Social Psych Exam 2 (Chapters 6, 7, 8)

1. Mariah has had a hard semester, and her grades have suffered. She really needs a good grade in psychology to get off academic probation and stay in school. On the next psychology exam, Mariah is sorely tempted to cheat, but she decides not to. Which of the following pairs of cognitions best reflects the source of any dissonance Mariah might experience while deciding not to cheat? a. "My school life could be over"; "I just gave up a chance to help myself." b. "I'm basically a decent, honest person"; "These exam questions are ambiguous and tricky." c. "I'm a basically an honest person"; "I've never seen any of my friends cheat." d. "So much is riding on this exam"; "I just know that if I try it, I'll get caught."

a. "My school life could be over"; "I just gave up a chance to help myself."

1. Imagine that before a test, the professor told Jake that if he is caught cheating, he will be expelled. Imagine that the professor told Amanda that, if caught cheating, her only punishment will be to write a short paper about why cheating is wrong. If both students don't cheat, what would dissonance theory predict? a. Amanda will feel more honest than Jake will. b. Jake will feel more honest than Amanda will. c. Amanda and Jake will each feel as honest as the other. d. Neither Jake nor Amanda will feel honest because they were both threatened.

a. Amanda will feel more honest than Jake will.

1. According to results of dissonance studies, who is more likely to believe that lying is truly a heinous, unconscionable, and unforgivable act? a. Mark, who was tempted to lie, but told the truth instead b. Dan, who has always told the truth c. Bill, who lies quite often d. Julius, who knew he should tell the truth, but lied instead

a. Mark, who was tempted to lie, but told the truth instead

1. Suppose that both Oscar and Sam went through hazing rituals for the same fraternity. Oscar went through a very long and involved hazing process while Sam went through relatively mild rituals. After they both got into the fraternity, they realized that there were negative things associated with membership that they hadn't expected. According to cognitive dissonance, which of the following would you expect to happen? a. Oscar would love the fraternity more than Sam because he went through more to get into it. b. Sam would want to stay in the fraternity more than Oscar because Sam realizes that he accepted the membership even though he didn't like it. c. Both Oscar and Sam would like the fraternity equally. d. Sam and Oscar would dislike the fraternity equally because of all the negatives associated with it.

a. Oscar would love the fraternity more than Sam because he went through more to get into it.

1. According to the authors of your text, when people are tempted to behave immorally and they choose to be either moral or immoral in that situation, how do they justify their actions? a. They actually change their attitudes to concur with their actions. b. They merely rationalize their actions, and retain their attitudes. c. They add cognitions to reduce the dissonance. They become less satisfied with their behaviors

a. They actually change their attitudes to concur with their actions.

1. A positive attitude can be formed via classical conditioning when an attitude object is repeatedly paired with a. a pleasant stimulus/experience. b. rewards for a simple behavior. c. punishments for misbehavior. d. arousal and cognition.

a. a pleasant stimulus/experience.

1. Samantha really enjoys Gummy Bears. Her attitude did not stem from any rational examination of the nutritional value of this food, and isn't governed by logic (she can't be persuaded to stop eating them). Samantha's attitude about Gummy Bears is most likely ________ based. a. affectively b. cognitively c. behaviorally d. intuitively

a. affectively

1. According to the elaboration likelihood model of persuasion, people who ________ are most likely to take the ________ route to persuasion. a. are motivated to pay attention; central b. are motivated to pay attention; peripheral c. do not pay close attention; central d. do not care about the issue; central

a. are motivated to pay attention; central

1. The Yale Attitude Change approach focused on a number of factors that influence the success of a persuasive message. Which of the following best exemplifies audience variables as one of those factors? a. attentive versus inattentive listeners b. high-quality versus low-quality arguments c. expert versus novel speakers d. one-sided versus two-sided messages

a. attentive versus inattentive listeners

1. The elaboration likelihood model explains under what conditions someone will a. be influenced by what the speech says, and when influence occurs by superficial cues. b. change their implicit attitude, and when he or she will resist change to the explicit attitude. c. be persuaded by a subliminal message, and when he or she will resist attitude change. d. elaborate on a dissonance-evoking situation, and when he or she will resolve dissonance.

a. be influenced by what the speech says, and when influence occurs by superficial cues.

1. Why would people be less likely to engage in dissonance-reducing behaviors in a collectivist culture? a. because they would be focused on group harmony rather than self-justification b. because they would not experience dissonance c. because they would focus only on self-justification d. because they would not be able to change their behavior or add cognitions

a. because they would be focused on group harmony rather than self-justification

1. Daryl Bem's self-perception theory suggests that we form attitudes about an object based more on our ________ toward that object than our ________ toward that object. a. behavior; thoughts and feelings b. thoughts and feelings; behavior c. beliefs; past experience d. social group's behavior; own behavior

a. behavior; thoughts and feelings

1. Researchers systematically varied the quality of persuasive communications that advocated comprehensive exams for college students, and also varied the prestige of the communicator. These researchers found that when some students believed that their university was considering such examination, those particular students used the ________ route to persuasion, and were influenced by ________. a. central; quality of the persuasive arguments b. central; prestige of the communicator c. peripheral; quality of the persuasive arguments d. peripheral; prestige of the communicator

a. central; quality of the persuasive arguments

1. People generally ________ think they will like to be able to easily change a decision they've made; however, the research on cognitive dissonance suggests that people actually are ________ with their choice when a decision is more permanent. a. do; happier b. do; not as happy c. do not; happier d. do not; not as happy

a. do; happier

1. You have worked extremely hard to attain a goal, but soon realize that the goal is not as exciting as you expected. According to dissonance research, you will probably a. exaggerate the positive qualities of the goal in order to justify your effort. b. exaggerate the negative qualities of the goal in order to obtain sympathy. c. carefully analyze the reasons why you worked so hard to attain the goal. d. deny that you ever believed that the goal was exciting.

a. exaggerate the positive qualities of the goal in order to justify your effort.

1. The most typical ways of reducing dissonance include all of the following except a. forgetting about our past statements that contradict our behavior. b. changing our behavior to bring it into line with dissonant cognitions. c. justifying our behavior by changing dissonant cognitions. d. justifying our behavior by adding new cognitions.

a. forgetting about our past statements that contradict our behavior.

1. Kenneth believes that Funny-O' s cereal is good because it has no sugar, it contains all of the recommended vitamins and minerals, and it has no artificial flavors. Kenneth's attitude toward Funny-O's is a(n) a. object appraisal. b. affectively based attitude. c. undifferentiated attitude. d. behaviorally based attitude.

a. object appraisal.

1. Why are affectively based attitudes so resistant to logical persuasive attempts to change them? Affectively based attitudes are a. often linked to values, which are difficult to change. b. governed by knowledge of the issues. c. the result of the same illogical source. d. acquired by automatic processes.

a. often linked to values, which are difficult to change.

1. Donald didn't attend carefully to the substance of the persuasive communication, but instead paid attention to some irrelevant cues. He's using the ________ route to persuasion. a. peripheral b. systematic c. central d. indirect

a. peripheral

1. In general, the more ________ a decision between alternatives, the ________ the postdecision dissonance. a. permanent; greater b. revocable; greater c. trivial; greater d. freer; less

a. permanent; greater

1. According to information presented in this chapter, researchers exposed people who were strongly in favor of segregation and strongly opposed to segregation to both plausible and silly arguments in favor of both sides of the issue. If those people were responding in a purely rational or logical way, they would be most likely to remember a. plausible arguments on both sides of the issue. b. improbable or unconvincing arguments on both sides of the issue. c. silly or unconvincing arguments on their side of the issue. d. silly or unconvincing arguments on the other side of the issue.

a. plausible arguments on both sides of the issue.

1. Affectively based attitudes tend to stem from any of the following sources except a. rational appraisal of costs and benefits. b. personal values. c. sensory experiences. d. conditioning.

a. rational appraisal of costs and benefits.

1. Rudy thinks that if he ever got kicked off the football team he would be depressed for months, and that his life would lose all meaning. In actuality, his response would probably not be this severe or prolonged. What is Rudy demonstrating? a. the impact bias b. self-affirmation c. lowballing d. effort justification

a. the impact bias

1. The Yale Attitude Change approach to persuasion yielded a great deal of information about the attitude change process, but there was one major problem with the approach; it a. was not clear when one factor should be emphasized over others. b. only accounted for implicit attitudes. c. only applied to women between the ages of eighteen and twenty-five. d. is unclear as to who exactly is a source and who is an audience member.

a. was not clear when one factor should be emphasized over others.

1. People are most likely to form behaviorally based attitudes when the initial attitude is ________ and there are no ________ justifications for the behavior . a. weak or ambiguous; external b. weak or ambiguous; internal c. strong and clear; external d. strong and clear; internal

a. weak or ambiguous; external

1. Miguel recaptures the freedom of his youth when he test-drives the new Volkswagen "Bug." He feels twenty-five years younger, and remembers cruising the beaches of California in his old 1970 Bug when he was in college. He decides to purchase that new VW model. Miguel's positive attitude toward the car is primarily driven by a. a cognitive component. b an affective component. c. operant conditioning. d. classical conditioning.

b an affective component.

1. Armando is listening carefully to a persuasive communication and thinking about the arguments. He is using the ________ route to persuasion. a. peripheral b. heuristic c. central d. direct

c. central

1. Why do people often experience postdecision dissonance? a. They are motivated to believe in a just world. b. Almost every alternative has both an upside and a downside, and people feel uncomfortable. c. People fear that indecision will be evaluated negatively by others. d. It's easier to value an option we've chosen than to disparage an option we've rejected.

b. Almost every alternative has both an upside and a downside, and people feel uncomfortable.

1. Tesser (1993) and other researchers suggest that some attitudes are linked to genetic influences. According to these researchers, how is it possible that we might inherit from our parents a love of something like classical music? a. The influence of genes is modified by early childhood experiences. b. Genes influence temperament and personality, which are in turn related to attitudes. c. Genes that influence attitudes are dominant genes, not recessive genes. d. There are specific genes related to musical preferences, but not to other attitudes.

b. Genes influence temperament and personality, which are in turn related to attitudes.

1. Who is more likely to use the central route to persuasion when attending to a communication about health insurance reform? a. Tammy, who is doing her homework as she watches Anderson Cooper: 360 b. James, who is undergoing extensive treatment after his auto accident c. Rachel, who has never had any health problems d. Raul, who has little interest in public policy issues

b. James, who is undergoing extensive treatment after his auto accident

1. Which of the following is the best example of a behaviorally based attitude? a. Sheila tastes chocolate for the first time and loves it! b. Millicent finds herself sketching in her spare time and realizes she must love to draw. c. Bill exercises every day because he knows that it is good for his health. d. Dahlia votes for her state representative because she likes him.

b. Millicent finds herself sketching in her spare time and realizes she must love to draw.

1. Based on MRI research on people who were experiencing and later resolved cognitive dissonance, what would you expect to happen to Mary, who just reduced her dissonant feelings about visiting the tanning salon by telling herself that she isn't genetically predisposed to skin cancer, so it won't affect her? a. She will next experience nervousness. b. She will experience pleasant feelings. c. She will be able think critically about other things. d. She will be unable to encode new memories for up to ten minutes.

b. She will experience pleasant feelings.

1. According to research presented in the text, students shot a roll of film and printed two photographs. Some were told that they could exchange the one they chose to keep within five days, but others were told that their choice was final. Which group of students liked their photograph best? a. Those who were given the exchange period, because in the U.S., students value choice. b. Those who were not given an exchange period, because the decision was irrevocable. c. They both liked their photos equally well. d. Those who could exchange the photo, because they could copy the first, then get the second as well.

b. Those who were not given an exchange period, because the decision was irrevocable.

1. Aronson and Mills (1959) performed an experiment in which college women were invited to join a discussion group about sex. In order to join the group, participants had to undergo either a severe initiation, a mild initiation, or no initiation. Which of the following best describes this study's findings? Women who underwent ________ initiation enjoyed the discussion the ________. a. a mild; most b. a severe; most c. a severe; least d. no; most

b. a severe; most

1. André is not at all familiar with a presidential candidate's stand on the issues or with his proposed policies, but André likes "his" candidate and plans to vote for him anyway. This example illustrates that people's attitudes toward politicians are often a. cognitively based. b. affectively based. c. behaviorally based. d. classically conditioned.

b. affectively based.

1. It is estimated that one-third of the electorate knows almost nothing about specific politicians. Nonetheless, these people hold very strong opinions about them. This pattern of findings suggests that people's attitudes toward politicians may be largely a. ambivalent. b. affectively based. c. behaviorally based. d. cognitively based.

b. affectively based.

1. Just after the tragic events of September 11, 2001, President George W. Bush's performance ratings soared from a low of 50 percent to a high of 82 percent, only to fall back to 53 percent a month later. This phenomenon suggests that a. political attitudes are especially volatile. b. although relatively stable, attitudes can and do change. c. political ads are not as effective as politicians would hope. d. the electorate had no internal justification for voting for Clinton.

b. although relatively stable, attitudes can and do change.

1. Winnie suddenly left the bar when Adam asked for her number. She realizes afterward that she must really have disliked Adam because of the way she behaved. By inferring her attitude from her observation of her behavior, she has a(n) ________ attitude. a. affectively based b. behaviorally based c. cognitively based d. explicit

b. behaviorally based

1. The Rolling Stones' "Satisfaction" was playing on the radio when Margaret's fiancé broke off their engagement. Margaret was heartbroken, of course, and can no longer stand the Rolling Stones or their songs, and turns them off every time they come on the radio. Margaret's attitude toward the Rolling Stones and their songs is affectively based in that it was a. linked to her deeply held values. b. classically conditioned by a traumatic experience. c. generated by a rational examination of the issues. d. highly accessible when her fiancé broke the engagement.

b. classically conditioned by a traumatic experience.

1. Research by Petty, Cacioppo, and Goldman (1981) found that when students are not involved in an issue, their opinions are influenced more by the ________ than by the ________. a. quality of the arguments; credibility of the speaker b. credibility of the speaker; quality of the arguments c. quality of the arguments; surface characteristics of the message d. content of the message; expertise of the speaker

b. credibility of the speaker; quality of the arguments

1. Ying just purchased a rather expensive wristwatch. She had debated for weeks about the merits of two different styles before making her final decision. According to our unit on postdecision dissonance, it's now likely that Ying will a. continue to check the newspaper to monitor sales for the watch she opted not to buy. b. emphasize all of the positive aspects of the chosen watch. c. wish that she purchased the other watch. d. return the chosen watch and exchange it for the other watch.

b. emphasize all of the positive aspects of the chosen watch.

1. The function of affectively based attitudes is to a. paint an accurate picture of the world. b. express and validate one's basic value system. c. behave in accordance with one's attitudes. d. weigh the pluses and minuses of an attitude object.

b. express and validate one's basic value system.

1. Recent findings that ________ tend to have similar attitudes is the strongest evidence suggesting that attitudes are in part genetic. a. fraternal twins b. identical twins reared apart c. adoptive siblings d. cousins

b. identical twins reared apart

1. "There's no way I'd give up drinking! I'd just be stressed out all the time" says Lilly, as she sips her fourth martini of the evening. Lilly's comments about her drinking habit are an example of using ________ to reduce cognitive dissonance. a. minimized shift b. justification c. behavior change d. cognitive change

b. justification

1. Researchers systematically varied the quality of persuasive communications that advocated comprehensive exams for college students, and also varied the prestige of the communicator. Further, some student participants were led to believe that such academic reforms might affect them, whereas others were led to believe that such reforms wouldn't occur until long after they had graduated. Those students who believed that the reforms were a long time in coming were more influenced by communicator prestige than by the quality of the persuasive arguments. These findings support the assertion that ________ route to persuasion. a. people high in need for cognition use the central b. message relevance influences whether people use the central or peripheral c. weak arguments are less persuasive when people use the peripheral d. strong arguments are less persuasive when people use the central

b. message relevance influences whether people use the central or peripheral

1. Consider the following statements: "I would prefer complex to simple problems" and "I like tasks that require little thought once I've learned them." People's responses to those statements capture their level of a. attitudes toward intelligence. b. need for cognition. c. reliance on peripheral cues. d. cognitive complexity.

b. need for cognition.

1. Work stemming from the Yale Attitude Change approach indicates that all of the following statements are true except a. people lower in intelligence tend to be more easily influenced than people high in intelligence. b. one-sided messages are generally more effective than two-sided messages. c. people are particularly susceptible to attitude change during the ages of eighteen to twenty-five. d. people are more persuaded by messages that do not seem to be designed to influence them.

b. one-sided messages are generally more effective than two-sided messages.

1. If Little Joey gets punished every time he plays with matches, Joey may develop a negative attitude toward matches. What would best explain Joey's negative attitude toward them? a. classical conditioning b. operant conditioning c. personal values d. attitude conditioning

b. operant conditioning

1. Members of the Heaven's Gate cult, who "knew" there was a spaceship following the Hale-Bopp comet, returned a perfectly good telescope they had purchased because they failed to see the spaceship they "knew" was there. Such behaviors demonstrate that a. cult leaders go to great lengths to brainwash their members. b. people will often go to extreme lengths to justify their actions or beliefs. c. pleasant, smart, reasonable people are seldom drawn to cults. d. scientists, like many of us, are fascinated with the macabre, gruesome aspects of life.

b. people will often go to extreme lengths to justify their actions or beliefs.

1. Work by Tesser (1993) and others suggests that the genetic "component" of attitudes is due to the fact that genes influence a. everyday behaviors. b. personality and temperament. c. the situations we select. d. our evaluations of all attitude objects.

b. personality and temperament.

1. Chloe debated for a long time about whether to take a psychology or a sociology course, both of which looked interesting. She finally chose the psychology course. Now, because she is experiencing ________, she raves about the psychology course to her friends. a. insufficient justification b. postdecision dissonance c. a justification of effort d. a threat to self-evaluation maintenance

b. postdecision dissonance

1. Cognitive dissonance always a. leads to a change in behavior. b. produces discomfort. c. leads to the rationalization trap. d. makes people produce new cognitions.

b. produces discomfort.

1. Aicha's whole family loves the Red Sox. Recently, Aicha has begun rooting for the Yankees. When she's at home, she receives a lot of jokes and disapproval from her family. This reaction to her behavior is a(n) a. reinforcement b. punishment c. implicit attitude d. fear-arousing communication

b. punishment

1. Recall that Brehm (1956) asked women to rate the desirability of a number of appliances and then allowed them to choose one of those appliances as a gift. Twenty minutes later, all women re-rated the same appliances, including the one they chose. Women tended to rate the alternatives they rejected lower than they had originally, and to rate their chosen appliance more positively. These results suggest that people a. seldom collect enough information before making decisions. b. reduce dissonance by overestimating differences between chosen and unchosen alternatives. c. are more likely to experience cognitive dissonance when decisions are irrevocable. d. experience more dissonance when their decisions implicate their self-concepts as rational and reasonable.

b. reduce dissonance by overestimating differences between chosen and unchosen alternatives.

1. The authors of your text present a study in which monkeys were given a choice between different colors of M&Ms— later, their preference for different colors of M&Ms was reassessed. The researchers found that the monkeys a. later preferred the choice they had originally disliked. b. reduced their liking for the colors of M&Ms they hadn't chosen. c. reduced their liking for the colors of M&Ms they had chosen. d. only experienced dissonance when they had observed it in other monkeys.

b. reduced their liking for the colors of M&Ms they hadn't chosen.

1. All of the following except the ________ are examples of peripheral cues that might influence people who are taking the peripheral route to persuasion. a. length of a persuasive message b. strength of a persuasive argument c. credibility of the presenter of the message d. attractiveness of the speaker

b. strength of a persuasive argument

1. Chloe voted for the first time in the 2008 elections. She was very motivated to understand campaign issues and to make an informed choice at the polls. She read the newspapers and watched the television debates between the candidates. Motivated and informed when she watched the presidential debates between John McCain and Barrack Obama, Chloe was most likely to pay attention to a. how stiff John McCain appeared on camera. b. the candidates' disagreements on education issues. c. Barrack Obama's relaxed delivery. d. John McCain's style

b. the candidates' disagreements on education issues.

1. Mills (1958) had elementary school children compete for attractive prizes. The children could cheat to win the prizes, but they didn't know that the experimenter would be assured of detecting the cheaters. Some children cheated, and others did not. The next day, a. none of the students endorsed cheating as acceptable. b. those who had cheated earlier became more lenient in their attitudes about cheating. c. those who didn't cheat earlier became more lenient in their attitudes about cheating. d. when they were offered a large inducement to cheat, most students cheated.

b. those who had cheated earlier became more lenient in their attitudes about cheating.

1. Explicit attitudes influence our behavior when ________, while implicit attitudes influence our behavior when ________. a. we are not monitoring our behavior; we are monitoring our behavior b. we are monitoring our behavior; we are not monitoring our behavior c. we make public statements, we consider our private beliefs d. our behavior is nonverbal; our behavior is verbal

b. we are monitoring our behavior; we are not monitoring our behavior

1. Which of the following best illustrates an implicit attitude? a. when Tracy checks off her opinion on a survey questionnaire b. when Randi experiences a flash of discomfort around her friends with different political views c. when Sarah sees a film and concludes that it is anti-Semitic d. when Jodi, who is white, marries Percy, who is black

b. when Randi experiences a flash of discomfort around her friends with different political views

1. According to the elaboration likelihood model of persuasion, you are more likely to be influenced by the central route when you are a. preoccupied with other matters. b. willing and able to give your full attention to the message. c. not invested in the topic at hand. d. impressed with the speaker's credentials and manner.

b. willing and able to give your full attention to the message.

1. Which of the following statements is true? a. "I like my toaster because you can toast four pieces of bread at one time" reflects a behaviorally based attitude. b. "I hate all politicians because they represent pure evil" represents a cognitively based attitude. c. "I guess I like junk food, because I'm always eating it" represents a behaviorally based attitude. d. "I'd like to get rid of this car because it's always in the shop" represents an affectively based attitude.

c. "I guess I like junk food, because I'm always eating it" represents a behaviorally based attitude.

1. Of the following, how are individuals most likely to reduce cognitive dissonance? a. By pretending they did not perform a particular behavior. b. By reducing their total number of cognitions. c. By adding new cognitions that are consistent with their behavior. d. By decreasing their arousal.

c. By adding new cognitions that are consistent with their behavior.

1. Jay just found out that he was not accepted into his dream college. Based on information from the authors of your text about impact bias, which of the following best reflects how Jay will react? a. He will become severely depressed. b. He will not go to college at all unless he can get admitted into his dream school. c. He will get over it rather quickly. d. It actually will not bother him in the least.

c. He will get over it rather quickly.

1. Who is most likely to form a behaviorally based attitude? a. Lucinda, who tastes sushi for the first time because she is curious and hates it b. Carmen, who goes clogging with her friends because they insist on her accompanying them c. Jeremiah, who finds himself spending hours on the Internet for no good reason d. Paco, who goes to the gym five days a week because the doctor ordered him to lose weight and exercise

c. Jeremiah, who finds himself spending hours on the Internet for no good reason

1. According to the authors, every time we make a decision, we experience some amount of dissonance. Why? a. After people invest effort, they are motivated to second-guess themselves. b. The rejected alternative is seldom completely positive. c. The chosen alternative is seldom completely positive. d. People seldom seek out objective information before decision-making.

c. The chosen alternative is seldom completely positive.

1. According to the authors of your text, after carefully making a decision, what is likely to happen? a. You will focus on the negative aspects of the choice you made. b. You will experience dissonance for several days. c. You will start to think more and more about the good qualities of your decision. d. You will begin to regret all the time you put into making your decision.

c. You will start to think more and more about the good qualities of your decision.

1. "Live fast and die young, that's what I always say," Rosie pronounces, as she prepares to ingest dangerous and illegal drugs. Rosie knows that her behavior is unhealthy and harmful. To reduce her dissonance, Rosie is a. changing her behavior to bring it in line with her cognitions. b. changing a problem cognition to make it more consonant with her behavior. c. adding a cognition that is consonant with her problem behavior. d. engaging in self-affirmation to combat cognitive dissonance.

c. adding a cognition that is consonant with her problem behavior.

1. A tobacco grower says, "I'm not the only one growing it. If I stop, someone else will be there." Assuming that the man was experiencing dissonance from the fact that he was making his living from a crop that is bad for people's health, he appears to be reducing this dissonance by a. changing his behavior. b. changing his cognitions. c. adding new cognitions. d. self-affirmation in an unrelated domain.

c. adding new cognitions.

1. The three parts that form our evaluations of attitude objects are a. affective, cognitive, and evaluative. b. cognitive, behavioral, and evaluative. c. affective, behavioral, and cognitive. d. affective, behavioral, and evaluative.

c. affective, behavioral, and cognitive.

1. Your municipality is in need of tax revenues, and a volunteer asks you to sign a petition that supports raising taxes on liquor and cigarettes rather than increasing property taxes to generate revenue. You neither drink nor smoke, and you do not own property. If the volunteer wants to persuade you to sign the petition, she should________ according to the elaboration likelihood model. a. use strong logical arguments rather than weak ones. b. present both sides of the issue rather than only one side. c. be attractive. d. use a rational rather than an emotional appeal.

c. be attractive.

1. After reducing postdecision dissonance, people are more likely to rate the chosen and unchosen alternatives as a. being very similar, with about equal strengths and weaknesses. b. having an equal number of strengths, but the chosen alternative as having fewer weaknesses. c. being more dissimilar, such that the chosen alternative is much more desirable than the unchosen one. d. being similar in terms of weaknesses, but the chosen alternative has more strengths.

c. being more dissimilar, such that the chosen alternative is much more desirable than the unchosen one.

1. A commercial comes on for an arthritis crème. Lachlan has been having some pain in his knees lately, so he's both motivated (and able to attend to) the commercial. Therefore, he is more likely to use the ________ route to persuasion. a. peripheral b. heuristic c. central d. relevant

c. central

1. Your text describes several situations in which a person may decide to behave immorally, a behavior which is likely to arouse a fair amount of cognitive dissonance. How are people most likely to reduce this dissonance stemming from an immoral act such as lying or cheating? a. change the behavior through modeling moral exemplars b. add cognitions c. change their attitude about the immoral behavior d. bolster their decision through downward social comparison

c. change their attitude about the immoral behavior

1. George thinks of himself as an honest person until his brother reminds him that he's been known to keep extra change given to him by a cashier and to stock his home office for a sideline business with supplies taken from his job. George is now probably feeling a sense of discomfort known as a. misattribution of arousal. b. self-serving bias. c. cognitive dissonance d. anxiety.

c. cognitive dissonance

1. Doty is out weeding her petunias when she sees a garden snake. She feels fear and jumps up and runs back to the house, all the while thinking, "I know that garden snakes are not dangerous." This example illustrates an inconsistency between the ________ component of attitudes and the ________ components. a. affective; behavioral and cognitive b. behavioral; affective and cognitive c. cognitive; affective and behavioral d. There is no inconsistency between the components.

c. cognitive; affective and behavioral

1. Lisa and Marcie have a really tough exam in anthropology. Both women are considering cheating on the exam. Based on what you read about cognitive dissonance, Lisa, who ________, is likely to later report that all cheaters should be punished severely, and Marcie, who ________, is likely to report that cheating really is no big deal because there are no victims. a. cheated; did not cheat b. cheated; cheated c. did not cheat; cheated d. did not cheat; did not cheat

c. did not cheat; cheated

1. People tend to be less aware of their ________ attitudes, which are more likely to influence behaviors they are not monitoring. a. explicit b. cognitively based c. implicit d. self-perceived

c. implicit

1. After filing your ballot for an election, you are more convinced than you were before filing the ballot that you voted for the best candidate. This example illustrates the idea that when decisions are _______, individuals engage in a greater amount of dissonance reduction. a. imminent b. ambiguous c. irrevocable d. simple

c. irrevocable

1. People who had already placed their two-dollar bets were more confident than people who were waiting in line to place their bets (Knox & Inkster, 1968). These findings suggest that decisions that are _______ generate more cognitive dissonance than decisions that are not. a. important b. coerced c. irrevocable d. trivial

c. irrevocable

1. People tend to fall subject to the impact bias (and not understand that they will usually successfully reduce cognitive dissonance) because reducing cognitive dissonance is a. a painful process. b. controlled and conscious. c. largely unconscious. d. quick and effortful.

c. largely unconscious.

1. The Yale Attitude Change approach focused on a number of factors that influence the success of a persuasive message. Which of the following best exemplifies communication variables as one of those factors? a. hostile versus receptive audiences b. attentive versus inattentive listeners c. long versus short appeals d. expert versus novice speakers

c. long versus short appeals

1. According to your text, all of the following processes except ________ are motivated by the need to preserve or maintain self-esteem. a. changing one's attitude in the direction of one's behavior b. distancing oneself from a close other who outdoes one in a domain one cares about c. making upward social comparisons d. blaming the victim

c. making upward social comparisons

1. Imagine you really enjoy lying out in the sun to get a deep, dark tan. If you heard arguments both for and against tanning, you would probably remember ________ arguments for tanning, and ________ arguments against tanning. a. long; short b. short; long c. plausible; implausible d. implausible; plausible

c. plausible; implausible

1. A recent MRI study revealed that when participants successfully reduced and resolved their cognitive dissonance, they experienced a. a surge of activity in the reasoning areas of the brain. b. a reduced capacity in the motor areas of the brain. c. pleasurable emotions. d. an increase in activation of the rear hemisphere.

c. pleasurable emotions.

1. According to information presented in this chapter, researchers exposed people who were strongly in favor of segregation and strongly opposed to segregation to both plausible and silly arguments in favor of both sides of the issue. They found that people tended to best recall a. all arguments equally well. b. rational arguments of the opposing side best. c. rational arguments of their side and silly arguments of the opposite side the best. d. all arguments from the opposing side better than those of their own side.

c. rational arguments of their side and silly arguments of the opposite side the best.

1. Brenna's attitude about shoes would be composed of all of the following components except a. emotional reactions. b. behavioral tendencies. c. self-perceptual persuasions. d. thoughts and beliefs.

c. self-perceptual persuasions.

1. According to information presented in this chapter, researchers provided participants with both plausible and silly persuasive arguments both in favor of and against racial segregation, and then tested participants' memory for those persuasive arguments. Broadly speaking, their results suggested that a. Northerners were more rational than Southerners. b. prejudiced participants were less rational than nonprejudiced participants. c. something as "objective" as memory can be distorted for self-serving reasons. d. people recall plausible arguments and ignore the implausible ones.

c. something as "objective" as memory can be distorted for self-serving reasons.

1. When people receive bad news—perhaps that they did not get a dream job they applied and interviewed for—what tends to happen? a. People usually feel worse than they expect they were going to. b. People tend to feel about as bad as they thought they would. c. People realize they really weren't qualified for the job anyway. d. People usually put a spin on the news that makes them feel better.

d. People usually put a spin on the news that makes them feel better.

1. According to the authors of your text, why would people experience cognitive dissonance after investing a lot of time and effort in pursuit of a goal that falls short of their expectations? a. Punishment serves to reduce intrinsic motivation. b. Heightened intrinsic motivation biases people's perceptions. c. Actually, people would not experience cognitive dissonance in this situation. d. Sensible people don't work hard to attain something trivial.

d. Sensible people don't work hard to attain something trivial.

1. Persuasion from the perspective of "who says what to whom" is best associated with the a. elaboration likelihood model. b. heuristic-systematic model of persuasion. c. use of the central route to persuasion. d. Yale Attitude Change approach.

d. Yale Attitude Change approach.

1. When Myra looks at the ceiling of the Sistine Chapel for the first time and sees the gorgeous art, she is awestruck, and even moved to tears by the beauty of it. Her affective-based attitude is a result of a. her system of beliefs. b. her values as a pagan. c. classical conditioning. d. a sensory reaction.

d. a sensory reaction.

1. Consider the lyrics to Smokey Robinson's "You've Really Got a Hold on Me": "I don't like you, but I love you / Seems that I'm always thinking of you / You treat me badly / I love you madly / You've really got a hold on me." As it relates to the components of attitudes, the sentiments reflected in these lyrics best capture the ________ component of the singer's attitude. a. cognitive b. ambivalent c. behavioral d. affective

d. affective

1. Erin just bought Brand X jeans. Purchasing that brand specifically illustrates the ________ component of attitudes. a. cognitive b. affective c. positive d. behavioral

d. behavioral

1. Jane is asked what kind of computer she prefers. She says, "Well, I always seem to be working on a Macintosh, so I guess I like them best." In this case, Jane's attitude appears to be a. affectively based. b. cognitively based. c. value-based. d. behaviorally based

d. behaviorally based

1. When people act contrary to their self-perceptions as reasonable and sensible people, they experience a feeling known as ________. a. defensive attribution b. low self-esteem c. affective ambivalence d. cognitive dissonance

d. cognitive dissonance

1. The family whose house is across the street from you subscribes to every paper they can have delivered. They are constantly reading and talking about the news. They, like most people, tend to evaluate what they see in the world a. rarely. b. only when motivated. c. only when they are not distracted or cognitively busy. d. constantly.

d. constantly.

1. The fact that there is research demonstrating that other animals experience dissonance—and that it has a biological basis—suggests that cognitive dissonance may have (in part) a(n) ________ explanation a. cultural b. personality c. ethnographic d. evolutionary

d. evolutionary

1. The Yale Attitude Change approach focused on a number of factors that influence the success of a persuasive message. Which of the following best exemplifies source variables as one of those factors? a. high- versus low-quality argument b. one-sided versus two-sided messages c. long versus short appeals d. expert versus novice speakers

d. expert versus novice speakers

1. All other things being equal, when a communication is more ________, people are more likely to pay attention to it and process it through the central route according to our text. a. lengthy b. full of buzz words and catchy phrases c. emotional d. self-relevant

d. self-relevant