persuasion

Jim was just convicted of driving under the influence of alcohol. Jim may be given a lighter jail sentence if he

is physically attractive

One study found that head nodding led to greater persuasion when arguments were strong but less persuasion when arguments were weak. How did the researchers explain these findings?

Nodding should enhance confidence in one's own favorable or unfavorable thoughts.

Imagine that you have just watched a Coca-Cola ad on TV. Which of the following statements is most accurate in describing what effect this ad is likely to have on you?

You are more likely to have positive feelings about Coca-Cola products.

Samantha wants to persuade her roommate Larissa to allow her to get a dog, even though Samantha does not have very strong arguments for wanting the dog. According to research on mood and persuasion, when should Samantha approach Larissa if she wants her roommate to be most likely to be persuaded?

both a and b are correct

Wendy Wood (1982) found that participants in favor of environmental preservation who ________ shifted their attitudes considerably when exposed to an antipreservation message.

knew less about the subject

Recall that Hamill, Wilson, and Nisbett (1980) conducted a study on factors that influence attitudes. The researchers first assessed each participant's attitude toward welfare. In one condition, participants read a vivid story about a woman who exploited the welfare system and "lived like a queen" at taxpayers' expense. In another condition, participants were given statistical information about welfare that suggested that the "welfare queen" example was atypical. In a third condition, participants were given both types of information (i.e., the story and the statistical information). Finally, each participant's attitude toward welfare was measured a second time. Results showed that

participants were more likely to change their attitudes in response to the story.

Joanna does not think carefully and deliberately about what a politician says during a debate. Instead, she attends to the politician's winning smile and boyish good looks. Joanna is attending to the ________ route to persuasion.

peripheral

Andy, an advertising executive, wants to use subliminal advertising to encourage people to buy his product. According to the research reviewed in the textbook, what effect will the use of sub-liminal advertising have on product sales?

sales will not be affected

Jason has been listening to a talk show concerning animal rights. This is an issue that he cares deeply about and he is very knowledgeable about the topic. Jason is most likely to be persuaded by _____.

strong, convincing arguments

You are asked to design an antismoking pamphlet. You decide to put a frightening photograph of a lung-cancer victim on the cover. According to Howard Leventhal and his colleagues' (1967) research, your message will be more likely to reduce smoking if you also provide

suggestions for how to quit smoking

As you drive in to school, you hear a random radio-show caller arguing that sun exposure really has not been shown to cause skin cancer and that some research suggests that skin cancer is completely genetic and not related to sun exposure at all. At the time, you think that this is a silly argument and that the caller does not know what she is talking about. However, two months later, you are outside without wearing sunscreen, and you find yourself remembering that you had read something about how the sun actually does not cause skin cancer. This process is evidence that ________ has influenced your attitude.

the sleeper effect

Which of the following is NOT a function of attitudes?

thought polarization