descriptive Norm

question 18

Multiple Choice

Complete the following analogy: injunctive norm: ________ :: descriptive norm: ________.

• A) observed; common
• B) approval; disapproval
• C) culture; universal
• D) approval; observed

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Definitions:

Foot-in-the-door Technique

A compliance strategy used to persuade someone to agree to a large request by first getting them to agree to a modest request.

Persuasion

Persuasion is the act of convincing someone to change their beliefs, attitude, or behavior through argument, reasoning, or appeal to emotion.

Peripheral Route

A term from the Elaboration Likelihood Model of persuasion, referring to when a person is persuaded by something other than the argument or content of a message, such as attractiveness or celebrity endorsement.

Persuasive Argument

Communications designed to convince or influence an audience to accept a specific viewpoint or take a particular action.