CH.7 (3315)
13. People follow the peripheral route to persuasion when they ________. A. are uninvolved B. feel motivated C. are interested in analyzing if arguments are compelling D. respond to arguments with favorable thoughts
A
20. In the context of the elements of persuasion explored by social psychologists, the "who" aspect of a message refers to ________. A. the communicator B. the context C. the message itself D. the audience
A
14. According to Jones et al. (2009), Petty and Briñol (2008), and Walther et al. (2011), peripheral route processing ________. A. slowly builds implicit attitudes through repeated associations between an attitude and an emotion B. occurs when people remain immune to incidental cues, such as a speaker's perceived trustworthiness C. promptly occurs when interested people focus on arguments D. takes place when motivated people think about an issue
A
11. Suzy is interested in purchasing a DVD player and is overwhelmed by different models available at a local electronics store. She decides to purchase a shiny, metallic model as it is the best-looking one in the store. Suzy has been persuaded to purchase this particular DVD player because of the ________ route to persuasion. A. peripheral B. central C. logical D. factual
A
12. We are more likely to be persuaded by the ________ route to persuasion when we are distracted or busy. A. peripheral B. central C. logical D. factual
A
25. A message about brushing one's teeth conveyed by a dentist is more persuading than the same message from a student who has done a project on dental hygiene. This reflects the credibility of the communicator through: A. perceived expertise. B. perceived attractiveness. C. speaking style. D. body language.
A
26. According to Moore and Swift (2011) and Pentland (2010), whether pitching a business plan or giving advice, a(n) ________ is often more convincing. A. charismatic person who speaks fluently B. power-oriented authoritative person C. overconfident person who occasionally stumbles D. person who says "you know" or "uh" frequently
A
28. Leah, a counsellor, conducts a session on alcoholism for the employees of a multinational corporation. She intends to discuss the ill-effects of alcohol consumption on one's physical and mental health. In order to appear credible and persuade her audience, Leah should ________. A. speak confidently and fluently B. make direct eye contact with her audience C. use "you know" and "uh" frequently when speaking D. convince her audience that she is trying to persuade them
A
31. The delayed persuasion that takes place after people forget the source or its connection with a message is known as ________. A. the sleeper effect B. the primacy effect C. the recency effect D. the context effect
A
32. While watching TV, Yara and her friend Sophie see an advertisement of a new shampoo. While Yara tells Sophie that she intends to buy the product, Sophie, who is a dermatologist, warns her that the shampoo has harsh chemicals that could be harmful to the scalp and hair. After hearing this, Yara decides not to buy the shampoo. Over the next few months, the advertisement is often played on TV. Yara forgets Sophie's warning and buys the shampoo. This is an example of ________. A. the sleeper effect B. the inoculation effect C. the neutral effect D. the curvilinear effect
A
41. The Harry Potter series was not expected to be a best seller. It was kids talking to other kids that made it so. This shows the effect of ________ on persuasion. A. personal influence B. media influence C. educational influence D. expert influence
A
44. According to Cacioppo et al. (1983, 1996) and Hovland et al. (1949), who is the most responsive to rational appeals? A. well-educated and analytical people B. well-educated and nonanalytical people C. less educated and analytical people D. less educated and nonanalytical people
A
5. In the context of persuasion, the factor that generally determines if we call attempts at persuasion education or propaganda is whether: A. we believe them. B. we know the communicator. C. the message is emotional in tone. D. the message is one-sided.
A
50. In your marketing class, your assignment is to create an advertisement that will encourage people to buy condom X over condom Y. Given your knowledge of persuasion, which strategy would be most effective? A. an ad that reads "AIDS kills" followed by a suggestion that condom X prevents it B. an ad that reads "AIDS kills," along with a suggestion that condom Y does not prevent it C. an ad with the catchphrase "Use condom X to prevent AIDS" D. an ad that suggests condom Y does not prevent AIDS
A
55. Bill is a car salesman. He is trying to sell a moderately expensive car to a client. In order to use the door-in-the-face technique effectively, Bill must ________. A. quote a high price first and reduce it later B. make an initial offer and increase the price later C. use a one-sided argument to convince the client D. quote one price and stick to it
A
58. When Werner and colleagues (2002) placed signs on a campus with a two-sided message that not only stated the importance of recycling but also acknowledged the inconvenience of it, recycling: A. increased to 80%. B. increased to 25%. C. decreased by 40%. D. decreased by 90%.
A
6. Which of the following must take place before a message is likely to persuade? A. attention to the message B. peripheral processing C. central processing D. education rather than propaganda
A
61. During a job interview, Juan is first asked by her interviewer to speak about her strengths and positive qualities. Soon after, she is asked to mention her negative traits. The interviewer meets other candidates, but he reverses the order of his questions. Finally, he considers offering the job to Juan as he remembers her positive traits better than others'. In the context of persuasion, the scenario exemplifies ________. A. the primacy effect B. the lowball technique C. the sleeper effect D. the door-in-the-face technique
A
64. The ________ effect refers to how information that is presented last sometimes has the most influence. A. recency B. primacy C. channel D. final
A
68. Forgetting creates the recency effect when: A. enough time separates two messages. B. there is little time between two messages. C. two messages are back to back. D. there are two opposing messages.
A
74. Chaiken and Eagly (1976) reasoned that if a message is difficult to comprehend, persuasion should be greatest when the message is: A. written. B. spoken. C. nonverbal. D. videotaped.
A
77. People tend to have different social and political attitudes depending on their age because older people largely hold onto the attitudes they adopted when they were young. This refers to the ________ explanation for how age plays a role in persuasion. A. generational B. life cycle C. cognitive D. social proof
A
78. A crucial aspect of the central route to persuasion is ________. A. the responses a message evokes in a person's mind B. the message conveyed to the audience present C. its implicitness D. its automatic nature
A
80. Darla wants to persuade her parents to pay for a study trip abroad. She will have a difficult time succeeding if: A. her parents are forewarned of her intention to convince them. B. she asks the trip coordinator to convince them. C. her parents are not particularly analytical. D. her parents have a moderate level of self-esteem.
A
83. People who are quick to respond to such peripheral cues as a communicator's attractiveness are those with a(n) ________ need for cognition. A. low B. average C. high D. slightly above average
A
84. 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. A. low B. average C. high D. slightly above average
A
9. The ________ route to persuasion occurs when people are influenced by incidental cues, such as a speaker's attractiveness. A. peripheral B. central C. logical D. factual
A
90. According to Cacioppo et al. (1996), who among the following has a high need for cognition? A. Sarah prefers using her mental resources when making a purchase decision. B. Tobias likes to conserve his mental resources when he comes across commercials. C. Chiara responds positively to advertisements when attractive people feature in them. D. Liam lacks analytical skills and is easily drawn toward pleasant surroundings.
A
94. In the context of persuasion, the "Mothers' Code for Advertisers" urges that there should be ________. A. no product placements in movies targeting adolescents B. no targeting individuals between the ages of 18 and 20 C. maximum advertising in schools D. ample product placements in programs for children
A
1. ________ is the process by which a message induces change in beliefs, attitudes, or behaviors. A. Compliance B. Persuasion C. Inoculation D. Perseverance
B
16. Central route processing ________ explicit attitudes. A. often has no effect on B. often swiftly changes C. often slowly changes D. never changes
B
17. The central route to persuasion occurs when ________. A. people are influenced by incidental cues B. people are interested and respond to arguments with favorable thoughts C. people are drawn to a speaker's attractiveness D. people are drawn to hints that trigger automatic acceptance without much thinking
B
29. In the context of the elements of persuasion, trustworthiness is high if ________. A. a communicator does not allow anyone else to convey his or her expertise B. the audience believes a communicator is not trying to persuade them C. a communicator speaks haltingly D. the audience consists of elderly people
B
35. When people deferred to credible experts, Cialdini (2008) called this the ________ principle of persuasion. A. liking B. authority C. social proof D. reciprocity
B
38. Robert Cialdini (2008) illustrated six principles that underlie human relationships and human influence in his book Influence: Science and Practice. In this context, when people feel obliged to repay in kind what they have received, it is known as the ________. A. principle of authority B. principle of reciprocity C. principle of social proof D. principle of scarcity
B
39. We tend to like people who are like us. This exemplifies which characteristic of attractiveness? A. proximity B. similarity C. consistency D. physical appeal
B
42. Bailenson and Yee's (2005) research with virtual social reality found a "person" whose expressions and movements echoed the participant was: A. not liked but was persuasive. B. liked and was persuasive. C. not liked and was not persuasive. D. liked but was not persuasive.
B
46. Alicia has a fairly weak case to present to her supervisor. In order to be more persuasive, she should: A. arouse a small amount of fear. B. put him in a good mood. C. keep her gaze fixed on his eyes. D. argue in favor of her self-interest.
B
47. What is the effect of fear-arousing communications? A. Fear renders a communication ineffective. B. Generally, the more frightened people feel, the more they respond. C. Evoking a low level of fear is effective, unlike producing a high level of fear. D. Fear appeals have an effect on women rather than men.
B
48. In the context of persuasion, the tendency for people who have first agreed to a small request to comply later with a larger request is known as ________. A. the primacy effect B. the foot-in-the-door phenomenon C. the door-in-the-face technique D. the recency effect
B
53. Myra wants to ask her husband to buy her a diamond necklace. Which of the following strategies used by Myra reflects the lowball technique? A. Myra lets her husband know how much she loves him and tells him that if he loved her as much, he would gift her anything she wants. B. Myra gets her husband to agree to buy her a diamond ring, and at the jewelry store, she informs him that she wants a diamond necklace. C. Myra cooks a tasty dinner for her husband, and she shows him a picture of the necklace she likes. D. Myra takes her husband out to dinner and asks if he would gift her a diamond necklace.
B
54. An electronic store advertises that customers can buy a specific cell phone for half its original price. When customers are drawn by the offer and enter the store, they get to know that the offer is valid only if they make a purchase of $200 or above. The store's manager notices that those customers who are merely interested in purchasing cell phones end up buying other products as well. In the context of persuasion, this scenario illustrates ________. A. the illusory truth effect B. the lowball technique C. rosy retrospection D. belief perseverance
B
56. Carl, a 13-year-old, is overweight and is not motivated to lose weight. In order to persuade him to lose weight, Carl's parents first ask him to go for walks twice a day for an hour each. He flatly refuses. Alternatively, they ask him to play basketball once a day to which he readily agrees. In the context of psychology, this scenario illustrates ________. A. the lowball technique B. the door-in-the-face technique C. the primacy effect D. the recency effect
B
57. Werner and her colleagues (2002) conducted a study on aluminum-can recycling at the University of Utah and found that the most effective message was a: A. one-sided one. B. two-sided one. C. discrepant one. D. clear and unambiguous one.
B
60. In the context of the elements of persuasion, other things being equal, information presented first usually has the most influence. This is known as ________. A. the recency effect B. the primacy effect C. the foot-in-the-door phenomenon D. the door-in-the-face technique
B
63. The ________ effect refers to how information that is presented first usually has the most influence. A. recency B. primacy C. channel D. initial
B
65. 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. A. less positively B. more positively C. less attractive D. more attractive
B
66. When Asch (1946) presented students with a description of someone as "intelligent, industrious, impulsive, critical, stubborn, and envious," they rated the person more positively than if the opposite order of adjectives was presented. This demonstrates the ________ effect. A. recency B. primacy C. channel D. sleeper
B
67. When two messages are back to back, followed by a time gap, the ________ effect usually occurs. A. recency B. primacy C. channel D. sleeper
B
7. The ________ route to persuasion occurs when interested people focus on arguments. A. peripheral B. central C. logical D. partial
B
76. People tend to have different social and political attitudes depending on their age because attitudes change as people grow older. This refers to the ________ explanation for how age plays a role in persuasion. A. situational B. life cycle C. cognitive D. social proof
B
8. 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. A. peripheral B. central C. logical D. partial
B
81. Nora, a single mom, needs to ask her parents for money. To minimize the probability that they will object to her request, she should: A. warn them ahead of her need. B. have her distracting little toddler with her when she makes her request. C. present a written request. D. ask them over telephone.
B
85. Research has concluded that stimulating thinking makes strong messages ________ persuasive than earlier and (because of counterarguing) weak messages ________ persuasive than earlier. A. less; more B. more; less C. moderately more; more D. partially less; extremely more
B
92. Identify a true statement about resisting persuasion. A. Belief in an assertion is a consequence of thorough research. B. To understand an assertion is to believe it, at least temporarily. C. An assertion is the beginning of belief. D. Believing an assertion can lead to perceptual errors.
B
95. Exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available is known as: A. central route persuasion. B. attitude inoculation. C. psychological reactance. D. the boomerang effect.
B
96. Inoculation research suggests that children: A. are not persuaded by television advertising. B. fail to grasp the persuasive intent of commercials. C. use the central route to persuasion. D. are skeptical of television advertising.
B
98. In the context of persuasion, a way in which attitude inoculation can occur is by ________. A. keeping one's own opinions to oneself B. considering counterarguments C. ignoring reasons why a persuasive message is wrong D. refraining from making a public commitment to one's own position
B
10. Brianna watches a new ice-cream commercial on television. The commercial features an attractive supermodel who claims that the ice-cream is specially manufactured for health-conscious people. When Brianna goes to purchase ice cream the next time, without giving further thought, she buys the ice-cream endorsed by the attractive model in the ice-cream commercial. In the context of persuasion, this scenario exemplifies: A. belief perseverance. B. rosy retrospection. C. the peripheral route to persuasion. D. the central route to persuasion.
C
100. Which factor decreases the persuasiveness of the source of a message? A. appearing to be credible B. speaking confidently C. speaking slowly and carefully D. arguing against one's own self-interest
C
18. Individuals who are typically regarded as thinking people may be inclined to use the peripheral route to persuasion if: A. the speaker is young and vibrant. B. the speaker seems to have ulterior motives. C. the speaker has apparently good motives. D. they are paid to do so.
C
22. If people remember a message better than the reason for discounting it, the impact of a noncredible person may ________ over time. A. fade B. stay the same C. correspondingly increase D. decrease
C
69. The way a message is delivered is what social psychologists refer to as the ________ of communication. A. style B. route C. channel D. method
C
23. A delayed impact of a message that occurs when an initially discounted message becomes effective is known as ________. A. a paradox B. short-term memory C. the sleeper effect D. longevity
C
24. ________ occurs when we remember a message but forget the reason for discounting it. A. Delayed reaction B. Short-term memory C. The sleeper effect D. Attitude inoculation
C
33. Natalia has been using the skin care products of a popular brand since her adolescence. However, she reads in a health magazine that the products of this brand cause skin cancer. She ignores the article as a mere propaganda against the brand. Nonetheless, the next time she goes to the market to purchase sunscreen lotion, she opts for a new brand. In the context of persuasion, this scenario exemplifies ________. A. the modality effect B. the fading affect bias C. the sleeper effect D. the lowball technique
C
36. When people allowed the example of others to validate how to think, feel, and act, Cialdini (2008) called this the ________ principle of persuasion. A. liking B. authority C. social proof D. scarcity
C
4. In the context of persuasion, education is more ________ than propaganda, whereas propaganda is more ________ than education. A. coercive; factual B. important; useful C. factual; coercive D. useful; important
C
43. When a choice concerns matters of personal value or taste, ________ communicators have a high influence. A. dissimilar B. expert C. attractive D. energetic
C
51. Eric, a novice salesman, works for a pharmaceutical company. He is heading out on a sales trip. Which of the following should he follow to succeed in his sales effort? A. He should offer one-sided messages. B. He should use logic regardless of the audience and the message. C. He should ask a small favor before making a big request. D. He should go in the middle for best results.
C
52. In the context of the channels of communication, which of the following is true? A. Experience-based attitudes are less stable than attitudes formed passively. B. The more familiar people are with an issue, the more persuadable they are. C. Mere repetition of a statement serves to increase its fluency. D. People tend to forget both the original story and the retraction.
C
59. Maxine, a physics lecturer, assigns her students a five-page-long assignment on the theory of relativity that needs to be submitted in two days. Only 40% of the class completes the assignment within the specified time. Noticing the delay in submission, Maxine tries to convince her students in a different way. She tells them that though the assignment involves extensive research and is difficult to complete within a short time, it is important as the scores obtained will be added to their physics theory scores. The next day, almost 70% of the class turns up with their assignments. In the context of persuasion, this scenario illustrates: A. the primacy effect. B. belief perseverance. C. a two-sided appeal. D. cognitive dissonance.
C
62. 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 ________. A. the door-in-the-face technique B. the foot-in-the door phenomenon C. the recency effect D. the primacy effect
C
70. Studies comparing different media find that the more ________ a medium, the more persuasive its message. A. positive B. negative C. lifelike D. intense
C
71. Researchers found that difficult messages are most persuasive when ________, and easy messages are most persuasive when ________. A. audiotaped; videotaped B. spoken; written C. written; videotaped D. given slowly; given quickly
C
82. The motivation to think and analyze is referred to as a need for: A. contemplation. B. inoculation. C. cognition. D. sublimation.
C
86. In the context of a need for cognition, the best instructors: A. present information as simply as possible. B. use fear-provoking tests to encourage study. C. get their students to think actively. D. are attractive and engaging.
C
91. Whether a one- or two-sided message is more persuasive depends on all of the following EXCEPT: A. whether the audience already agrees with the message. B. whether the audience is unaware of opposing arguments. C. whether the audience thinks information is being shared in an appropriate way. D. whether the audience is unlikely later to consider the opposition.
C
15. Lately, you have noticed that your favorite athlete endorses the cereal you consume, appears on highway billboards for sports beverages, and appears on television commercials for running shoes. What type of marketing strategy is being used to persuade you to purchase these products? A. intelligent B. savvy C. the central route to persuasion D. the peripheral route to persuasion
D
19. Unlike the central route to persuasion, the peripheral route to persuasion is ________. A. more explicit B. conscious C. reflective D. more implicit
D
2. People are likely to take the central route to persuasion when they ________. A. are distracted or just plain busy B. overlook arguments C. feel demotivated D. are able to think about an issue
D
21. A communicator is said to be ________ when he or she is perceived as both an expert and trustworthy. A. skilled B. guileless C. honorable D. credible
D
27. In the context of the elements of persuasion, a communicator is considered credible if ________. A. he or she is able to convince people that he or she is trying to persuade them B. he or she uses "you know" or "uh" when speaking or stumbles over his or her words C. he or she speaks slowly and haltingly D. he or she is seen as knowledgeable on a topic
D
3. Xavier is interested in purchasing a bike. He consults various online automobile magazines to analyze the features of the latest bikes available in the market. Finally, he selects a bike that meets his requirements. In the context of persuasion, this scenario illustrates ________. A. the door-in-the-face technique B. the foot-in-the-door phenomenon C. the peripheral route to persuasion D. the central route to persuasion
D
30. An audience is more likely to perceive a speaker as credible when the speaker: A. avoids eye contact. B. talks slowly. C. avoids being straightforward. D. argues against his or her self-interest.
D
34. Juan, a professional motivational speaker, intends to discuss the impact of negative thoughts on one's productivity and performance with management students. She also plans to share self-motivation tips with the students. In the context of the elements of persuasion, she can ensure that the students trust her if ________. A. she makes direct eye contact with the students B. she convinces them that she is trying to persuade them C. she uses "you know" and "uh" often when speaking D. she asks someone else to convey her expertise
D
37. When people tended to honor their public commitments, Cialdini (2008) called this the ________ principle of persuasion. A. liking B. authority C. social proof D. consistency
D
40. Arguments, especially emotional ones, are often highly influential when they come from beautiful people. This exemplifies which characteristic of attractiveness? A. liking B. similarity C. consistency D. physical appeal
D
45. In the context of the elements of persuasion, one thing that does not improve persuasion is ________. A. an expert and trustworthy communicator B. fluent speech by a confident-seeming person C. the belief of an audience that the communicator is not trying to persuade them D. direct eye contact between a communicator and his or her audience
D
49. Rodrigo needs his sister Alisa to help him make a model of human heart for the upcoming science exhibition in his school. However, he is not sure if she will oblige. So, he initially urges Alisa to accompany him to the arts and crafts supply store to buy materials for the model. A day later, when she appears interested in the project, Rodrigo asks Alisa if she would help him complete the model. Alisa readily agrees to this proposal. In the context of persuasion, this scenario exemplifies ________. A. the misinformation effect B. the recency effect C. the primacy effect D. the foot-in-the-door phenomenon
D
72. The process by which media influence often occurs through opinion leaders, who in turn influence others, is referred to as: A. the sleeper effect. B. an indirect channel of communication. C. the opinion leader effect. D. a two-step flow of communication.
D
73. Which of the following illustrates media influence through a two-step flow of communication? A. A teenager buys a video game that she has seen being advertised both on television and in her favorite magazine. B. A domestic car manufacturer sponsors a television program based on the defectiveness of imports. C. A candidate for political office answers questions from the members of a studio audience on live television. D. A man buys a new laundry detergent after having it recommended by a friend who had read that it was both effective and environmentally safe in a consumer magazine.
D
75. Which statement is NOT true about the best way to deal with media information? A. The more lifelike a medium, the more persuasive a message. B. Messages are best comprehended and recalled when written. C. When a message is difficult to comprehend, it is best written. D. Messages are best comprehended and recalled when spoken.
D
79. A tactic for getting people to agree to something that is based on the fact that people who agree to an initial request will often still comply when the requester ups the ante is known as ________. A. the less-is-better effect B. the overjustification effect C. the door-in-the-face technique D. the lowball technique
D
87. According to Cacioppo et al. (1996), people with a high need for cognition ________. A. are fond of conserving their mental resources B. are nonanalytical by nature C. prefer the peripheral route to persuasion D. enjoy thinking carefully
D
88. According to Cacioppo et al. (1996), who among the following is an individual with a low need for cognition? A. Felix, a manager, overlooks a speaker's personality when analyzing arguments and formulating responses. B. Anastasiya, an employee, prefers utilizing her mental resources before making a purchase decision. C. Martina, a homemaker, is analytical by nature and enjoys thinking carefully about issues. D. Lukas, a teenager, responds quickly to such cues as the pleasantness of the surroundings.
D
89. Credible communicators mostly succeed in persuading. These are people who do all of the following EXCEPT: A. speak unhesitatingly. B. look listeners in their eye. C. appear trustworthy. D. argue for their self-interest.
D
93. Which of the following helps in building resistance to persuasion? A. the sleeper effect B. the foot-in-the-door phenomenon C. the recency effect D. attitude inoculation
D
97. Research on attitude inoculation suggests that religious educators should avoid: A. the two-step flow of communication. B. forewarning their followers that outsiders will question their beliefs. C. using charismatic leaders to attract new converts. D. creating a "germ-free ideological environment."
D
99. 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. A. cognitive; emotional B. internal; external C. stable; unstable D. central; peripheral
D
