PS 261 Quiz 5 Chapter 6

People who are high in intelligence and/or self-esteem tend to be _____ vulnerable to persuasion when compared to people low in intelligence and/or self-esteem. a. more b. equally c. somewhat less d. less

a or b ?

Public opinion pollsters, in trying to assess attitudes about particular subjects, have become aware that attitude responses seem to be affected by all of the factors below except a. the length of the questionnaire. b. the wording of the question. c. the order of the questions. d. the context in which the question appears.

a. the length of the questionnaire

Research indicates that subliminal influence a. usually occurs in the short term for simple judgments. b. never occurs. c. is more likely among people high in the need for cognition. d. can persuade people to take action even when they were previously unmotivated to do so.

a. usually occurs in the short term for simple judgements

Which of the following is not an explanation for why people in a positive mood are more susceptible to persuasion? a. A positive emotional state is distracting, making evaluation of arguments difficult. b. A positive mood makes people more thoughtful, so they are more likely to engage in central processing. c. A good mood makes you feel that all is well, and you don't work as hard to evaluate arguments. d. Happy people want to preserve that mood, so they don't want to ruin it with critical evaluation of information.

b. A positive mood makes people more thoughtful, so they are more likely to engage in central processing.

Which of the following situations should prompt the least decisional dissonance? a. Though he would rather be playing football with his friends, Wyatt decides to start his 20-page philosophy paper rather than his 25-page history paper. b. Audrey doesn't like cats much, so she decides that her new pet will be a dog. c. Tevin would like to spend his vacation in both Italy and Greece, but can only afford to travel to one place, so he decides to go to Greece. d. Elmer likes both duck and rabbit, but he decides to order the rabbit for dinner.

b. Audrey doesn't like cats much, so she decides that her new pet will be a dog

Which of the following theories suggests that intentions to perform a behavior are best predicted by attitudes toward the behavior, subjective norms, and perceived behavioral control? a. Self-perception theory b. Theory of planned behavior c. Self-affirmation theory d. Cognitive dissonance theory

b. Theory of planned behavior

Persuasive communication is the outcome of three possible factors. Which of these is not one of those factors? a. Audience b. Context c. Message d. Source

b. context

Wells and Petty (1980) videotaped students as they listened to a speech. The results of this study indicated that a. students' self-reported attitudes did not agree with their observed attitudes. b. students signaled their attitudes by nodding or shaking their heads. c. horizontal head movements indicate agreement, whereas vertical head movements indicate disagreement. d. students revealed the intensity, but not the direction, of their attitudes through their body language.

b. students signaled their attitudes by nodding or shaking their heads

Which of the following source characteristics best explains why a company might recruit a supermodel to endorse its products? a. Similarity b. Credibility c. Likeability d. Trustworthiness

c. Likeability

Which of the following concerning the impact of body movements on persuasion is true? a. Stretching the arms outward makes people less likely to engage in central route processing than does flexing the arms inward. b. Stimuli associated with stretching the arms outward are rated more positively than those associated with flexing the arms inward. c. People who nod their heads up and down express greater agreement with a persuasive message than those who nod their heads side to side. d. Nodding the head side to side makes people more likely to engage in central route processing than does nodding the head up and down.

c. People who nod their heads up and down express greater agreement with a persuasive message than those who nod their heads side to side.

A sleeper effect occurs when a. distraction interferes with the ability to pay attention to a persuasive message. b. people fall asleep during exposure to a persuasive message. c. a persuasive message from a non-credible source becomes more persuasive over time. d. persuasion occurs in response to subliminal stimuli.

c. a persuasive message from a non-credible source becomes more persuasive over time

A negative reaction to the feeling that one's freedom is being threatened is called a. cognitive dissonance. b. the inoculation hypothesis. c. psychological reactance. d. forewarning.

c. psychological reactance

Josue listened to a speech on the radio advocating the increased use of automobiles that are not reliant on fossil fuels. One would expect the sleeper effect to be greatest if Josue found out about the background of the speaker _____ the speech and was asked about his views about the issue _____. a. before; that same day b. after; that same day c. before; a few weeks later d. after; a few weeks later

d. after; a few weeks later

The process by which we form an attitude toward a neutral stimulus because of its association with a positive or negative person, place, or thing is called a. persuasion. b. insufficient justification. c. psychological reactance. d. evaluative conditioning.

d. evaluative conditioning

High self-monitors respond more to _____ advertising. a. fact-based b. information-oriented c. subliminal d. image-oriented

d. image-oriented

A social psychology graduate student who works long hours for little pay becomes increasingly convinced that she loves social psychology. This student's attitude toward her chosen field of study is most likely the result of a. insufficient deterrence. b. self-affirmation. c. psychological reactance. d. insufficient justification.

d. insufficient justification

The more products a celebrity endorses, the a. more likeable she becomes in the eyes of consumers. b. less likely an audience member is to use to peripheral route to persuasion. c. more competent she becomes in the eyes of consumers. d. less trustworthy she becomes in the eyes of consumers.

d. less trustworthy she becomes in the eyes of consumers

Jaycie is extremely judgmental. She has strong opinions about politics, social issues, and moral concerns. Jaycie is high in the a. need for cognition. b. evaluative conditioning. c. cognitive dissonance. d. need for evaluation.

d. need for evaluation

The idea that we infer our own attitudes by coolly observing ourselves and the circumstances of our behavior is most consistent with a. elaboration-likelihood theory. b. cognitive dissonance theory. c. planned behavior theory. d. self-perception theory.

d. self-perception theory

According to research by Tormala and Petty (2002), an attitude can be ____ by a persuasive message or argument ____ it. a. weakened; for b. strengthened; for c. weakened; against d. strengthened; against

d. strengthened; against