Persuasion Exam

A city wants dog owners to pick up, bag, and dispose of their pets' poop when taking them on walks. Which of the signs below is most likely to get dog owners to comply?

"Please clean up after your pooch"

Which of the following statements best summarizes the life-stage hypothesis? Compared to youthful and elderly people, middle-aged people are less persuadable. Children are more susceptible to persuasion than are adults. Elderly people are more rigid in their beliefs and are therefore more difficult to persuade. As people grow older, they become more dogmatic

Compared to youthful and elderly people, middle-aged people are less persuadable.

Which of the following statements regarding credibility is false? Credibility is a multi-dimensional construct Credibility is in the eye of the beholder Credibility is situation-specific Credibility can't be measured

Credibility can't be measured

Which of the following situations would tend to cause the most psychological inconsistency?

Fifi likes cats, Fifi's boyfriend is Tad, Tad dislikes cats.

_______________ are more easily influenced by reference groups than ________________.

High self monitors, low self monitors

Based on the studies reviewed in the text, which of the following is true about intelligence and persuasion? Less intelligent people are generally easier to persuade. Less intelligent people are generally harder to persuade. Less intelligent people are generally better at persuading others. Less intelligent people are generally easier to persuade via the central route than the peripheral route.

Less intelligent people are generally easier to persuade

What type of attitude scale is depicted below? Same Sex Marriage-- Good : _____: _____: _____: _____: _____: _____: _____: Bad Unethical: _____: _____: _____: _____: _____: _____: _____: Ethical Wrong: _____: _____: _____: _____: _____: _____: _____: Right

Semantic Differential

Which theory or model states that messages that fall within a listener's latitude of acceptance will be assimilated and perceived as closer to the listener's position than the message actually is?

Social Judgment Theory

When experts in one field are assumed to be experts in new and unrelated fields, which of the following "effects" has taken place?

The Halo Effect

Which of the following is most true about the lapse of time between the first and second requests in the door in the face tactic?

The delay between both requests must be brief.

A teen is considering whether he/she should start smoking. Which of the following best illustrates the subjective norm component of the Theory of Reasoned Action?

The teen thinks his/her friends think smoking is cool

Which of the following statements about sequential strategies is most accurate? FITD should never be combined with door in the face. Two doors in the face is better than one.

Two doors in the face is better than one.

Biff has just seen an ad in the paper for a new Nissan pickup truck for $15,000. He hurries to his local dealership but is disappointed to learn that the truck is already been sold. "Don't worry," the salesman tells him, "I can make you a terrific deal on a similar truck for only a few dollars more per month." What tactic is the salesman using?

bait and switch

According to the Theory of Planned Behavior, an effective approach when attempting to persuade a person to engage in healthy eating would be to

bolster the individual's perceived behavioral control over his/her eating habits

You see two unsavory-looking characters standing near an ATM machine and decide to go elsewhere to make a cash withdrawal. Their threatening appearance best represents

borderline persuasion

Whether a particular brand is considered cool, nerdy, elegant, sexy, or fun refers to

brand personality

Gretchen is a public speaker who recognizes differences in perspectives among her audiences. She attempts to cater her messages to her listeners and, consequently is more successful at persuading. According to persuasion researchers, Gretchen can be considered

cognitively complex

Gordon wants his wife to spend two weeks fishing with him in Hawaii, even though his wife hates fishing. To get her to agree, he first asks if she will go hunting (something she also hates doing) with him for six months in Alaska. When she rejects the Alaska offer, he says, "Well, then how about a two-week fishing trip to Hawaii?" Gordon's strategy is based on what tactic?

door in the face

Common greetings (e.g., "How are you today?") serve as the first step in what sequential persuasion tactics?

foot in the mouth

Which credibility dimension is synonymous with perceived caring, that is, taking a genuine interest in the listener?

goodwill

According to the text, Colombians' influence attempts center around the concept of confianza, or

having trust or closeness in a relationship

Who would probably be most persuaded by an advertisement promising viewers that using a product would make them popular?

high self-monitors

Quincy wants to speak to his professor about his last paper. He intends to challenge the professor about his grade. Shortly into the conversation, Quincy realizes he misunderstood the assignment. Rather than challenge the grade, he decides to ask for a chance to rewrite the paper. This best reflects the notion that

people's goals may change during a persuasive encounter

The foot in the door tactic is more effective when used for ________________ than when used for ________________.

prosocial causes, self-serving reasons

A preacher reminds his congregation that even though forgiving a sinner may not be easy, it is the Christian thing to do. This is an example of

reinforcing existing attitudes and beliefs

People who often provide suggestions to their circle of friends such as, "You should try it," "You have to see this movie," and "You need to buy it, it is the best thing yet!" are termed

salespersons

Persuaders who target particular "niche" groups, such as soccer moms, Nascar dads, affluent gays, or Hispanic teens, are using

segmentation

Researchers have found that before buying a new car, consumers tend to look at ads for all makes and models of cars. However, once having purchased a car, consumers tend to read only ads for the kind of car they purchased. This tendency best illustrates the phenomenon known as

selective exposure

Dave asks Jan if she likes imported cars. "Gee, I must," Jan answers. "My last three cars were made in Japan." That Jan inferred her attitude about cars from her past behavior is consistent with which theory?

self-perception theory

During a job interview, Jack is asked, "Have you ever laughed at a sexist joke?" Jack is sure he has, on occasion, but he answers, "Not that I can recall. Certainly not in the workplace." Jack is exhibiting

social desirability bias

The situation in which a message presented by a high credibility source becomes less persuasive over time, while a message from a low credibility source becomes more persuasive over time, is called

the sleeper effect

You advise a friend to enroll in Professor Windplenty's class because "he's an easy 'A.'" A stranger in the registration line overhears you and decides to sign up for the same professor. This is an example of

the unintended receiver effect

Which persuasion theory includes a motivation to comply component"?

theory of reasoned action (TRA)

One reason why many companies have begun to rely on fictional spokespersons is that

they won't become embroiled in a scandal

An effective approach when using counter-attitudinal advocacy to change another's attitudes or behavior is

to ask the persuadee to write down or role-play a counter-attitudinal message

When considering the situation, which of the following is true? A persuader must consider audience members' traits first and foremost. A persuader must adapt his/her message to the listener's frame of reference. A persuader should aim her/his message at the audience's latitude of rejection. A persuader should consider each listener a "blank slate" on which to write her/his message.

A persuader must adapt his/her message to the listener's frame of reference

Which of the following statements regarding the use of celebrity endorsers is most accurate? Most television commercials rely on celebrity endorsers Celebrity endorsers are not persuasive when they endorse products outside their area of expertise Male celebrity endorsers are more effective than female celebrity endorsers Negative publicity for an endorser can also tarnish the sponsor's image

Negative publicity for an endorser can also tarnish the sponsor's image

Petty and Cacioppo's ELM postulates that there are two routes to persuasion:

a central route, and a peripheral route

According to Gass & Seiter, persuasion is best thought of as

a science and an art

Mindy signed up for a local lifeguard class that required two full days of training at a cost of $150. Unfortunately, she got sick and could not complete the second day of training. The fee was non-refundable and the class was only offered once every six months. Instead of giving up, Mindy signed up for another weekend long workshop offered 25 miles away at a cost of $300. Mindy's actions best illustrate that

commitments can "grow legs"

In a political debate, a politician who keeps a cool head even when attacked by an opponent or when asked a tough question by the moderator, is exhibiting

composure

Buzz marketing has become a pervasive persuasion strategy because

consumers rely on word of mouth in their social circles

The fact that a source's credibility can change throughout a speech, a campaign, or even over a greater period of time reveals that

credibility is dynamic

Persuasion research often produces "counter-intuitive" findings, e.g., results that are contrary to what common sense would dictate. Such findings highlight the ________________ function performed by the study of persuasion.

debunking

In general, which primary dimension of credibility is thought to have the greatest impact on a persuasive message?

expertise

The primary dimensions of credibility are

expertise, trustworthiness, and goodwill

Which of the following decreases children's vulnerability to being persuaded by television advertisements? repeated exposure to advertisements family interaction that focuses on looking at ads critically peer pressure All of the answers are correct.

family interaction that focuses on looking at ads critically

The unintended receiver effect illustrates one problem with relying on ____________ to define persuasion

intentionality

Borderline persuasion refers to

less traditional or obvious forms of influence.

On the first day of school, Professor Wilson gave every student a pencil and a bookmark. The students immediately favored him over other professors. Which explanation for his pregiving strategy is the most appropriate?

liking explanation

The ________ explains why the door in the face tactic is effective.

perceptual contrast effect

In the terms used in the Elaboration Likelihood Model, a person low in the need for cognition is more likely to be persuaded via the _________ route to persuasion.

peripheral

When politicians are shown drinking a beer, shopping at Wal-Mart, eating at McDonald's, or going bowling, they are employing which propaganda technique?

plain folks appeal

Cognitive dissonance is known as a/an

post-decision theory

Hiroshi acts nice to potential customers in order to get them to buy his wares. This is an example of which sequential persuasion tactic?

pregiving

Which of the following groups of receivers would tend to rely less on credibility as a peripheral cue and more on the content or substance of a message? alumni of a college where a tuition hike was being considered students at a college where a tuition hike was being considered faculty at a college where a tuition hike was being considered students at a different college than the one considering a tuition hike

students at a college where a tuition hike was being considered

The difference between the lowball strategy and the bait and switch tactic is

the bait and switch substitutes a different product or service at a higher price.

According to the Elaboration Likelihood Model, a person with high involvement in an issue would tend to be persuaded by

the central route

Customer: I don't think I'll buy the stereo today. Salesperson: Why not? Customer: It's too expensive. Salesperson: There's always a layaway plan. Customer: I don't have time today. Salesperson: I can do the paperwork in less than 5 minutes... This conversation best illustrates the salesperson's use of which tactic

the dump-and-chase

An individual tends to experience more cognitive dissonance when engaging in behavior that is contrary to his/her beliefs if

the person does so on his/her own volition.

A/An ______ is stable across situations and a/an ________ varies across situations.

trait, state

Advertisements which display the "As Seen On TV" logo, or ads in the phone directory which display the Christian " Ichthys" symbol, are attempting to bolster which credibility dimension?

trustworthiness

Linda gets very angry with her spouse for not taking care of their children on weekends when she wants to go out with friends. During arguments, she will call him names and threaten to leave him if he doesn't change his ways. This is an example of

verbal aggressiveness

Word-of-mouth marketing (WOM) based on social networks is also known as

viral marketing