Social Psych CH 7

Which method of persuasion is the MOST effective? -The central route of persuasion is the most effective. -The peripheral route of persuasion is the most effective. -Both the central route and the peripheral route can be effective means of persuasion. -Neither the central route nor the peripheral route has been proven to be an effective means of persuasion.

-Both the central route and the peripheral route can be effective means of persuasion.

You've been tasked with getting people to volunteer for an upcoming campus event. The event will be held on a weekend and will involve working about 20 hours across 2 days. Using the consistency principle, what could you do to get other students to volunteer for this event? -Give each person who volunteers a t-shirt. -Tell them that 10 other people have already agreed to volunteer. -Get them to agree to wear a sticker announcing the event, then ask them to volunteer at the event. -Tell them that the university president has told them they must show up and work the event.

-Get them to agree to wear a sticker announcing the event, then ask them to volunteer at the event.

Identify a true statement about resisting persuasion. -An assertion is the beginning of belief. -To understand an assertion is to believe it, at least temporarily. -Believing an assertion can lead to perceptual errors. -Belief in an assertion is a consequence of thorough research.

-To understand an assertion is to believe it, at least temporarily.

Friedman and Fraser (1966) found in their series of experiments that which of the following was true? -When asked a large favor, people are very willing to comply. -When first asked for a small favor then a large favor, people are more willing to comply. -When given a free drink, people are willing to comply. -When told that there is only a limited amount of time to decide, people are more willing to comply.

-When first asked for a small favor then a large favor, people are more willing to comply.

Peripheral processes -are not central to the merits of a case. -are central to the merits of a case. -are essential for long-lasting change. -All of these answers are correct.

-are not central to the merits of a case.

People follow the peripheral route to persuasion when they -feel motivated. -are uninvolved. -are interested in analyzing if arguments are compelling. -respond to arguments with favorable thoughts.

-are uninvolved.

Exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available is known as -attitude inoculation. -psychological reactance. -central route persuasion. -the boomerang effect.

-attitude inoculation.

Sally is interested in purchasing a DVD player and is overwhelmed by different DVD player models available at a local electronics store. She decides to consult a magazine devoted to reviewing home electronics. After reading a number of articles stating the pros and cons of each model, she decides on a DVD player. Sally has been persuaded to purchase this particular DVD player because of the ________ route to persuasion. -central -partial -peripheral -logical

-central

Company A describes its cars' reliability, mileage, and durability. Company B's ads show people having a good time driving around in their cars. A's ads focus on ________-route processing, whereas B's ads focus on ________-route processing. -central; peripheral -internal; external -stable; unstable -cognitive; emotional

-central; peripheral

The continuum has both ______ processes and ______ processes. -central; noncentral -central; peripheral -merits; peripheral -merits; noncentral

-central; peripheral

The way a message is delivered is what social psychologists refer to as the ________ of communication. -route -channel -style -method

-channel

The motivation to think and analyze is referred to as a need for -sublimation. -inoculation. -contemplation. -cognition.

-cognition.

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

-creating a "germ-free ideological environment."

Imagine you need some help moving in a few weeks. Based on the foot in the door phenomenon, which of the following approaches is most likely to get you help from a friend? -take your friend to dinner after they help you move to repay them -give your friend some of your books and personal items before you move -get your friend to drive you to the store today before asking them to help you move -tell your friend that their parents told them they have to help you

-get your friend to drive you to the store today before asking them to help you move

The best advice for persuasion is to -use logic, regardless of the audience or the message. -avoid making a big request before asking a small favor. -go first or last for best results. -avoid associating a message with good feelings.

-go first or last for best results.

Macy prefers classes conducted by professors who are visually appealing and entertaining rather than by professors who are knowledgeable and effective communicators. Macy probably has a(n) ________ need for cognition. -low -slightly above average -average -high

-low

Unlike the central route to persuasion, the peripheral route to persuasion is ________. -conscious -reflective -more explicit -more implicit

-more implicit

When Asch (1946) presented students with a description of someone as "intelligent, industrious, impulsive, critical, stubborn, and envious," they rated the person ________ than if the opposite order of adjectives was presented. -less attractive -more positively -less positively -more attractive

-more positively

In the context of persuasion, the "Mothers' Code for Advertisers" urges that there should be -maximum advertising in schools. -no targeting individuals between the ages of 18 and 20. -no product placements in movies targeting adolescents. -ample product placements in programs for children.

-no product placements in movies targeting adolescents.

Central route processing ________ explicit attitudes. -often swiftly changes -often has no effect on -often slowly changes -never changes

-often swiftly changes

We are more likely to be persuaded by the ________ route to persuasion when we are distracted or busy. -logical -central -factual -peripheral

-peripheral

If a message's purpose and content elicit bad judgments, we call it -education. -channeled. -prejudiced. -propaganda.

-propaganda.

Alicia has a fairly weak case to present to her supervisor. In order to be more persuasive, she should -arouse a small amount of fear. -argue in favor of her self-interest. -keep her gaze fixed on his eyes. -put him in a good mood.

-put him in a good mood.

One of the principles of persuasion covered in the video involves people wanting more of things they can only have less of. Which principle is this? -reciprocity -scarcity -authority -consistency

-scarcity

The liking principle, from the video, says we prefer to say "yes" to people whom we like. What factors contribute to our liking of someone? -similarity, giving compliments, and cooperating -reciprocity, confidence, and conservatism -happiness, self-esteem, and consensus -scarcity, being helpful, and giving food

-similarity, giving compliments, and cooperating

Which type of persuasion relies more on emotion or cues outside the message to influence? -the cognitive route -the extreme route -the peripheral route -the central route

-the peripheral route

Billboards and television commercials often use -the indirect route to persuasion. -the central route to persuasion. -the peripheral route to persuasion. -the direct route to persuasion.

-the peripheral route to persuasion

Randy is sitting at home watching TV. He just had dinner, but a commercial for a frozen dessert appears on his television. In the commercial, a happy family is eating the dessert. Randy, who had not been hungry moments before, suddenly decides to take his son out to get ice cream. Randy's decision has likely been influenced by -the central route to persuasion. -the peripheral route to persuasion. -Both of these answers are correct. -Neither of these answers are correct.

-the peripheral route to persuasion.

An 11-year-old wishes to attend a sleepover party at his friend's house. However, he is skeptical about his parents' permission. In order to convince his parents, the child first informs them about his good performance in the science quiz and then immediately seeks their permission to attend the party. The next day, his parents respond positively. In the context of persuasion, this scenario illustrates -the self-serving bias. -the misinformation effect. -the primacy effect. -the consistency bias.

-the primacy effect.

Rachid, a psychology lecturer, discusses the positive aspects of mercy killing with his students. After a week, he discusses the negative aspects of mercy killing with the same group of students and asks for their opinions immediately. The students who initially seemed to support mercy killing vote against it. In the context of persuasion, this scenario illustrates -the primacy effect. -the recency effect. -the foot-in-the door phenomenon. -the door-in-the-face technique.

-the recency effect.

Which request comes first with the foot in the door phenomenon? -the small request -the medium request -the large request -no requests are made

-the small request

In the video, what did Friedman and Fraser (1966) ask participants, as the large request, in their first experiment? -to put a billboard in the yard -to put a sign in the window -to permit someone to catalog their cabinets -to list the soaps and cleaning products they used

-to permit someone to catalog their cabinets

While the central route to persuasion ______, the peripheral route ______. -appeals to the audience's ability to reason; uses facts to present the message -uses facts to present the message; appeals to the audience's emotions -plays on the audience's emotions; works best when the audience is interested and motivated -plays on the audience's emotions; uses facts to present the message

-uses facts to present the message; appeals to the audience's emotions

Carmelo has asked his advisor to write a letter of recommendation for him. By doing this, Carmelo hopes to persuade the hiring committee to choose him for the new director position. Which principle of persuasion is Carmelo using, by getting his advisor to recommend him for the job? -consensus -liking -consistency -authority

authority

Which of the following processes is essential for long-lasting change? peripheral route central route Both of these answers are correct. Neither of these answers are correct.

central route

There are ______ routes to persuasion. two three four five

two