Question

1. the strategy that involves first making a very small request that someone is almost sure to agree to and then making a much more demanding request is called

__________. (5 points) *
central route of persuasion
door - in - the - face technique
foot - in - the - door technique
peripheral route of persuasion

1. a __________ is an oversimplified, hard - to - change way of seeing people who belong to some group or category. (5 points) *

discrimination
prejudice
role
stereotype

Explanation:

Question 1

• The central route of persuasion involves using logical arguments and facts.
• The door - in - the - face technique starts with a large, unreasonable request followed by a smaller one.
• The foot - in - the - door technique is when you first make a small request (that is likely to be agreed to) and then a more demanding request.
• The peripheral route of persuasion uses cues like attractiveness or credibility rather than logic. So the correct answer is the foot - in - the - door technique.

• Discrimination is the unfair treatment of a group.
• Prejudice is a negative attitude towards a group.
• A role is a set of expected behaviors.
• A stereotype is an oversimplified, hard - to - change way of viewing people in a group. So the correct answer is stereotype.

Answer:

C. Foot - in - the - door technique

Question 2