Chapter 8 social psychology

Social psychologists use the term ____ to refer to beliefs and behaviors that a group of people accept as normal

Group norms

1.

Social psychologists distinguish between two forms of social influence, ____. a. implicit and explicit b. social and cultural ANS: C DIF: Moderate REF: Two Types of Social Influence TYPE: Factual 2. Given Asch's line-judging studies on conformity, it appears that people engage in normative conformity ____ when in the presence of larger groups (groups of 3-7 people) as opposed to smaller groups (groups of 2-3 people). a. more often b. about as frequently c. slightly less often d. far less often ANS: A DIF: Difficult REF: Two Types of Social Influence TYPE: Factual 3. In Asch's line-judging studies on conformity, it was found that conformity declined when ____. a. group size increased from 2 people to 7 people b. group size decreased from 20 people to 15 people c. there was a "dissenter" in the group who always gave the correct response d. groups were mixed-sex rather than all-male ANS: C DIF: Moderate REF: Two Types of Social Influence TYPE: Factual 4. Suppose that you are on a committee, deciding how to allocate budget for the year. And suppose that many people on the committee seem to just be "going along with the crowd" rather than expressing their opinions or concerns. Based on Asch's line-judging research on conformity, if you wanted to encourage more dissent and debate in the group then you should ____. a. make sure that the group consists of no fewer than five people b. play "devil's advocate" and disagree with the majority view c. try to find a way to have same-sex group members meet separately d. make sure that the group feels a common bond and strong group identity ANS: B DIF: Difficult REF: Two Types of Social Influence TYPE: Applied 5. In an early study conducted by Stanley Schachter, research participants were asked to discuss the case of supposed juvenile delinquent named Johnny Rocco. Each discussion group consisted of five real participants and three confederates—a "mode" confederate (who adopted the majority viewpoint), a "deviant" confederate (who held extreme views that were different from the majority viewpoint), and a "slider" (who started out extreme, but eventually adopted the majority viewpoint). When participants were asked, at the end of the discussion, to "vote one group member out of the group," who was MOST often voted out? a. The "mode" confederate b. The "deviant" confederate c. The "slider" confederate d. The "slider" and "deviant" confederates (equally) ANS: B DIF: Difficult REF: Two Types of Social Influence TYPE: Factual 6. The text describes an experiment in which groups of subjects discuss the punishment appropriate for "Johnny Rocco," a juvenile delinquent. In this experiment, subjects LEAST liked a confederate when he played the role of a person who ____. a. agreed with the group ("mode") b. disagreed with the group ("deviant") c. originally agreed and then came to disagree with the group ("lost soul") d. disagreed and then came to agree with the group ("slider") ANS: B DIF: Difficult REF: Two Types of Social Influence TYPE: Factual 7. Which of the following things would make you relatively MORE likely to conform in a group situation? a. You are good at the task at hand. b. There are no experts in the group. c. The other members of the group are not important to you. d. The group is medium-sized (5-7 people) rather than small (2-3 people). ANS: D DIF: Moderate REF: Two Types of Social Influence TYPE: Factual 8. If you look at a pinpoint of light in a dark room, the light appears to move even though it is in fact stationary. This illusion of movement is called the ____ effect. a. autokinetic b. omega c. sleeper d. visual pique ANS: A DIF: Moderate REF: Two Types of Social Influence TYPE: Factual 9. A number of social psychological studies have made use of the autokinetic effect in order to understand ____. a. the so-called sleeper effect b. why convert communicators are so effective c. how alpha and omega strategies work d. informational influence and the formation of group norms ANS: D DIF: Difficult REF: Two Types of Social Influence TYPE: Conceptual 10. In one well-known social psychological experiment, research participants were brought into a dark room where an experimenter projected dots of light. These dots of light appeared to move slightly as they were projected—though exactly how far they moved the participants couldn't say. When asked to estimate the distance that the light traveled, participants tended to look to others in the room, and ask them what they thought. All of the participants thus ended up giving somewhat similar answers—thereby establishing ____. a. group norms b. an autokinetic effect c. a sleeper effect d. an omega strategy ANS: A DIF: Difficult REF: Two Types of Social Influence TYPE: Conceptual 11. Social psychologists use the term ____ to refer to beliefs and behaviors that a group of people accept as normal. a. central beliefs b. peripheral beliefs c. group norms d. yielding information ANS: C DIF: Easy REF: Two Types of Social Influence TYPE: Factual 12. Samuela never pays attention in class and never studies, and she tends to fail most of the tests she takes in school. However, she constantly looks for opportunities to cheat during tests

In an early study conducted by Stanley Schachter, research participants were asked to discuss the case of supposed juvenile delinquent named Johnny Rocco. Each discussion group consisted of five real participants and three confederates—a "mode" confederate (who adopted the majority viewpoint), a "deviant" confederate (who held extreme views that were different from the majority viewpoint), and a "slider" (who started out extreme, but eventually adopted the majority viewpoint). When participants were asked, at the end of the discussion, to "vote one group member out of the group," who was MOST often voted out?

The "deviant" confederate

Which of the following things would make you relatively MORE likely to conform in a group situation?

The group is medium-sized (5-7 people) rather than small (2-3 people).

diffusion of responsibility d.

diffusion of responsibility

The text describes an experiment in which groups of subjects discuss the punishment appropriate for "Johnny Rocco," a juvenile delinquent. In this experiment, subjects LEAST liked a confederate when he played the role of a person who ____.

disagreed with the group ("deviant")

people who have already made up their minds on an issue d.

experts

In one well-known social psychological experiment, research participants were brought into a dark room where an experimenter projected dots of light. These dots of light appeared to move slightly as they were projected—though exactly how far they moved the participants couldn't say. When asked to estimate the distance that the light traveled, participants tended to look to others in the room, and ask them what they thought. All of the participants thus ended up giving somewhat similar answers—thereby establishing ____.

group norms

moderate or high levels of fear c.

high levels of fear

A number of social psychological studies have made use of the autokinetic effect in order to understand ____.

informational influence and the formation of group norms

heightens b.

less

stronger d.

less

the amount of advance notice they receive ____ this effect. a.

less

weaker c.

less

low or high levels of fear b.

low levels of fear

low or moderate levels of fear d.

low or moderate levels of fear

has no impact c.

more

heightens d.

more

stronger b.

more

Given Asch's line-judging studies on conformity, it appears that people engage in normative conformity ____ when in the presence of larger groups (groups of 3-7 people) as opposed to smaller groups (groups of 2-3 people).

more often

normative influence b.

normative influence

she looks at her neighbors' answers and then writes down what she sees, assuming that her neighbors know the test material better than she does. In these cases, Samuela's test answers are based on ____. a.

normative influence b. informational influence c. implicit social norms d. elaboration likelihood ANS: B DIF: Moderate REF: Two Types of Social Influence TYPE: Applied 13. In one well-known social psychological experiment, research participants were brought into a dark room where an experimenter projected dots of light. These dots of light appeared to move slightly as they were projected—though exactly how far they moved the participants couldn't say. When asked to estimate the distance that the light traveled, participants tended to look to others in the room, and ask them what they thought (not because they wanted to gain others' approval, but because they assumed that others knew more than they did). It would therefore be MOST accurate to say that participants' final estimates were based on ____. a. normative influence b. informational influence c. implicit social norms d. elaboration likelihood ANS: B DIF: Moderate REF: Two Types of Social Influence TYPE: Applied 14. Two types of situations tend to produce informational influence. They are ____. a. ambiguous situations and situations where people seek social approval b. ambiguous situations and crisis situations c. non-ambiguous (clear-cut) situations and situations where people seek social approval d. non-ambiguous (clear-cut) situations and crisis situations ANS: B DIF: Difficult REF: Two Types of Social Influence TYPE: Conceptual 15. Which of the following is the best example of someone soliciting information and thereby being affected by informational influence? a. A man is interested in buying a pickup truck, and goes online to different truck blogs and websites to gather information. He uses this information to help guide his decision-making about what trucks to test drive. b. A teenager asks her friends if they like a certain store. When they say yes, she declares that she likes it too, because she wants to seem cool. c. A professor asks her students whether they believe there are instances in which genocide is "justified." She listens to their opinions and corrects them when they make inaccurate statements about history. d. A father asks his seven-year-old how she knows that it's dinnertime (he is testing her ability to read Roman numerals on the kitchen clock). When she explains what some of the numerals mean, he nods appreciably and pretends to have learned something. ANS: A DIF: Moderate REF: Two Types of Social Influence TYPE: Applied 16. Josephine is at the park with her kids. Another child falls off the monkey bars and is unconscious. Josephine doesn't immediately react because she assumes the injured child's mother is nearby and knows what to do. In fact, the child's mother doesn't know any more than Josephine does. Josephine's assumption that the mother will know more than she does is an example of ____. a. pluralistic ignorance b. group norms c. labeling d. persuasion ANS: A DIF: Easy REF: Two Types of Social Influence TYPE: Applied 17. The tendency to assume that others know more than you do in a crisis or ambiguous situation, when in reality, no one knows anything, is called ____. a. the autokinetic effect b. the sleeper effect c. pluralistic ignorance d. yielding ANS: C DIF: Easy REF: Two Types of Social Influence TYPE: Factual 18. Informational social influence helps to produce ____, while normative social influence may merely elicit ____. a. private acceptance

more-educated people b.

people who are passionate about the topic at hand

people who are not passionate about the topic at hand c.

people who have not yet made up their minds on an issue

Suppose that you are on a committee, deciding how to allocate budget for the year. And suppose that many people on the committee seem to just be "going along with the crowd" rather than expressing their opinions or concerns. Based on Asch's line-judging research on conformity, if you wanted to encourage more dissent and debate in the group then you should ____.

play "devil's advocate" and disagree with the majority view

informational influence c.

pluralistic ignorance

private acceptance c.

pluralistic ignorance

public compliance b.

public conformity

the bystander effect d.

the bystander effect

In Asch's line-judging studies on conformity, it was found that conformity declined when ____.

there was a "dissenter" in the group who always gave the correct response

has no effect ANS:

A DIF: Difficult REF: Resisting Social Influence Techniques TYPE: Conceptual 145. In the prisons at Guantanamo Bay, American soldiers have used, among other tactics, both sleep deprivation and repeated exposure to annoying music, in an effort to "break" prisoners' resistance and convince them to answer questions. The Americans are apparently operating under the assumption that ____ makes people more yielding. a. inoculation to persuasive messages b. a reduction of stockpiled resources c. negative attitude change d. systematic desensitization ANS: B DIF: Difficult REF: Resisting Social Influence Techniques TYPE: Applied 146. Research indicates that people are less vulnerable to persuasive messages when they are well-rested, in a good mood, and not distracted by other stimuli. That is, people are less prone to be persuaded when they have ____. a. been inoculated against persuasive messages b. stockpiled resources c. undergone a negative attitude change d. undergone systematic desensitization ANS: B DIF: Easy REF: Resisting Social Influence Techniques TYPE: Conceptual

non-experts ANS:

A DIF: Easy REF: Persuasion TYPE: Factual 88. The results of social psychological research on negative campaigning in politics have ____. a. indicated that negative campaigning is almost always more effective than positive campaigning b. indicated that positive campaigning is almost always more effective than negative campaigning c. indicated that negative campaigning can be an effective strategy for a candidate who is already in the lead, but not for a candidate who is behind d. been mixed ANS: D DIF: Easy REF: Persuasion TYPE: Factual 89. Suppose that two political candidates—Candidate A and Candidate B—run a series of negative advertisements about one another. Research suggests that ____. a. both candidates are likely to be rated more positively than they were before b. both candidates are likely to be rated more negatively than they were before c. people are more likely to say they will vote d. people are more likely to take the election seriously and follow it closely ANS: B DIF: Difficult REF: Persuasion TYPE: Conceptual 90. Suppose that two political candidates—Candidate A and Candidate B—run a series of negative advertisements about one another. Research suggests that ____. a. both candidates are likely to be rated more positively than they were before b. people are less likely to say they will vote c. people are more likely to say they will vote d. people are more likely to pay close attention to the election ANS: B DIF: Difficult REF: Persuasion TYPE: Conceptual 91. Research suggests that negative campaigning in politics may be most effective as a strategy ____. a. for a candidate who is far behind in the polls and willing to try anything to get ahead b. as a retaliation measure, for a candidate who has already been attacked by his or her opponent c. for candidates who already have the upper hand in the polls d. for candidates who are relatively well-known (as opposed to those who are less well-known) ANS: A DIF: Moderate REF: Persuasion TYPE: Conceptual 92. Advertisers and marketers use the term ____ to refer to a condition of inattention and irritation that occurs after an audience has encountered a specific ad many times. a. advertising overload b. advertising wear-out c. sensory overload d. oversalience effect ANS: B DIF: Difficult REF: Persuasion TYPE: Factual 93. Advertisers use the term "advertising wear-out" to refer to ads that are ineffective as a result of ____. a. having been viewed too many times b. having a stale or outdated style c. being presented in the midst of many competing stimuli d. coming from an untrustworthy source ANS: A DIF: Moderate REF: Persuasion TYPE: Factual 94. Advertisers who run the same ads over and over again run the risk of causing their audiences to experience ____. a. advertising wear-out b. pluralistic ignorance c. convert communication d. sensory overload ANS: A DIF: Easy REF: Persuasion TYPE: Conceptual 95. To avoid advertisement wear-out, one should use ____. a. credible sources b. convert communicators c. repetition-with-variation d. the pique technique ANS: C DIF: Moderate REF: Persuasion TYPE: Conceptual 96. Presenting the same information over and over but in a different format each time helps prevent a. repetition with variation b. advertising wear-out c. the halo effect d. the central route to persuasion ANS: B DIF: Easy REF: Persuasion TYPE: Conceptual 97. Psychologists who study persuasion use the term "receptivity" to refer to whether a person ____. a. is the intended audience for a given message b. is physically able to absorb a given message (whether the person is within hearing distance or viewing distance of the message) c. "gets" a given message (whether the person pays attention to it and understands it) d. ultimately accepts, or agrees with, a given a message ANS: C DIF: Difficult REF: Persuasion TYPE: Conceptual 98. Psychologists who study persuasion use the term "yielding" to refer to whether a person ____. a. is the intended audience for a given message b. is physically able to absorb a given message (whether the person is within hearing distance or viewing distance of the message) c. "gets" a given message (whether the person pays attention to it and understands it) d. ultimately accepts, or agrees with, a given a message ANS: D DIF: Difficult REF: Persuasion TYPE: Factual 99. Psychologists who study persuasion use the term ____ to refer to whether a person "gets" a given message (i.e., whether a person pays attention and understands it). a. receptivity b. yielding c. availability d. same-mindedness ANS: A DIF: Difficult REF: Persuasion TYPE: Factual 100. Compared to people with low self-esteem, people with high self-esteem tend to be ____ when they encounter persuasive messages. a. more receptive and more yielding b. more receptive but less yielding c. less receptive but more yielding d. less receptive and less yielding ANS: B DIF: Moderate REF: Persuasion TYPE: Factual 101. Suppose that Frank has relatively low self-esteem, but that his friend Omar has relatively high self-esteem. And suppose that the two friends are approached by a local political group, which attempts to educate them about its causes and persuade them to sign several petitions. Given the research on self-esteem and persuasion, what should we expect? a. Frank should be more open to talking with the group, and more inclined to sign on with them. b. Omar should be more open to talking with the group, and more inclined to sign on with them. c. Frank should be more open to talking with the group, but Omar should be more inclined to sign on with them. d. Omar should be more open to talking with the group, but Frank should be more inclined to sign on with them. ANS: D DIF: Moderate REF: Persuasion TYPE: Applied 102. Compared to people with low intelligence, people with moderately high levels of intelligence tend to be _____ when they encounter persuasive messages. a. more receptive and more yielding b. more receptive but less yielding c. less receptive but more yielding d. less receptive and less yielding ANS: B DIF: Moderate REF: Persuasion TYPE: Factual 103. Which of the following groups of people is most likely to be simultaneously receptive to persuasive messages, but unlikely to yield to them? a. People who are low in intelligence and low in self-esteem b. People who are low in intelligence and high in self-esteem c. People who are moderately high in intelligence and low in self-esteem d. People who are moderately high in intelligence and high in self-esteem ANS: D DIF: Moderate REF: Persuasion TYPE: Conceptual 104. Social psychologists use the term ____ to refer to the tendency to engage in, and enjoy, effortful thinking, analysis, and problem solving. a. self-monitoring b. private self-consciousness c. need for cognition d. intolerance for ambiguity ANS: C DIF: Moderate REF: Persuasion TYPE: Factual 105. Zenith loves to analyze things, to engage in thoughtful debates, and to solve puzzles and problem sets. Her definition of torture is sitting in front of a TV screen with a blank mind. Zenith seems to have an exceptionally high need for ____. a. cognition b. stimulation c. sensation d. reception ANS: A DIF: Easy REF: Persuasion TYPE: Applied 106. Which of the following constructs is measured using items such as "I like situations that require a lot of thinking" and "I prefer my life to be filled with puzzles to solve"? a. Need for cognition b. Need for closure c. Private self-consciousness d. Achievement motivation ANS: A DIF: Moderate REF: Persuasion TYPE: Applied 107. Compared to others, people with a strong need for cognition tend to be ____. a. more persuaded by all arguments—both strong and weak b. less persuaded by all arguments—both strong and weak c. more persuaded by strong arguments but less persuaded by weak arguments d. less persuaded by strong arguments but more persuaded by weak arguments ANS: C DIF: Moderate REF: Persuasion TYPE: Factual 108. Compared to others, people with a high ____ tend to be more persuaded by strong arguments but less persuaded by weak arguments. a. need for closure b. need for cognition c. tolerance for ambiguity d. achievement motivation ANS: B DIF: Moderate REF: Persuasion TYPE: Conceptual 109. In general, messages that are highly image-conscious and focus on brand names tend to appeal to people who are high in ____. a. self-monitoring b. need for closure c. need for cognition d. tolerance for ambiguity ANS: A DIF: Difficult REF: Persuasion TYPE: Conceptual 110. According to the impressionable years hypothesis, ____ are a relatively easy-to-persuade group. a. toddlers and preschoolers b. school-aged children c. adolescents and young adults d. the elderly ANS: C DIF: Moderate REF: Persuasion TYPE: Factual 111. Consider the age range of adults 60 to 80 years old. According to a study, attitudes changed most in the adults who were ____ years old. a. 60 to 65 b. 65 to 70 c. 70 to 75 d. 75 to 80 ANS: D DIF: Easy REF: Persuasion TYPE: Factual 112. Given the information collected from databases concerning U.S. political attitudes, which of the following groups would appear to be MOST resistant to attitude change? a. 18- to 24-year-olds b. 25- to 34-year-olds c. 35- to 59-year-olds d. 60- to 80-year-olds ANS: C DIF: Difficult REF: Persuasion TYPE: Factual 113. In a classic study conducted by Theodore Newcomb, women who attended Bennington College in Vermont between 1935 and 1939 reported their political attitudes across a period of several years. The women largely came from politically conservative families, but were exposed to extremely liberal points of view during their time at Bennington. Newcomb's major finding was that the women, in general, ____. a. never became politically liberal, despite their college experience b. stated liberal beliefs while in college, but changed to conservative beliefs immediately after graduating c. adopted liberal beliefs while in college, but changes to conservative beliefs when they were three or four years out of college d. adopted liberal beliefs while in college, and maintained these liberal beliefs up to twenty-five years after graduating ANS: D DIF: Moderate REF: Persuasion TYPE: Factual 114. Given the results of Theodore Newcomb's classic research with women at Bennington College, it is reasonable to expect that the political attitudes that most college students hold today will ____. a. change gradually as they move through adulthood b. change almost immediately, as soon as they graduate c. stay more or less the same throughout adulthood d. stay more or less the same for two to three years after graduating, and then change fairly significantly ANS: C DIF: Moderate REF: Persuasion TYPE: Applied 115. Some research has examined the relative effectiveness—across collectivist and individualist cultures—of group-oriented messages (e.g., "Share this breath-freshening experience") versus individual-oriented messages (e.g., "Treat yourself to a breath-freshening experience"). This research has found that the ____. a. group-oriented messages are more persuasive to everyone b. individual-oriented messages are more persuasive to everyone c. group-oriented messages and individual-oriented messages are equally persuasive to everyone d. group-oriented messages are more persuasive to people from collectivist cultures, and individual-oriented messages more persuasive to people from individualist cultures ANS: D DIF: Moderate REF: Persuasion TYPE: Applied 116. Leaving explicit conclusions out of advertisements allows people to draw their own conclusions about the product in question. This practice generally ____. a. reduces the persuasiveness of the advertisement b. increases the persuasiveness of the advertisement c. has no impact on the persuasiveness of the advertisement d. does not work very well ANS: B DIF: Moderate REF: Persuasion TYPE: Conceptual 117. Product placement relies on the same principle ____. a. that makes overheard communications so persuasive b. as the foot-in-the-door technique c. as the pique technique d. as the door-in-the-face technique ANS: A DIF: Moderate REF: Persuasion TYPE: Conceptual 118. Distracting people can be a useful strategy when trying to make a persuasive argument, largely because a. it puts them in a good mood. b. it prevents them from thinking of counterarguments. c. it facilitates central/systematic processing. d. it heightens people's need for cognition. ANS: B DIF: Easy REF: Persuasion TYPE: Conceptual 119. What does the research suggest about the role of distraction in persuasion? a. Distracting your audience always decreases persuasion. b. Distracting your audience always increases persuasion. c. Distracting your audience decreases persuasion when you have a strong argument, but increases persuasion when you have a weak argument. d. Distracting your audience decreases persuasion when you have a weak argument, but increases persuasion when you have a strong argument. ANS: C DIF: Easy REF: Persuasion TYPE: Factual 120. Social psychologists distinguish between two major routes to persuasion: central and peripheral. As described in the textbook, these terms are more or less interchangeable with the terms ____. a. systematic and heuristic processing, respectively b. implicit and explicit reception, respectively c. unelaborated and elaborated processing, respectively d. normative and informational persuasion, respectively ANS: A DIF: Moderate REF: Persuasion TYPE: Conceptual 121. As described in the text, the elaboration likelihood model is almost identical to another model, known as ____. a. the personal relevance theory of persuasion b. the heuristic/systematic model c. the theory of psychological reactance d. action identification theory ANS: B DIF: Easy REF: Persuasion TYPE: Conceptual 122. _____ posits that there are two major routes to persuasion: central and peripheral. a. The personal relevance theory of persuasion b. The elaboration likelihood model c. The theory of psychological reactance d. Action identification theory ANS: B DIF: Moderate REF: Persuasion TYPE: Factual 123. In the terminology of the elaboration likelihood model, people relying on automatic, nonconscious processing are using the ____ route. a. primitive b. central c. peripheral d. primary ANS: C DIF: Easy REF: Persuasion TYPE: Factual 124. In the terminology of the elaboration likelihood model, people relying on conscious, careful processing of information are using the ____ route. a. peripheral b. central c. primary d. secondary ANS: B DIF: Easy REF: Persuasion TYPE: Factual 125. Research suggests that a number of conditions must be met in order for a person to process a persuasive message using the central route (rather than the peripheral route). Which of the following is one of those conditions? a. The source must be credible. b. The source must be trustworthy. c. The person must be motivated to process the message carefully. d. The person must have an existing attitude that he or she is willing to change. ANS: C DIF: Moderate REF: Persuasion TYPE: Conceptual 126. If people are motivated to process a persuasive message, then ____. a. they inevitably will do so b. they will if they are able to do so c. they may pay less attention because they feel knowledgeable already d. they will be less persuaded by strong messages ANS: B DIF: Moderate REF: Persuasion TYPE: Conceptual 127. When people process persuasive messages using the central route (rather than the peripheral route), they expend ____ energy and, if they change their attitudes as a result of the message, are likely to end up with ____ attitude change. a. more

pluralistic ignorance ANS:

A DIF: Easy REF: Two Types of Social Influence TYPE: Conceptual 19. Mark has been attending a Bible study with friends from his dorm. After several months of attending and debating issues with the others in this group, Mark is persuaded that their understanding of the Bible is the correct one. Mark has most likely experienced ____. a. private acceptance b. public compliance c. the autokinetic effect d. normative influence ANS: A DIF: Moderate REF: Two Types of Social Influence TYPE: Applied 20. Mark has been attending a Bible study with friends from his dorm. He really likes these people, although he thinks that their interpretation of the Bible is dead wrong. Yet in the Bible studies, he tends to agree with them to avoid conflict because he enjoys their friendship so much. Mark is most likely experiencing ____. a. private acceptance b. public compliance c. persuasion d. repetition with variation ANS: B DIF: Moderate REF: Two Types of Social Influence TYPE: Applied 21. Private acceptance of a belief tends to be facilitated by ____ rather than ____. a. informational influence

high levels of fear ANS:

A DIF: Moderate REF: Persuasion TYPE: Conceptual 80. Suppose that you work for the advertising division of a car company, and that you and your team are reviewing advertisements for a new safety feature. You are deciding between an ad with a low-fear message (which simply mentions the feature without demonstrating it), an ad with a moderate-fear message (which shows how the feature can help drivers avert accidents), and an ad with a high-fear message (which shows a horrific collision resulting from driving in a car without the feature). All else being equal, research on fear-based messaging would suggest that you should air ____. a. the low-fear ad b. the high-fear ad c. the moderate-fear ad d. either the low-fear ad or the high-fear ad, but not the moderate-fear ad ANS: C DIF: Moderate REF: Persuasion TYPE: Applied 81. Research on the impact of fear-inspiring messages in anti-AIDS films is ____. a. inconsistent with other research on fear-inspiring messages on more general topics b. consistent with other research on fear-inspiring messages on more general topics c. indicative that fear-inspiring messages tend to be very persuasive on anti-AIDS messages d. indicative that no one is persuaded by fear-inspiring messages on anti-AIDS messages ANS: B DIF: Difficult REF: Persuasion TYPE: Conceptual 82. Who is most likely to be persuaded by a fear-inspiring anti-AIDS message? a. Karen, a prostitute b. Shelia, a college freshman who has been having sex since she was 12 c. Maya, a married woman who has had sex only with her husband and one other man d. Nicole, a 20-year-old virgin ANS: D DIF: Difficult REF: Persuasion TYPE: Applied 83. The term ____ refers to the practice of revealing potentially incriminating information early on in an argument, before one is forced to do so and before one's opponent has an opportunity to be the one to reveal it, so as to negate its (potentially damaging) impact. a. convert communication b. stealing thunder c. sleeper effect d. bait-and-switch ANS: B DIF: Moderate REF: Persuasion TYPE: Factual 84. Suppose that, instead of waiting until the prosecution brought it up and attacked him with it, an accused thief admitted to having had a past problem with shoplifting. This would be an example of ____. a. stealing thunder from the prosecution b. enacting the bait-and-switch on the prosecution c. enacting the low-ball technique on the prosecution d. engaging in the sleeper effect ANS: A DIF: Easy REF: Persuasion TYPE: Applied 85. Research suggests that the practice of "stealing thunder" is ____. a. almost never effective b. only effective among audiences who are engaged in peripheral processing c. only effective among audiences who are experts in the topic at hand d. generally very effective ANS: D DIF: Difficult REF: Persuasion TYPE: Factual 86. What does research suggest about the practice of "stealing thunder" (i.e., the practice of revealing potentially incriminating information early on in an argument, before one is forced to do so and before one's opponent has an opportunity to be the one to reveal it, so as to negate its [potentially damaging] impact)? a. It is almost never effective. b. It is only effective when audiences are processing information peripherally. c. It is only effective when audiences are experts in the topic at hand. d. It is generally very effective. ANS: D DIF: Easy REF: Persuasion TYPE: Factual 87. One-sided messages tend to be more persuasive among ____ than ____. a. less-educated people

weaker ANS:

A DIF: Moderate REF: Persuasion TYPE: Factual 128. Suppose that you were attending a lecture on global warming. In evaluating the integrity of the lecture, which of the following would least likely be a peripheral cue? a. How many people attend the lecture and how many of these ask questions b. Whether the speaker has a Ph.D. and from what institution c. What the statistics cited by the speaker indicate when comparing year-to-year temperatures d. How long the lecture lasts ANS: C DIF: Moderate REF: Persuasion TYPE: Applied 129. Which of the following is NOT an example of someone relying on a peripheral cue? a. George is out shopping, and looks at a computer that is $4000. "That's expensive," he thinks, "so it must be really high quality." b. David is walking home when he notices a huge line outside a new restaurant. "What a long line," he thinks, "that restaurant must be great!" c. Olivia is visiting some relatives for the first time ever. She notices that they have many books in their house. "They must be really smart," she thinks. d. Anya is trying to decide what movie to go to tonight. "There are so many movies out there!" she thinks to herself. She decides to meticulously read through all available reviews, and then make a decision about what to see. ANS: D DIF: Easy REF: Persuasion TYPE: Applied 130. People are more likely to engage in central processing than peripheral processing when ____. a. they are low in need for cognition b. the topic at hand is of personal relevance c. they have heard the same argument more than once before d. the argument is weak rather than strong ANS: B DIF: Easy REF: Persuasion TYPE: Factual 131. When persuasion researchers refer to a persuasive message as having "personal relevance" for someone, what they mean is that ____. a. the issue will have significant consequences for the person's life b. the issue is generally interesting to the person c. the person has at some point in life already been affected by the issue d. the issue concerns people who are similar to the person—though it may or may not affect the person himself or herself ANS: A DIF: Difficult REF: Persuasion TYPE: Conceptual 132. Which of the following statements about speed of speech and persuasion is most accurate? a. In general, fast talkers are more persuasive. b. In general, slow talkers are more persuasive. c. In general, moderate talkers are more persuasive. d. Speed of speech generally has no impact on persuasiveness. ANS: A DIF: Easy REF: Persuasion TYPE: Conceptual 133. One potential problem with fast talking and persuasion is that ____. a. fast talkers with strong arguments may not be as effective if speaking to a person who likes to think a lot b. fast talkers with weak arguments may not be as effective if speaking to a person who likes to think a lot c. fast talkers with strong arguments may not be as effective if speaking to a person who does not enjoy thinking d. fast talkers with weak arguments may not be as effective if speaking to a person who does not enjoy thinking ANS: A DIF: Difficult REF: Persuasion TYPE: Conceptual 134. The speed at which the source speaks can serve as a(n) ____ cue to persuasion. a. central b. peripheral c. systematic d. autokinetic ANS: B DIF: Moderate REF: Persuasion TYPE: Conceptual 135. Compared to persuasion via the peripheral route, persuasion via the central route ____. a. is associated with a greater sleeper effect b. is associated with a greater discontinuity effect c. produces stronger and more durable attitude change d. produces weaker and more vulnerable attitude change ANS: C DIF: Easy REF: Persuasion TYPE: Conceptual 136. Suppose that Walter is undergoing an interview training seminar in which he repeatedly practices coming up with responses to the statement, "You're not qualified." For example, he practices rebutting with, "Actually if you'll take a closer look at my resume..." and "If you'll just give me a chance..." It would appear that Walter's interview training seminar is teaching him how to avoid rejections based on the idea of ____. a. systematic desensitization b. alpha strategies c. inoculation d. the boomerang effect ANS: C DIF: Moderate REF: Resisting Social Influence Techniques TYPE: Applied 137. Suppose that Elvis is opposed to smoking. And suppose that, even though his friends try to persuade him to try cigarettes, he stays true to his beliefs and resists their pressure. Research suggests that, as a result, Elvis is likely to ____. a. be even more firm in his anti-smoking beliefs b. end up being less sure of where he stands on the smoking issue c. be less able to resist pressure to start smoking in the future d. be more likely to secretly want to try cigarettes ANS: A DIF: Moderate REF: Resisting Social Influence Techniques TYPE: Applied 138. When people believe that someone is trying to persuade them of something (and thus take away their freedom of choice), they experience a negative emotional response called ____. a. psychological reactance b. inoculation c. yielding d. sensory overload ANS: A DIF: Moderate REF: Resisting Social Influence Techniques TYPE: Factual 139. McGuire's work on resisting persuasion is known as ____ theory. a. elaboration likelihood b. heuristic-systematic c. inoculation d. boomerang ANS: C DIF: Easy REF: Resisting Social Influence Techniques TYPE: Factual 140. The negative emotional response of ____ often precedes negative attitude change. a. inoculation b. psychological reactance c. yielding d. sensory overload ANS: B DIF: Moderate REF: Resisting Social Influence Techniques TYPE: Conceptual 141. Negative attitude change (or the boomerang effect) often occurs when people experience ____. a. psychological reactance b. inoculation c. yielding d. sensory overload ANS: A DIF: Moderate REF: Resisting Social Influence Techniques TYPE: Conceptual 142. People sometimes do the exact opposite of what someone is trying to persuade them to do. For example, when parents tell their children not to look in certain drawers or cabinets, children sometimes sneak peeks into these places just because they were told not to. In social psychology, this effect is known as "the boomerang effect," or ____. a. the inoculation effect b. negative attitude change c. the halo effect d. the sleeper effect ANS: B DIF: Moderate REF: Resisting Social Influence Techniques TYPE: Applied 143. Another term for "negative attitude change" is ____. a. the boomerang effect b. inoculation c. public compliance d. the autokinetic effect ANS: A DIF: Moderate REF: Resisting Social Influence Techniques TYPE: Factual 144. Some research has looked at whether or not giving people warnings that someone is about to try to persuade them of something has an impact on the degree to which they are persuaded. Such research has found that people are ____ likely to be persuaded by the argument when they receive a warning beforehand

pluralistic ignorance ANS:

A DIF: Moderate REF: Two Types of Social Influence TYPE: Factual 22. The so-called foot-in-the-door technique is MOST related, conceptually speaking, to ____. a. the idea of cognitive dissonance b. attribution theory c. the notion of normative social influence d. social identity theory ANS: A DIF: Moderate REF: Techniques of Social Influence TYPE: Conceptual 23. Preceding a request to someone with a smaller request to which they are very likely to agree is a good way to get them to say yes to the second, more important request. This strategy is known as ____. a. the foot-in-the-door technique b. the low-ball technique c. bait-and-switch d. the labeling technique ANS: A DIF: Easy REF: Techniques of Social Influence TYPE: Factual ANS: A DIF: Moderate REF: Techniques of Social Influence TYPE: Conceptual 23. Preceding a request to someone with a smaller request to which they are very likely to agree is a good way to get them to say yes to the second, more important request. This strategy is known as ____. a. the foot-in-the-door technique b. the low-ball technique c. bait-and-switch d. the labeling technique ANS: A DIF: Easy REF: Techniques of Social Influence TYPE: Factual 24. In one study, one group of homeowners was asked if they would put a small sign on their doors that said, "BE A SAFE DRIVER." Another group of homeowners was not asked to display this sign. Then, a few weeks later, everyone in both groups was asked if a large, poorly lettered sign stating, "DRIVE CAREFULLY," could be displayed in their yard. Most people who had received and granted the first request were quite willing to have the larger sign in their yard. In contrast, those who had not had the first request with the small sign tended to say "no" to displaying the larger sign. This study was about which of the following social influence techniques? a. foot-in-the-door b. low-balling c. bait-and-switch d. labeling ANS: A DIF: Moderate REF: Techniques of Social Influence TYPE: Conceptual 25. Your cousin asks you to pledge $5.00 for a school charity one year. The next year she asks you to pledge $20.00. And the following year she asks you to pledge $50.00. Even though you would have never agreed to pledge $50.00 the first year, her "gradual buildup approach" is successful. In social psychology, this approach to persuasion is known as ____. a. the bait-and-switch b. the low-ball technique c. the labeling technique d. the foot-in-the-door technique ANS: D DIF: Moderate REF: Techniques of Social Influence TYPE: Applied 26. Carlos is a freelance graphic designer. Last month, a client hired him to design a website, at a flat rate of $1000. Carlos met with the client numerous times to sketch out the project, and engaged in a fair amount of background research. Just as he was getting ready to sign a contract for the job, the client mentioned, "Oh, by the way, I also need you to design three catalog covers under your contract." Even though Carlos would never design a website AND three catalog covers for just $1000, he had already invested so much time and energy in this client that he ended up just saying yes to everything. Carlos told his friends that he was "tricked" by the client. Social psychologists would say that he was a victim of ____. a. legitimization-of-paltry-favors technique b. low-ball technique c. labeling technique d. foot-in-the-door technique ANS: B DIF: Moderate REF: Techniques of Social Influence TYPE: Applied 27. The low-ball technique operates, at least partially, on the principle of ____. a. reciprocity b. consistency c. confusion d. scarcity ANS: B DIF: Moderate REF: Techniques of Social Influence TYPE: Conceptual 28. The term ____ refers to an influence technique based on commitment, wherein the influencer first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs to the person. a. labeling technique b. legitimization-of-paltry-favors technique c. foot-in-the-door technique d. low-ball technique ANS: D DIF: Moderate REF: Techniques of Social Influence TYPE: Factual 29. Which of the following is a social influence technique that is based on commitment and consistency? a. The door-in-the-face technique b. The pique technique c. The disrupt-then-reframe technique d. The foot-in-the-door technique ANS: D DIF: Difficult REF: Techniques of Social Influence TYPE: Conceptual 30. According to the text, which of the following influence techniques have historically been most used by car salespeople? a. The foot-in-the-door and door-in-the-face techniques b. The low-ball and bait-and-switch techniques c. The legitimization-of-paltry-favors and disrupt-then-reframe techniques d. The pique and labeling techniques ANS: B DIF: Difficult REF: Techniques of Social Influence TYPE: Factual 31. An apartment manager lists a "luxury penthouse" in the newspaper for an astoundingly low price, even though he has no such units available. The idea is to lure people in, and then try to sell them his relatively mediocre apartments. The manager is apparently using an influence technique known as the ____. a. foot-in-the-door technique b. bait-and-switch technique c. legitimization-of-paltry-favors technique d. disrupt-then-reframe technique ANS: B DIF: Moderate REF: Techniques of Social Influence TYPE: Applied 32. The so-called ____ is an influence technique based on consistency, in which one assigns a label to an individual and then requests a favor that is consistent with the label. a. labeling technique b. pique technique c. disrupt-then-reframe technique d. legitimization-of-paltry-favors technique ANS: A DIF: Easy REF: Techniques of Social Influence TYPE: Conceptual 33. The influence technique known as the labeling technique is most related, conceptually speaking, to the idea of ____. a. pluralistic ignorance b. the social allergy effect c. the self-fulfilling prophecy d. diffusion of responsibility ANS: C DIF: Moderate REF: Techniques of Social Influence TYPE: Conceptual 34. People who are told that they are "generous souls" are more likely to donate money to charity than people who aren't. Similarly, people who are told that they are "stylish and cutting edge" are more likely to be persuaded to buy new trendy items in a store. Salespeople who capitalize on this technique are using the ____. a. labeling technique b. pique technique c. disrupt-then-reframe technique d. legitimization-of-paltry-favors technique ANS: A DIF: Easy REF: Techniques of Social Influence TYPE: Applied 35. Which principle(s) best explains why adding "even a penny will help" will increase the success of fundraising requests? a. commitment and consistency b. scarcity c. capturing and disrupting attention d. reciprocity ANS: A DIF: Difficult REF: Techniques of Social Influence TYPE: Conceptual NOTE: New 36. According to the text, one good way of defending oneself against persuasive endeavors that are based on the principles of commitment and consistency is to ____. a. state your personal beliefs publicly prior to the attempted persuasion b. pay attention to signs of social proofing c. engage in psychological reactance d. act based on the norm of reciprocity ANS: A DIF: Moderate REF: Techniques of Social Influence TYPE: Factual 37. Which of the following is a social influence technique based on reciprocation? a. The labeling technique b. The pique technique c. The door-in-the-face technique d. The foot-in-the-door technique ANS: C DIF: Difficult REF: Techniques of Social Influence TYPE: Conceptual 38. Which of the following pairs of social influence techniques are both based on the principle of reciprocation? a. The disrupt-then-reframe technique and the pique technique b. The that's not all technique and the pique technique c. The door-in-the-face technique and the that's not all technique d. The foot-in-the-door technique and the door-in-the-face technique ANS: C DIF: Difficult REF: Techniques of Social Influence TYPE: Conceptual 39. The door-in-the-face technique starts with a(n) ____. a. inflated request b. small request c. concession d. discount ANS: A DIF: Moderate REF: Techniques of Social Influence TYPE: Conceptual NOTE: New 40. Suppose that you are having a garage sale, and have decided to negotiate with buyers rather than display fixed prices. Your technique is to quote an astronomically high price (e.g., $500 for a broken exercise bicycle), and then "bargain" by coming down to a lower, more reasonable price. You hope that the lower price will then appear to be supremely fair. You are apparently using the ____. a. foot-in-the-door technique b. door-in-the-face technique c. disrupt-then-reframe technique d. that's-not-all technique ANS: B DIF: Moderate REF: Techniques of Social Influence TYPE: Applied 41. The that's-not-all technique operate based on the principle of ____. a. reciprocal concessions and a sense of personal obligation b. consistency and a sense of moral obligation to society c. capturing and disrupting attention d. scarcity and commodities ANS: A DIF: Moderate REF: Techniques of Social Influence TYPE: Conceptual 42. An infomercial advertises a Swedish pillow for $49.99. The voiceover then announces, "But wait! If you call within the next thirty minutes, you will also receive a Swedish eye mask, valued at over $14.00, along with a pair of Swedish evening candles. And wait, we are now throwing in—for a limited time only—a special booklet of Swedish bedtime stories, all for just $49.99." This infomercial appears to be using the ____. a. door-in-the-face technique b. that's-not-all technique c. pique technique d. disrupt-then-reframe technique ANS: B DIF: Moderate REF: Techniques of Social Influence TYPE: Applied 43. How can a person defend against social influence techniques based on reciprocation? a. The person should state their position publicly. b. The person should be aware when a "favor" is really a trick, and not feel obligated to repay the so-called favor. c. The person should try to calm down. d. The person should try to pause and eliminate distractions. ANS: B DIF: Easy REF: Techniques of Social Influence TYPE: Conceptual NOTE: New 44. When stores have only a few items out on display—as opposed to piles of items—the merchandise appears to be more valuable. This is probably due to the so-called ____ principle. a. reciprocity b. consistency c. commitment d. scarcity ANS: D DIF: Moderate REF: Techniques of Social Influence TYPE: Applied 45. Suppose that your friend Victor gives you a bottle of red wine for your birthday, and tells you that only 100 bottles of that wine exist in the world. Suddenly the wine seems very important and special. This would seem to be due to the so-called ____ principle. a. reciprocity b. consistency c. commitment d. scarcity ANS: D DIF: Moderate REF: Techniques of Social Influence TYPE: Applied 46. The so-called limited-number technique is a persuasive technique based upon the principle of ____. a. scarcity b. reciprocity c. disruption and reframing d. consistency ANS: A DIF: Easy REF: Techniques of Social Influence TYPE: Conceptual 47. The so-called fast-approaching-deadline technique is a persuasive technique based upon the principle of ____. a. scarcity b. reciprocity c. disruption and reframing d. consistency ANS: A DIF: Moderate REF: Techniques of Social Influence TYPE: Conceptual 48. A large furniture store puts an advertisement in the Sunday paper stating that a sale will occur on a holiday weekend and only for that weekend. What social influence strategy is the furniture store using? a. limited-number technique b. fast-approaching deadline c. pique technique d. disrupt-then-reframe technique ANS: B DIF: Moderate REF: Techniques of Social Influence TYPE: Applied NOTE: New 49. How can a person defend against social influence techniques based on scarcity? a. The person should state their position publicly. b. The person should be aware when a "favor" is really a trick, and not feel obligated to repay the so-called favor. c. The person should try to calm down. d. The person should try to pause and eliminate distractions. ANS: C DIF: Easy REF: Techniques of Social Influence TYPE: Conceptual NOTE: New 50. Which of the following social influence techniques is based on capturing and disrupting attention? a. The labeling technique b. The bait-and-switch c. The low-ball technique d. The pique technique ANS: D DIF: Easy REF: Techniques of Social Influence TYPE: Conceptual 51. The social influence technique known as the pique technique operates ____. a. according to the scarcity principle b. by capturing and disrupting attention c. based upon the consistency principle d. based upon the reciprocity principle ANS: B DIF: Moderate REF: Techniques of Social Influence TYPE: Conceptual 52. Vince is trying to pick up a woman at a bar. Instead of approaching her with a boring "standard line" (e.g., "Can I buy you a drink?"), he tries something new. He asks, "Can I buy you a diamond?" Even though he has no intention of buying the woman a diamond (at least not right away), he hopes that this will capture her attention. Social psychologists would say that Vince is using the ____ social influence technique. a. legitimization-of-paltry-favors b. labeling c. disrupt-and-reframe d. pique ANS: D DIF: Difficult REF: Techniques of Social Influence TYPE: Applied 53. Instead of using the standard queries—"Spare any change?" or "Spare a dollar?"—a homeless person asks passerby, "Spare four hundred dollars and thirty-seven cents?" She is apparently making use of the ____ technique of social influence. a. door-in-the-face b. labeling c. foot-in-the-door d. pique ANS: D DIF: Moderate REF: Techniques of Social Influence TYPE: Applied 54. The ____ technique is a social influence technique in which the influencer interferes with a person's critical thinking by introducing an unexpected element, and then recasts his or her message in a positive light. a. labeling b. bait-and-switch c. door-in-the-face d. disrupt-then-reframe ANS: D DIF: Easy REF: Techniques of Social Influence TYPE: Conceptual 55. Which of the following social influence techniques is based on capturing and disrupting attention? a. The labeling technique b. The bait-and-switch c. The door-in-the-face technique d. The disrupt-then-reframe technique ANS: D DIF: Easy REF: Techniques of Social Influence TYPE: Conceptual 56. People are more likely to buy cupcakes when they are described as "halfcakes, priced at a bargain price," as opposed to when they are simply described as "cupcakes." This is an example of people being influenced via the ____. a. labeling technique b. bait-and-switch c. door-in-the-face technique d. disrupt-then-reframe technique ANS: D DIF: Moderate REF: Techniques of Social Influence TYPE: Applied 57. How can a person defend against social influence techniques based on capturing and disrupting attention? a. The person should state their position publicly. b. The person should be aware if a "favor" is really a trick, and not feel obligated to repay the so-called favor. c. The person should try to calm down. d. The person should try to pause and eliminate distractions. ANS: D DIF: Easy REF: Techniques of Social Influence TYPE: Conceptual NOTE: New 58. An attempt to change a person's mind is called ____. a. the halo effect b. the sleeper effect c. persuasion d. stealing thunder ANS: C DIF: Easy REF: Persuasion TYPE: Factual 59. The earliest studies in social psychology on persuasion were conducted by ____. a. Leon Festinger b. Carl Hovland c. Elliot Aronson d. Richard Petty ANS: B DIF: Difficult REF: Persuasion TYPE: Factual 60. Social psychologists who study persuasion use the term "source" to refer to ____. a. the individual who delivers a message b. the core reason why a person is persuaded c. the starting point of a persuasive argument d. the data, or information, used to back up a persuasive argument ANS: A DIF: Moderate REF: Persuasion TYPE: Factual 61. The sleeper effect refers to the finding that, over time, ____. a. people tend to become more and more stubborn about their opinions (and less easily persuaded to adopt alternative points of view) b. people tend to become more open to, or accepting of, persuasive arguments that they hear repeatedly c. people tend to become inoculated against (better able to counter-argue) persuasive arguments that they hear repeatedly d. people tend to forget where (or from whom) they heard a persuasive argument or piece of information ANS: D DIF: Difficult REF: Persuasion TYPE: Factual 62. The finding that, over time, people tend to separate messages from their sources—and forget where or from whom they heard certain things—is known as ____. a. the omega effect b. the sleeper effect c. the discontinuity effect d. the boomerang effect ANS: B DIF: Moderate REF: Persuasion TYPE: Factual 63. Research suggests that there are two main things that make a source credible: ____. a. trustworthiness and likeability b. likeability and expertise c. expertise and trustworthiness d. similarity and expertise ANS: C DIF: Difficult REF: Persuasion TYPE: Conceptual 64. When social psychologists talk about a persuasive communicator as having "expertise," they are referring to ____. a. whether the source will honestly tell you what she or he knows b. how much the source knows c. whether the source is a recognized authority in her or her field d. whether the source is confident and authoritarian ANS: B DIF: Moderate REF: Persuasion TYPE: Conceptual 65. Kirby thinks that her professor is tremendously smart and knows a lot. Which element of source credibility is this? a. trustworthiness b. likeability c. expertise d. receptivity ANS: C DIF: Moderate REF: Persuasion TYPE: Applied 66. When social psychologists talk about a persuasive communicator as being "trustworthy," they are referring to ____. a. whether the source will honestly tell you what she or he knows b. how much the source knows c. whether the source is a recognized authority in her or her field d. whether the source is confident and authoritarian ANS: A DIF: Moderate REF: Persuasion TYPE: Conceptual 67. Research suggests that experts are NOT persuasive unless they are also ____. a. trustworthy b. likeable c. similar to the person they are talking to d. converts (people who formally believed in an opposing point of view) ANS: A DIF: Moderate REF: Persuasion TYPE: Factual 68. The tendency to be persuaded by others who are similar to us, or who are physically attractive, illustrates the importance of ____. a. source credibility b. source trustworthiness c. source likeability d. the central route to persuasion ANS: C DIF: Difficult REF: Persuasion TYPE: Conceptual 69. Joe is a freshman at Princeton University. All else being equal, who will be most persuasive to him based on principles of source likeability? a. Jill, a freshman at University of Washington b. John, a senior at Harvard c. Jennifer, a medical student at University of Illinois d. Jordan, a freshman at Princeton University ANS: D DIF: Difficult REF: Persuasion TYPE: Applied 70. The assumption that physically attractive people possess other desirable characteristics is the known as the ____ effect. a. sleeper b. pique c. receptivity d. halo ANS: D DIF: Easy REF: Persuasion TYPE: Factual 71. Meg is a really attractive woman. Because of that, people often expect her to be really smart and nice, too. Meg probably benefits because of the ____ effect of her physical attractiveness. a. legitimization b. pluralistic ignorance c. sleeper d. halo ANS: D DIF: Moderate REF: Persuasion TYPE: Applied 72. Even though most people say that they voted for Barack Obama because of his policies, many people may have voted for him because he is physically attractive. This illustrates ____. a. the halo effect b. the sleeper effect c. the autokinetic effect d. pluralistic ignorance ANS: A DIF: Moderate REF: Persuasion TYPE: Applied 73. What does the research suggest about the influence of physical attractiveness? Does it have an impact on small things (e.g., whether to assist strangers who ask favors)? What about things that are relatively important to people (e.g., which politician they vote for)? a. Attractiveness does not seem to matter nearly as much as people think it does. b. Attractiveness matters for small things, but does not seem to matter much for things that are relatively important to people. c. Ironically, attractiveness seems to have an impact on things that are relatively important to people, but does not seem to matter much for small things. d. Attractiveness seems to have an impact both on small things and on things that are relatively important to people. ANS: D DIF: Easy REF: Persuasion TYPE: Factual 74. As part of a tenth-grade "Social Living" course, a teacher has a guest speaker come to his classroom to talk about the dangers of drug use. The guest speaker is a former drug dealer and hardcore drug user, who became involved in crime as a result of his connection to drugs, spent many years in jail, later entered a drug rehabilitation program, and finally cleaned up his act. Social psychologists would refer to this kind of communicator as a(n) ____. a. sleeper source b. convert communicator c. normative communicator d. implicit source ANS: B DIF: Easy REF: Persuasion TYPE: Applied 75. As part of a tenth-grade "Social Living" course, a teacher has a guest speaker come to his classroom to talk about the dangers of drug use. The guest speaker is a former hardcore drug user, who became involved in serious criminal behavior as a result of his use, spent many years in jail, later entered a drug rehabilitation program, and finally cleaned up his act. All things being equal, is the guest speaker likely to be more effective or less effective than the teacher would have been at communicating the dangers of drug use? a. Much less effective b. Slightly less effective c. About the same d. Somewhat more effective ANS: D DIF: Moderate REF: Persuasion TYPE: Applied 76. Suppose that you are a tenth-grade teacher, with an upcoming course module on the health risks of unprotected sex. Which of the following people would probably be the best guest speaker for your course—in terms of their ability to persuade students to act responsibly and actually impact students' behavior? a. A local social worker, who routinely gives public lectures about the dangers of unsafe sex b. A high school dropout who became pregnant and contracted an STD at the age of 16, and who now sorely regrets her irresponsible sexual behavior c. A parent of one of the students who is a staunch advocate against teen sex d. The student president of the "No Sex Before Marriage" campus group, who many of the students know ANS: B DIF: Easy REF: Persuasion TYPE: Applied 77. Social psychologists use the term "convert communicator" to refer to ____. a. people who persuade others by arguing against their own previously-held attitudes and behaviors b. people who specialize in persuading those who are extremely opposed to their point of view c. people who persuade others by beginning with one argument and then "switching" the argument midstream d. people who persuade others by pretending to hold an opposite point of view, and then being "converted" during the course of the argument ANS: A DIF: Moderate REF: Persuasion TYPE: Factual 78. According to the text, public health messages that are fear-based (e.g., messages about the dangers of smoking) are not always effective. They most often backfire because ____. a. they tend to be too scary, causing people to become defensive b. people don't believe the media anymore c. people don't like to be put in a bad mood d. most people are already well-educated about important public health issues ANS: A DIF: Moderate REF: Persuasion TYPE: Factual 79. Communications that are fear-based (e.g., messages about the dangers of smoking) are not always effective. They tend to be most effective when they elicit ____, and least effective when they elicit ____. a. moderate levels of fear

If you look at a pinpoint of light in a dark room, the light appears to move even though it is in fact stationary. This illusion of movement is called the ____ effect.

autokinetic