persuasion principles midterm

Q1) Affect:

1) is a valenced state arising form the effects of instrumental reinforcing stimuli 2) applies to bipolar, positive/negative constructs

Q1 Dillard maintains that our phasic state is determined by

1) our ability to adapt to the environment- as it is- when an action is required 2) a correspondence between what is in our head and what is in the environment 3) our responses to environmental changes as they occur around us 4) various environmental imperatives

Q6 Concerning Maslow's hierarchy of needs:

Basic physical needs will generally be protected before safety, esteem, and belonging needs.

Q3 Certainty: The perceived chance of consequences arising from a certain attitude

Example: An individual has negative association/attitude about living close by to a prison. However: When certain about a given topic , we are less likely to take action or sway our ideologies.

Q3 Self Efficacy: The level to which an individual perceives that they are able to act in a corresponding way with whatever attitude they hold.

Example: Having a high amount of self efficacy means being more confident in essence- feeling strong enough to protest against the government for AI for example if you are really against technological invasion of privacy and hold traditionalist values. However: Sometimes a persons sense of self efficacy can change especially when placed around people with varying world views and beliefs. We underestimate the power of association as much as we try to stay unique individuals.

Q3 Salience: How actively conscious an individual is of a particular subject.

Example: If you know someone who just got in a car crash, you're going to be much more adament about wearing a seatbelt and death will be more salient (present) in your mind for a period of time directly following. However: After a period of time driving, you'll likely think less and less about the car accident and may hop in the car without the seatbelt sometimes because you drive slow and safe after all.

Q3 Response- Efficacy: An individuals beliefs on if the action recommended will actually be productive. Responding to a situation in a certain way, recognition on if it will work along with their ability to actually perform said response.

Example: Sara knows about all of the health benefits that come with quitting cigarettes. She knows how her body and mind will respond and that it is the right thing to do. However: Sara doesn't want to quit yet because life is short and she enjoys to smoke a cigarette after coffee.

Q3 Immediacy: The perceived amount of time between an action caused by an attitude along with the consequences of said action.

Example: Sara was mad at her little sister for borrowing her dress without action so she went to her room right after she found out and threw her favorite pair of shoes in the garbage. However: The level of immediacy varies with the urgency/intensity of whatever action follows the attitude.

Q4 Reactance theory was proposed by:

JACK W. BREHM

Q6 Mary is trying to persuade her three friends, Joe, Ellie, and Pete to change political parties. While Joe has always believed that she is superior to other people, Ellie has low self- esteem, and Pete's self- esteem is somewhere in between- according to what the text says about self- esteem and persuasion, who should mary have the easiest time persuading

Pete

Q5 Positive face

The term "positive face" refers to the need we as individuals feel to have a self-image that is perceived well and accepted by others. For example, if I were trying to exert a form of referent power over someone while still protecting their "positive face" I would provide encouragement to the person about some of their qualities first. Since referent power refers to the power gained by a leader who is able to form strong interpersonal connections, I could ask my employee for example to go to lunch so that it feels like we are on an equal playing field and ask about their personal life so they feel valued. Then in turn they would be more likely to do the extra tasks I want them to do later in the day.

Q2 Festinger's first hypothesis states that there are two major sources of cognition, namely:

a person's own experience, and communication from other people

Q4 Some consequences of psychological reactance are:

a threatened freedom can increase in attractiveness and the target may attempt to perform the threatened behaviors

Q4 Miller & Quick assert that "trait reactance" (i.e., reactance as a personality attribute) refers to:

a unique personality characteristic people exhibit across situations

Q1 Dillard asserts that ____________ evolved because it enabled successful interaction with the environment

affective processing

Q7 According to the ELM, the primary impact of persuasive communication depends upon the:

amount of elaboration in which the individual will engage; amount of issue- relevant thinking about an issue the individual will do

Q1 Dillard notes that accurate evaluations and judgements of environmental changes are not simple tasks. There is the basic problem of how we are to respond, and essentially, we have only two behavioral options which are:

approach or withdrawal

Q3 Vested interest defines A-B-C as:

attitude, behavior, consistency

Q4 Brehm initially conceptualized restoration of freedom as a means of restoring a receiver's injured feeling(s) of:

autonomy and self-determination

Q5 Which is the most costly and problematical (in terms of costs and benefits) form of power?

coercive

Q2 Festinger expands on his fourth hypothesis by stating that: Given a dissonance between an item of cognition and an item of behavior, there will be a tendency to change the:

cognition so as to make it consonant with the behavior and behavior so as to make it consonant with the cognition

Q2 Festinger's fifth hypothesis states that if a consonance exists there will be resistance to changes in behavior or _____________ which would introduce _________________

cognition; dissonance

Q1 To deal with ANTICIPATED social interactions, we rely primarily on:

cognitions

Q2 Festinger further expands on his third hypothesis by stating that the stronger the attraction on the recipient toward association with the communicator, the greater will be the impact of the communication on cognition. This is illustrated by the fact that recipients tend to trust in:

communicators perceived as impartial

Q5 According to the text and lecture, _______ & ______ make up the two primary dimensions of source credibility.

competence & character

Q2 Festinger's second hypothesis states that the impact of direct experience will exert pressure on a person's cognitions to:

conform to that experience

Q2 Festinger expands on his fourth hypothesis gets to the heart of his theory by asserting that there exists a tendency to make one's cognition and one's behavior ____________ with one another.

congruent, balanced, harmonious, and consistent (all of the above)

Q2 According to Festinger's 4th hypothesis, there's a tendency to make one's cognition (or clusters of cognitions) and one's behavior (or clusters of behaviors) _________ with one another

consonance

Q4 Explicit commands that frequently use forceful adverbs such as "you ought," "you must," or "you should," tell a person clearly and directly what to do, therefore, such highly explicit, directive language is often viewed as:

controlling and may contribute to a sense of threatened behavior

Q5 Fabian, a world-famous brain surgeon, is highly regarded for her skill and precision in the operating room, yet she knows nothing about bull fighting or basketball. This best illustrates that:

credibility is situational or contextual

Q6 If you appeal to people's sense of tradition, and their values about following rules and playing it by the book, etc., then you are appealing to ___________ tendencies.

dogmatic

Q5 You could argue that _______ & ______ have the greatest effect on referent power.

dynamism & sociability

Q1 To deal with UNANTICIPATED social interactions, we rely primarily on:

emotions

Q3 Crano asserts that it is the potential objective importance of an issue, not its subjective significance that drives attitude‑consistent action. Correct!

false

Q3 If a person considers an attitude object important (e.g., hurricane relief efforts, or good arithmetic) than that attitude object must have hedonic consequences for that person.

false

Q3 Research has found that behaviors are almost always consistent with attitudes.

false

Q3 Since highly vested attitudes will always be experienced as important, attitudes involving important objects will always be perceived as highly vested.

false

Q6 Better educated people tend to be more critical of unsupported messages and harder to charm or fool, thus, they are generally less persuadable than less educated people.

false

Q6 Less educated people are generally more persuadable than better educated people because they are more easily swayed by their arguments, and more willing to accept them.

false

Q6 Persuaders should not use anxiety- producing messages to appeal to low- anxiety targets, because low- anxiety targets will not scrutinize an anxiety- producing message to find out why it makes them feel anxious, and they will avoid thinking about the message

false

Q7 When we engage in "peripheral route" processing, we will likely reflect on issue- relevant concerns associated with the topic of the persuasive message.

false

Q4 Reactance is motivated by the individual's basic need for interdependence and affiliation with similar others

false, motivated by basic need for self-determination

Q4 The theory of psychological reactance predicts that when an individual's perceived freedom is threatened by a proscribed (prohibited) attitude or behavior, the individual will experience a motivating pressure toward conforming with the position advocated in the proscriptive message

false, motivating pressure toward reestablishing the threatened freedom

Q4 Studies indicate that throughout the human life cycle, reactance peaks briefly during adolescence, then gradually declines until it reaches its lowest level during old age

false, reactance peaks three times throughout the human life cycle

Q4 Reactance theory predicts that the more explicit the intent of a persuasive message (i.e., the more it is spelled out in clear, straightforward language) the more receptive the subject will be to its influence

false, the more implicit or the less explicit

Q7 One potential weakness of the ELM is that it assumes the amount and type of topic-relevant thinking focusing on issues of high relevance for a particular receiver may not necessarily be scrutinized any differently from messages concerning issues of low importance to the receive

false; issues of high importance

Within the ELM, if the target is known to be involved in the issues, then quantity and quality of arguments are of equal importance

false; not of equal importance

Q6 If you appeal to people's sense of sympathy, reciprocity, and empathy, then you are appealing to what might be thought of as their _______________ tendencies.

feminine

Q4 Miller et al. suggest that boomerang effects risk the prospect of having the source of a persuasive message (such as a parent or a school teacher) violate the Hippocratic oath, which says:

first doing no harm

Q7 In central route processing, receivers often tend to use decision rules

focusing closely on careful attention to message attributes and requiring careful information processing to determine message acceptance or rejection

Q1 According to James Dillard, the primary function of affect is to

guide behavior in the present

Q3 Vested interest refers to the extent to which an attitude object is __________ for the attitude holder.

hedonically relevant

Q6 A desire for facts, evidence, proof, and strong arguments is typically associated with:

high need for cognition

Q6 The tendencies to exhibit individualism, practicality, and high degree of attitude- behavior consistency are attributes associated with:

high self- esteem, low self- monitors

Q3 _______ is a temporal consideration involving the amount of time between an action compelled by an attitude and the consequences of that action.

immediacy

Q2 Festinger refers to communication as being _____________ and its effects on ______________

indirect experience; cognition

Q5 Prior to meeting a person, ___________ is your perception of that person based on their reputation, on their status and on what you've heard of them, if anything.

initial credibility

Q6 If you appeal to people's sense of reason and logic, and their need for evidence, and sound judgment, etc... then you are appealing to their ___________ tendencies.

intellectual

Q2 According to Festinger, there are three possible relations which can exist between items of behavior and items of cognition, namely, consonance, dissonance, and:

irrelevance

Q1 Cognition:

is best represented as (=) or not equal rather than (+) or (-)

Q6 Peripheral processing is a tendency especially typical of people with:

low need for cognition, high self- monitors

Q6 A desire to conform and a particularly strong and socially sensitive need to be accepted by others, along with an appreciation for social proof are attributes associated with:

low self- esteem, high self- monitors

Q6 On the other hand, according to the lecture _______________ may make the target more vulnerable to suggestion, and thus in some cases, more willing to settle for a less compelling argument

lower self esteem

Q4 Psychological reactance is conceived as a _______________ directed toward the reestablishment of the free behaviors. Similar to the idea of psychological motivation, which theory is driven by motivation?

motivational state

Q7 Compared to persuasion through the central route, persuasion due to peripheral route processing is:

not more enduring, not more resistant to counter argumentation, not more likely to be incorporated into the receivers value-belief system (none of the above)

Q1 Dillard also maintains the nature of our emotional behaviors has evolved in the presence and service of:

our social interaction

Q4 The elements required for reactance to occur are:

perceived free behaviors, awareness of threatened freedoms, the ability to perform the perceived behaviors, and the belief one may engage in the behavior at any moment

Q4 According to Miller et al. and reactance theory, persuasive message with these two sentences following, "The choice is yours. It is up to you," can serve to restore the receiver's:

perceived freedom

Q1 Dillard maintains the most important environment, in terms of the evolution of human beings has been:

physical environment

Q4 The term, "proscribed" means __________, whereas, the term "prescribed" means ____________.

prohibited; advocated

Q4 According to Miller & Quick, reactance theory posits that individuals become ___________________ aroused when their perceived behavioral ____________ are threatened or reduced, and the resulting reactance _______________ attempts to restore the threatened freedoms.

psychologically; freedoms; motivates

Q5 Which is the most economical (in terms of costs and benefits) form of power?

referent

Q5 Negative face

refers to our desire to remain independent without others imposing on us or taking away our freedoms. For example, if I wanted to exert some form of legitimate power over someone without damaging their negative face, I would make them feel very heard. Legitimate power is derived from holding a certain position of formal power typically in a hierarchy situation. If I were the ceo of a company and one of my managers came to me with an opposing viewpoint about a company policy, I would make them feel independent by validating their perspective even if it's different from mine. Another example is if I wanted to exert referent power over someone without taking away their sense of independence, I would allow for my friend to set and plan a time for dinner reservations instead of doing it myself so they feel more in control. If it were a partner I'm in a relationship with I could protect their negative face by asking them out of 3 restaurants which one they would want to go to. That way they feel like they are in control of where were going to eat even though it's really me in control because all three of the options were places I wanted to go.

Q4 The reading and lecture noted how psychological reactance theory predicts that the more directive and controlling a persuasive message is perceived to be, the more likely it is to be:

rejected

Q2 Festinger's third hypothesis states that the strength of the impact of a communication to make other cognitions conform to that communication, will vary with the:

relationship between the recipient and the communicator

Q3 According to Crano, among the five components of vested interest, ________ is based on how actively conscious one is in thinking about a particular attitude object.

salience

Q3 ____________ refers to the perceived presence, prominence, or conspicuousness of the effects of an attitude on the holder of that attitude, not just its accessibility.

salience

Q4 Brehm's theory of psychological reactance asserts that, with regard to certain limited and specifiable areas of behavior, people have a distinct and strong preference to perceive themselves as masters of their own fate. This motivational force produces a need for:

self-determination and autonomy

Q5 A retail sales clerk reads a book entitled, "Smile Your Way To Success." Applying this technique to selling would involve which dimension of credibility?

sociability

Q4 Reactance in response to certain messages may often be followed by:

source derogation, boomerang effect, and increase in the attractiveness of the threatened freedom

Q1 One of Dillard's major assumptions is that, for better or worse, human beings _________________ their affective states.

strategically manage

Q5 How you feel at the end of the transaction based on what occurred during the transaction creates:

terminal credibility

Q5 This kind of credibility functions to produce initial credibility for the next time you interact.

terminal credibility

Q4 Brehm hypothesized that the strength of a psychological reactance is greatest when:

the importance of the free behaviors to an individual is high and the degree of threat is high

Q2 Festinger expands on his third hypothesis by stating that the greater the "trustworthiness" of a communicator, the greater will be the impact of their communication on:

the recipient's relevant cognitions

Q1 Dillard maintains that our tonic (or baseline) state as a physical organism is determined by:

the resources available to us (eg...a nourished and rested body) at the time an action is required

Q7 When engaged in central- route processing, an individuals motivation to elaborate is such that:

thinking about the persuasive message typically will be guided by focusing on argument strength.

Q5 This kind of credibility fluctuates during the conversation or presentation from higher to lower than initial, from reaction and reevaluation based on their performance and your expectations.

transactional credibility

Q3 Although highly vested attitudes will always be experienced as ego‑involving, ego‑involved attitudes will not always be perceived as highly vested.

true

Q4 Studies indicate reactance is tri-modal throughout the human life cycle, i.e., briefly peaking during three life phases, with the highest level occurring during adolescence

true

Q6 High- anxiety targets tend not to be persuaded by anxiety- producing messages because they are likely to avoid scrutinizing them so as to not add to their anxiety.

true

Q7 The ELM's focus on argument strength is a problem for the model because it is not always clear precisely what should constitute a weak versus a strong argument

true

Q7 When we engage in "central route" processing, we attend very carefully to the persuasive message and carefully examine the arguments contained within the message.

true

Q7 One flaw with ELM is that it stipulates that message processing is only possible by one of two methods (i.e., the central or peripheral route), whereas people may often use both methods of processing information at the same time

true, HSM enables people to do both

Q6 If you appeal to people's desire for vividness, and stimulating images, color, and sound, etc... then you are appealing to their ______________ tendencies.

youthful