chaper 6

Which of the following advertising slogans for a new stereo system would be most appealing to someone in a collectivist culture?

"Invite your friends over so they can dance to music of the highest clarity."

Attitudes are useful because they

allow us to judge whether something we encounter is good or bad

Research suggests that when people are surrounded by like-minded others

. their attitudes become stronger and more resistant to change

Which of the following is not supported by social psychological research?

Attitude-behavior consistency is unrelated to knowledge about the attitude object.

Which of the following best summarizes the results of research regarding the effectiveness of subliminal self-help tapes?

Beliefs about the content of the tapes produce perceived but not actual behavioral changes.

Which of the following would not be considered an attitude?

Dalton drives a green minivan.

How do Festinger and Carlsmith (1959) determine the level of cognitive dissonance experienced by participants in their classic peg-turning study?

By assessing their attitudes regarding how fun the experimental peg-turning task was

Dan is listening to the dean of the college speak about banning fraternities on campus. Dan is most likely to evaluate the quality of the dean's arguments if

Dan is a member of a fraternity.

Which of the following statements regarding LaPiere's (1934) study of attitudes is false?

Even though respondents who were asked self-report questions claimed that they would not be racially prejudiced, their behavior showed clear discrimination.

Which of the following concerning the use of facial electromyography (EMG) to assess attitudes is true?

Facial EMG can detect muscular changes not observable to the naked eye.

Which of the following concerning the use of fear appeals is not supported by research?

Fear appeals are generally less effective than messages that do not provoke fear.

Louie runs a clinic that helps individuals to quit smoking and he would like to use fear to motivate his clients. Which of the following strategies would be most effective?

First scare clients by showing them gory lung-cancer operations. Then outline the specific steps they could follow to stop smoking.

Elias believes that gun control is necessary. Which of the following would cause Elias to change his attitude the most?

He anticipates giving a speech against gun control, and then gives the speech

Jacob wants to learn how to water-ski. Which of the following would not be required by the theory of planned behavior?

He recognizes the dangers associated with waterskiing

Which of the following statements about the central route to persuasion is false?

It is more commonly used by advertisers in collectivist cultures (e.g., Korea) than it is by advertisers in individualistic cultures (e.g., the United States)

Vince and Allen give consecutive speeches on opposing sides in a debate on solar energy. Audience members are asked to register their view a few weeks later. How might the order of the speeches affect the audience's decision?

It should yield a primacy effect

Which of the following source characteristics best explains why a company might recruit a supermodel to endorse its products?

Likeability

When message recipients use central route processing, which of the following will be true?

Memorable messages will be more persuasive than forgettable ones.

Which of the following conditions is not specified in Hovland's model of persuasion as necessary for persuasion to occur?

Message recipients must elaborate the message

Which of the following concerning the impact of body movements on persuasion is true?

People who nod their heads up and down express greater agreement with a persuasive message than those who nod their heads side to side.

Public opinion pollsters, in trying to assess attitudes about particular subjects, have become aware that attitude responses seem to be affected by all of the factors below except

Public opinion pollsters, in trying to assess attitudes about particular subjects, have become aware that attitude responses seem to be affected by all of the factors below except

Which of the following has not been demonstrated in research on role-playing?

Role-playing effects are stronger among those low in need for cognition than those high in need for cognition.

Sleeper effects can be reduced by reminding people that the source of a persuasive message was not credible. This supports which explanation of sleeper effects?

The discounting cue hypothesis

Which of the following theories suggests that intentions to perform a behavior are best predicted by attitudes toward the behavior, subjective norms, and perceived behavioral control?

Theory of planned behavior

Professor Zavala would like to reduce cheating in her classes. She knows that students strongly oppose cheating but, in spite of these negative attitudes, cheating is quite common. Which of the following tactics would be least effective at reducing cheating?

To increase anxiety, make sure students are not well-informed about what behaviors constitute cheating or what consequences might result from cheating.

Which of the following is true of issues that are personally important to us?

We are more stubborn and resistant to change regarding those issues.

Ichiro is a member of a campus political group and is interested in finding out how many students plan to vote in the November 2008 U.S. presidential election. According to the theory of planned behavior, which of the following questions Ichiro could ask would be the best predictor of whether or not a particular student would actually vote in the November election?

What are your attitudes about voting in U.S. Presidential elections?

Which of the following pairs of characteristics matter more for the central route to persuasion than on the peripheral route?

Whether the message is easily learned, and whether it is memorable

Dr. Flinstone, president of Quarry College, needs to convince students that the college must double its tuition beginning in five years. He is hiring someone to promote this idea, as well as developing supportive arguments. Would he need to adopt a different strategy if he instead wanted to implement the change in the next academic year?

Yes. If the change is to happen next year, the strength of the arguments will matter more than whom he hires to promote the idea

Shaniqua plans to use a self-report measure in which people indicate their agreement or disagreement with a list of statements. She is using

a Likert scale

The physical attractiveness of a spokesmodel will have the greatest effect if the product endorsed is

a hair care product

A sleeper effect occurs when

a persuasive message from a noncredible source becomes more persuasive over time.

Oscar, an advertiser, develops a commercial for Crispy Crunch Crackling Cereal. Suppose children, processing information via the central route, watch the commercial. The commercial will be more likely to persuade the kids to want the cereal if it has all of the following except

a spokesperson who appears to be an honest person.

When an audience member does not feel personally involved or invested in the topic of a persuasive message, she is likely to

a. focus primarily on the strength of the message, ignoring the apparent expertise of the message source. b. be influenced immediately by the sleeper effect. c. engage in a central, but not peripheral route to persuasion. d. none of the above. d

Implicit Association Tests have been used to examine attitudes towards

a. racial minorities. b. the elderly. c. the self. d. all of the above. d

The central route to persuasion requires

ability and motivation.

Gino, a salesperson, wants to use techniques that will lead his potential customers to rely on peripheral route persuasion. He should do all of the following except

approach prospective buyers who obviously care deeply about his product.

Because communicator trustworthiness is important, people tend to be readily impressed by speakers who

argue against their own interests

Professor Shackleford is elated because she has just learned that her paper has been accepted for publication. When a student passes her in the hallway and tells her that he missed the latest exam in order to stay home with his depressed cat, her good mood renders her likely to

be less skeptical than usual about the excuse.

Jacqueline, an attitude researcher, is interested in how people feel about alcohol. She would be well-advised to use a

bogus pipeline because it is not as susceptible to social desirability effects

While watching the presidential debate on television, Matilda critically evaluated the arguments made by each candidate and was persuaded to support a particular candidate because of the quality of her arguments. Matilda exhibited

central route persuasion

Hope read a persuasive message written by a source who she considered to be incompetent and untrustworthy. The sleeper effect would suggest that her attitude toward the issue should

change over time

An unpleasant psychological state often aroused when people hold two conflicting cognitions is called

cognitive dissonance

Jacqueline, an attitude researcher, is interested in how people feel about alcohol. She would be well-advised to use a

convince respondents that any deception would be detected.

The primary difference between the models of persuasion proposed by Hovland and McGuire and that proposed by Greenwald is that Greenwald's model

emphasizes the role of elaboration in producing persuasion.

At a computer trade show, a representative from Mad Dog Computers presents its product to the audience, and is immediately followed by a representative from Smelly Cat Computers, who demonstrates the benefits of her product. If surveyed immediately after the show, the audience is likely to report having been

equally persuaded by both companies if the presentations were comparable.

Research by Landau and colleagues (2004) in which participants were exposed to subliminal images of the 9/11 terrorist attacks and then asked questions about George W. Bush leads to the conclusion that

fear arousal can influence even attitudes as important as political opinions.

Tsuyoshi has positive implicit attitudes about himself. We know this because on an Implicit Association Test, he was quickest to associate ________ with photos of himself.

female faces

When people are forewarned that a speaker will take a specific position that is discrepant from their own, they tend to

generate counterarguments

The hypothesis that there is a genetic component to some attitudes would be supported by the finding that attitudes of

identical twins are more similar than those of fraternal twins.

A social psychology graduate student who works long hours for little pay becomes increasingly convinced that she loves social psychology. This student's attitude toward her chosen field of study is most likely the result of

insufficient justification.

Measuring attitudes by assessing physiological arousal tends to identify the _____ but not the _____ of the attitude.

intensity; direction

Myrna is trying to persuade her roommate that the death penalty serves to lower violent crime rates in society. If Myrna wants to maximize the persuasiveness of her message using peripheral cues, she should make sure that her roommate

is low in need for cognition

The more products a celebrity endorses the

less trustworthy she becomes in the eyes of consumers.

One potential problem with self-report measures is that

respondents might not respond truthfully.

Roger and Mike always seem to disagree on music. When Roger tells Mike that he has heard a new song on the radio that he likes a lot, this experience is likely to lead Mike to

like the song less than he would have had he not talked to Roger ahead of time

Which of the following is not used in order to overcome the limitations of traditional self-report methodology?

likert scale

One should avoid producing advertisements that focus on image if the advertisements are to be targeted toward individuals

low in self-monitoring

When message recipients use the central route to persuasion, a persuasive communication is effective to the extent that

message recipients respond favorably to the message.

The mirrors in shopping malls may reduce shoplifting because

mirrors increase self-awareness, which makes negative attitudes toward shoplifting accessible.

People high in need for cognition are

more likely to process a message along the central route

When used to measure attitudes, physiological measures such as heart rate and perspiration

reveal the intensity of an attitude.

Brady and Quinn are trying to develop an ad campaign in which a key element is the trustworthiness of the message's communicator. Toward this end, they may wish to utilize

overheard communications

The findings of the classic Festinger and Carlsmith (1959) experiment indicate that

participants in the $1 condition experience greater discomfort and agitation when lying about how fun the task was than do participants in the $20 condition.

Implicit attitudes can be difficult to measure because

people are not aware of having them.

The most direct and straightforward way to assess an attitude is through the use of

self-report measures

LaPiere's (1934) study of attitudes was important in empirically demonstrating that

self-reported attitudes are not always predictive of behavior.

Gloria has a negative attitude toward smoking, but she continues to smoke two packs of cigarettes a day. According to the theory of planned behavior, one reason that her attitude and behavior are inconsistent could be that

she doesn't believe that she can control her smoking behavior

The feeling of ambivalence can be described as an attitude that is both _____ and _____.

strong; mixed in terms of positive versus negative valence

Research on the attitudes of twins suggests

the attitudes of identical twins are more similar than the attitudes of fraternal twins.

A phony lie-detector device that is sometimes used to obtain accurate self-reports of attitudes is called

the bogus pipeline.

Mara pays close attention to the quality of the speaker's arguments in making up her mind on an issue. She is demonstrating

the central route to persuasion.

Research demonstrates that exposure to weak versions of a persuasive argument tends to increase later resistance to that argument. This is consistent with

the inoculation hypothesis

The process by which a person is persuaded by cues in the persuasion context rather than thinking critically about the content of a persuasive message is called

the peripheral route to persuasion.

A two-sided argument is most likely to convince an audience that is

using the central route to persuasion

Research indicates that subliminal influence

usually occurs in the short-term for simple judgments

Attitudes are best understood as

varying in strength along both positive and negative dimensions

allow us to judge whether something we encounter is good or bad

we often interpret events and behavior based upon pre-existing attitudes.

An attitude is implicit if you

you are not aware of it.

Eric does not really know how to answer the essay question about cognitive dissonance on his social psychology exam. He decides to write as many facts as he knows about the topic of attitudes in his bluebook, hoping that the professor will not read the exams too closely and will be impressed enough by the length of his essay to give him a good score. Eric is hoping to take advantage of

the peripheral route to persuasion.

As personal involvement regarding an issue increases

the quality of the arguments becomes a more important determinant of persuasion

The sleeper effect can occur when

the source of a persuasive message is low in credibility.

Which of the following situations should prompt the least decisional dissonance?

Audrey doesn't like cats much, so she decides that her new pet will be a dog.

Sam hates Celine Dion with a passion. One day he meets Celine at a party. She tries to win him over by giving him her new CD. In which of the following scenarios would Sam's attitudes towards Celine be most likely to change after hearing the CD?

. She offers him a coupon for 10% off his next dry cleaning order in exchange for listening to it.

Shawna wants to join a sorority. This sorority has recently decided to put incoming members through various forms of initiation. Based on the findings of Aronson and Mills (1959), which of the following types of initiations is most likely to lead Shawna to come to identify strongly with the sorority and to value her membership in the group in the effort to avoid cognitive dissonance?

A severely unpleasant initiation

Abby compliments Sharon on her new outfit, despite thinking it is not flattering at all. According to the "new look" at dissonance theory,

Abby must feel physiological arousal after her lie in order to feel cognitive dissonance

Participants in an extremely boring experiment are asked to lie and say that the experiment was fun and exciting. Which of the following participants will exhibit the most favorable attitudes toward the experiment?

Jerry, who thinks that his lie will lead other participants to expect the experiment will be fun

Marcia has two boyfriends, Davie and Mickey, both of whom she likes very much. She has decided that dating both of them is making her life too complicated and, after careful deliberation, has decided to stop seeing Davie and continue dating only Mickey. According to cognitive dissonance theory, which of the following should happen next?

Mickey will seem more attractive than ever, convincing Marcia that she made the right choice

In an experiment some participants are asked to write a counter-attitudinal essay, but others are forced to write the essay. Based on cognitive dissonance theory, which of the following results should be expected?

Participants asked to write the essay should change their attitudes, but only if they are paid very little money.

In deciding where to go to college, Sophie was torn but finally picked Faber College over State University. Which of the following facts would be least likely to lead her to experience post-decision dissonance

She overhears her college counselor referring to State as a "safety school."

The idea that we infer our own attitudes by coolly observing ourselves and the circumstances of our behavior is most consistent with

The idea that we infer our own attitudes by coolly observing ourselves and the circumstances of our behavior is most consistent with

Trista had to choose between two potential mates, Charlie and Ryan, on the final episode of the original The Bachelorette. In the end, she chose Ryan. Several weeks later, a reporter interviewed Trista about her feelings towards the two men. Which of the following predictions regarding her feelings at the time of the interview would be most likely if she is trying to avoid post-decision dissonance?

Trista suggests that she was impressed by his career ambitions at first, but has come to realize that Charlie's busy work schedule would have been an obstacle to a successful relationship.

The study by Strahan and colleagues (2002) found that subliminal cues regarding thirst influenced how much Kool-Aid participants drank only

a. when the participants had previously been given water to drink. b. when they were given something to eat as well. c. when they were high in the need for cognition. d. none of the above. D

Josue listened to a speech on the radio advocating the increased use of automobiles that are not reliant on fossil fuels. One would expect the sleeper effect to be greatest if Josue found out about the background of the speaker _____ the speech and was asked about his views about the issue _____.

after; a few weeks later

Cacioppo and Petty (1981) recorded facial muscle activity of college students as they listened to a message with which they agreed or disagreed. The results of this study indicated that listening to a _____ message increases activity in the _____.

agreeable; cheek muscles

Impression management theory suggests that people change their attitudes to match their behaviors in an effort to

appear consistent.

Imagine that Festinger and Carlsmith (1959) ran a follow-up to their classic peg-turning study. In this new version, participants are either paid $10 to lie to the next participant (actually a confederate), or are given no choice and forced to lie by being told that failure to do so will result in a loss of any course credit that was to be earned for having participated in the study. The most likely results of this new experiment would be that participants who are given no choice and forced to lie (through the threat of no course credit) would _____ than participants in the $10

be less likely to agree to lie to the confederate Clear my choice

Cross-cultural research indicates that cognitive dissonance

can be seen across cultures, but emerges in different situations in different cultures.

Those who argue that self-perception theory better explains why people change their attitudes in research studies than does cognitive dissonance theory do not believe that

changes in attitudes are motivated by a desire to reduce unpleasant feelings

Marge believes rather strongly that more money should be devoted to environmental concerns. However, she is agitated because she just signed a petition for a friend advocating the logging of a local forest in order to create new jobs. She then seems to soften her stance about the environment. This is best explained by

cognitive dissonance theory.

When she first joined the Army, Stephanie was not entirely sure she would like it, but was excited about the thought of traveling around the world. By the end of the grueling basic training program, she absolutely loved Army life and was totally committed to it, despite the fact that she had been stationed in New Jersey. Stephanie's attitude toward the army is most likely the result of

effort justification

After narrowing their choices to a Toyota and a Honda, Tammy Faye and James have decided to buy a Toyota. It is likely that after making this decision, Tammy Faye and James will

feel less dissonance about their decision if they are told by friends that they have decorated their house nicely.

Wegener et al. (1995) found that happy participants used the central route to persuasion when presented with a pro-attitudinal message, but used the peripheral route to persuasion when presented with a counter-attitudinal message. This finding suggests that

happy people avoid processing only if it threatens to destroy their mood

Elena changes her attitude about nuclear weapons after giving a speech supporting their development to a group of classmates. Brett gives the same speech, but to an empty classroom, and does not change his attitude. The difference between Elena and Brett supports

impression management theory.

A condition in which people refrain from engaging in a desirable activity, even though only mild punishment is threatened, is called

insufficient deterrence.

According to the theory of planned behavior, one reason that a person's behavior might not be consistent with that person's attitudes is that the behavior

is determined by norms that are counter to the person's attitudes.

Research by Aronson and Carlsmith (1963) shows that severe punishment

is less likely than mild punishment to inspire cognitive dissonance.

According to the "new look" at cognitive dissonance, it is likely that

people may not feel dissonance if they believe they have taken an amphetamine.

All of the following are necessary conditions for cognitive dissonance specified by Cooper and Fazio (1984) except

people must assign responsibility for the behavior to an outside source.

A major difference between cognitive dissonance theory and self-perception theory involves the extent to which _____ is necessary in order to lead to self-persuasion and attitude change.

physiological arousal

Antonio describes himself as high in need for evaluation. It is likely that Antonio

prefers to be with people who are judgmental of him.

Cairan, a college student, wants to persuade her friends that residence halls should have curfews. Assuming her friends consider this issue to be personally involving, Cairan would be smart to

present only strong arguments that support her position

Tariq doesn't want his kids to give in to peer pressure to smoke. According to the inoculation hypothesis, one way he could build up their resistance to potential peer pressure is to

present them with weak arguments for smoking so that they can generate counterarguments.

While shopping at the local mall, Ihno is approached by a man who asks her to sign a petition for stricter gun control laws. If Ihno uses the central route to decide whether to sign the petition, then she will be more likely to sign if the man who approaches her

presents strong arguments.

A negative reaction to the feeling that one's freedom is being threatened is called

psychological reactance

Lisa's friends can't stand her new girlfriend, Julia, and have been pressuring Lisa to stop seeing her. Lisa gets agitated and feels that her friends should mind their own business and not try to "run her life" for her. According to the concept of ________, Lisa would be most likely to respond by ________.

psychological reactance; feeling even more dedicated to her relationship with Julia

After giving the matter a great deal of thought, Iris declared chemistry rather than physics as her major. Having made this decision, she went out and had a good time with her classmates, who reminded her what a great friend she was. At that point, Iris was able to look at her choice and see both its pros and cons without glamorizing it. Her behavior can best be explained by the concept of

self-affirmation.

Wells and Petty (1980) videotaped students as they listened to a speech. The results of this study indicated that

students signaled their attitudes by nodding or shaking their heads

Michael believes that one's family is more important than one's career. In order for him to successfully convince his achievement-oriented friend Ronald that he should also possess such a value system, Michael should

suggest more of a balance between family and career concerns than is currently true for Ronald.

The theory of planned behavior posits that behavior is a function of attitudes, subjective norms, behavioral intentions, and

the amount of control we perceive to have over our behavior

All of the following factors can distinguish strong from weak attitudes except

the amount of perceived behavioral control.

The peripheral route to persuasion is more likely to be chosen than the central route if

the argument is a familiar one.

The phenomenon of insufficient justification does not support

the assumption that larger rewards produce greater change

Vicki is a lawyer who is trying to decide which of two forensic experts she should hire to provide testimony in a case in which she is involved. There is a large discrepancy in the fees each of the experts demands for their services. If Vicki wants the jurors to perceive her expert as trustworthy, then she should select

the less expensive expert.

Self-affirmation theory argues that when people feel cognitive dissonance stemming from counterattitudinal behavior, they will not need to change their attitude if

they can think about unrelated positive aspects of themselves.