Quiz 1-3 (Midterm)

bolster the individual's perceived behavioral control over his/her eating habits

According to the Theory of Planned Behavior, an effective approach when attempting to persuade a person to engage in healthy eating would be to

foot in the mouth

Acknowledging that one is in a good mood predisposes a person to be more agreeable

consumers tend to have similar tastes and values because of globalization

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. it is difficult to reach most consumers via prime-time TV ads. niche groups such as teens or gays have considerable purchasing power. "one size fits all" strategies are no longer effective.

credibility is fixed and unchanging

All of the following are true about credibility except credibility is a perceptual phenomenon credibility is situational or contextual credibility is fixed and unchanging credibility is multidimensional

inferring attitudes from associations

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

the person does so on his/her own volition

An individual tends to experience more cognitive dissonance when engaging in behavior that is contrary to his/her beliefs if

foot in the door

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?

peripheral cue

Based on the Elaboration Likelihood Model, credibility generally functions as a ________________ in persuasion.

less intelligent people are generally easier to persuade

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

a high self-monitor

Because Cari is very sensitive to how people perceive her, she pays close attention to others' behavior and is careful to act appropriately in a given situation. Cari can best be described as

impression management theory

Bessie looks up to her older sister, Mallory, as a role model. One day, Bessie sees Mallory smoking a cigarette. Mallory is embarrassed and engages in facework to restore her face in Bessie's eyes. Which concept best illustrates her attempt to manage her self-image?

heuristic cues

Central processing involves all of the following except 1. heuristic cues 2. cognitive elaboration 3. greater motivation 4. ability to process information

foot in the mouth

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

lowball tactic

Credit card companies that offer a low, introductory "teaser" rate, and then up the interest rate dramatically a few months later, are guilty of using which strategy below?

social desirability bias

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

the match-up hypothesis

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

cognitively complex

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

peripheral

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.

threaten Bubbles by telling him that something bad will happen if he doesn't comply

Kevin wants to try to persuade Bubbles to do something but is not sure it's possible because Bubbles is so authoritarian. Based on what you know from the text, which type of influence tactic would work best on Bubbles?

maven

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

verbal aggressiveness

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 doesn't change his ways. This is an example of

peoples' goals may change during a persuasive encounter

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

selective exposure

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 known as

lowballing

Serge is thinking about buying a new stereo. When the salesperson, Naomi, tells him that his favorite stereo 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?

pregiving

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

credibility is dynamic

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

the receiver

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

door in the face

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

the sleeper effect

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 becomes more persuasive over time, is called

self-perception theory

The theory that when our attitudes and feelings are uncertain or ambiguous, we infer these states by observing our behavior and the situation in which it occurs

pure persuasion

all the ingredients for what most people would consider to be persuasion are present. Obvious, clear cut cases of persuasion. A TV commercial, and attorney's closing remarks to a jury, a pop-up ad on the internet

post-decision theory

cognitive dissonance is known as a

discounting cue

in the sleeper effect, the source and the message must be disassociated by using a _______________.

third-person effect

people see themselves as less susceptible to advertising and others as more susceptible.

commitments "growing legs"

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

source-receiver similarity

refers to the degree to which the message source and each recipient are alike with respect to certain attributes

counterattitudinal advocacy

stating an opinion or attitude that runs counter to one's private belief or attitude. to essentially have one side give the arguments of their opposition, thereby inducing the parties to consider the other perspectives. It is a way to change minds. By making the argument for the other side, they must articulate the other side's perspective.

halo effect

the tendency for an impression created in one area to influence opinion in another area.

pregiving

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

evaluative

A defining feature of attitudes is that they are

are bidirectional indicators, and may signal positive or negative reactions

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

image restoration

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

stickiness

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

the central route

According to the Elaboration Likelihood Model, a person with high involvement in an issue would tend to be persuaded by

regular exercising will make you healthy and help you feel so good

Lucy, a doctor, is trying to get one of her dangerously obese patients to exercise more. According to Reinforcement Expectancy Theory, which of the following messages would be best for Lucy to use? "If you don't start exercising NOW, I predict you have less than a year to live." "You have two choices, exercise or diet, and dieting is no fun at all." "Regular exercising will make you healthy and help you feel so good." "If death isn't motivation enough to lose weight, I don't know what is."

commitments can "grow legs"

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 second 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

liking explanation

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?

they won't become embroiled in a scandal

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

meaning transfer perspective

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:

salespersons

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, it is the best thing yet!" are termed

debunking

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 of persuasion.

a central and peripheral route

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

a persuader must adapt his/her message to the listener's frame of reference

When considering the situation, which of the following is true? A persuader must consider audience members' traits first and foremost. A persuader must adapt his/her message to the listener's frame of reference. A persuader should aim her/his message at the audience's latitude of rejection. A persuader should consider each listener a "blank slate" on which to write her/his message.

legitimizing paltry contributions

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 Jan using?

goodwill

Which credibility dimension is synonymous with perceived caring, that is, taking a genuine interest in the listener?

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

Which of the following best reflects the view of persuasion offered in the text? 1. People actually aren't all that gullible or easy to persuade 2. There is a sucker born every minute 3. Anyone can be persuaded if you know the right button to push 4. Persuaders know far more about persuading than researchers do about how persuasion works

commitment

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

engage in a powerless style of communication

Which of the following is not appropriate advice for enhancing credibility? Cite your own or your source's qualifications and expertise up front Attempt to build trust by demonstrating that you are sincere Improve your likeability, or L-factor Engage in a powerless style of communication

the same person must make the first and second requests

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

Zack dislikes guns, Zack dislikes Morton, Morton owns a number of guns.

Which of the following situations would tend to be the most psychologically comfortable? 1. Trudy dislikes tattoos, Trudy's boyfriend is Chet, Chet has several tattoos. 2. Kramer likes karate, Kramer's girlfriend is Nina, Nina dislikes karate. 3. Zack dislikes guns, Zack dislikes Morton, Morton owns a number of guns. 4. Hiram likes Chihuahuas, Hiram dislikes his neighbor, his neighbor owns a Chihuahua.

making friends everywhere

Which of the following slogans would be best suited for a collectivistic culture? "Making friends everywhere" "A leader among leaders" "What you want is what counts" "You are the best"

buzz marketing relies on word-of-mouth recommendations

Which of the following statements about buzz marketing is most accurate? 1. Buzz marketing relies heavily on TV and print media 2. Buzz marketing depends upon the selling power of celebrity endorsers 3. Buzz marketing relies on word-of-mouth recommendations 4. Buzz marketing is aimed at young, urban consumers

the term "propaganda" has a negative connotation, and is usually used in a pejorative sense

Which of the following statements about propaganda is most accurate? 1. Propaganda is a feature of totalitarian regimes, rather than democratic societies 2. The government uses propaganda frequently, but the private sector rarely does so 3. The term "propaganda" has a negative connotation, and is usually used in a pejorative sense 4. Propaganda tends to be political in nature, rather than religious or commercial

Two doors in the face is better than one.

Which of the following statements about sequential strategies is most accurate?

Compared to youthful and elderly people, middle-aged people are less persuadable.

Which of the following statements best summarizes the life-stage hypothesis? Compared to youthful and elderly people, middle-aged people are less persuadable. Children are more susceptible to persuasion than are adults. Elderly people are more rigid in their beliefs and are therefore more difficult to persuade. As people grow older, they become more dogmatic.

While it can be created in a laboratory setting, it would be extremely difficult to reproduce in real life.

Which of the following statements regarding an absolute sleeper effect is most accurate? While it can be created in a laboratory setting, it would be extremely difficult to reproduce in real life. While it is difficult to reproduce in a laboratory setting, it happens all the time in real life. It happens frequently in the real world, and has been successfully duplicated in laboratory settings as well. Though theoretically possible, it hasn't been successfully duplicated in either laboratory settings or the real world.

stronger attitudes are better predictor of behavior

Which statement best characterizes the relationship between attitudes and behavior?

psychological reactance

aka "reverse psychology." Backlash: a perceived threat to one' freedom produces a defensive reaction. Forbidden fruit: Outlawing something may make it even more attractive. Examples: a pushy salesperson may drive customers away; when restrictions are placed on firearms, firearm sales increase dramatically before the ban takes effect, a parent who criticizes a daughter's boyfriend may drive the daughter into the boyfriend's arms.

viral marketing

Word-of-mouth marketing (WOM) based on social networks is also known as

cognitively simple

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

cognitive dissonance thoery

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?

high self monitors, low self monitors

_______________ are more easily influenced by reference groups than ________________.

disrupt then reframe

a diversionary tactic. a quirky statement disrupts cognitive processing. "my soccer team's candy is $5. that's only 500 pennies" the disruption inhibits counterarguing.

theory of reasoned action

developed by Fishbein & Ajzen in the 1970s. A "rational" model of persuasion. It presumes people are rational decision makers, it presumes people make use of available information. Behavioral intentions are the best predictor of actual behavior.

borderline persuasion

less clear-cut cases of influence, a derelict's appearance, social modeling of behavior, persuasive attempts that backfire.