What effect did a highly credible speaker (a Nobel Prize-winning physiologist) have in the sleep study, compared to a less credible one (a YMCA director)?
Explanation
This finding from the sleep study shows that while message discrepancy is central to SJT, source credibility is also a significant variable that can facilitate persuasion by making an audience more receptive to ideas they would otherwise reject.
Other questions
According to Muzafer Sherif's social judgment theory, what is the subconscious process that occurs at the instant of perception when we encounter a new idea?
In social judgment theory, the range of ideas that a person sees as unreasonable or objectionable is defined as which of the following?
What term did Sherif use to describe how central an issue is in our lives and its personal significance to us?
According to social judgment theory, how does high ego-involvement typically affect a person's attitude structure?
What is the perceptual error described in social judgment theory where people judge messages that fall within their latitude of rejection as being farther from their anchor than they really are?
What is the perceptual error in social judgment theory that acts like a 'rubberband effect,' drawing an acceptable idea closer to the hearer's anchor position?
According to Sherif, when does the greatest attitude change occur?
What is the term for the effect predicted by social judgment theory where a persuasive attempt drives listeners' attitudes further away from the position the message advocates?
The chapter mentions the study by Bochner and Insko where college students were given a persuasive message about the amount of sleep they needed. What was the initial belief of most students before the experiment?
In the Bochner and Insko sleep study, persuasion increased as the hours advocated were reduced, until the message became 'patently ridiculous'. At what point did the message cause students to revise their estimate of optimum sleep down to 6.3 hours, representing the peak of persuasion?
What mistaken idea, where everyone else is doing or thinking something that they aren't, was found by researchers at Michigan State University regarding student drinking behavior?
In the Michigan State University study on alcohol consumption, what did students perceive the norm for drinks consumed at a party to be, prior to the social norms campaign?
What was the actual average number of drinks consumed by students in the Michigan State University study, which was lower than the perceived norm?
The social norms campaign at Michigan State University was designed to correct students' misperceptions about drinking. Where did the chosen campaign message, 'Most (63 percent) drink zero to five when they party,' fall in relation to most students' attitudes?
In the fundraising anecdote, a development director making a call on a rich alumnus anticipated a donation of a certain amount. What was this anticipated amount?
After the fundraiser in the anecdote replied, 'Trevor, do you really think that’s enough?', what was the final amount the alumnus wrote a check for?
What is the ethical principle, associated with Immanuel Kant, that is described as 'duty without exception' and suggests acting only on a maxim that you can will to become a universal law?
What is a major reason cited in the chapter's critique for why the research base of social judgment theory (SJT) is relatively small compared to other persuasion theories?
What surprising result was noted in the Bochner and Insko sleep experiment that served as a 'dramatic failure' for one of social judgment theory's predictions?
Sherif's original name for his theory, the 'social judgment-involvement approach,' was intended to emphasize the link between which two concepts?
How did Muzafer Sherif conceptualize a person's attitude or stand on an issue?
In the gun control example, how did the film 'Lincoln' illustrate the concept of a wider latitude of noncommitment?
What physical world analogy does the chapter use to illustrate the contrast and assimilation effects in judging messages?
According to social judgment theory, when a persuader is dealing with highly ego-involved people, what is the most effective path to achieving large-scale change?
What does Sherif suggest is a powerful social process that can expand a person's latitude of acceptance toward differing views?
In the alcohol study at Michigan State, after the three-month campaign, what was the average number of drinks consumed at a party?
When applying Kant's categorical imperative to the fundraising ploy, what would be the primary ethical question to ask?
What term from the text describes groups that members use to define their identity, which can be a powerful force in attitude change?
Which of the following best describes the two-step mental process that social judgment theory posits is triggered when a person hears a message?
Why would Sherif advise a persuader like David to avoid using bumper sticker slogans when trying to persuade someone like Ryan, who is highly ego-involved?
What is the defining characteristic of the latitude of noncommitment?
According to social judgment researchers, what is the typical relationship between holding extreme positions on an issue and the level of ego-involvement?
In the Michigan State alcohol study, after the social norms campaign, what did students lower their estimate of the campus drinking norm to?
In social judgment theory, what is the 'anchor'?
Social judgment theory predicts that when we judge a message to be within our latitude of rejection, we will adjust our attitude in which direction?
According to the chapter, what is the only space for volition or conscious choice for a persuader using social judgment theory?
What does the chapter suggest is a potential outcome of deepening friendships between people with opposing views, like David and Ryan?
What factor was shown to shrink the hearer's latitude of rejection in the sleep study?
How did the student Toby, who found himself 'easily persuaded' and had low ego-involvement, describe his own attitude structure?
Why do some persuasion scholars find social judgment theory 'too simplistic'?
What is the result of the contrast effect?
According to the practical advice for persuaders, if David wants to have a positive effect on Ryan, what kind of message should he select?
What was the reported alcohol consumption average for students in the Michigan State study BEFORE the social norms campaign?
In the alcohol study, what percentage of students reported downing five drinks or less at a party?
Which of the following best describes the 'judgment phase' of social judgment theory?
What is Sherif's view on how people judge a message that falls within their latitude of noncommitment?
The chapter's critique section describes SJT as an 'elegant conception of the persuasion process.' What specific idea gives the theory this 'intuitive appeal'?
If David tries to persuade Ryan using a direct approach with strong pro-gun arguments, what does social judgment theory predict Ryan will perceive?
What is the consequence of judging a new message to be within our latitude of acceptance, according to Sherif?