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You and a Friend Are Seated in the Large Auditorium

question 44

Multiple Choice

You and a friend are seated in the large auditorium psychology class. There are two students seated right behind you talking about what they did last weekend. You have trouble concentrating on what the teacher is saying, but you picked up on a lot of campus gossip from the conversation going on behind you. At the end of class, you relate to your friend the latest gossip heard during class, but she does not remember hearing any gossip and is really worried about how she will complete the new assignment that the teacher discussed today. You think, "What new assignment?" This explains the difference in your and your friend's

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Definitions:

Reciprocity

The social norm that suggests people should return help, not harm, to those who have behaved kindly towards them.

Foot-In-The-Door Technique

A persuasion strategy that involves getting someone to agree to a small request in order to increase the likelihood of agreeing to a larger request later.

Door-In-The-Face Technique

A persuasion strategy where a large, unreasonable request is first made knowing it will be refused so that a smaller, more moderate request will be accepted.

Sleeper Effect Method

A phenomenon where a message that was initially discounted gains in persuasiveness over time, often due to the dissociation of the message from its source.