Quiz Set 3, Quiz Set 2, Quiz Set 1 (qef)

bolster the individuals perceived behavioral control over his/her eating habits

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

the person's intentions regarding the behavior

According to the Theory of Reasoned Action, the single best predictor of a person's behavior is?

the person does so on his/her own volition

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

heuristic processing

Buying a television on its brand name, or purchasing a product based on a celebrity endorsement are examples of?

Central processing involves

Cognitive collaboration greater motivation ability to process information

foot in the mouth

Common greetings (How are you today?) serve as the first step to which of the following sequential persuasion tactics?

Truths about credibility

Credibility is perceptual phenomena, it is situational or contextual, and is multidimensional

receiver involvement is low

Credibility tends to exert a greater influence on receivers when?

Which of the following is not appropriate advice for enhancing credibility? Answers: Cite your own or your source's qualifications and expertise up front Attempt to build trust by demonstrating that you are sincere Improve your likeability, or L-factor Engage in a powerless style of communication

Engage in a powerless style of communication

This concept explains how a person goes trying to project a positive self- image.

Impression management theory

expertise

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

Borderline Persuasion refers to:

Influence attempts that are only partially successful. (not clear-cut persuasion)

Which of the following statements best characterizes persuasion, as opposed to propaganda? Answers: It operates most effectively in the interpersonal arena It is practiced by organized groups and institutions It has a strong ideological bent It tends to rely on ethically suspect methods of influence

It operates most effectively in the interpersonal arena

Based on the studies reviewed in the text,what is true about intelligence and persuasion?

Less intelligent people are generally easier to persuade

What type of attitude scale is depicted below? "Marijuana should be legalized for medicinal uses." ______ ______ _____ ______ ______ strongly moderately neutral/ moderately strongly disagree disagree no opinion agree agree Likert Thurstone Guttman Semantic Differential

Likert

What type of attitude scale is depicted below? Same Sex Marriage Good : _____: _____: _____: _____: _____: _____: _____: Bad Unethical: _____: _____: _____: _____: _____: _____: _____: Ethical Wrong: _____: _____: _____: _____: _____: _____: _____: Right Answers: Likert Thurstone Guttman Semantic Differential

Semantic Differential

interpersonal

The area in which persuasive attempts enjoy the greatest likelihood of success is?

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? Answers: The delay between both requests must be brief. The lapse of time between requests does not matter.

The delay between both requests must be brief.

repay, in kind, what another person has provided us

The norm of reciprocity suggests that we should?

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 volition

Companies use what effect to enhance credibility?

The sleeper effect (delayed impact of a message may be more effective that the initial impact)

Andy asked Marsha if he could borrow her laptop. She agreed. Then Andy asked her if she wouldn't mind if he borrowed her car. Andy was engaging in which compliance-gaining strategy? foot in the door pregiving

foot in the door

Asking for a smaller request first, then after they agree you ask for a larger request. Which compliance gaining strategy is this?

foot in the door

Who would probably be most persuaded by an advertisement promising viewers that using a product would make them popular? Answers: low self-monitors high self-monitors highly dogmatic people people who are not dogmatic

high self-monitors

A discounting cue prompts receivers to Answers: accept a message after they sleep on it ignore or underestimate a message based on its source withhold their judgment on an issue engage in counterattitudinal arguing

ignore or underestimate a message based on its source

Bessie looks up to her older sister, Mallory, as a role model. One day, Bessie sees Mallory smoking a cigarette. Mallory is embarrassed and engages in facework to restore her face in Bessie's eyes. Which concept best illustrates her attempt to manage her self-image? Answers: impression management theory the sleeper effect match-up hypothesis the halo effect

impression management theory

One way to help ensure a persuasive message will have a lasting effect on receivers is to: Answers: increase their intelligence increase their peripheral processing decrease their self-monitoring increase their involvement in the issue

increase their involvement in the issue

The "norm of reciprocity" has been used to explain the effectiveness of which of the following sequential persuasion tactics? foot in the door pregiving

pregiving

According to Gladwell's concept of Tipping Points, a product or idea can't take off unless it has inherent appeal. This is known as Answers: gravitational pull scalability momentum magic stickiness gravitas

stickiness

Whether a source possesses credibility is determined primarily by Answers: the source the message the receiver the media

the receiver

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 Answers: the dark horse phenomenon. message decay. the sleeper effect. the snowball effect.

the sleeper effect.

pregiving

A boutique clothing store offers shoppers a glass of wine or a cup of coffee when they enter the store. This strategy is known as?

occurs in a variety of non-obvious or even weird contexts

According to Gass & Seiter, persuasion...

A fashionista or fashion expert could be termed as a

Maven

increase their involvement in the issue

One way to help ensure that a persuasive message will have a lasting effect on receivers is to?

salesperson

People who often provide suggetions to their circle of friends such as, "You should try it!" are termed?

goodwill

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

commitment

Which of the following has NOT been offered as an explanation for why the door in the face strategy is so effective?

underestimate the influence of persuasion on themselves and overestimate its effects on others

Which of the following statements best represents the third person effect? People tend to....

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

Which of the following statements regarding the use of celebrity endorsers is most accurate?

theory of reasoned action

Which persuasion theory includes a motivation to comply component?

stronger attitudes are better predictor of behavior

Which statement characterizes the relationship between attitudes and behavior?

Which of the following statements regarding an absolute sleeper effect is most accurate? While it can be created in a laboratory setting, it would be extremely difficult to reproduce in real life. While it is difficult to reproduce in a laboratory setting, it happens all the time in real life. It happens frequently in the real world, and has been successfully duplicated in laboratory settings as well. Though theoretically possible, it hasn't been successfully duplicated in either laboratory settings or the real world.

While it can be created in a laboratory setting, it would be extremely difficult to reproduce in real life.

Which of the following situations would tend to be the most psychologically comfortable? Trudy dislikes tattoos, Trudy's boyfriend is Chet, Chet has several tattoos. Kramer likes karate, Kramer's girlfriend is Nina, Nina dislikes karate. Zack dislikes guns, Zack dislikes Morton, Morton owns a number of guns. Hiram likes Chihuahuas, Hiram dislikes his neighbor, his neighbor owns a Chihuahua.

Zack dislikes guns, Zack dislikes Morton, Morton owns a number of guns.

Petty and Cacioppo's ELM postulates that there are two routes to persuasion: Answers: a pure route, and a borderline route an ethical route, and an unethical route self-persuasion and other persuasion a central route, and a peripheral route

a central route, and a peripheral route

Because Cari is very sensitive to how people perceive her, she pays close attention to others' behavior and is careful to act appropriately in a given situation. Cari can best be described as

a high self-monitor

What compliance-gaining strategy is the child using in the dialogue that follows? Child: "Mom, can I stay home from school today so we can go to Disneyland?" Parent: "No." Child, "Well, then can I at least go to a friend's house after school to play?" Parent: "O.K."

door in the face

An ad on a cable TV channel states, "We use only genuine, certified psychics!" This claim illustrates the importance of which dimension of credibility? Answers: trustworthiness expertise composure dynamism

expertise

Although you don't know him well, you know that your neighbor, Roy, belongs to the Tea Party and is an NRA member. Decals on his car bumper say so. So you suspect he will not be happy to learn that a same sex couple bought the house next to him. You are Answers: inferring attitudes from behavior inferring behavior from attitudes inferring attitudes from appearances inferring attitudes from associations

inferring attitudes from associations

Finn was asked to speak to college students about his own experience in the university's "Study Abroad" program. His monotone voice and unenthusiastic delivery style, however, cause listeners to tune out. Finn's loss of credibility can best be attributed to Answers: using language that separated him from his audience. not adapting his message to the listeners' frame of reference. not matching his level of dynamism to the demands of the situation. not citing sources and their qualifications up front.

not matching his level of dynamism to the demands of the situation.

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 Answers: people's goals may change during a persuasive encounter a reliance on peripheral processing rarely produces compliance a reliance on central processing rarely produces compliance people's need for identity management far outweighs other persuasive tactics

people's goals may change during a persuasive encounter

The ________ explains why the door in the face tactic is effective. value-discounting effect perceptual contrast effect

perceptual contrast effect

Cognitive dissonance is known as a/an

post-decision theory

An effective approach when using counter-attitudinal advocacy to change another's attitudes or behavior is Answers: to require the persuadee to engage in counter-attitudinal behavior to restrict the range of alternatives available to the persuadee to ask the persuadee to write down or role-play a counter-attitudinal message to offer the persuadee a monetary reward for engaging in out-of-role behavior

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