Chapter 5 - Persuasion

124. Which of the following is NOT a factor associated with successful cults? A. A credible communicator. B. Logical arguments. C. A charismatic leader. D. Recruitment by trusted friends.

B. Logical arguments.

109. Analytical people are to _____________ as image-conscious people are to _______________. A. central route persuasion; peripheral route persuasion B. the primacy effect; the recency effect C. life-cycle explanation; generational explanation D. personal influence; media influence

A. central route persuasion; peripheral route persuasion

106. Keela wants to persuade her parents to help pay for a study trip abroad this summer. She will have a more difficult time succeeding if A. her parents are forewarned of her intent to convince them. B. she has the trip coordinator call to reassure them. C. her parents are not particularly intelligent or analytical. D. her parents have a moderate level of self-esteem.

A. her parents are forewarned of her intent to convince them.

132. Inoculation research suggests that A. ineffective persuasion can harden people against later persuasive appeals. B. children are helpless victims of television advertising. C. the best way to inoculate attitudes is to mount an all-out strong attack on the attitude. D. none of the choices are correct.

A. ineffective persuasion can harden people against later persuasive appeals.

122. According to Singer, _____________________ because they are more trusting. A. middle-class Caucasian youths are more vulnerable to cult indoctrination B. high-class Caucasian youths are less vulnerable to cult indoctrination C. low-class Caucasian youths are more vulnerable to cult indoctrination D. none of the choices are correct

A. middle-class Caucasian youths are more vulnerable to cult indoctrination

130. Charles Kiesler recommends that one way to stimulate people's thinking so they become more committed to their positions is to A. mildly attack their position. B. strongly attack their position. C. mildly support their position. D. strongly support their position.

A. mildly attack their position.

128. Folie à deux is a French phrase that refers to A. reinforcing each other's aberrant thinking. B. a beautiful sunny day. C. conformist attitude. D. tactics of persuasion.

A. reinforcing each other's aberrant thinking.

114. In the central versus peripheral route theory of persuasion, what matters most is A. what we think in response to a message. B. how much knowledge we have about an issue. C. how we feel about the communicator. D. how many times the message is repeated.

A. what we think in response to a message.

123. According to research, which variable is not one of the four most known factors that influence the impact of persuasive communications? A. The communicator B. The time of day C. The message content D. The channel

B. The time of day

111. On which of the following issues would you be least likely to construct counter-arguments and most likely to accept the premise suggested by the communicator? A. The best career option for you to follow after university B. Which brand of shampoo you should buy C. Which car insurance policy you should choose D. Whether eating your favourite food has negative health consequences

B. Which brand of shampoo you should buy

117. Kyle has recently become a member of an exclusive end-times cult, but is not initially sure he believes everything the group endorses. As a new member, he is required to engage in rituals, public canvassing, and fund raising efforts for the group. When asked about his beliefs after a few months, Kyle will likely A. admit that he doesn't really believe in the groups ideals now that he knows more about it. B. come to strongly believe what he has been publicly advocating for the group. C. still be unsure of what he believes but is strongly committed to the group. D. have come to believe in the groups ideals but his personal commitment will have decreased.

B. come to strongly believe what he has been publicly advocating for the group.

103. Your grandmother believes that she has gotten more conservative as she has grown older. Your grandfather says that your grandmother has been conservative since she was young. According to the ___________ explanation, ___________ is probably right. A. generational; your grandmother B. generational; your grandfather C. life cycle; your grandfather D. none of the choices are correct

B. generational; your grandfather

107. Jennifer, a single mom, needs to ask her parents for money. To minimize their objections to her request, she should A. warn them ahead of time of her need. B. have her busy, distracting little toddler along when she makes her request. C. write out her request for them to consider. D. make her request over the phone.

B. have her busy, distracting little toddler along when she makes her request.

101. In the study of age differences in attitudes, there is very little evidence for A. maturation effects. B. life cycle effects. C. generational effects. D. conservatism effects.

B. life cycle effects.

125. According to the text, potential cult members are A. old people. B. people under 25. C. all of the choices are correct. D. none of the choices are correct.

B. people under 25.

116. Cults like the Unification Church and Jim Jones's People's Temple typically recruit and retain members by exploiting A. the sleeper effect. B. the foot-in-the-door phenomenon. C. the recency effect. D. attitude inoculation.

B. the foot-in-the-door phenomenon.

133. What does Cialdini's concept of the "poison parasite" defence refer to? A. Directly attacking the opponent's view. B. Actively ignoring the opponent's view so that your perspective will not be "poisoned." C. Combining strong counter-arguments with retrieval cues that bring those arguments to mind when exposed to the opponent's view. D. Working to better understand the opponent's assertions leads to believing in them.

C. Combining strong counter-arguments with retrieval cues that bring those arguments to mind when exposed to the opponent's view.

22. In terms of persuasion, which of the following is the best example of a peripheral heuristic? A. The advertising phrase, "Be All That You Can Be" B. A book being recommended by the Oprah Book Club C. All of the choices are correct D. None of the choices are correct

C. All of the choices are correct

102. Which of the following is true regarding age differences in attitudes? A. People's racial attitudes tend to be most liberal in their 30s and 40s. B. People in their 50s and 60s tend to have more conservative sexual attitudes than they had in their 30s and 40s. C. Attitudes formed in the teens and 20s tend to be stable thereafter. D. All of the choices are correct.

C. Attitudes formed in the teens and 20s tend to be stable thereafter.

118. You think your younger sister may be getting involved with a cult. What situation should make you the most worried on her behalf? A. They will kidnap her and force her to join the cult. B. They will convince her to join the cult by using strong factual arguments. C. She will be gradually drawn into the cult with patient encouragement by other cult members. D. Her street-smarts will make her an easy target for the cult.

C. She will be gradually drawn into the cult with patient encouragement by other cult members.

135. Darley and Cooper (1972) invited students to write essays advocating a strict dress code. Because this was against the students' own positions and the essays were to be published, A. some chose not to write it. B. most students chose to write it. C. all chose not to write the essay. D. all chose to write the essay.

C. all chose not to write the essay.

139. A "poison parasite" defence includes which of the following? A. strong counter-arguments B. retrieval cues that bring such arguments to mind C. all of the choices are correct D. none of the choices are correct

C. all of the choices are correct

110. Krista often relies on heuristics and snap-judgments, and will often make decisions based on images she sees or endorsements from famous people. It is likely that Krista has a ________________ which is why she is more swayed by the _______________ route to persuasion. A. high need for cognition; peripheral B. high need for cognition; central C. low need for cognition; peripheral D. low need for cognition; central

C. low need for cognition; peripheral

61. What is the most convincing thing Sue can say if she wants the children she is babysitting to stay away from strange dogs while they are playing outside? A. "Don't go near strange dogs!" B. "Sometimes dogs attack and bite little children." C. "Some dogs are not as friendly as your dog, so you should be very careful if you see a dog you don't know." D. "If you see a strange dog running loose in the neighbourhood, come home right away because the dog might attack you or bite you."

D. "If you see a strange dog running loose in the neighbourhood, come home right away because the dog might attack you or bite you."

115. Ms. Frances is trying to get her grade 5 students to remember important events in Canadian history. What is her best strategy for helping them not only to learn, but also to remember? A. Challenge her students with difficult questions about Canadian history B. Tell interesting stories about Canadian history C. Have the students act out important events in Canadian history D. All of the choices are correct

D. All of the choices are correct

113. Which of the following techniques has been used to stimulate people's thinking in response to a persuasive message? A. Having different speakers present separate arguments rather than the same speaker present all the arguments B. Using rhetorical questions such as, "Are you better off for having voted for so-and-so four years ago?" C. Making people in the audience feel responsible for passing along the persuasive message D. All of the choices are correct.

D. All of the choices are correct.

119. People most vulnerable to cults are usually A. under age 25. B. facing a personal crisis. C. middle-class. D. all of the choices are correct

D. all of the choices are correct

136. Which of the following is an example of the use of persuasion? A. the spread of weird beliefs B. climate change skepticism C. promoting healthier living D. all of the choices are correct

D. all of the choices are correct

137. Which of the following traits must a speaker have to be convincing to his audience? A. charisma B. energy C. confidence D. all of the choices are correct

D. all of the choices are correct

138. Which of the following strengthens people's identities as members of a cult? A. behavioural rituals B. public recruitment C. fundraising D. all of the choices are correct

D. all of the choices are correct

121. The success of religious cults is explained by their effective use of A. escalating behavioural commitments. B. persuasion principles. C. isolating group members. D. all of the choices are correct.

D. all of the choices are correct.

126. According to the text, potential cult members are A. often at a turning point in their life. B. living away from home. C. vacationing. D. all of the choices are correct.

D. all of the choices are correct.

127. According to the text, once you join a cult it is likely that A. you will separate from your previous social support systems. B. you will isolate yourself with other cultists. C. you will cut yourself from family and friends. D. all of the choices are correct.

D. all of the choices are correct.

129. Psychotherapy settings, like cults, provide A. a supportive, confiding social relationship. B. an offer of expertise and hope. C. set of rituals. D. all of the choices are correct.

D. all of the choices are correct.

120. Cult leaders will be most effective and influential if they are A. perceived as very attractive by female recruits. B. demanding and require complete surrender of control to their will upon joining. C. not seen as a threat and believed to be similar to the group members. D. charismatic, perceived as an expert, and trustworthy.

D. charismatic, perceived as an expert, and trustworthy.

134. Research studies on inoculation efforts with children against the peer pressure to smoke have found that A. children are relatively immune to inoculation efforts and make their decisions based on factors other than peer pressure. B. children who are given anti-smoking inoculation efforts are more likely to smoke later on in life. C. children who were inoculated became completely immune to peer pressure attempts later on in life, and none of them started smoking. D. children who were inoculated are half as likely to start smoking than uninoculated students.

D. children who were inoculated are half as likely to start smoking than uninoculated students.

131. Research on attitude inoculation suggests that religious educators are wise to avoid A. the two-step flow of communication. B. forewarning followers that outsiders will question their beliefs. C. using charismatic leaders to attract new converts. D. creating a "germ-free ideological environment."

D. creating a "germ-free ideological environment."

108. Political ads that use words to promote the candidate while visual images keep the viewer occupied to prevent analysis of the words are most clearly employing A. the technique of classical conditioning. B. the two-step flow of communication. C. the sleeper effect. D. distraction to inhibit counter-arguing.

D. distraction to inhibit counter-arguing.

104. Schuman and Scott found that when they asked people to name the most important world events of the last half century, most recalled A. tragedies like war and assassinations. B. achievements like peace accords and moon landings. C. recent rather than long-ago news events. D. events from their teens and early adulthood.

D. events from their teens and early adulthood.

105. Freedman and Sears found that high school students did not change their attitudes in response to a talk entitled "Why Teenagers Should Not Be Allowed to Drive" if they A. had a moderate, rather than a high or low, level of self-esteem. B. were of lower intelligence. C. were male. D. had been forewarned that the talk was coming.

D. had been forewarned that the talk was coming.

112. According to the text, students who were instructed to "think a lot" about their attitudes toward vegetarianism were most persuaded by messages formed by A. the peripheral route. B. counterarguments. C. weak arguments. D. strong arguments.

D. strong arguments.

46. When the choice concerns matters of personal value, taste, or way of life, ______________ communicators have the most influence. A. attractive B. similar C. dissimilar D. emotional

B. similar

63. According to the text, health warnings on cigarette ads are effective because they A. have source credibility. B. include graphic labels depicting the hazards of smoking. C. generate a moderate amount of fear. D. have logical appeal.

B. include graphic labels depicting the hazards of smoking.

30. Over time the impact of a message from a non-credible source may _____________, a phenomenon known as the ______________. A. decrease; sleeper effect B. increase; sleeper effect C. decrease; status effect D. increase; status effect

B. increase; sleeper effect

3. According to the text, persuasion in everyday life is A. diabolical. B. inevitable. C. avoidable. D. none of the choices are correct.

B. inevitable.

10. Smart advertisers adapt ads to their consumers' thinking, and the consumers respond with favourable thoughts. This process is referred to as A. the central route to persuasion. B. the peripheral route to persuasion. C. automatic persuasion. D. the heuristic route to persuasion.

B. the peripheral route to persuasion.

78. In an election campaign debate, Kelly makes her statement to the audience first and is immediately followed by her opponent, Stuart. The election is not held until two weeks later. If both messages were persuasive and the debate was the deciding factor, the election results should show the influence of A. the recency effect. B. the primacy effect. C. a two-step flow of communication. D. the credibility-discrepancy effect.

B. the primacy effect.

53. Janis and his colleagues found that if university students were allowed to consume peanuts and Pepsi while reading persuasive messages, they A. felt manipulated and resisted influence. B. were more convinced by the messages. C. were distracted and showed poorer comprehension of the messages. D. viewed the communicator as more attractive but less credible.

B. were more convinced by the messages.

100. Life cycle and generational explanations both attempt to explain A. why the content of messages changes over time. B. why people have different attitudes depending on their age. C. why a particular communicator has a different effect on people of different ages. D. how an emotional appeal builds to a climax in terms of its impact.

B. why people have different attitudes depending on their age.

94. Farquhar and Maccoby tried to reduce frequency of heart diseases among middle-aged adults in three small California cities. After one, two, and three years the high-risk people in Tracy were A. 20% less at risk than before. B. just as much at risk as before. C. 40% less at risk than before. D. 60% less at risk than before.

B. just as much at risk as before.

56. Compared to happy people, unhappy people ruminate more before reacting to a persuasive message and thus are A. more vulnerable to emotional appeals. B. less easily swayed by weak arguments. C. less involved in judging persuasive messages. D. more vulnerable to one-sided messages.

B. less easily swayed by weak arguments.

21. For people who think carefully about issues, persuasion A. depends on the strength or cogency of the arguments. B. depends on their own cognitive responses to the persuasive appeal. C. does not depend much on the expertise of the source of the persuasive appeal. D. all of the choices are correct.

D. all of the choices are correct.

23. Attitude change that has followed the central route is more likely to A. persist. B. resist attack. C. influence behaviour. D. all of the choices are correct.

D. all of the choices are correct.

62. Nazi propaganda was effective because it A. was vivid. B. used emotional, often fear-arousing appeals. C. gave specific instructions on how to deal with the "Jewish threat." D. all of the choices are correct.

D. all of the choices are correct.

15. If an ____________ source makes it more likely that you will pay attention to a message, then the message should have a greater chance of ___________ you. A. unattractive; persuading B. unattractive; confusing C. attractive; confusing D. attractive; persuading

D. attractive; persuading

77. In experiments where people succeed on a guessing task half the time and fail half the time, people perceive those whose successes come early as A. likely to have cheated. B. more able than those whose early experience is failure. C. less attractive than those whose successes come later. D. having lost interest in the task.

B. more able than those whose early experience is failure.

91. According to Grush (1980), those political candidates that spent ___________ in any election usually got the ___________ votes. A. most; least B. most; most C. least; most D. least; least

B. most; most

71. If you are a credible authority and your audience isn't much concerned with your issue, chances are that you A. may be able to persuade them. B. will be unable to persuade them. C. will make them more involved with the issue. D. none of the choices are correct.

A. may be able to persuade them.

54. Well-educated or analytical people are __________ responsive to rational appeals; less-educated or less analytical people are ____________ responsive to rational appeals. A. more; less B. less; more C. all of the choices are correct D. none of the choices are correct

A. more; less

73. If your audience includes those with or those who will be exposed to opposing views, you should _______________ to be persuasive. A. offer a two-sided appeal B. offer a one-sided appeal C. offer yet one more view that has not been considered yet D. none of the choices are correct

A. offer a two-sided appeal

26. Computer ads are most likely to A. employ Hollywood stars to appear in their commercials. B. offer customer information on competitive features and prices. C. use visual images more frequently. D. employ great athletes to appear in their commercials.

B. offer customer information on competitive features and prices.

85. In comparing the actions of 180 different students before and after a "Let's clean up our garbage" poster campaign, Paloutzian found that ___________ more passers-by picked up test litter after the campaign than had done so before the campaign. A. no B. only two C. 25 percent D. 80 percent

B. only two

41. According to research, when a speaker presents an unexpected rather than an expected position, we are more likely to attribute the message to compelling evidence and thus A. not be persuaded by it. B. be persuaded by it. C. respond emotionally to it. D. be unaffected by it.

B. be persuaded by it.

93. Persuasion ___________ as the significance and familiarity of the issue ___________. A. increases; decrease B. decreases; increase C. increases; increase D. decreases; decrease

B. decreases; increase

2. Good persuasion is called ____________; bad persuasion is called _____________. A. the illusion of invulnerability; the availability heuristic B. education; propaganda C. the vivid appeal; emotion-arousing appeal D. propaganda; education

B. education; propaganda

18. Persuasion that occurs when people are influenced by incidental cues, such as a speaker's attractiveness, is referred to as ____________ route persuasion. A. central B. peripheral C. subconscious D. emotional

B. peripheral

20. An automobile manufacturer who produces advertisements associating its cars with a young, attractive family enjoying picnics is most clearly using A. central route persuasion. B. peripheral route persuasion. C. two-step flow of communication. D. social implosion.

B. peripheral route persuasion.

92. According to research, mere repetition of a statement ___________ its fluency and believability. A. increases B. decreases C. does not affect D. affects

A. increases

19. Which of the following is a characteristic of central route persuasion? A. It uses systematic arguments. B. It relies heavily on the communicator's attractiveness. C. It employs rule-of-thumb heuristics to persuade. D. Its effectiveness depends on a two-step flow of communication.

A. It uses systematic arguments.

82. Which of the following statements about the recency effect is true? A. Recency effects are more common than primacy effects. B. It is more likely to occur when a delay occurs before the audience is asked to commit to a choice. C. It probably occurs because early arguments have faded from memory. D. All of the choices are correct.

C. It probably occurs because early arguments have faded from memory.

49. ________________ audiences are more persuaded by _______________. A. Well-educated; rational appeals B. Uninvolved; how much they like the communicator C. Highly involved; reasoned arguments D. All of the choices are correct

D. All of the choices are correct

33. Speaking in a straightforward manner contributes to one's being perceived as more ___________. A. masculine B. attractive C. credible D. consistent

C. credible

99. The idea that attitudes change as people grow older is known as the ___________ explanation of age differences in attitudes. A. life cycle B. generational C. belief differentiation D. psychosocial crisis

A. life cycle

13. Which of the following is a hurdle that must be cleared before a message is likely to persuade? A. Attention B. Peripheral processing C. Central processing D. All of the choices are correct

A. Attention

51. Janice is a lawyer and is listening to two of her colleagues discuss new legislation on dealing with young offenders. Bill is discussing the issues by logically pointing out the facts of the legislation and implications of these changes, whereas Charlene is emotional and recounts details of a case where a young male killed a single mother of four kids. Which of Janice's colleagues is most likely to influence her view on the legislation? A. Bill B. Charlene C. Janice will rely on her own views and ignore her colleagues D. Both of her colleagues will be equally influential

A. Bill

9. A representative from "Mothers Against Drunk Driving" is visiting a high school to give a presentation about the dangers of drinking and driving. What would be her best strategy to persuade the students to avoid driving while drunk? A. Get the students to think deeply and seriously about the issue. B. Give an entertaining presentation, with the real message disguised by an enjoyable format. C. Bring in a glamorous spokesperson to appeal to the students. D. Use simple and familiar language.

A. Get the students to think deeply and seriously about the issue.

36. A local charity is recruiting university students to help canvass to raise money. Of the following individuals, all of whom are equally well known and popular on campus, who should be the most persuasive in raising funds? A. Marcie, well known for her stinginess when it comes to money. B. Jennifer, well known for her outgoing and fun-loving personality. C. Mary, well known for her generosity and compassion. D. Beth, well known for her leadership abilities.

A. Marcie, well known for her stinginess when it comes to money.

39. A citizens' group that favours strict restriction of gun sales is preparing a communication to present to various community groups. If they want their message to seem most credible and sincere, which member of their group should present it? A. Smitty, who owns a local sports store and sells guns B. Betty, an x-ray technician who works at the local hospital C. Jacob, whose son was killed by an accidental gunshot D. Maurice, a psychologist and expert on human aggression

A. Smitty, who owns a local sports store and sells guns

45. When might you be more persuaded to agree with an argument made by your grade 8 school teacher than with an argument made by your best friend? A. When the argument is about the most important school subject B. When the argument is over the outcome of the War of 1812 C. When the argument is about the merits of a professional basketball team D. None of the choices are correct

A. When the argument is about the most important school subject B. When the argument is over the outcome of the War of 1812

69. If you are a credible authority and your audience isn't much concerned with your issue, you ought to A. advocate an extremely discrepant view. B. advocate a moderately discrepant view. C. advocate a slightly discrepant view. D. present a short message.

A. advocate an extremely discrepant view.

88. A simple rule that summarizes the effects of the media's influence on attitude change is that persuasion decreases A. as the significance and familiarity of the issue increases. B. as the complexity of the issue increases. C. as the significance and familiarity of the issue decreases. D. if the issue is trivial.

A. as the significance and familiarity of the issue increases.

4. Petty, Cacioppo, and colleagues theorized that persuasion is likely to occur via two routes: A. central and peripheral. B. persuasion and conformity. C. normative and informative. D. none of the choices are correct.

A. central and peripheral.

7. People who are motivated and able to think through an issue are best persuaded by A. central route processing. B. peripheral route processing. C. heuristic route processing. D. the elaboration likelihood model.

A. central route processing.

12. High effort is to ___________ as low effort is to ___________. A. central; peripheral B. peripheral; central C. heuristics; incidental cues D. persuasion; conformity

A. central; peripheral

84. Persuasion messages get communicated through a ___________ of communication. A. channel B. route C. flow D. process

A. channel

75. Persuasion research has revealed a number of A. complex interaction effects. B. simple main effects. C. findings consistent with "Occam's razor." D. common sense findings that could have easily been predicted.

A. complex interaction effects.

98. Messages are best ___________ and ___________ when they are ___________. A. comprehended; recalled; written B. remembered; recognized; spoken C. comprehended; recalled; spoken D. None of the choices are correct

A. comprehended; recalled; written

66. Aronson, Turner, and Carlsmith found that only a _____________ source elicited considerable opinion change when advocating a position greatly discrepant from the recipient's. A. credible B. physically appealing C. fear-arousing D. personally familiar

A. credible

55. Good feelings ________ persuasion by: ________ and by ________. A. enhance; enhancing positive thinking; linking good feelings with the message B. diminish; diminish positive thinking; linking good feeling with the message C. enhance; diminish positive thinking; not linking good feeling with the message D. None of the choices are correct

A. enhance; enhancing positive thinking; linking good feelings with the message

34. Perceptions of trustworthiness can be increased by A. giving direct eye contact to one's audience. B. telling the audience your intent to persuade. C. arguing in a straightforward way for one's own self-interest. D. arguing for the position the audience expects of you.

A. giving direct eye contact to one's audience.

17. According to Hovland and his colleagues, any factor that helps people clear hurdles in the persuasion process A. increases the likelihood of persuasion. B. decreases the likelihood of persuasion. C. does not have any effect on the likelihood of persuasion. D. sometimes increase and sometimes decrease the likelihood of persuasion.

A. increases the likelihood of persuasion.

70. A highly discrepant message is least likely to be persuasive if the audience A. is deeply involved in the issue. B. is youthful. C. views the communicator as credible. D. is in a happy mood.

A. is deeply involved in the issue.

81. In the recency effect, the information presented __________ has the _________ influence. A. last; most B. first; most C. last; least D. first; least

A. last; most

37. An opposition Member of Parliament argues that the government should be more aggressive in its campaign to get citizens to stop smoking. He will appear more credible and persuasive if he A. represents a riding dependent on tobacco farming. B. is a former employee of the Canadian Cancer Society. C. has once been a lobbyist for the television industry. D. represents a riding where most people believe it is wrong to smoke.

A. represents a riding dependent on tobacco farming.

58. Fear-arousing messages are effective if they A. tell people how to avoid the danger. B. raise a moderate but not high level of fear. C. are presented by similar rather than dissimilar communicators. D. follow the peripheral rather than the central route of persuasion.

A. tell people how to avoid the danger.

79. In an election campaign debate, Joanne makes her statement to the audience during the first week of campaigning. Her opponent Deborah presents her campaign the next week. The election is the next day following Deborah's statement. If both messages were persuasive and the debate was the deciding factor, the election results should show the influence of A. the recency effect. B. the primacy effect. C. a two-step flow of communication. D. the credibility-discrepancy effect.

A. the recency effect.

11. When people are thinking carefully, they rely not just on the strength of persuasive appeals but on _____________ as well. A. their own thoughts in response B. what their friends think C. the attractiveness of the speaker D. the number of arguments

A. their own thoughts in response

5. According to the text, the factor that determines whether we call attempts at persuasion "education" or "propaganda" is whether A. we believe them or not. B. we know the communicator or not. C. the message is rational or emotional in tone. D. the message is one-sided or two-sided.

A. we believe them or not.

16. We know that an attractive source makes you pay more attention to the message and the message is subsequently more persuasive. This fact provides us with a good understanding of ______ persuasion is likely to occur. A. when B. where C. why D. how much

A. when

25. We know if a message offers convincing arguments it will be more persuasive. This "cognitive response" approach helps us understand A. why persuasion occurs more in some situations than in others. B. when persuasion occurs. C. where persuasion occurs. D. how much persuasion occurs.

A. why persuasion occurs more in some situations than in others.

59. What is the effect of a fear-arousing communication? A. Fear renders a communication ineffective. B. Generally, the more frightened people are, the more they respond. C. Evoking a low level of fear is effective, but producing a high level of fear is not. D. Fear appeals are effective with women but boomerang with men.

B. Generally, the more frightened people are, the more they respond.

8. Marlene is a member of her school's debate team and was watching the political debates on TV. She felt that Candidate A had weak arguments about many issues important to her such as educational funding and crime control, and noticed that Candidate B was a handsome man that had a real "honest" look about him. According to the routes to persuasion, which candidate is Marlene most likely to vote for? A. She will vote for Candidate A. B. She will vote for Candidate B. C. She will have no preference for either candidate. D. She won't choose either candidate and refrain from voting.

B. She will vote for Candidate B.

87. In order to get students to be more aware about the spread of germs when people are sick, a school launches an awareness program with posters that say either "Wash Your Hands!" or "Coughs and Sneezes Spread Diseases!" Which poster will be more effective at changing student behaviour? A. The "Wash Your Hands!" poster. B. The "Coughs and Sneezes Spread Diseases" poster. C. Both posters will be equally ineffective. D. Both posters will be equally effective.

B. The "Coughs and Sneezes Spread Diseases" poster.

6. ___________________ occurs when people are influenced by incidental cues. A. The central route to persuasion B. The peripheral route to persuasion C. The fundamental route to persuasion D. None of the choices are correct

B. The peripheral route to persuasion

29. Your physician tells you to get more exercise. The same day, on a late-night infomercial, your brother watches a washed-up celebrity tell the public they need to get more exercise. According to research on the sleeper effect, who is more likely to be thinking about buying a gym membership about a month later? A. You are B. Your brother is C. Neither you nor your brother D. Both you and your brother

B. Your brother is

24. If a message is clear and easy to comprehend but is full of unconvincing arguments, you will A. not be easily able to counter-argue and the message will be more persuasive. B. be easily able to counter-argue and the message will be less persuasive. C. be easily able to counter-argue and the message and will be more persuasive. D. not be easily able to counter-argue and the message will be less persuasive.

B. be easily able to counter-argue and the message will be less persuasive.

68. Which of the following statements best summarizes the effect of a highly discrepant message on an audience that disagrees with it? A. Discrepant messages cause discomfort in the audience, which then discounts all associated arguments B. Discrepancy arouses audience attention and increases analysis and elaboration of the message, so it is accepted. C. Discrepancy and credibility interact, so that the effect of a large or small discrepancy depends on communicator credibility. D. None of the choices are correct.

C. Discrepancy and credibility interact, so that the effect of a large or small discrepancy depends on communicator credibility.

38. Whose argument has the best chance of convincing you to choose Cuba over Mexico for a vacation? A. Mathilde, who was born in Cuba and thinks you should go to Cuba. B. Jeri, who vacations in Cuba every year and thinks you should go to Cuba. C. Nola, who was born in Mexico and thinks you should go to Cuba. D. Zoe, who has vacationed in both Mexico and Cuba, and thinks you should go to Cuba.

C. Nola, who was born in Mexico and thinks you should go to Cuba.

97. The two-step flow of communication A. oversimplifies issues. B. reminds us that media influences penetrate the culture in subtle ways. C. all of the choices are correct. D. none of the choices are correct.

C. all of the choices are correct.

44. Physical appeal and similarity are two important factors that determine a communicator's A. credibility. B. status. C. attractiveness. D. trustworthiness.

C. attractiveness.

67. Communicators with little credibility are most effective in changing the opinions of other people when they advocate positions that A. arouse the emotions of the audience. B. arouse intense dissonance in the audience. C. differ only moderately from the positions of the audience. D. differ markedly from the positions of the audience.

C. differ only moderately from the positions of the audience.

28. Two primary components of credibility are A. confidence and attractiveness. B. confidence and trustworthiness. C. expertise and trustworthiness. D. expertise and similarity.

C. expertise and trustworthiness.

76. In the primacy effect, information presented _________ usually has the ________ influence. A. last; most B. first; least C. first; most D. none of the choices are correct

C. first; most

40. In a study by Miller and colleagues, people who listened to tape-recorded messages on topics like "the dangers of drinking coffee" rated fast speakers as being _____ than slow speakers. A. less objective B. less intelligent C. more believable D. more manipulative

C. more believable

89. Persuasion studies demonstrate that the major influence on important beliefs and attitudes appears to be A. television. B. print media like newspapers and magazines. C. our contact with people. D. major social institutions and the values they foster.

C. our contact with people.

95. Several research studies have compared the persuasive influence of mass media versus face-to-face appeals, and found that people exposed to _________________ tended to experience the greatest changes in attitude and behaviour. A. mass media B. information brochures C. personal contacts D. any of these choices.

C. personal contacts

74. A group of concerned students who drive to school each day came to a meeting about the possibility of more parking restrictions on campus. As a representative of the university administration in favour of the restrictions, you ought to A. present only strong arguments in favour of the new restrictions. B. present the most extreme version of the plan to restrict parking. C. present both sides of the issue. D. present an emotional appeal.

C. present both sides of the issue.

83. When two messages are followed back to back, followed by a time gap, a _____________ effect usually occurs. A. primary B. recency C. primacy D. delayed

C. primacy

27. Compared to the central route, the peripheral route to persuasion is more likely to lead to A. behaviour change. B. more resistant attitudes. C. superficial attitude change. D. persistent attitude change.

C. superficial attitude change.

72. A message presenting only one side of an issue will be more effective than a two-sided communication if A. the issue is of great personal significance to the audience and tends to elicit strong emotion. B. the communicator has only moderate credibility or attractiveness. C. the audience tends to agree with the advocated position and will not hear the opposing side. D. the audience is well-informed and is already aware of the opposing arguments.

C. the audience tends to agree with the advocated position and will not hear the opposing side.

35. John doesn't care at all about the legalization of marijuana, but in class he listened to a speech in favour of it. All else being equal, John is most likely to be persuaded if A. the message contains short, cogent arguments. B. the message contains information about the benefits of marijuana use that he can think about and evaluate. C. the message is delivered by a fast talker. D. none of the choices are correct.

C. the message is delivered by a fast talker.

80. Using transcripts from an actual civil trial, Miller and Campbell found that when arguments by both the plaintiff and defence were presented together, opinions of mock jurors reflected the ____________. When the testimony of the plaintiff and defence were presented a week apart, mock jurors were more likely to form their opinions according to the ______________. A. the recency effect; the primacy effect B. the two-sided approach; the one-sided approach C. the primacy effect; the recency effect D. the one-sided approach; the two-sided approach

C. the primacy effect; the recency effect

64. People who disagree with conclusions drawn by a newscaster rate the newscaster as being more A. biased. B. inaccurate. C. untrustworthy. D. all of the choices are correct

D. all of the choices are correct

14. According to the text, which of the following is one of the hurdles a persuasive message must clear in order to change attitudes and behavioural intentions? A. Is the message comprehended? B. Is the message believed? C. Is the message remembered? D. All of the choices are correct.

D. All of the choices are correct.

57. Fear-arousing messages have proven potent in convincing people to A. cut down on smoking. B. brush their teeth more often. C. drive carefully. D. all of the choices are correct

D. all of the choices are correct

31. Why might a Canadian male hockey fan respond differently to a message about hockey depending on whether the message comes from a female sportswriter or from Don Cherry? A. Don Cherry is more attractive to the hockey fan than the female sportswriter. B. Don Cherry is more trustworthy to the hockey fan than the female sportswriter. C. Don Cherry is more similar to the hockey fan than the female sportswriter. D. All of the choices are correct.

D. All of the choices are correct.

52. Jim is not completely confident in the strength of the persuasiveness of his arguments. To increase his degree of influence, Jim ought to A. provide refreshments for his audience. B. play pleasant background music as the audience gathers. C. tell a few really good jokes at the beginning of his speech. D. All of the choices are correct.

D. All of the choices are correct.

90. During the last referendum on Quebec sovereignty, the federal government spent millions of dollars on an advertising campaign to persuade Quebecers to vote in favour of unity. Which of the following statements most accurately describes the probable effect of this campaign? A. Repetition of the unity message made it more believable to voters. B. Using simple clichés in the unity message persuaded voters to support unity. C. Whichever side spent more in a referendum on sovereignty got the most votes. D. People were not easily persuaded by advertising on a major issue such as a referendum.

D. People were not easily persuaded by advertising on a major issue such as a referendum.

65. Which of the following is true? A. Messages should always be extremely discrepant from the views of the audience. B. Messages should never be extremely discrepant from the views of the audience. C. The effect of discrepancy depends on the channel of communication. D. The effect of discrepancy depends on communicator credibility.

D. The effect of discrepancy depends on communicator credibility.

48. People who are similar to ourselves will be more influential than those who are dissimilar to us in persuading us about all of the following questions except: A. Which soft drink tastes best? B. Is being honest more important than being loving? C. Who would make the best Prime Minister? D. Which Canadian city gets the most annual rainfall?

D. Which Canadian city gets the most annual rainfall?

60. You have been asked to design an advertising campaign urging people to use protection when engaging in sexual activity. To be most effective, your message should arouse A. no fear. B. a moderate level of fear. C. a low level of fear. D. a high level of fear.

D. a high level of fear.

42. The best persuader on matters of subjective experience is A. someone who minds his/her self-interest. B. a male persuader. C. a female persuader. D. a similar communicator.

D. a similar communicator.

43. A similar communicator would be most effective in changing beliefs about the A. health benefits of eating fruits and vegetables. B. dangers of marijuana use. C. dangers of driving without wearing seat belts. D. advantages of living in a small town versus the country or a large city.

D. advantages of living in a small town versus the country or a large city.

47. When it comes to matters of objective reality or fact, we are most influenced by A. attractive others. B. similar others. C. trustworthy others. D. dissimilar others.

D. dissimilar others.

50. Which is more influential: reason or emotion? Persuasion research has revealed that the best answer to this question is A. reason is more influential. B. emotion is more influential. C. both reason and emotion together in a message are necessary to produce persuasion. D. it depends on the audience.

D. it depends on the audience.

86. For minor issues, the impact of a persuasive appeal is likely to increase with A. novelty. B. complexity. C. emotional intensity. D. repetition.

D. repetition.

1. According to the text, persuasion efforts to change Canadian's attitudes toward _____ have been successful. A. seat belts wearing B. teenage pregnancies C. war D. smoking

D. smoking

32. You will be perceived as more credible if you A. speak with a higher pitch. B. speak with great emotion. C. speak slowly, carefully articulating each phrase. D. speak confidently, without hesitating.

D. speak confidently, without hesitating.

96. Media influence often occurs through opinion leaders, who in turn influence others. This is an example of A. persuasion. B. conformity. C. foot-in-the door technique. D. two-step flow of communication.

D. two-step flow of communication.