{"id":345,"date":"2023-11-16T15:51:22","date_gmt":"2023-11-16T15:51:22","guid":{"rendered":"http:\/\/localhost\/bpscoretextbooks\/?post_type=content&#038;p=345"},"modified":"2025-03-25T09:47:15","modified_gmt":"2025-03-25T09:47:15","slug":"chapter-9-persuasion-and-compliance-in-cyberspace","status":"publish","type":"content","link":"https:\/\/routledgelearning.com\/bpscoretextbooks\/9780367552299\/chapter-9-persuasion-and-compliance-in-cyberspace\/","title":{"rendered":"Chapter 9 &#8211; Persuasion and Compliance in Cyberspace"},"content":{"rendered":"\n<div class=\"wp-block-group has-background has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" style=\"background-color:#eedbd1;padding-top:var(--wp--preset--spacing--70);padding-bottom:var(--wp--preset--spacing--70)\">\n<div class=\"wp-block-columns alignwide is-layout-flex wp-container-core-columns-is-layout-28f84493 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-vertically-aligned-center is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:66.66%\"><div class=\"aioseo-breadcrumbs\"><span class=\"aioseo-breadcrumb\">\n\tHome\n<\/span><\/div>\n\n<h1 class=\"wp-block-post-title\">Chapter 9 &#8211; Persuasion and Compliance in Cyberspace<\/h1>\n\n\n<p>This chapter sets out to explain the concepts of compliance and conformity and will give examples of how social influence operates in the online environment. It will present how the models of persuasive communication are being used online. One example of how the principles of persuasion are being used through technology is in a field called c aptology. Examples of applications of social influence in advertising healthy habits and online trends will be described.<\/p>\n\n\n\n<details class=\"wp-block-details is-layout-flow wp-block-details-is-layout-flow\"><summary>Chapter Summary<\/summary>\n<h3 class=\"wp-block-heading\">What Is Social Influence?<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Defines the term \u2018social influence\u2019 and lists out the two different types of social influence.&nbsp;&nbsp; Three different processes of social influence are identified: compliance, obedience, and conformity.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">Compliance<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Compliance is defined and Cialdini\u2019s six principles are mentioned and described.<\/li>\n\n\n\n<li>The foot-in-the-door technique is defined and explained using an online example.<\/li>\n\n\n\n<li>The door-in-the-face technique is explained using an online example.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">Obedience and Authority<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>This is defined and linked to the principle of authority.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">Conformity<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Conformity is defined and the original experiments by Solomon Asch in 1953 are described.<\/li>\n\n\n\n<li>Why do we conform to online cyber-trends such as the Ice Bucket Challenge?<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">Persuasion<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What is persuasion?<\/li>\n\n\n\n<li>Some models of persuasion are described such as the Yale model of persuasive communication which looks at the characteristics of the source, characteristics of the message, and characteristics of the audience.<\/li>\n\n\n\n<li>The Elaboration Likelihood Model is detailed with the central and peripheral routes described.<\/li>\n\n\n\n<li>Research into how the need for cognition affects how we behave online is described.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">Captology<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>This is the field which looks at the use of persuasive technologies.<\/li>\n\n\n\n<li>It was pioneered by B. F. Fogg and the Stanford Persuasive Technology Lab.<\/li>\n<\/ul>\n<\/details>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-vertically-aligned-center is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:33.33%\"><\/div>\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group is-layout-flow wp-block-group-is-layout-flow\">\n<div class=\"wp-block-query alignwide is-layout-flow wp-block-query-is-layout-flow\"><ul class=\"wp-block-post-template is-layout-flow wp-block-post-template-is-layout-flow\"><li class=\"wp-block-post post-1272 content type-content status-publish format-standard hentry content-type-content parent-book-40 resource-type-weblinks\">\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\"><h2 class=\"alignwide wp-block-post-title\">Chapter 9 \u2013 Useful Websites<\/h2>\n\n<div class=\"entry-content alignwide wp-block-post-content is-layout-flow wp-block-post-content-is-layout-flow\">\n<p>This website is from Steve Booth Butterfield who is a prominent researcher in persuasion. It contains definitions and applications of persuasion tactics\/models to the Web. The website is very informal and easy to follow.<\/p>\n\n\n\n<p><a href=\"https:\/\/www.healthyinfluence.com\/contact.htm\">https:\/\/www.healthyinfluence.com\/contact.htm<\/a><\/p>\n\n\n\n<p>The behaviour design lab is located in Stanford University and is run by B.F. Fogg. The website contains articles and videos on the area. It also lists out the various projects looking at promoting behaviour change such as promoting Covid Vaccination. It has details on Fogg\u2019s Behaviour Model and Fogg\u2019s Behaviour Grid.<\/p>\n\n\n\n<p><a href=\"https:\/\/behaviordesign.stanford.edu\">https:\/\/behaviordesign.stanford.edu<\/a><\/p>\n\n\n\n<p>This website has tips and advice for applying the principles of compliance to online adverts. <\/p>\n\n\n\n<p><a href=\"https:\/\/cxl.com\/blog\/5-principles-of-persuasive-web-design\/\">https:\/\/cxl.com\/blog\/5-principles-of-persuasive-web-design\/<\/a><\/p>\n<\/div><\/div>\n\n<\/li><li class=\"wp-block-post post-1271 content type-content status-publish format-standard hentry content-type-content parent-book-40 resource-type-further-reading\">\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\"><h2 class=\"alignwide wp-block-post-title\">Chapter 9 \u2013 Further Reading<\/h2>\n\n<div class=\"entry-content alignwide wp-block-post-content is-layout-flow wp-block-post-content-is-layout-flow\">\n<p>This paper by Fogg describes the design principles behind creating persuasive technologies.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Fogg, B. J. (2009, April). Creating persuasive technologies: An eight-step design process. In <em>Persuasive \u201909: Proceedings of the 4th International Conference on Persuasive Technology<\/em> (Article No. 44). ACM. Retrieved from: <a href=\"http:\/\/ejournal.narotama.ac.id\/files\/an%20eight-step%20design%20process.pdf\">http:\/\/ejournal.narotama.ac.id\/files\/an%20eight-step%20design%20process.pdf<\/a> \u00a0<\/li>\n<\/ul>\n\n\n\n<p>This paper by Knowles <em>et al<\/em>. looks at the difference between persuasion and manipulation as tools used in persuasive technologies. It also introduces the BARTER system in a case study which is designed to get people to spend locally using persuasive technologies.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Knowles, B., Coulton, P., Lochrie, M. &amp; Wohl, B. (2014, February). <em>\u201cConvince Us\u201d: An Argument for the Morality of Persuasion<\/em>. Paper presented at the 17th ACM Conference on Computer Supported Cooperative Work and Social Computer (<em>CSCW\u201914 Workshop<\/em>) ACM, Baltimore, Maryland, USA. Retrieved from: <a href=\"http:\/\/eprints.lancs.ac.uk\/68688\/1\/Knowles_CSCW_final.pdf\">http:\/\/eprints.lancs.ac.uk\/68688\/1\/Knowles_CSCW_final.pdf<\/a><\/li>\n<\/ul>\n\n\n\n<p>This chapter by Hamari <em>et al<\/em>. is an empirical review of the research using persuasive technologies (95 in total) and categorises them from positive to negative in terms of the impact of the technologies.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Hamari, J., Koivisto, J. and Pakkanen, T. (2014). Do persuasive technologies persuade? \u2013 A review of empirical studies. In A. Spagnolli, L. Chittaro &amp; L. Gamberini, L. (eds), <em>Persuasive Technology: 9th International Conference, Persuasive 2014:<\/em> <em>LNCS<\/em> <em>8462<\/em>, <em>Proceedings<\/em> (pp. 118\u2013136). Cham, Switzerland: Springer International Publishing. Retrieved from: <a href=\"http:\/\/www.skateboardingalice.com\/papers\/2014_Hamari.pdf\">www.skateboardingalice.com\/papers\/2014_Hamari.pdf<\/a> \u00a0<\/li>\n<\/ul>\n<\/div><\/div>\n\n<\/li><li class=\"wp-block-post post-1270 content type-content status-publish format-standard hentry content-type-content parent-book-40 resource-type-audio-and-video-links\">\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\"><h2 class=\"alignwide wp-block-post-title\">Chapter 9 \u2013 Audio and Video links<\/h2>\n\n<div class=\"entry-content alignwide wp-block-post-content is-layout-flow wp-block-post-content-is-layout-flow\">\n<p>One of the applications of online social influence is online activism and in this TED Talk, Zeynep Tufekci looks at why it may be easy to start an online cause but more difficult to sustain it.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"http:\/\/www.ted.com\/talks\/zeynep_tufekci_how_the_internet_has_made_social_change_easy_to_organize_hard_to_win\">www.ted.com\/talks\/zeynep_tufekci_how_the_internet_has_made_social_change_easy_to_organize_hard_to_win<\/a><\/li>\n<\/ul>\n\n\n\n<p>Another TED Talk by Eli Pariser focuses on what would occur if all the online information we are exposed to was designed and sourced to our tastes, and discusses the consequences of tailoring.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"http:\/\/www.ted.com\/talks\/eli_pariser_beware_online_filter_bubbles\">www.ted.com\/talks\/eli_pariser_beware_online_filter_bubbles<\/a><\/li>\n<\/ul>\n\n\n\n<p>A video on the intersection of behavioral psychology and technologies of\/as persuasion.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/www.youtube.com\/watch?v=1Yc3Xw0EhQ4\">https:\/\/www.youtube.com\/watch?v=1Yc3Xw0EhQ4<\/a><\/li>\n<\/ul>\n\n\n\n<p>A TED talk by B.F. Fogg on changing behaviour with tiny habits.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/www.youtube.com\/watch?v=AdKUJxjn-R8\">https:\/\/www.youtube.com\/watch?v=AdKUJxjn-R8<\/a><\/li>\n<\/ul>\n\n\n\n<p>Interesting talk by Dave Rubin of The Rubin Report with &nbsp;Tristan Harris (Ex-Design Ethicist at Google) to discuss how technology really affects our lives, why design needs ethics, how apps like Snapchat and Twitter are addictive because of their use of ethical and unethical tricks, and much more. It looks at persuasive technology and how it is being used.<\/p>\n\n\n\n<p>How Tech Uses Unethical Tricks To Addict Us (Pt. 1) | Tristan Harris | TECH | Rubin Report<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/www.youtube.com\/watch?v=qsUrOmwI82I&amp;list=PLEbhOtC9klbDzksGrbLATckXU5BkQrQP0&amp;index=9&amp;t=0s\">https:\/\/www.youtube.com\/watch?v=qsUrOmwI82I&amp;list=PLEbhOtC9klbDzksGrbLATckXU5BkQrQP0&amp;index=9&amp;t=0s<\/a><\/li>\n<\/ul>\n<\/div><\/div>\n\n<\/li><li class=\"wp-block-post post-257 content type-content status-publish format-standard hentry category-uncategorized content-type-content parent-book-40 resource-type-essay-questions\">\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\"><h2 class=\"alignwide wp-block-post-title\">Chapter 9 &#8211; Essay questions<\/h2>\n\n<div class=\"entry-content alignwide wp-block-post-content is-layout-flow wp-block-post-content-is-layout-flow\">\n<ol class=\"wp-block-list\" type=\"1\">\n<li>Explain the differences between compliance and conformity. Provide examples from the on-line environment to illustrate your answer.<\/li>\n\n\n\n<li>Captology is a multidisciplinary field with a myriad of possible applications. Discuss the various fields and causes to which persuasive technologies can contribute.<\/li>\n\n\n\n<li>Explain how you persuasive technologies can enhance inclusion.<\/li>\n\n\n\n<li>Discuss the ethical issues that might be faced from using persuasive technologies.<\/li>\n\n\n\n<li>How far would you go when playing a game using avatars in terms of how you would treat the avatars? Would it be \u2018easier\u2019 to cause pain rather than kill an avatar ?<\/li>\n\n\n\n<li>Why do you think people go along with cyber \u2013 trends like the Ice Bucket challenge?<\/li>\n<\/ol>\n<\/div><\/div>\n\n<\/li><\/ul>\n\n<\/div>\n\n\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-group alignwide is-layout-flow wp-block-group-is-layout-flow\">\n<h2 class=\"wp-block-heading alignwide\">Chapter 9 &#8211; Quiz<\/h2>\n\n\n<script>\n                            if (window.qmn_quiz_data === undefined) {\n                                    window.qmn_quiz_data = new Object();\n                            }\n                    <\/script><script>window.qmn_quiz_data[\"9\"] = {\"quiz_id\":\"9\",\"quiz_name\":\"9780367552299 - Chapter 9\",\"disable_answer\":0,\"ajax_show_correct\":0,\"progress_bar\":0,\"contact_info_location\":0,\"qpages\":{\"1\":{\"id\":\"1\",\"quizID\":\"9\",\"pagekey\":\"jC4aX8fe\",\"hide_prevbtn\":\"0\"}},\"skip_validation_time_expire\":0,\"timer_limit_val\":0,\"disable_scroll_next_previous_click\":0,\"disable_scroll_on_result\":0,\"disable_first_page\":0,\"enable_result_after_timer_end\":0,\"enable_quick_result_mc\":0,\"end_quiz_if_wrong\":0,\"form_disable_autofill\":0,\"disable_mathjax\":0,\"enable_quick_correct_answer_info\":0,\"quick_result_correct_answer_text\":\"Correct! 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       <\/script>\t\t<div class='qsm-quiz-container qsm-quiz-container-9 qmn_quiz_container mlw_qmn_quiz qsm_auto_pagination_enabled quiz_theme_default  '>\n\t\t\t\t\t\t\t\t<form name=\"quizForm9\" id=\"quizForm9\" action=\"\/bpscoretextbooks\/wp-json\/wp\/v2\/content\/345\/\" method=\"POST\" class=\"qsm-quiz-form qmn_quiz_form mlw_quiz_form\" novalidate enctype=\"multipart\/form-data\">\n\t\t\t\t<input type=\"hidden\" name=\"qsm_hidden_questions\" id=\"qsm_hidden_questions\" value=\"\">\n\t\t\t\t<input type=\"hidden\" name=\"qsm_nonce\" id=\"qsm_nonce_9\" value=\"4e1865c248\">\n\t\t\t\t<input type=\"hidden\" name=\"qsm_unique_key\" id=\"qsm_unique_key_9\" value=\"69cfaae4c63b9\">\n\t\t\t\t<div id=\"mlw_error_message\" class=\"qsm-error-message qmn_error_message_section\"><\/div>\n\t\t\t\t<span id=\"mlw_top_of_quiz\"><\/span>\n\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-1\" data-apid=\"1\" data-qpid=\"1\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-102 slide0 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 1 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>Captology is the field which looks at?<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question102-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question102\" id=\"question102_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question102_1\">\n\t\t\t\t\tLanguage online\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question102-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question102\" id=\"question102_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question102_2\">\n\t\t\t\t\tComputers as persuasive technology\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question102-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question102\" id=\"question102_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question102_3\">\n\t\t\t\t\tCompliance online\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question102-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question102\" id=\"question102_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question102_4\">\n\t\t\t\t\tSocial influence\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question102_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question102\" id=\"question102_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_102\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-2\" data-apid=\"2\" data-qpid=\"2\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-103 slide1 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 2 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>How many types of influence are there?<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question103-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question103\" id=\"question103_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question103_1\">\n\t\t\t\t\tThree\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question103-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question103\" id=\"question103_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question103_2\">\n\t\t\t\t\tFour\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question103-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question103\" id=\"question103_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question103_3\">\n\t\t\t\t\tTen\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question103-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question103\" id=\"question103_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question103_4\">\n\t\t\t\t\tTwo\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question103_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question103\" id=\"question103_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_103\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-3\" data-apid=\"3\" data-qpid=\"3\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-104 slide2 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 3 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>Conformity is the change in attitudes as a result of:<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question104-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question104\" id=\"question104_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question104_1\">\n\t\t\t\t\tPressure\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question104-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question104\" id=\"question104_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question104_2\">\n\t\t\t\t\tNoise\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question104-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question104\" id=\"question104_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question104_3\">\n\t\t\t\t\tAdvice\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question104-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question104\" id=\"question104_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question104_4\">\n\t\t\t\t\tEmotions\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question104_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question104\" id=\"question104_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_104\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-4\" data-apid=\"4\" data-qpid=\"4\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-105 slide3 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 4 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>Cialdini (2001) has identified ___ principles of compliance<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question105-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question105\" id=\"question105_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question105_1\">\n\t\t\t\t\t2\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question105-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question105\" id=\"question105_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question105_2\">\n\t\t\t\t\t4\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question105-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question105\" id=\"question105_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question105_3\">\n\t\t\t\t\t6\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question105-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question105\" id=\"question105_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question105_4\">\n\t\t\t\t\t10\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question105_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question105\" id=\"question105_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_105\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-5\" data-apid=\"5\" data-qpid=\"5\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-106 slide4 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 5 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>Which of the following is a persuasive technology tool?<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question106-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question106\" id=\"question106_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question106_1\">\n\t\t\t\t\tConformity\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question106-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question106\" id=\"question106_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question106_2\">\n\t\t\t\t\tNudge approach\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question106-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question106\" id=\"question106_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question106_3\">\n\t\t\t\t\tFoot in the door\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question106-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question106\" id=\"question106_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question106_4\">\n\t\t\t\t\tTailoring\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question106_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question106\" id=\"question106_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_106\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-6\" data-apid=\"6\" data-qpid=\"6\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-107 slide5 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 6 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>The two-step technique which works when the person is first presented with an extremely large request and then with a more modest second request is:<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question107-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question107\" id=\"question107_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question107_1\">\n\t\t\t\t\tThat\u2019s not all\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question107-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question107\" id=\"question107_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question107_2\">\n\t\t\t\t\tThe foot in the door\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question107-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question107\" id=\"question107_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question107_3\">\n\t\t\t\t\tLow-balling\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question107-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question107\" id=\"question107_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question107_4\">\n\t\t\t\t\tThe door in the face\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question107_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question107\" id=\"question107_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_107\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-7\" data-apid=\"7\" data-qpid=\"7\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-108 slide6 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 7 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>What approach provides feedback on consequences of individual choice?<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question108-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question108\" id=\"question108_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question108_1\">\n\t\t\t\t\tBehaviour modification\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question108-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question108\" id=\"question108_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question108_2\">\n\t\t\t\t\tDoor in the face\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question108-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question108\" id=\"question108_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question108_3\">\n\t\t\t\t\tNudge\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question108-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question108\" id=\"question108_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question108_4\">\n\t\t\t\t\tPersonalisation\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question108_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question108\" id=\"question108_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_108\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-8\" data-apid=\"8\" data-qpid=\"8\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-109 slide7 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 8 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>We generally conform because:<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question109-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question109\" id=\"question109_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question109_1\">\n\t\t\t\t\tWe want to maintain harmony within a group\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question109-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question109\" id=\"question109_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question109_2\">\n\t\t\t\t\tWe like the behaviour\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question109-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question109\" id=\"question109_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question109_3\">\n\t\t\t\t\tWe need to feel appreciated\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question109-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question109\" id=\"question109_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question109_4\">\n\t\t\t\t\tWe are afraid\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question109_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question109\" id=\"question109_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_109\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-9\" data-apid=\"9\" data-qpid=\"9\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-110 slide8 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 9 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>The persuasion model which takes two routes of persuasion into account is: <\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question110-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question110\" id=\"question110_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question110_1\">\n\t\t\t\t\tThe Elaboration Likelihood Model\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question110-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question110\" id=\"question110_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question110_2\">\n\t\t\t\t\tThe hyperpersonal effect\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question110-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question110\" id=\"question110_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question110_3\">\n\t\t\t\t\tThe online disinhibition effect\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question110-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question110\" id=\"question110_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question110_4\">\n\t\t\t\t\tThe Yale model\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question110_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question110\" id=\"question110_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_110\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-10\" data-apid=\"10\" data-qpid=\"10\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-111 slide9 \">\n\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Question 10 <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p>The way in which we engage with information has been called:<\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question111-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question111\" id=\"question111_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question111_1\">\n\t\t\t\t\tNeed for approval\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question111-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question111\" id=\"question111_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question111_2\">\n\t\t\t\t\tNeed for cognition\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question111-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question111\" id=\"question111_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question111_3\">\n\t\t\t\t\tNeed for control\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question111-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question111\" id=\"question111_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question111_4\">\n\t\t\t\t\tNeed for cognitive complexity\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question111_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question111\" id=\"question111_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_111\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"qmn_question_list\" value=\"102Q103Q104Q105Q106Q107Q108Q109Q110Q111Q\" \/>\n\t\t\t\t\t<div class=\"qsm-auto-page-row quiz_section quiz_end empty_quiz_end qsm-d-none\" >\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div id=\"mlw_error_message_bottom\" class=\"qsm-error-message qmn_error_message_section\"><\/div>\n\t\t\t\t\t<input type=\"hidden\" name=\"qmn_all_questions_count\" id=\"qmn_all_questions_count\" value=\"10\" \/>\n\t\t\t\t\t<input type=\"hidden\" name=\"total_questions\" id=\"total_questions\" value=\"10\" \/>\n\t\t\t\t\t<input type=\"hidden\" name=\"timer\" id=\"timer\" value=\"0\" \/>\n\t\t\t\t\t<input type=\"hidden\" name=\"timer_ms\" id=\"timer_ms\" value=\"0\"\/>\n\t\t\t\t\t<input type=\"hidden\" class=\"qmn_quiz_id\" name=\"qmn_quiz_id\" id=\"qmn_quiz_id\" value=\"9\" \/>\n\t\t\t\t\t<input type='hidden' name='complete_quiz' value='confirmation' \/>\n\t\t\t\t\t\t\t\t\t<\/form>\n\t\t\t\t\t\t<\/div>\n\t\t<div style=\"display: none;\" class=\"qsm-popup qsm-popup-slide\" id=\"modal-4\" aria-hidden=\"false\"><div class=\"qsm-popup__overlay\" tabindex=\"-1\" data-micromodal-close=\"\"><div class=\"qsm-popup__container qmn_quiz_container\" role=\"dialog\" aria-modal=\"true\"><div class=\"qsm-popup__content\"><img decoding=\"async\" src=\"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-content\/plugins\/quiz-master-next\/assets\/clock.png\" alt=\"clock.png\"\/><p class=\"qsm-time-up-text\"> Time's up<\/p><\/div><footer class=\"qsm-popup__footer\"><button class=\"qsm-popup-secondary-button qmn_btn\" data-micromodal-close=\"\" aria-label=\"Close this dialog window\" onclick=\"location.reload();\">Cancel<\/button><\/footer><\/div><\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>This chapter sets out to explain the concepts of compliance and conformity and will give examples of how social influence operates in the online environment. It will present how the models of persuasive communication are being used online. One example of how the principles of persuasion are being used through technology is in a field [&hellip;]<\/p>\n","protected":false},"featured_media":0,"parent":0,"menu_order":0,"template":"single-chapter","format":"standard","meta":{"_acf_changed":false},"categories":[1],"content-type":[34],"parent-book":[40],"resource-type":[32],"class_list":["post-345","content","type-content","status-publish","format-standard","hentry","category-uncategorized","content-type-chapter","parent-book-40","resource-type-chapter"],"acf":{"linked_book":""},"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/content\/345","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/content"}],"about":[{"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/types\/content"}],"wp:attachment":[{"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/media?parent=345"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/categories?post=345"},{"taxonomy":"content-type","embeddable":true,"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/content-type?post=345"},{"taxonomy":"parent-book","embeddable":true,"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/parent-book?post=345"},{"taxonomy":"resource-type","embeddable":true,"href":"https:\/\/routledgelearning.com\/bpscoretextbooks\/wp-json\/wp\/v2\/resource-type?post=345"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}