COMM 3383 midterm 1

Which of the following slogans would be best suited for a collectivistic culture?

"Making friends everywhere"

A city wants dog owners to pick up, bag, and dispose of their pets' poop when taking them on walks. Which of the signs below is most likely to get dog owners to comply?

"Please clean up after your pooch"

Lucy, a doctor, is trying to get one of her dangerously obese patients to exercise more. According to Reinforcement Expectancy Theory, which of the following messages would be best for Lucy to use?

"Regular exercising will make you healthy and help you feel so good."

Which statement best reflects Gass & Seiter's perspective on verbal aggression in political campaigns?

Attacks aimed at a politician's character, so long as they are truthful, are useful in helping voters make an informed choice.

Which of the following statements best summarizes the life-stage hypothesis?

Compared to youthful and elderly people, middle-aged people are less persuadable.

Which of the following statements regarding credibility is false?

Credibility can't be measured.

Which of the following statements best characterizes persuasion, as opposed to propaganda?

It operates most effectively in the interpersonal arena

Babbs is trying to persuade her three friends, James, Peter, and Jacob, to change political parties. While James has always believed that he is inferior to other people, Peter has a healthy self-esteem. Jacob's self-esteem is somewhere in between, neither strong nor weak. According to what we know about self-esteem and persuasion, who should Babbs have the easiest time persuading?

Jacob

Pure persuasion means

all the ingredients for what most people would consider to be persuasion are present.

A problem with many physiological measures of attitude, such as GSR, EMG, and ERP is that they

are bidirectional indicators, and may signal positive or negative reactions

People with a high preference for consistency, compared to people with a low preference for consistency:

are more susceptible to the effects of cognitive dissonance.

Males tend to be more persuasive than females, partly because

audience stereotypes regarding appropriate behavior provide males with more choices when choosing influence strategies.

Biff has just seen an ad in the paper for a new Nissan pickup truck for $15,000. He hurries to his local dealership but is disappointed to learn that the truck is already been sold. "Don't worry," the salesman tells him, "I can make you a terrific deal on a similar truck for only a few dollars more per month." Which of the following tactics is the salesman using?

bait and switch

According to the Theory of Planned Behavior, an effective approach when attempting to persuade a person to engage in healthy eating would be to

bolster the individual's perceived behavioral control over his/her eating habits

Whether a particular brand is considered cool, nerdy, elegant, sexy, or fun refers to

brand personality

Gretchen is a public speaker who recognizes differences in perspectives among her audiences. She attempts to cater her messages to her listeners and, consequently is more successful at persuading. According to persuasion researchers, Gretchen can be considered

cognitively complex

Gordon wants his wife to spend two weeks fishing with him in Hawaii, even though his wife hates fishing. To get her to agree, he first asks if she will go hunting (something she also hates doing) with him for six months in Alaska. When she rejects the Alaska offer, he says, "Well, then how about a two-week fishing trip to Hawaii?" Gordon's strategy is based on which of the following tactics?

door in the face

Which credibility dimension is synonymous with perceived caring, that is, taking a genuine interest in the listener?

goodwill

Central processing involves all of the following except

heuristic cues

Bessie looks up to her older sister, Mallory, as a role model. One day, Bessie sees Mallory smoking a cigarette. Mallory is embarrassed and engages in facework to restore her face in Bessie's eyes. Which concept best illustrates her attempt to manage her self-image?

impression management theory

One way to help ensure a persuasive message will have a lasting effect on receivers is to:

increase their involvement in the issue

One way to help ensure that a persuasive message will have a lasting effect on receivers is to

increase their involvement in the issue

Quincy wants to speak to his professor about his last paper. He intends to challenge the professor about his grade. Shortly into the conversation, Quincy realizes he misunderstood the assignment. Rather than challenge the grade, he decides to ask for a chance to rewrite the paper. This best reflects the notion that

people's goals may change during a persuasive encounter

If something is forbidden, it becomes all the more desirable. This tendency, also known as "reverse psychology," is called:

psychological reactance

Credibility tends to exert a greater influence on receivers when

receiver involvement is low

A preacher reminds his congregation that even though forgiving a sinner may not be easy, it is the Christian thing to do. This is an example of

reinforcing existing attitudes and beliefs

People who often provide suggestions to their circle of friends such as, "You should try it," "You have to see this movie," and "You need to buy it, it is the best thing yet!" are termed

salespersons

Persuaders who target particular "niche" groups, such as soccer moms, Nascar dads, affluent gays, or Hispanic teens, are using

segmentation

Dave asks Jan if she likes imported cars. "Gee, I must," Jan answers. "My last three cars were made in Japan." That Jan inferred her attitude about cars from her past behavior is consistent with which of the following?

self perception theory

What type of attitude scale is depicted below? Same Sex Marriage Good : _____: _____: _____: _____: _____: _____: _____: Bad Unethical: _____: _____: _____: _____: _____: _____: _____: Ethical Wrong: _____: _____: _____: _____: _____: _____: _____: Right

semantic differential

Counterattitudinal advocacy suggests that after having a person create and present a message that is at odds with her/his existing attitudes, she/he is more likely to

shift her/his attitudes in the direction of the position advocated

During a job interview, Jack is asked, "Have you ever laughed at a sexist joke?" Jack is sure he has, on occasion, but he answers, "Not that I can recall. Certainly not in the workplace." Jack is exhibiting

social desirability bias

Which theory or model states that messages that fall within a listener's latitude of acceptance will be assimilated and perceived as closer to the listener's position than the message actually is?

social judgement theory

Sentiment tracking is most closely associated with

social media

ou advise a friend to enroll in Professor Windplenty's class because "he's an easy 'A.'" A stranger in the registration line overhears you and decides to sign up for the same professor. This is an example of

the unintended receiver effect

Which of the following is generally true of people from collectivistic cultures?

they tend to use persuasive strategies that are appropriate to the context.

One reason why many companies have begun to rely on fictional spokespersons is that

they won't become embroiled in a scandal

An effective approach when using counter-attitudinal advocacy to change another's attitudes or behavior is

to ask the persuadee to write down or role-play a counter-attitudinal message

Which of the following statements regarding the use of celebrity endorsers is most accurate?

Negative publicity for an endorser can also tarnish the sponsor's image

Which of the following statements regarding an absolute sleeper effect is most accurate?

While it can be created in a laboratory setting, it would be extremely difficult to reproduce in real life.

Which of the following situations would tend to be the most psychologically comfortable?

Zack dislikes guns, Zack dislikes Morton, Morton owns a number of guns.

Petty and Cacioppo's ELM postulates that there are two routes to persuasion:

a central route, and a peripheral route

n a political debate, a politician who keeps a cool head even when attacked by an opponent or when asked a tough question by the moderator, is exhibiting

composure

All of the following are true about credibility except

credibility is fixed and unchanging

The dapper Tim Gunn, from Project Runway, may know a lot about fashion, but he knows nothing about how to operate a submarine. This best illustrates the fact that:

credibility is situational or contextual

The perceptual contrast effect has been used to explain why the _________________ persuasion tactic is so effective

door in the face

What compliance-gaining strategy is the child using in the dialogue that follows? Child: "Mom, can I stay home from school today so we can go to Disneyland?" Parent: "No." Child, "Well, then can I at least go to a friend's house after school to play?" Parent: "O.K."

door in the face

The primary dimensions of credibility are

expertise, trustworthiness, and goodwill

Which of the following decreases children's vulnerability to being persuaded by television advertisements?

family interaction that focuses on looking at ads critically

The unintended receiver effect illustrates one problem with relying on ____________ to define persuasion

intentionality

When seeking donations for her school fundraiser, Jan told each person, "Please contribute to our school fundraiser. Every penny will help!" Which compliance-gaining strategy is Jan using?

legitimizing paltry contributions

On the first day of school, Professor Wilson gave every student a pencil and a bookmark. The students immediately favored him over other professors. Which explanation for his pregiving strategy is the most appropriate?

liking explanation

Serge is thinking about buying a new stereo. When the salesperson, Naomi, tells him that his favorite stereo is on sale for $2,000, he agrees to make the purchase. But then, as she starts to ring up the sale, she claims to have made a mistake. "I confused that stereo with another one," she claims. "The stereo you want is actually $2,250." If Serge agrees to purchase the stereo for $2,250, he will have succumbed to which of the following tactics?

lowballing

Kiyoko is known by her friends as the fashion expert. She is always ahead of the curve on fashion trends. According to Malcolm Gladwell, Kiyoko would be termed a

maven

According to the "Tipping Point" theory, people who have lots of expertise and know-how are known as:

mavens

Finn was asked to speak to college students about his own experience in the university's "Study Abroad" program. His monotone voice and unenthusiastic delivery style, however, cause listeners to tune out. Finn's loss of credibility can best be attributed to

not matching his level of dynamism to the demands of the situation.

The ________ explains why the door in the face tactic is effective.

perceptual contrast effect

In the terms used in the Elaboration Likelihood Model, a person low in the need for cognition is more likely to be persuaded via the _________ route to persuasion.

peripheral

Cognitive dissonance is known as a/an

post-decision theory

The "norm of reciprocity" has been used to explain the effectiveness of which of the following sequential persuasion tactics?

pregiving

The difference between the lowball strategy and the bait and switch tactic is

the bait and switch substitutes a different product or service at a higher price.

Customer: I don't think I'll buy the stereo today. Salesperson: Why not? Customer: It's too expensive. Salesperson: There's always a layaway plan. Customer: I don't have time today. Salesperson: I can do the paperwork in less than 5 minutes... This conversation best illustrates the salesperson's use of which tactic?

the dump and chase

According to the Theory of Reasoned Action, the single best predictor of a person's behavior is

the person's intention(s) regarding the behavior

The idea that persuasion requires free choice or free will focuses on

the receiver

Linda gets very angry with her spouse for not taking care of their children on weekends when she wants to go out with friends. During arguments, she will call him names and threaten to leave him if he doesn't change his ways. This is an example of

verbal aggressiveness