Persuasion Midterm quiz questions

a city wants dog owners to pick up, bag, and dispose of their pet's poop while taking them on walks, which of the signs below is most likely to get a dog owners to comply?

"please clean up after your pooch!"

males tend to be more persuasive than females, partly because

audience stereotypes regarding appropriate behavior provide males with more choices when choosing influence strategies

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

bolstering

you see to unsavory-looking characters standing near an ATM machine and decide to go elsewhere to make a cash withdrawal. their threatening appearance best represents

borderline persuasion

whether a particular brand is considered cool, nerdy, elegant, sexy, or fun refers to

brand personality

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 beed offered as an explanation for why the door in the face strategy is so effective?

commitment

while snooping around at a local yard sale, you inquire about the price of an Elvis Puppet. "that elvis puupet costs 4 dollars, thats only 400 pennies, what a deal!'" what sequential request tactic is this?

disrupt then reframe

common greetings (how are you today?) serve as the first step in which sequential persuasion tactics?

foot in the mouth

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

the idea of commitments "growing legs" means

people tend to remain committed to a decision, even if circumstances change

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

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

people who often provide suggestions to their circle of friends such as, "you should try it" "you have to see this movie" and "you need to buy it, its the best thing yet" are termed

salespersons

persuaders who target particular "niche" groups, such as soccer moms, nascar dads, affluent gays, or hispanic teens are using

segmentation

researchers have found that before buying a new car, consumers tend to look at ads for all makes and models of cars. however, once having purchased a car, consumers tend to read only ads for the kind of car they purchased. this tendency best illustrates the phenomenon knows as

selective exposure

during a job interview, jack is asked, "have you ever laughed at a sexist joke?" jack is sure he has, on occasion, but he answers, "not that i can recall. certainly not in the workplace" jack is exhibiting

social desirability bias

which theory or model states that messages that fall within a listener's latitude of acceptance will be assimilated and perceived as closer to the listener's position than the message actually is ?

social judgement theory

according to gladwell's concept of tipping points, a product or idea can not 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

which of the following MUST OCCUR for the door in the face tactic to work>?

the same person must make the first and the second requests

the situation in which a message presented by a high credibility source becomes less persuasive over time, while a message from a low credibility source become more persuasive over time, is called

the sleeper effect

you advise a friend to enroll in prof. windplenty's class because "he's an easy A" a stranger in the registration line overhears you and decides to sign up for the same professor. this is an example of

the unintended receiver effect

kevin wants to try to persuade bubbles to do something but is not sure its possible because bubbles is so authoritarian. based on the text, which type of influence tactic would work best on bubbles?

threaten bubbles by telling him something bad will happen if he does not comply

Petty and Cacioppo's ELM postulates that there are two routes to persuasion:

a central route, and a peripheral route

because carl is very sensitive to how people perceive him, he pays close attention to other's behavior and is careful to act appropriately in a given situation. carl can be described as

a high self monitor

when considering the situation, which of the following is true? - a persuader must consider audience member's traits first and foremost -a persuader must adapt their message to the listener's frame of reference -a persuader should aim their message at the audience's latitude of rejection -a persuader should consider each listener a "blank slate" on which to write their message

a persuader must adapt their message to the listeners frame of reference

according to gass & seiter, persuasion is best thought of as

a science and an art

mindy signed up for a local lifeguard class that required two full days of training at a cost of $150. unfortunately, she got sick and could not complete the scond day of training., the fee was non-refundable and the class was only offered once every six months. instead of giving up, mindy signed up for another weekend long workshop offered 25 miles away at a cost of $300. mindy's actions best illustrate that

commitments can "grow legs"

all of the following are true about credibility except a) credibility is fixed and unchanging b) credibility is a perceptual phenomenon c) credibility is multi dimensional

credibility is fixed and unchanging

timm gunn may know a lot about fashion, but he knows nothing about how to operate a submarine. this best illustrates the fact that:

credibility is situational or contextual

persuasion research often produces "counter-intuitive" findings, e.g, results that are contrary to what common sense would dictate. such findings highlight the _________ function performed by the study persuasion

debunking

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 "im not stealing them, im just borrowing them for a while" the teen is engaging in

differentiation

a defining feature of attitudes is that they are

evaluative

In general, which primary dimension of credibility is thought to have the greatest impact on a persuasive message?

expertise

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

facework

what can decrease children's vulnerability to being persuaded by television ads?

family interaction that focuses on looking at ads critically

which of the following statements best characterizes persuasion, as opposed ti propaganda?

it operates most effectively in the interpersonal arena

when seeking donations for her school fundraiser, jan told each person "please contribute to our school fundraiser. every penny will help!" which compliance-gaining strategy is she using?

legitimizing paltry contributions

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

less intelligent people are generally easier to persuade

on the first day of school, professor wilson gave every student a pencil and a bookmark. the students immediately favored him over other professors, which explanation for his pregiving strategy is the most appropriate?

liking explanation

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

serge is thinking about buying a new stereo. when the salesperson, Naomi, tells him that his favorite stero is on sale for $2,000, he agrees to make the purchase. but then, as she starts to ring up the sale, she claims to have made a mistake. "I confused that stereo with another one" she claims. "the stereo you want is actually $2,250." if serge agrees to purchase the stereo for $2,250, he will have succumbed to which of the following tactics

lowballing

kioyoko is known by her friends as the fashion expert. she is always ahead of the curve on fashion trends. according to malcolm gladwell, kioyoko would be termed a

maven

over time, the characteristics of a celebrity become associated with the brands the celebrity endorses. thus dwayne johnson's physical strength might "rub off" on a product, such as a chevy pickup. this phenomenon is known as

meaning transfer perspective

celebrity endorsers

negative publicity for an endorser can also tarnish the sponsor's image

finn was asked to speak to college students about his own experience in the university's study abroad program, his monotone voice and unenthusiastic delivery style, however caused listeners to tune out. finn's loss of credibility can be attributed to

not matching his level of dynamism to the demands of the situation

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

the _________ explains why the door in the face tactic is effective

perceptual contrast effort

in the terms used in the ELM, a person low on the need for cognition is more likely to be persuaded via the ____ route to persuasion

peripheral

based on the ELM, credibility generally functions as a ____________ in persuasion

peripheral cue

Gass & Seiter's view of persuasion

persuasion is an essential, desirable feature of human interaction

cognitive dissonance is known as a

post-decision theory

which of the following groups of receivers would tend to rely less on credibility as a peripheral cue and more on content or substance of a message?

students at a college where a tuition hike was being considered

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

which of the following statements about sequential strategies is most accurate

two doors in the face is better than one

collectivistic cultures tend to

use persuasive strategies that appropriate to the context

linda gets very angry with her spouse for not taking care of their children on weekends when she wants to go out with friends. during arguments, she will call him names and threaten to leave him if he does not change his ways. this is an example of

verbal aggressiveness

word of mouth (WOM) based on social networks is also known as

viral marketing