PERSUASION 3383 - MIDTERM

heuristic processing

Buying a television based on its brand name, or purchasing a product based on a celebrity endorsement are examples of

Which of the following statements about buzz marketing is most accurate?

Buzz marketing relies on word-of-mouth recommendations

You have just eaten dinner at a very chic, expensive restaurant. Which theory predicts that the more you paid for the meal, the more you will convince yourself the meal was delicious?

Cognitive Dissonance Theory

When considering the situation, which of the following is true?

Correct A persuader must adapt his/her message to the listener's frame of reference.

Although you don't know him well, you know that your neighbor, Roy, belongs to the Tea Party and is an NRA member. Decals on his car bumper say so. So you suspect he will not be happy to learn that a same sex couple bought the house next to him. You are

Correct inferring attitudes from associations

Which of the following is not appropriate advice for enhancing credibility?

Engage in a powerless style of communication

Which of the following situations would tend to cause the most psychological inconsistency?

Fifi likes cats, Fifi's boyfriend is Tad, Tad dislikes cats.

_______________ are more easily influenced by reference groups than ________________.

High self monitors, low self monitors

Which strategy below is most advisable for increasing one's credibility?

Identify a source's qualifications prior to presenting information from that source.

Based on the studies reviewed in the text, which of the following is true about intelligence and persuasion?

Less intelligent people are generally easier to persuade.

What type of attitude scale is depicted below?

Likert

Which of the following must occur for the door in the face tactic to work?

The same person must make the first and second requests.

A problem with many physiological measures of attitude, such as GSR, EMG, and ERP is that they

are bidirectional indicators, and may signal positive or negative reactions

People with a high preference for consistency, compared to people with a low preference for consistency:

are more susceptible to the effects of cognitive dissonance.

Biff has just seen an ad in the paper for a new Nissan pickup truck for $15,000. He hurries to his local dealership but is disappointed to learn that the truck is already been sold. "Don't worry," the salesman tells him, "I can make you a terrific deal on a similar truck for only a few dollars more per month." Which of the following tactics is the salesman using?

bait and switch

Finding additional reasons for a bad decision, or providing rationalizations for a risky decision, involve

bolstering

Gretchen is a public speaker who recognizes differences in perspectives among her audiences. She attempts to cater her messages to her listeners and, consequently is more successful at persuading. According to persuasion researchers, Gretchen can be considered

cognitively complex

Yancy evaluates others solely by whether they are of the same religion as he. According to persuasion researchers, Yancy can be considered to be

cognitively simple

Which of the following has not been offered as an explanation for why the door in the face strategy is so effective?

commitment

Gordon wants his wife to spend two weeks fishing with him in Hawaii, even though his wife hates fishing. To get her to agree, he first asks if she will go hunting (something she also hates doing) with him for six months in Alaska. When she rejects the Alaska offer, he says, "Well, then how about a two-week fishing trip to Hawaii?" Gordon's strategy is based on which of the following tactics?

door in face

The perceptual contrast effect has been used to explain why the _________________ persuasion tactic is so effective.

door in face

According to the text, Colombians' influence attempts center around the concept of confianza, or

having trust or closeness in a relationship

Who would probably be most persuaded by an advertisement promising viewers that using a product would make them popular?

high-self monitors

A discounting cue prompts receivers to

ignore or underestimate a message based on its source

According to Gass & Seiter, companies use ________________ to enhance their credibility.

image restoration

One way to help ensure a persuasive message will have a lasting effect on receivers is to:

increase their involvement in the issue

Quincy wants to speak to his professor about his last paper. He intends to challenge the professor about his grade. Shortly into the conversation, Quincy realizes he misunderstood the assignment. Rather than challenge the grade, he decides to ask for a chance to rewrite the paper. This best reflects the notion that

people's goals may change during a persuasive encounter

If something is forbidden, it becomes all the more desirable. This tendency, also known as "reverse psychology," is called:

psychological reactance

A preacher reminds his congregation that even though forgiving a sinner may not be easy, it is the Christian thing to do. This is an example of

reinforcing existing attitudes and beliefs

The issue of mindfulness is a concern when relying on self-reports because

respondents do not know their own minds

Dave asks Jan if she likes imported cars. "Gee, I must," Jan answers. "My last three cars were made in Japan." That Jan inferred her attitude about cars from her past behavior is consistent with which of the following?

self perception theory

Counterattitudinal advocacy suggests that after having a person create and present a message that is at odds with her/his existing attitudes, she/he is more likely to

shift her/his attitudes in the direction of the position advocated

Sentiment tracking is most closely associated with

social media

According to Gladwell's concept of Tipping Points, a product or idea can't take off unless it has inherent appeal. This is known as...

stickiness

Which statement best characterizes the relationship between attitudes and behavior?

stronger attitudes are better predictor of behavior

One reason why many companies have begun to rely on fictional spokespersons is that

they wont become embroiled in a scandal

Whether a source possesses credibility is determined primarily by

the receiver

Which of the following best reflects the view of persuasion offered in the text?

People actually aren't all that gullible or easy to persuade

Which of the following statements best reflects the view of persuasion offered by Gass & Seiter?

Persuasion is an essential, desirable feature of human interaction

Buzz marketing has become a pervasive persuasion strategy because

consumers rely on word of mouth in their social circles

All of the following are reasons why advertisers and marketers are relying increasingly on segmentation to target consumers except

consumers tend to have similar tastes and values because of globalization.

All of the following are true about credibility except

credibility if fixed and unchanging

The fact that a source's credibility can change throughout a speech, a campaign, or even over a greater period of time reveals that

credibility is dynamic

While visiting a friend's house, a delinquent teen takes several valuable baseball trading cards from a collection belonging to the friend's father. The teen tells himself, "I'm not stealing them, I'm just borrowing them for a while." The teen is engaging in

differentiation

While snooping around at a local yard sale, you inquire about the price of an Elvis puppet. "That Elvis puppet," the homeowner says, "Costs 4 dollars. That's only 400 pennies. What a deal!"

disrupt then reframe

A defining feature of attitudes is that they are

evaluative

An ad on a cable TV channel states, "We use only genuine, certified psychics!" This claim illustrates the importance of which dimension

expertise

Marla tries to smooth problems between members of her team so that no one will appear foolish. This is an example of

facework

Andy asked Marsha if he could borrow her laptop. She agreed. Then Andy asked her if she wouldn't mind if he borrowed her car. Andy was engaging in which compliance-gaining strategy?

foot in door

Common greetings (e.g., "How are you today?") serve as the first step in which of the following sequential persuasion tactics?

foot in mouth

The unintended receiver effect illustrates one problem with relying on ____________ to define persuasion

intentionality

Babbs is trying to persuade her three friends, James, Peter, and Jacob, to change political parties. While James has always believed that he is inferior to other people, Peter has a healthy self-esteem. Jacob's self-esteem is somewhere in between, neither strong nor weak. According to what we know about self-esteem and persuasion, who should Babbs have the easiest time persuading?

jacob

Borderline persuasion refers to

less traditional or obvious forms of influence.

Kiyoko is known by her friends as the fashion expert. She is always ahead of the curve on fashion trends. According to Malcolm Gladwell, Kiyoko would be termed a

maven

According to the "Tipping Point" theory, people who have lots of expertise and know-how are known as:

mavens

In the terms used in the Elaboration Likelihood Model, a person low in the need for cognition is more likely to be persuaded via the _________ route to persuasion.

peripheral

A boutique clothing store offers shoppers a glass of wine or a cup of coffee when they enter the store. This strategy is known as

pregiving

Hiroshi acts nice to potential customers in order to get them to buy his wares. This is an example of which sequential persuasion tactic?

pregiving

The "norm of reciprocity" has been used to explain the effectiveness of which of the following sequential persuasion tactics?

pregiving

Which of the following best describes segmentation analysis?

tailoring a message to a specific sub-group or niche audience based on their unique characteristics

Fatima is an opera singer. She is well known and popular among older folks. She has just been chosen as the celebrity endorser for a brand of menthol cough drops. Her selection is based upon

the match-up hypothesis

According to the Theory of Reasoned Action, the single best predictor of a person's behavior is

the person's intention(s) regarding the behavior

The idea that persuasion requires free choice or free will focuses on

the receiver

A/An ______ is stable across situations and a/an ________ varies across situations.

trait, state

Advertisements which display the "As Seen On TV" logo, or ads in the phone directory which display the Christian " Ichthys" symbol, are attempting to bolster which credibility dimension?

trustworthiness