Chapter 5 study guide

Which of the following is usually true of a persuasive communicator?

An attractive communicator is more persuasive than an unattractive communicator.

According to the theory of planned behavior, what type of process precedes the decision to engage in a particular behavior?

A rational process

Which of the following can contribute to a person showing attitudinal change when confronted with a counter attitudinal message?

Ego-depletion

Which of the following can contribute to a person showing attitudinal change when confronted with a counterattitudinal message?

Ego-depletion

Which form of conditioning causes many children and young teens to hold political, religious, and social views that are very similar to those of their parents?

Instrumental conditioning

One study employing the IAT suggests that the gender gap in wages may be linked to implicit attitudes. Which of the following findings support this idea?

Reaction times are faster for associations between men and wealth

Which of the following examples BEST illustrates a situation where there is a gap between our attitudes and behavior?

Roz tells her new boyfriend that she is extremely excited to see the new James Bond movie, even though she truly dreads seeing that film

Sherif attends a conference focused on evolutionary psychology. At the conference, he listens to a lecture about how inherent impulses underlie many of our day-to-day behaviors. Which of the following is an example of heuristic processing that Sherif might experience during this lecture?

Sherif decides to trust the speaker because the speaker is an expert

If, as Arkes and Tetlock have speculated, Jesse Jackson were to "fail" an IAT that asks about his attitudes toward African Americans, it is because ________.

although he does not endorse negative stereotypes of African Americans in the culture, he has good knowledge of those stereotypes

Marshall wants to pledge Theta Phi fraternity. He may well ________ publicly, believing active member decision makers will hear of his views. He is, in private, ________ to express those same views.

badmouth other fraternities; unlikely

According to the elaboration-likelihood and the heuristic-systematic models of persuasion, the two key factors that will determine whether we engage in effortful or effortless processing of information are one's ________.

capacity to process information and level of motivation

Students entering college who had social networks with more ________ attitudes toward affirmative action exhibited ________ change over the following 2 months.

diverse; more

A CEO of a Midwestern company gave a press briefing and espoused some fairly restrictive regulations aimed at reducing carbon emissions and water pollution. His excellent credibility was probably due to the fact that ________.

he is CEO of a chemical company

Smaller rewards lead to greater attitudinal change due to the ________ effect

less-leads-to-more

We hold values similar to, and identify with, ________.

members of our reference group(s)

According to the theory of planned behavior, our behavioral intentions are determined in part by our perceptions of whether others will approve or disapprove of the behavior, our perceptions of our ability to perform the behavior, and ________.

our attitudes toward a particular behavior

Erin works at a think tank in Washington, DC. She is a progressive liberal and, as most of her colleagues are around her age and come from similar backgrounds, she makes the assumption that her colleagues are too, even though a large percentage of them do not identify as such. Erin has fallen susceptible to ________.

pluralistic ignorance

Assume you have a negative stereotype of fraternity/sorority members as "stuck-up." Given an IAT with photos labeled "fraternity member" or "independent," and paired with the word "bad" or "good," your responses to the fraternity member/bad combination would likely be ________ than to independent/bad combinations.

quicker

Irene considers herself to be an environmentalist, and she wants to reduce her carbon footprint. One day, her husband comes home and says that he sold their electric lawn mower and used the money, plus some savings, to by a new, powerful gasoline-powered mower. Irene is shocked, but when she uses the mower, she decides that she really likes it. This makes her feel uneasy, so she reminds herself of all the good environmental work she has done in the past. Irene is engaging in ________.

self-affirmation

A film studio pairs with a brewery and exclusively includes scenes of people drinking this beer or the beer standing in the background of scenes throughout many of its summer blockbusters. Sales of the brewery's line of beers skyrocket. The increased sales were likely due to ________ conditioning.

subliminal

Having not met any members of a new social group, you hear a person expressing negative views of that group. Your attitude toward the new group would not be likely influenced by hearing this negative message if ________.

the person expressing the attitude is someone you dislike and see as dissimilar to yourself

Having not met any members of a new social group, you hear a person expressing negative views of that group. Your attitude toward the new group would not be likely influenced by hearing this negative message if ________.

the person expressing the attitude is someone you dislike and see as dissimilar to yourself

Upon learning that soda sales are in decline, a soda manufacturer, ABC Fizz, decides upon a new advertising tactic. Using demographic data, ABC Fizz discovers that 30-34-year- olds show a strong affiliation with Apple products. In the new advertising campaign, the company repeatedly pairs images of its soda with 30-34-year-olds using Apple products. Before long, they find that sales of their soda increase within this demographic. This is an example of ________ conditioning.

classical

Patty is a politician running for public office. At a town hall meeting, she claims that she has always fought for and will continue to fight for the LGBT community. At this, a person who does not support Patty stands up and claims that Patty only began to support marriage equality after the majority of U.S. states had legalized same-sex marriage. This person is trying to generate feelings of ________.

hypocrisy