455 Midterm

Which type of propaganda relies on language that leads to highly emotional reactions such as fear, hate, anger, and so on? a. Strategic Propaganda b. Cognitive Progaganda c. Hypnotic Propaganda d. Semantic Propaganda

Cognitive Progaganda

All of the following are examples of "lenses" or perceptual filters through which most of us view our diverse world except: a. Cultural extremists b. Colorblind c. Meritocrats d. Assimilationists

Cultural extremists

The term ________ is typically used to render a negative ethical judgment of a persuader. a. Polemicist b. Extremist c. Philosopher d. Demagogue

Demagogue

________ are usually made up of sequential, smaller bits of meaning. a. Connotations b. Significations c. Presentational meanings d. Discursive symbols

Discursive symbols

A cognitive model that suggests that persuasion takes one of two routes, central and peripheral, is the a. Multiple Motive Heuristic Systematic Model (MMHSM). b. Likeliness of Persuasion Model (LPM). c. Multiple Mode Processing Model (MMPM). d. Elaboration Likelihood Model (ELM).

Elaboration Likelihood Model (ELM)

According to FactCheck.org, Social Media Networks like Twitter discourage deception and lying. True False

False

Balance theory accounts for quantitative differences between judgments, while cognitive dissonance theory accounts for qualitative differences. True False

False

Coercion involves choice while persuasion relies on force to gain compliance. True False

False

Festinger hypothesized that dissonance was caused by two or more pieces of information fitting together. True False

False

Frey and Eagly (1993) suggest that vivid elements in persuasive messages increase message effectiveness. True False

False

Kenneth Burke suggests there is a great deal of consistency in what individuals find dramatic and how to make their language the most potent. True False

False

Labeling someone a demagogue is easy due to its concrete and specific definition. True False

False

Lying is defined as the broad category of any intentional behavior that misleads, misinforms, or misdirects. True False

False

Motivation research reflects the experimental tradition in psychology rather than the symbolist tradition. True False

False

The ELM provides information in determining which people will rely heavily on brands and which people will rely heavily on price of the brand. True False

False

The complex sentence sets things in the world in opposition to or in balance with one another. True False

False

________ is similar to Aristotle's term 'common ground.' a. Substances b. Signs c. Identification d. Negative

Identification

________ indicate the presence of an event, feeling, or object. a. Signs b. Conceptions c. Symbols d. Concepts

Signs

A significant difference between Aristotle and his mentor, Plato, was their approach to issues of truth in persuasion. True False

True

According to Langer and others, the ability to create powerful symbols distinguishes humans from nonhumans. True False

True

According to Maslow's Hierarchy, weaker needs (such as the need for self-respect) emerge only after stronger needs (like food or shelter) have been filled. True False

True

According to Rank's Model of persuasion, downplaying involves omission, diversion, and confusion. True False

True

According to research, shock conditions tend to produce greater recall in recipients than the information and fear conditions. True False

True

Appeals to the intellect, or to the rational side of humans, are represented by the Greek word logos. True False

True

Aristotle thought that persuasive messages are most effective when they are based on the common ground between the persuader and the persuaded. True False

True

Aristotle was an ancient Greek philosopher whose efforts to describe what happens when persuasion occurs is still relevant today. True False

True

As receivers and senders of persuasion, we have the responsibility to uphold appropriate ethical standards for persuasion, to encourage freedom of inquiry and expression, and to promote public debate as crucial to democratic decision-making. True False

True

________ functions of attitudes stress the features and benefits of a product. a. Utilitarian b. Attention c. Retention d. Comprehension

Utilitarian

When companies put out statements such as "Hurry! Only 1 day left!" they are attempting to create a. anger. b. commitment. c. a sense of urgency. d. authority.

a sense of urgency

Which theory treats the mind, metaphorically, as a library where a massive amount of information is stored? a. automatic activation of attitudes b. social judgment theory c. mere exposure d. elaboration likelihood model e. primacy

automatic activation of attitudes

Which of the "Key Terms" identified by Weaver has the most potency? a. god terms b. devil terms c. oxymoronic terms d. charismatic terms

charismatic terms

The ability to critically respond to the persuasion you encounter and to wisely and ethically make choices is defined in the text as a. euphemism. b. deception. c. response-ability. d. doublespeak.

deception

If in the song lyric "Leroy Brown is the baddest man in the whole dang town" by bad we mean "More inferior, as in quality, condition, or effect," what kind of meaning is that? a. connotative b. signification c. denotative d. presentational meaning

denotative

A ________ is a phrase that is unchallenged, demanding sacrifice or obedience. a. devil term b. god term c. charismatic term d. unifying term

god term

A psychological feeling of discomfort that arises when order is violated is Borchers definition of a. fear. b. shame. c. emotion. d. guilt.

guilt

Communications that degrade, belittle, humiliate, or disrespect individuals and groups based on their race, ethnicity, nationality, religion, sex, or sexual orientation are referred to as a. hate speech. b. dialogic speech. c. invitational rhetoric. d. feminist speech.

hate speech

Verbal or visual appeals that cause receivers to become emotionally involved with a product or brand rather than responding rationally to product/brand reality are known as a. hot buttons. b. attitudes. c. creative outlets. d. basic needs.

hot buttons

This perspective asks what characteristics make us fundamentally human in order to assess standards of ethical judgment. a. legal perspective b. rhetorical perspective c. situational perspective d. human nature perspective

human nature perspective

Active cooperation is induced by what Kenneth Burke called a. signs. b. sub-stances. c. identification. d. the negative

identification

Lauren enjoys Campbell's soup. She likes the red can; it reminds her of home and makes her feel warm. Lauren's processing can be understood by both the ________ routes to persuasion. a. peripheral and heuristic b. central and systematic c. heuristic and systematic d. central and peripheral

peripheral and heuristic

According to the ELM, there are times when persuasion requires only a momentary period of concentration on an issue. This type of persuasion occurs in the a. self persuasion processing route. b. co-creation processing route. c. central information processing route. d. peripheral information processing route.

peripheral information processing route

Borchers (2005) identifies two dimensions of emotional states. They are a. repressed and advanced. b. physiological and cognitive. c. fear and guilt. d. psychological and cohesive.

physiological and cognitive

The bottom level of Maslow's pyramid contains the strongest needs we have-our basic needs, which he defined as the a. ability to continue to fill the basic needs of life. b. motivated need for love. c. belongingness and affiliation. d. physiological things required to sustain life.

physiological things required to sustain life

"Do unto others as they themselves would have done unto them" is known as the ________ rule. a. silver b. ethical c. platinum d. golden

platinum

The belief that people are attracted to rewarding situations and seek to eliminate uncomfortable conditions is known as a. mood processing. b. defensive avoidance. c. pleasure-pain principle. d. inoculation.

pleasure-pain principle

If Rush Limbaugh was speaking to a liberal audience, what kind of speaker would he be acting as? a. charismatic b. pragmatic c. semiotic d. unifying

pragmatic

In order to understand the total meaning of a religious ceremony, one would have to experience the entire thing. In other words, they would have to receive the a. discursive symbols. b. denotative meaning. c. negative. d. presentational meaning.

presentational meaning

According to the text, true ________ is unethical advocacy on behalf of an ideology using largely emotional argument that conceals in order to assemble a mass movement on behalf of or against that ideology. a. interactive media b. coercion c. doublespeak d. propaganda

propaganda

The use of psychological pushing that can convince us to act or behave in accord with a source's suggestions, especially through the use of labeling others as undesirable is called a. behavioral modeling. b. compliance-gaining. c. intimidation. d. propaganda.

propaganda

The early Greeks' effort to systematize persuasion was called a. rhetoric. b. coercion. c. ethos. d. compliance gaining.

rhetoric

Of the five major ethical perspectives discussed in the book as potential viewpoints for analyzing ethical issues in persuasion, all of the following are included except a. human nature perspectives. b. religious perspectives. c. rhetorical perspectives. d. dialogic perspectives.

rhetorical perspectives

Invitational Rhetoric is rooted in all of the following feminist assumptions except a. rhetors tell what they currently know or understand; they present their vision of the world and how it works for them. b. every human being has value because she or he is unique and is an integral part of the pattern of the universe. c. individuals have a right to self-determination concerning the conditions of their lives. d. relationships of equality are usually more desirable than ones of domination and elitism.

rhetors tell what they currently know or understand; they present their vision of the world and how it works for them

English is the first language of ________ countries. a. 7-U.S.A., Canada, England, Scotland, Wales, Australia, & New Zealand b. 9 c. 32 d. 45

45

What does it mean when I put my words in quotation marks such as: You are "interesting"? a. All of the above. b. I am using the word in a way that is not necessarily your way. c. I have my own special meaning for that word. d. I am flagging the word.

All of the above.

________ language is open to two or more legitimate interpretations. a. Deceptive b. Misleading c. Ambiguous d. Ethical

Ambiguous

Foss' schema for evaluating visual imagery begins with which step? a. Make sure the image is authentic and was not altered b. Assigning a function to the visual item c. Checking to see whether the image rings true d. Establishing the intent of the image

Assigning a function to the visual item

The prepotency principle of Maslow's pyramid of needs would predict that self actualization needs would supersede the need for love or esteem. True False

False

The term power-orientation is typically a label to designate a critical mass of people coming together to address problematic actions. True False

False

The use of PowerPoint© increases the processing power of information for an audience. True False

False

The use of intimidation, force, harassment, and violence by radical movements is a form of persuasion. True False

False

To Kenneth Burke, half of all words have emotional shadings and reveal the feelings, attitudes, values, and judgments of the user. True False

False

What famous book written by Aristotle is credited with laying the foundation for much of what we currently study in the area of persuasion? a. Human Communication b. Epideictic Discourse c. The Epistemic Approach d. Rhetoric

Rhetoric

Of the below options, what is the most significant difference between the ELM and the HSM? a. In the ELM it is required that people have both ability and motivation to process, but the HSM does not mention those variables. b. The HSM proposes the sufficiency threshold, but the ELM does not. c. The ELM has 2 routes to persuasion and the HSM has 4. d. The ELM talks about low level, quick processing, but the HSM doesn't talk about that.

The HSM proposes the sufficiency threshold, but the ELM does not

Based on hundreds of interviews, sociologist Robert Bellah and colleagues (1985) concluded that most contemporary Americans see themselves in a race for material goods, prestige, power, and influence. True False

True

Critical theory focuses on inequitable situations and injustices. True False

True

Words can be considered substitutes for actions. True False

True

According to the ELM, in order to engage in central route processing both ________ to do so are required. a. need for cognition and motivation b. awareness and ability c. heuristics and automatic connections d. ability and motivation

ability and motivation

According to Fishbein and Ajzen (1975) attitude change usually precedes what people say they intend to do. This is best known as a. opinions. b. individual attitude. c. behavioral intention. d. individual beliefs.

behavioral intention

The need to interact with others and to identify with some group is referred to as a. love and esteem needs. b. self-actualization needs. c. belongingness and affiliation needs. d. the need for roots.

belongingness and affiliation needs

According to the text, all of the following are considered one of the five issues or dimensions used to evaluate a person's ethical character except a. past-present dimension. b. once-pattern issue. c. celebrity-politician issue. d. private-public dimension.

celebrity-politician issue

Rather than focus on the truth of the content of a speech, the Roman rhetorician Quintilian focused on a. emotional appeals. b. character of the speaker. c. rational appeals. d. interaction.

character of the speaker

"Our behavioral intentions toward changing our behavior are the most important predictor of actually changing behavior, not our attitudes toward the behavior itself". This statement best describes which model of attitude formation? a. mere exposure b. expectancy-value c. compliance gaining d. norms-based approaches

expectancy-value

Attacks on the receiver's image are called a. face threats. b. anchors. c. fear appeals. d. decoy effects.

face threats

"Love is a flower" is clearly which type of statement? a. realist b. figurative c. literal d. denotative

figurative

________ is the practice of warning people of potentially damaging information or persuasive attempts that will likely happen in the future. a. biased information processing b. two-sided argument c. fear induction d. inoculation

inoculation

Media in which the receiver actively participates in the communication process is best characterized as a. interactive media. b. ethical media. c. democratic media. d. public opinion media.

interactive media

One form of doublespeak which uses highly technical or specialized language to confuse the receiver is known as: a. composition b. jargon c. scam d. elaboration

jargon

Western cultures typically understand the following concept as the habitual embodiment of virtues such as courage, temperament, wisdom, justice, fairness, generosity, gentleness, patience, truthfulness, and trustworthiness. a. demagoguery b. moral character c. ambiguity d. moral exclusion

moral character

Research based on the social sciences and the study of marketing rather than on our traditional political, ideological, or rhetorical traditions is referred to as a. proprietary research. b. motivation research. c. basic research. d. hidden needs research.

motivation research

According to the text, all of the following are considered "interactive media" except a. virtual reality. b. cell phones. c. video games. d. movie theaters.

movie theaters

________ is a belief rooted in the work of Adam Smith where global free trade trickles down for the benefit of all. a. dramatism b. neoliberalism c. polarization d. critical theory

neoliberalism

According to the Theory of Reasoned Action, we consider more than our attitudes when deciding to change our behaviors. We also consider what important others think. This is called a. behavioral intentions. b. normative influence. c. expectancy value model. d. anchoring.

normative influence

This type of language reinforces stereotypes, conveys inaccurate depictions of people, fails to take serious account of them, and even makes them invisible for purposes of such decision. a. right/wrong language b. religious language c. racist/sexist language d. feminist language

racist/sexist language

Which of the following is one of the two major ethical responsibilities of receivers/audiences of persuasion? a. reasoned skepticism b. not becoming bored c. politeness d. paraphrasing the persuader's ideas

reasoned skepticism

When attempting to develop a persuasive message, people should consider the physical location, the situation, time or place of where the message will be placed. Kenneth Burke called this the a. dramatism b. pentad c. scene d. agent

scene

Because we rarely act in accordance with persuasion unless we participate or interact in the process, all persuasion is, in a sense a. self-persuasion. b. identification persuasion. c. influential persuasion. d. artistic persuasion.

self-persuasion

In the Monica Lewinsky scandal, then President declared that "I never had sex with that woman!" He was using which dimension of language? a. functional b. thematic or textural c. semantic d. none of the above

semantic

The study of the use of language and meaning is best known as a. stereotypes. b. connotation. c. linguistics. d. semantics.

semantics

Which of Packard's needs is being appealed to in S.U.V. advertisements? a. emotional security b. sense of power c. roots d. immortality

sense of power

Susan was recently talking to a group of friends when she said "Women have to stand up for themselves and act like the feminists that they are!" After she made that statement, several of the people in the room were offended because they assumed that by feminist she meant "man-hater." What is the term that semanticists would use to describe when people acted offended by Susan? a. dating b. indexing c. extensional device d. signal response

signal response

Which of the following is not an example of an extensional device? a. dating b. quotation marks c. signal response d. indexing

signal response

The fact that a lightning bolt on an electrical device tells me "Watch out! You could electrocute yourself." is an example of what? a. indexing b. presentational meaning c. denotative meaning d. signification

signification

Christian is often persuaded to use the same kinds of shaving products that his friends use. He assumes that his friends are similar to him, so the same shaving products should work well for him. Christian is persuaded by ________ , which is a ________ cue. a. credibility, central b. similarity, peripheral c. similarity, central d. affinity, peripheral

similarity, peripheral

Which of the following is not one of the five basic components of emotion as identified by Nabi (2002)? a. physiological arousal b. motor expression c. systematic processing d. cognitive evaluation of a situation

systematic processing

According to I.A. Richards, of the two parts of metaphor, the subject of metaphor is called the a. signifier. b. tenor. c. persuasion. d. vehicle.

tenor

According to general semantics, what physically exists in the world is called a. maps b. perceptions c. stereotypes d. territories

territories

The belief that rhetoric is a process of constant discovery in which truth is seen as moments in "human, creative processes" is called a. the feminist perspective. b. the narrative approach. c. the rational world paradigm. d. the epistemic approach.

the epistemic approach

When a parent feels lonely and unneeded when the last kid goes off to college, gets a job, or gets married, the parent will often find activities or objects to fill the void that is left. Packard refers to this need as a. the need for roots. b. the need for forgiveness. c. the need for creative outlets. d. the need for love objects.

the need for love objects

The following need forms the basis of many persuasive appeals, from ads promising to make us better parents, spouses, or friends, to appeals for volunteers in good causes. As an example, one study asked managers and workers to rate ten factors in job satisfaction. a. the need for creative outlets b. the need for reassurance c. the need for ego gratification d. the need for ethics

the need for reassurance

Kenneth's Burke's study of motivation which uses the key terms of drama (act, scene, agent, agency, and purpose) is called a. scientific orientation. b. context theory. c. the narrative paradigm. d. the pentad.

the pentad

Michael was recently persuaded to quit smoking because he read a message from the Surgeon General. But, a month after hearing the message from the credible source Michael began to forget who told him to quit and why. Eventually, he started smoking again. This is an example of a. an affinity scam. b. the sleeper effect. c. a counter-attitudinal message. d. message bias.

the sleeper effect

All of the following are specific purposes for which communicators might believe that intentional ambiguity is ethically justified EXCEPT ________ . a. to heighten receiver attention through puzzlement b. to allow flexibility in interpretation of legal concepts c. to promote maximum receiver psychological participation in the communication transaction by letting receivers create their own relevant meanings d. to increase receiver comprehension

to increase receiver comprehension

A message that provides both sides of an issue is called a a. biased message. b. balanced message. c. one sided message. d. two-sided message.

two-sided message

When Rush Limbaugh speaks to other Republicans in an effort to motivate them and reinforce their beliefs, he is a ________ persuader. a. pragmatic b. unifying c. charismatic d. semiotic

unifying

Metaphors understood over time and across cultures are known as ________ metaphors: a. map or territory b. vehicle or tenor c. interactive or intercultural d. universal or archetypal

universal or archetypal

The term ________ describes rumors, controversial statements, and provocative photos or videos that are quickly picked-up, rapidly spread, and widely diffused through interactive media. a. Going viral b. Cyberspace c. Cookies d. Spam

Going viral

________ is the range of positions that persuadees find objectionable. a. Latitude of rejection b. Propaganda c. Latitude of acceptance d. Social judgment theory

Latitude of rejection

________ theorists believe that those who control the means of production (the bourgeoisie, or power elite) also control and determine the nature of society. a. Radical b. Aristotelian c. Marxist d. Feminist

Marxist

________ are the things to which the signifiers refer. a. Quotation marks b. Maps c. Signifieds d. Extensional Devices

Signifieds

Attitudes have an important social function since they can either foster or discourage social networking. True False

True

Communication tactics flow from communication strategies, which in turn flow from overall communication goals. True False

True

Contemporary market research attempts to identify consumers' major premises. True False

True

Doublespeak is an intentionally misleading way to persuade. True False

True

English is considered an easy language to learn. True False

True

English is one of the more simple languages with fewer than 600,000 words. True False

True

Entertainment and media play dominant roles in our society that had a limited impact in Aristotle's world. True False

True

Ethical issues focus on value judgments concerning degrees of right and wrong, virtue and vice, and ethical obligations in human conduct. True False

True

Facebook and Myspace are two examples of interactive media known as social network media (SNM). True False

True

From a legal perspective, illegal communication behavior also is unethical, but that which is not specifically illegal is ethical. True False

True

In most uses of fear appeals, the persuader must first convince us of the probability of the threat before offering us a means (usually a product or practice) of avoiding it and then demonstrating that the proposed solution will work. True False

True

In some cultures ambiguity is considered offensive. True False

True

In the Central Information Processing Route, the receiver consciously and directly focuses on the persuasive communication while mentally elaborating on the issues and seeking more information. True False

True

Increased cultural diversity calls for us to make adjustments to all forms of communication and persuasion in our society. True False

True

Kenneth Burke argues that language is symbolic action. True False

True

Kenneth Burke suggests we need to make Aristotle's principles more relevant for contemporary cultural contexts. True False

True

Making and using symbols is a creative and ego involving act. True False

True

Matching sensory language with persuadees increased the co-creation of meaning. True False

True

Metaphors also help in framing the issue or topic to give the audience a way of seeing things. True False

True

Milton Bennett argues that the Golden Rule, do unto others as you would have them do unto you, best applies within a culture or group that has wide agreement on fundamental values, goals, institutions, and customs. True False

True

Moral Exclusion refers to instances when individuals or groups are perceived as outside the boundary in which moral values, rules, and considerations of fairness apply. True False

True

One of the most pressing questions regarding communication is the ethical standards for interactive media and Social Network Media. True False

True

Packard's "compelling needs" approach to the needs premise is based on his observations on the rapidly evolving advertising industry of the motivation research era. True False

True

Some research has found that taller people are considered more trustworthy and believable. True False

True

The most important contribution of social judgment theory is the idea that the anchor represents a range of positions rather than one single point. True False

True

Violence and protests are two of the few avenues of influence available to groups with few economic resources and little political clout to bring about change in problematic actions of large organizations. True False

True

We need to heed the advice of the semanticists more than ever because we increasingly interact in virtual space. True False

True

When refuting the opponent's arguments, two-sided messages are more effective than one sided messages. True False

True

A new form of interactive persuasion, it turns the audience into an advertising channel as each receiver spreads the message online: a. Astroturf blogging b. Self-persuasion c. Echo chamber d. Viral Marketing

Viral Marketing

When persuaders alter their ideas and proposals so as to appear to be more in line with the needs, capacities, values, and expectations of their audience, they are engaging in a. conspiracy. b. affirmation. c. adaptation. d. collusion.

adaptation

According to Richard Weaver, ________ function to add to the noun and make it special. a. adverbs b. complex sentences c. adjectives d. simple sentences

adjectives

Ethical responsibility includes the elements of all of the following except a. being accountable to one's own conscience. b. being accountable to other individuals and groups. c. advocating persuasion restraint. d. adhering to agreed-upon standards.

advocating persuasion restraint

Cialdini identifies ________ as a way language can be used in persuasion. a. conveying authority b. all of the above c. fear building d. directed deference or blind obedience

all of the above

Studying a persuader's use of metaphors and other symbols is critical because the results can help us a. discover the persuader's patterns of use or misuse of symbol. b. all of the above can help us. c. anticipate the future persuasion coming from the same persuader. d. figure out the persuader's motives.

all of the above can help us

"Make Me Meatloaf like Mother used to Make-get Mom's Meatloaf Magic" is an example of a. onomatopoeia. b. alliteration. c. assonance. d. oxymoron

alliteration

Sometimes words repeat consonants or consonant sounds. This is called a. vowelation. b. assonance. c. alliteration. d. synecdoche.

alliteration

Monique wanted to recruit members of a campus sorority to help her promote her tanning salon. So, she went to a campus event and pretended to be alum of that sorority. Once she gained the trust of her "sorority sisters" she began recruiting them to promote the salon. This tactic is an example of a. message bias. b. the sleeper effect. c. a counter-attitudinal message. d. an affinity scam.

an affinity scam

Metaphors which refer to common substances such as light and dark, birth/death, and rite of passage are known as a. tenors. b. archetypes. c. analogies. d. vehicles.

analogies

An internal reference point with which we compare other persons, issues, and products that we encounter is called the a. efficacy. b. anchor. c. decoy. d. latitude.

anchor

According to the text, examples of Aristotle's topoi include all of the following except a. arguments of degree regarding more or less. b. arguments of establishing truth. c. arguments of future likelihood. d. arguments of past fact.

arguments of establishing truth

After seeing her favorite actor endorse a particular brand of running shoes, Mary insisted that she had to have them. According to the text, this effect is most likely the result of ________ within Rank's schema. a. influence b. association c. persuasion d. deception

association

Sometimes words repeat vowels or vowel sounds. This is called a. synecdoche. b. assonance. c. alliteration. d. vowelation.

assonance

According to Cialdini the use of titles can convey a. deference. b. feeling. c. commitment. d. authority.

authority

The use of torture to gain compliance would be categorized under the following term: a. behavior modeling b. propaganda c. coercion d. persuasion

coercion

This theory suggests that when we experience psychological tension, or dissonance, we try to reduce it in some way instead of totally resolving the tension. a. Marxism b. systems theory c. the elaboration likelihood model d. cognitive dissonance theory

cognitive dissonance theory

The term that refers to the way a story hangs together and thus has meaning or impact. a. metaphor b. fidelity c. rhetoric d. coherence

coherence

This type of advertising has typically been viewed as persuasion that argues a case or demonstrates a claim concerning the actual nature or merits of a product. a. political b. television c. commercial d. radio

commercial

What kind of communication is characterized by such attitudes as honesty, concern for the welfare and improvement of others, trust, genuineness, open-mindedness, equality, mutual respect, empathy, humility, directness, lack of pretense, non-manipulative intent, sincerity, encouragement of free expression, and acceptance of others as individuals with intrinsic worth regardless of differences of belief or behavior. a. communication as rhetoric b. ambiguous communication c. communication as judgment d. communication as dialogue

communication as dialogue

The consideration of how one person can get another to do something is called a. planned behavior. b. normative influence. c. perceived behavioral control. d. compliance gaining.

compliance gaining

According to Susan K Langer, symbols that have a common meaning upon which most people agree are called: a. conceptions b. control c. contraceptives d. concepts

concepts

The private, metaphorical, emotional meaning for a concept is referred to as: a. tenor b. connotation c. denotation d. signification

connotation

According to Aristotle, persuasion succeeds or fails based on a source's a. credibility, emotional appeals, logical appeals, or a combination of these. b. kindness, attractiveness, and education. c. religion, maturity, worldview, or a combination of these. d. age, gender, and ethnicity.

credibility, emotional appeals, logical appeals, or a combination of these

According to Weaver, "terms of repulsion" which express negative values are called a. charismatic terms b. devil terms c. metaphors d. god terms

devil terms

Regarding truth, Plato believed that, as humans we do not see absolute truth directly, but only glean indirect images, glimpses, or shadows of the truth. He used the ________ method to pursue these truths. a. epistemic b. narrative c. deliberative d. dialectic

dialectic

Which of the following is not one of the three contexts that dominated Aristotle's thinking with regard to segmented audiences? a. deliberative discourse b. dialectic discourse c. forensic discourse d. epideictic discourse

dialectic discourse

All of the following tactics are used by persuaders to intensify their own good points or the bad points of the opposition except a. diversion. b. association. c. composition. d. repetition.

diversion

Since recipients must believe that fear can be countered by some action, high fear messages are most effective when accompanied by a. two sided appeals. b. an anchor. c. inoculation. d. efficacy.

efficacy

Packard refers to feelings of self-importance and having one's ego stroked as a. reassurance. b. self esteem. c. ego gratification. d. the need for love.

ego gratification

Appeals that rely on human needs, emotions, attitudes, and the psychic comfort we feel over decisions we make are referred to as a. mental appeals. b. emotional appeals. c. guilt appeals. d. fear appeals.

emotional appeals

Packard's first compelling need was the need for a. financial security. b. hidden needs security. c. emotional security. d. compelling security.

emotional security

The term ________ refers to the practice of validating knowledge by experience or observation. a. elaboration b. expectancy c. dual-process d. empirical

empirical

"University of Maryland students are assertive, cold, and aloof ... among other things." What extensional device was just made use of? a. quotation marks b. signal response c. dating d. etc.

etc.

Aristotle referred to a speaker's image or reputation as a. logos. b. ethos. c. pathos. d. topoi.

ethos

An example of doublespeak which uses words to soften or distort reality is best characterized by the term a. euphemism. b. deception. c. scam. d. ethics.

euphemism

Labeling the deaths of Iraqi civilians as "collateral damage," or using the terms "surgical air strikes" to make enormous damage sound neat and clean is an example of the misuse of language termed: a. symbolic b. vehicle c. dehumanizing d. euphemism

euphemism

"Tuning your ears" for language cues includes all of the following strategies except a. restating a persuasive message in various ways. b. attending to language features in discourse. c. role-playing the persuader. d. finding the motives for the speaker's goal.

finding the motives for the speaker's goal.

"Repeated exposure to a stimulus results in more favorable evaluation of that stimulus" describes which hypothesis? a. attitude-behavior b. expectancy-value c. reasoned action d. mere exposure

mere exposure

Aristotle emphasized the importance of ________ in conveying new ideas and facts through images of the familiar. a. metaphor b. syllogism c. Marxism d. truth

metaphor

Walter Fisher is best known for challenging the assumption that people are essentially rational individuals basing their decisions on the quality of arguments and evidence. The assumption Fisher gives instead is known as the a. feminist paradigm. b. rational world paradigm. c. narrative paradigm. d. coherence paradigm.

narrative paradigm

A form of persuasion which uses dramatic and personal stories is called a. behaviorist theory. b. coercive theory. c. narrative theory. d. theory of reasoned action.

narrative theory

The second level of Maslow's pyramid is the a. need for security. b. need for space. c. need for forgiveness. d. need for respect.

need for security

The downplaying tactic employed by a politician who fails to tell an audience that the statistics she is using to support her position are not official, is called a. doublespeak. b. hidden agenda. c. intensification. d. omission.

omission

The three dimensions of language are a. functional, thematic, denotative. b. functional, connotative, thematic. c. semantic, functional, thematic. d. semantic, connotative, thematic.

semantic, functional, thematic

The belief that all text convey meaning through signs or signifiers, and is good at describing the underlying meaning (sub-text) of symbolic acts is understood as which approach to language use? a. semiotics b. conceptual c. denotation d. connotation

semiotics

Which of the following is NOT among the six ethical perspectives on persuasion discussed in this chapter (2)? a. situational b. political c. legal d. sociological

sociological

Which of the following are the essential elements of Shannon and Weaver's SMCR a. source, message, choice, receiver b. system, means, channel, receiver c. source, method, channel, rational d. source, message, channel, receiver

source, message, channel, receiver

Persuasion is the process of co-creating a state of identification between ________ and ________, that results from the use of verbal and/or visual symbols. a. sources/receivers b. messages/channels c. processes/systems d. perceptions/realities

sources/receivers

During the 2008 campaign for the Presidential nomination, almost every candidate's slogan involved the word "change." This is an example of the: a. strategic uses of ambiguity. b. syntactical structure of language. c. use of adverbs to judge each other. d. uses of propaganda.

strategic uses of ambiguity

The modern word for the form of reasoning that begins with a major premise, which is then associated with a minor premise and ultimately results in a conclusion, is a. truth. b. Marxist. c. paradigm. d. syllogism.

syllogism

When ads or slogans are boiled down to simple, short, and concise terms it is called a. framing. b. pentad. c. all of the above. d. synecdoche.

synecdoche

"The pattern or structure of the word order in sentences or phrases" is known as a. syntax. b. adjective. c. adverb. d. function.

syntax

High levels of fear lead to avoidance lead to defensive avoidance, but low levels are not enough to induce attitude change. The U-shaped reaction is known by the term ________ . a. biased processing b. latitude of rejection c. the boomerang effect d. pleasure-pain principle

the boomerang effect

The ________ dimension of language deals with the feel and texture of words. a. functional b. thematic c. systematic d. semantic

thematic

The word "smash" represents what dimension of language? a. functional b. thematic c. systematic d. semantic

thematic

Aristotle used the word ________ to refer to places or topics of arguments that are a good way to establish common ground. a. topoi b. ethos c. logos d. pathos

topoi

In the Rhetoric, Aristotle focused on what he called the artistic proofs or appeals that the persuader could create or manipulate. Which of the following is not one of Aristotle's three major types of artistic proof? a. ethos b. pathos c. logos d. topoi

topoi

Aristotle proposed that speakers should promote things that bring happiness and speak against those that destroy or hamper happiness. His popular appeals included all of the following except a. producing many children. b. having one's independence. c. enjoying maximum pleasure. d. traveling the world.

traveling the world

All of the following are sources of dissonance except a. loss of personal prestige. b. uncertainty of prediction. c. use of rewards. d. loss of group prestige.

use of rewards

Joe was reading a public service announcement (PSA) about drug use. When reading the PSA, Joe carefully evaluated the messages and engaged in conscious scrutiny of the arguments. We could say that Joe was a. using the peripheral route to persuasion. b. priming. c. elaborating. d. using the central route to persuasion.

using the central route to persuasion