Chapter 8
Samantha wants to persuade her roommate Jane to allow her to get a pet dog. According to re-search on mood and persuasion, when should Samantha approach Jane if she wants to find her roommate to be most likely to be persuaded?
Both a and b are correct.
Recall that Newcomb examined whether students' political attitudes would change or stay the same as they progressed through four years at Bennington College. Which of the following results emerged from his investigation?
Despite growing up in predominantly Republican families, students in their fourth year were much more likely to prefer a Democratic or radical left-wing presidential candidate.
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.
____________ exemplifies a "message characteristic", whereas ____________ exemplifies a "source characteristic".
The content of a speech; the credibility of a communicator
____________ attitudes alert us to rewarding or costly situations.
Utilitarian
Bill views himself as a Democrat. He is watching a television broadcast of a debate between two congressmen. One of them is a Republican, and the other is a Democrat. His roommate starts to vacuum the apartment. Bill asks his roommate to shut off the vacuum only when the Democrat is speaking. This scenario illustrates ____________ in action.
an attentional bias
The central route to persuasion involves _____.
careful consideration of the ideas contained by a message
According to the textbook, ____________ are generally more susceptible to persuasive messages than ____________.
children; the elderly.
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 _____.
emotional appeals
Recall that Ziva Kunda conducted research on selective evaluation and resistance to persuasion. She asked male and female participants to read a newspaper article about how caffeine consumption by females is associated with increased risk of fibrocystic disease. Kunda's results showed that
high-caffeine-using females were most critical of the article.
If you want to ____________, you should rely on "attitude inoculation".
increase your resistance to attitude change
When people make public statements regarding their attitudes, they are _____________ to resist later counterattitudinal messages.
more likely
Joanna does not think carefully and deliberately about what a politician says during a debate. In-stead, she attends to the politician's beautiful smile and boyish good looks. Thus, Joanna is taking the ____________ route to persuasion.
peripheral
Stacie listened to a radio commercial for toothpaste. She found the soothing voice of the announcer appealing, so she bought the toothpaste he advocated. This illustrates the research finding that when people primarily attend to aspects of a message that are tangential to the substance of the message, they are taking the ______________________ route to persuasion.
peripheral
Efforts to change our attitudes by using different kinds of messages are known as _____.
persuasion
Sebastian is high in "need of cognition". This means he likes to
think deeply about issues.
Which of the following is NOT a function of attitudes?
thought polarization
Research on the hostile media phenomenon has shown that
we all tend to believe that the media are biased against our particular causes.
Nancy is trying to decide which car to buy. According to Petty and Cacioppo's elaboration likelihood model of persuasion, Nancy will be more likely to process information on the cars she researches through the central route
when she has the motivation and ability to do so.