PSY 2213 exam 2

peripheral cues

"surface" characteristics associated with the message -expertise of speaker, attractiveness of salesperson, # of arguments

ELM Elaboration Likelihood Model

Petty and Cacioppo developed this to explain when source, message, and audience characteristics matter -when motivation and ability are high, ppl will pay attention to central cues -central cues are most influential when ppl have motivation and ability to process the message **if either are lacking, peripheral cues are more influential

When using introspection, people typically form reasons to explain their behaviors. These are called... Select one: a. Causal theories b. Self-perception theories c. Self-awareness theories d. Explanatory theories

a. Causal theories

Sally was standing in line at the library when a man behind her notices her book and says, "Wow, what a great book! I can't believe Jack dies at the end." Even though the man spoiled the ending, Sally decides to read the book. Based on what we talked about in class, it is likely that Sally will... Select one: a. Like the book about the same as if she didn't know the ending. b. Like the book a lot less than if she didn't know the ending. c. Not finish the book because she already knows how it will end.

a. Like the book about the same as if she didn't know the ending.

Stacy is running late for her date, so she rushes to get there. When she arrives, she is out of breath and her heart is racing. She thinks she feels this way because she is excited for her date. What is Stacy experiencing? Select one: a. Misattribution of Arousal b. Cognitive Dissonance c. Self-awareness d. Elaboration Likelihood Model

a. Misattribution of Arousal

Carl does NOT know much about Cuban politics, so hearing a __________ would likely impact his attitudes most. Select one: a. a weak message given by an expert b. a strong and complex message c. a weak message given by a non-expert d. a strong message given by a non-expert

a. a weak message given by an expert

When someone's behavior doesn't match their attitude, they are likely to experience Select one: a. cognitive dissonance b. attitude incongruity c. self justification d. post-decision dissonance

a. cognitive dissonance

Jimmy doesn't like to read. His parents start to give him $5 for each book he reads and they notice he starts to read more. His parents have increased his ________ motivation to reaD) Select one: a. extrinsic b. self-perceived c. intrinsic d. innate

a. extrinsic

In the study about the frog-pond effect, the researchers found that... Select one: a. people's rankings in their small group influenced their self-evaluations more than their overall rankings. b. people's ranking in their small group did not influence their self-evaluations, but their overall ranking diD) c. self-evaluations were mostly influenced by people's self-perception before they began the experiment. d. people tended to ignore the information given to them from the researchers because they received false feedback.

a. people's rankings in their small group influenced their self-evaluations more than their overall rankings.

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 ________. Select one: a. strong, convincing arguments b. any message delivered by an attractive and competent speaker c. emotional appeals d. irrational arguments delivered by an attractive and competent speaker

a. strong, convincing arguments

Which of these is NOT a way to reduce cognitive dissonance? Select one: a. Change behavior to be in line with dissonant cognition b. Admitting to past behavior c. Changing dissonant cognitions d. Adding new cognitions

b. Admitting to past behavior

When giving a speech, people have increased self-awareness. According to self-awareness theory, this will cause people to... Select one: a. Make a downward social comparison. b. Compare their current behavior to their ideal behavior. c. Get distracted and think about their upcoming class. d. Rely more on automatic thinking than controlled thinking.

b. Compare their current behavior to their ideal behavior.

When thinking about how wealthy she is, who is Susan more likely to compare herself to? Select one: a. Bill Gates b. Her co-workers or friends c. Her boss d. Kobe Bryant

b. Her co-workers or friends

After running a mile, John and Abbey went to her house. John realized his heart was still racing and attributed it only to the fact he had just exercised and not to the fact he had always had a crush on Abbey. This is an example of Select one: a. Controlled Thinking b. Misattribution of Arousal c. Self Awareness Theory d. Cognitive Dissonance

b. Misattribution of Arousal

If you have just been frightened by your friend jumping out and scaring you before an attractive person approaches, you are more likely to believe that you're very attracted to that person because of your increased heart rate. What is this an example of? Select one: a. Cognitive Dissonance b. Misattribution of Arousal c. Persuasion d. Self-perception theory

b. Misattribution of Arousal

Why is it that people often fail to realize factors that influence their behaviors? Select one: a. People rarely question their own behaviors b. People don't have access to their cognitive processes c. People are motivated to reduce cognitive dissonance d. All of the above

b. People don't have access to their cognitive processes

Jamie has previously joined a dance class with her friend Rebecca. Rebecca is a great dancer and has taken dance for many years and Jamie is a good dancer but not as well at dance as she would like to be. Jamie aspires to be a great dancer like Rebecca someday so she compares herself to Rebecca in order to make improvements. This would be an example of.... Select one: a. Increased Self-Awareness b. Upward Social Comparison c. Downward Social comparison d. Self-Perception Theory

b. Upward Social Comparison

When being persuasive, when are peripheral cues most important? Select one: a. When the message is strong b. When the message is weak c. When people are paying close attention to the message d. When people are knowledgeable and understand the specifics of the message

b. When the message is weak

Jacob goes to meetings after his Chemistry class for extra credit, not because he wants to. What is Jacob displaying? Select one: a. Intrinsic Motivation b. Over-justification Effect c. Extrinsic Motivation d. Self-Perception Theory

c. Extrinsic Motivation

If someone enjoys playing football in college and then gets drafted to an NFL team, what will likely happen to their enjoyment (intrinsic motivation) of playing football? Select one: a. It will go up because of the increased rewards (high salary) b. It will stay the same c. It will go down because of the increased rewards (their high salary) d. It will go down because people naturally lose interest over time

c. It will go down because of the increased rewards (their high salary)

Who is more likely to change their attitude as a result of cognitive dissonance? Select one: a. John who got paid $20, rather than $1, to lie about the effectiveness of an acne cream b. Jamie who was told she could exchange shoes she bought for another pair c. Jim who is a smoker and chose to give an anti-smoking speech to 7th graders d. Jill who slept late and missed her class after her friend begged her to go out the night before

c. Jim who is a smoker and chose to give an anti-smoking speech to 7th graders

Who will change their attitude the most because of the cognitive dissonance they feel after lying about their enjoyment of a boring activity? Select one: a. Someone who doesn't have to lie b. Someone who was paid $50 to lie c. Someone paid $5 to lie d. The experimenter

c. Someone paid $5 to lie

Joseph has always liked studying. His parents want to reward his good behavior, so they starting paying Joseph $5 each time he gets an A on a test. When Joseph started high school, his parents stopped paying him because they thought he was too old to get paid for school work. Now, Joseph doesn't like studying as much as he did before. This is an example of... Select one: a. Reasons-generated attitude change b. Problems with introspection c. The overjustification effect d. Dragons haunting Joseph in his dreams

c. The overjustification effect

Central cues are of the most persuasive... Select one: a. When people have the ability to process the message b. When people have the motivation to process the message c. When people have BOTH the ability and the motivation to process the message d. When people have NEITHER the ability nor the motivation to process the message

c. When people have BOTH the ability and the motivation to process the message

In relation to self-concept, women tend to be more focused on ______, while men are more focused on _________. Select one: a. collective interdependence; relational interdependence b. self-esteem; power c. relational interdependence, collective interdependence d. power, self-esteem

c. relational interdependence, collective interdependence

Which factor does NOT influence the likelihood that dissonance will lead people to change their attitude? Select one: a. whether you can change your behavior or not b. whether you feel personally responsible for your behavior or not c. whether you put a lot of thought into your attitude or not d. whether you have a choice in your decision or not

c. whether you put a lot of thought into your attitude or not

Ralph goes to Five Guys every day for lunch. After seeing his doctor, he is informed that he has high LDL cholesterol. Ralph then tells himself that hamburgers might be high is fat, but they are also a good source of protein. Ralph is attempting to reduce his dissonance by: Select one: a. Changing his behavior b. Changing his attitude c. Ignoring his dissonance d. Adding a new cognition

d. Adding a new cognition

When will dissonance lead to attitude change? Select one: a. When there is no external struggle b. When we feel responsible for our actions c. When we cannot change our behavior d. All of the above are situations when dissonance will lead to attitude change

d. All of the above are situations when dissonance will lead to attitude change

strong message

gets ppl to pay attention make sure they understand specifics of the message peripheral cues are not necessary

weak message

limit ppls motivation to pay attention to the specifics of the message

central cues

the specifics of the arguments (the important stuff) -argument strength