Deck 8: Persuasion, Attitudes, and Behavior

Question 1

John is a registered voter,but he is not very motivated to vote and does not have a lot of time to think about the candidates' messages.John is MOST likely following the _____ route to persuasion.

A)central
B)peripheral
C)source
D)cognitive

Answer 1

peripheral

Question 2

When people follow the central route to persuasion,their attitudes are influenced primarily by:

A)the characteristics of the communicator.
B)the desirability of the source.
C)the strength of the argument.
D)decision-making heuristics.

Answer 2

the strength of the argument.

Question 3

Which of the following does NOT relate to the sleeper effect?

A)People learn about the credibility of the source after they hear the arguments.
B)People can remember the message without remembering the source of that message.
C)Source credibility has a diminishing effect on attitudes over time.
D)The first pieces of information that the listener hears have the greatest impact.

Answer 3

The first pieces of information that the listener hears have the greatest impact.

Question 4

Jasna is watching television when a commercial for a new pain reliever comes on.Since Jasna has been having backaches,she is motivated to pay close attention to the commercial.Jasna is more likely to use the _____ route to persuasion.

A)heuristic
B)peripheral
C)central
D)relevant

Question 5

Which of the following sources would offer the MOST source credibility on national crime statistics?

A)a close friend,who reads a lot of newspapers
B)a neighbor,who likes to watch police dramas on television
C)a researcher,who studies national trends in different types of criminal activity
D)a criminal

Question 6

When Lisa was looking to buy a car,she paid careful attention to information regarding gas mileage,safety record,and resale value.She wanted her vehicle purchase to be based on compelling evidence.Lisa's approach to buying a car best illustrates:

A)the peripheral route of persuasion.
B)an attitude.
C)source credibility.
D)the central route of persuasion.

Question 7

Georgiana is overwhelmed by the number of political candidates running for state senator.She sits down with information about each candidate and lists their positions on the issues that are important to her.After she thoroughly reads up on each candidate,she makes her selection.Georgiana is using the _____ route to persuasion.

A)central
B)peripheral
C)logical
D)heuristic

Question 8

Which of the following is NOT an example of a peripheral cue that might influence people?

A)the length of the persuasive argument
B)the strength of the persuasive argument
C)the attractiveness of the speaker
D)the speed at which the speaker presents the arguments

Question 9

All of the following are true about the elaboration likelihood model EXCEPT which statement?

A)The route depends heavily on the motivation of the listener.
B)Individuals using the central route tend to have more positive attitudes.
C)The central route is influenced primarily by the strength of the argument.
D)Heuristics play a role in the peripheral route to persuasion.

Question 10

Tanisha is listening carefully to a persuasive message and thinking about the arguments.She is using the:

A)peripheral route to persuasion.
B)central route to persuasion.
C)primacy effect.
D)recency effect.

Question 11

According to the elaboration likelihood model,the key factors that influence the route of persuasion that people follow are _____ and _____.

A)the individual's motivation;the ability to think deeply about the message
B)the individual's motivation;the argument
C)the type of persuasion cue;the source
D)the ability to think deeply about the message;the argument

Question 12

The theory of persuasion that proposes that persuasion occurs via two different routes is called the:

A)elaboration likelihood model.
B)metacognitive model.
C)theory of planned behavior.
D)balance theory.

Question 13

All of the following represent a high level of source credibility EXCEPT which source of medical information?

A)a medical journal reporting the results of a recent clinical trial
B)your primary care physician
C)a medical blog written by a person with no formal medical training
D)a report from a federal health agency such as the Centers for Disease Control

Question 14

A speaker is said to be _____ when she is perceived as both an expert and trustworthy.

A)genuine
B)honest
C)credible
D)factual

Question 15

Attitudes that are changed by _____ are more durable and resistant to other influences.

A)arguments
B)primacy effects
C)central-route processing
D)peripheral-route processing

Question 16

The _____ is the phenomenon whereby people can remember a message but forget where it came from.

A)recency effect
B)primacy effect
C)mere exposure effect
D)sleeper effect

Question 17

Who is MOST likely to use the central route to persuasion when attending a seminar on financial aid reform?

A)Laharina,who has little interest in financial aid
B)Wei,who is currently on financial aid
C)Tony,who is doing his homework during the talk
D)Armin,who has found a way to pay his own way through college

Question 18

All of the following are true about the communicator EXCEPT which statement?

A)Real expertise persuades people through peripheral-route processing.
B)The appearance of expertise often persuades individuals.
C)People are often more persuaded when they eavesdrop on a conversation.
D)Speaking quickly can make a speaker appear more credible.

Question 19

Attitudes formed through the _____ route to persuasion are more durable and long lasting.

A)peripheral
B)central
C)relevant
D)primacy

Question 20

Petty and colleagues had participants take part in a study on consumer attitudes.They were told that after their participation they would receive a gift.One group was promised a choice of razor blades,the other a choice of toothpaste.Participants then flipped through ads and came across an ad for Edge razor blades.Half the participants read strong arguments for Edge razor blades,and half read weak arguments.One version of the ad featured an attractive celebrity,and the other version featured an average-looking person.When the Edge ad was relevant to the participants' later choice,what were the results?

A)If the arguments were strong,the participants chose Edge blades.
B)If the arguments were weak,the participants chose Edge blades.
C)The participants were influenced by the whether they liked the celebrity or not.
D)The participants were influenced by the average person.

Question 21

In a study by Razran,participants were presented with slogans that were paired either with a free lunch or inhaling unpleasant odors,or were presented in a neutral setting.Participants formed more positive attitudes toward the slogans when they were paired with the free lunch.This study demonstrated how _____ was involved in persuasion.

A)operant conditioning
B)classical conditioning
C)social learning
D)latent learning

Question 22

The _____ is likely to occur if there is only a small delay separating two messages.The ____ is likely to occur when there is a longer delay and the time elapsed since the second message is small.

A)recency effect;primacy effect
B)sleeper effect;recency effect
C)primacy effect;recency effect
D)mere exposure effect;sleeper effect

Question 23

Carl overheard some people discussing evidence that drinking green tea can prevent cancer.He is initially not persuaded by this information because he is not confident that those people were well-informed.However,several weeks later Carl can no longer remember the source of this information but does remember the idea that green tea consumption may be linked to lower cancer rates.Since Carl forgot the source of the information,he may be vulnerable to the:

A)sleeper effect.
B)mere exposure effect.
C)primacy effect.
D)recency effect.

Question 24

All of the following are true about argument strength EXCEPT which statement?

A)A message needs to be presented in a logical order.
B)Longer messages are typically more persuasive than shorter messages.
C)Longer messages can be more persuasive if there are many supportive arguments.
D)Longer messages with arguments of varying quality can be less persuasive.

Question 25

Balance theory involves consistency in one's thoughts.This is similar to the concept of:

A)primacy effect.
B)cognitive dissonance.
C)sleeper effect.
D)attribution.

Question 26

After watching a political debate,William decides he supports the candidate who spoke last.William's candidate preference may have been influenced by the:

A)sleeper effect.
B)primacy effect.
C)recency effect.
D)peripheral route of persuasion.

Question 27

All of the following are true about the attractiveness of the communicator EXCEPT which statement?

A)Physical appearance is the major way a communicator gains attractiveness.
B)Physical attractiveness only persuades through the peripheral route.
C)Physical attractiveness can persuade through both the central and peripheral routes.
D)Physically attractive communicators are persuasive even when the arguments are unrelated to their attractiveness.

Question 28

The _____ occurs when initially encountered information primarily influences attitudes.

A)primacy effect
B)sleeper effect
C)recency effect
D)mere exposure effect

Question 29

Taylor did not have strong opinions about classical music the first time she heard it,but the more she listened to it,the more she liked it.Taylor's attitude about classic music may have been influenced by the:

A)mere exposure effect.
B)primacy effect.
C)recency effect.
D)peripheral route of persuasion.

Question 30

Research suggests that the _____ might be strongest when the stimulus is presented outside of conscious awareness.

A)sleeper effect
B)mere exposure effect
C)primacy effect
D)recency effect

Question 31

While balance theory relies on _____ to form new attitudes,learning theory relies on _____.

A)repetition;inconsistency among one's thoughts
B)consistency among one's thoughts;repetition
C)consistency;the positivity of one's thoughts
D)the positivity of one's thoughts;repetition

Question 32

According to _____,consistency among one's thoughts influences how one forms new attitudes.

A)the cognitive approach to persuasion
B)the primacy effect
C)the sleeper effect
D)balance theory

Question 33

All of the following are true about thoughts about the message EXCEPT which statement?

A)People will feel more confident if the message comes from a cohesive group.
B)People will feel more confident if the message comes from a charismatic leader.
C)Confident thoughts are more likely to guide attitudes.
D)The perception of confidence is very important.

Question 34

Research by Zajonc found that when American participants were repeatedly shown Chinese characters,they tended to rate the ones they had seen more often as aesthetically more pleasing.This is due to the:

A)sleeper effect.
B)primacy effect.
C)recency effect.
D)mere exposure effect.

Question 35

Asma believe Eric Church is the greatest musician on the planet.Her close friend,Wei,agrees with her.Which of the following is likely to occur because of this agreement?

A)Asma will be less confident in her belief.
B)Asma will be more confident in her belief.
C)Wei's agreement will have no impact on Asma's belief.
D)Asma will initially be confident and then over time become less confident in her belief.

Question 36

Khelood is going on a job interview.She knows there will be three candidates interviewing.Which position does Khelood NOT want to be interviewed in?

A)the first
B)the second
C)the third
D)the position would make no difference

Question 37

All of the following are true about the repetition of the message EXCEPT which statement?

A)Repetition can help the audience comprehend difficult messages.
B)Repetition increases accessibility of a product in the audience's memory.
C)The more people are exposed to a stimulus,the more familiar it becomes.
D)Exposures to the stimuli increase after 20 exposures.

Question 38

The _____ occurs when people hold a positive attitude toward a stimulus simply because they have been exposed to it repeatedly.

A)primacy effect
B)recency effect
C)sleeper effect
D)mere exposure effect

Question 39

After watching a political debate,Jada decides she supports the candidate who spoke first.Jada's candidate preference may have been influenced by the:

A)sleeper effect.
B)primacy effect.
C)recency effect.
D)peripheral route of persuasion.

Question 40

Armando and Lasharina are both candidates for a job.Armando interviews first,and Lasharina interviews second.The interviewers thought Armando did a better job and was the candidate of choice.Assuming that both candidates are equally qualified and interviewed equally as well,choosing Armando would be an example of the:

A)primacy effect.
B)recency effect.
C)sleeper effect.
D)central route.

Question 41

Whether a one-sided or a two-sided message is more persuasive depends on all of the following EXCEPT which one?

A)the audience's initial attitude toward the message
B)whether the audience is aware of opposing arguments
C)the audience's attitude toward the source
D)the audience's age and level of education

Question 42

Destiny is 35,has high self-esteem,and is college-educated.Destiny is probably low in:

A)need for cognition.
B)negative mood.
C)persuadability.
D)promotion focus.

Question 43

Henry is 19 years old,has low self-esteem,and is not very intelligent.Henry is probably high in:

A)need for cognition.
B)negative mood.
C)persuadability.
D)promotion focus.

Question 44

Who is MOST likely to be persuadable?

A)Mojda,a 45-year-old secretary
B)Tianyuan,a 21-year-old college freshman
C)Torrie,a 60-year-old nurse
D)Armin,a 70-year-old retiree

Question 45

All of the following create an effective emotional response EXCEPT which one?

A)informational variety
B)repetition
C)familiarity
D)the need for consistency

Question 46

The need for cognition is the need to:

A)think about things critically and analytically.
B)focus on positive emotions.
C)focus on negative emotions.
D)self-enhance.

Question 47

_____ is a person's susceptibility to persuasion.

A)The primacy effect
B)The recency effect
C)Persuadability
D)The need for cognition

Question 48

According to terror management theory,people are most likely to focus on protecting their self-image when:

A)thoughts of death are in direct conscious awareness.
B)thoughts of death are active but outside of conscious awareness.
C)the people are in a positive mood.
D)the people perceive a risk of social exclusion.

Question 49

Which of the following is true about positive mood and persuasion?

A)A positive mood makes one more inclined to agree with a message.
B)A positive mood makes one less inclined to agree with a message.
C)A positive mood has no significant effect on persuasion.
D)The effect of a positive mood on persuasion is unknown because of a lack of research on this topic.

Question 50

When individuals think about things critically and analytically,it is referred to as:

A)the need for self-esteem.
B)the need for cognition.
C)the promotion focus.
D)a prevention focus.

Question 51

The three key determinants of persuadability are:

A)age,self-esteem,and education and intelligence.
B)gender,self-esteem,and education and intelligence.
C)the need for cognition,self-esteem,and mood.
D)self-esteem,age,and mood.

Question 52

Sofia likes to think deeply about issues.Sofia is likely high in:

A)self-esteem.
B)promotion focus.
C)prevention focus.
D)the need for cognition.

Question 53

Research indicates that fear can persuade people if:

A)the individual is motivated to reduce the fear.
B)people can distract themselves from the fear.
C)the emotion is accompanied by detailed information on how to reduce the threat.
D)the individual feels threatened.

Question 54

As a class project in your sex education class,you are supposed to persuade students to use protection during sex,to avoid sexually transmitted infections.What is the best thing to do?

A)Show a video about sexually transmitted infections.
B)Vividly describe sexually transmitted infections to scare the students into safe sex.
C)Describe sexually transmitted infections,and explain where to get various types of protection and how to use them.
D)Provide statistics about sexually transmitted infections.

Question 55

According to _____,whether people focus on their health or their self-esteem depends on whether thoughts of death are inside or outside of conscious awareness.

A)balance theory
B)need for cognition theory
C)regulatory focus theory
D)terror management theory

Question 56

Whether a one-sided or a two-sided message is more effective depends on:

A)whether the argument is consistent.
B)whether the argument is relevant.
C)the audience's initial attitude toward the issue.
D)whether there are many people who reject the argument.

Question 57

Which of the following is NOT true about fear-inducing messages?

A)A message framing health behavior in gain-related terms is more effective for prevention of a health problem.
B)A message framing health behavior in loss-related terms is more effective for detection of a health problem
C)A message framing health behavior in loss-related terms is more effective for prevention of a health problem.
D)Fear-arousing messages are most effective in changing attitudes if they are accompanied by information about how to reduce the threat.

Question 58

According to terror management theory,people are most likely to focus on protecting their health when:

A)thoughts of death are in direct conscious awareness.
B)thoughts of death are active but outside of conscious awareness.
C)the people are in a positive mood.
D)the people perceive a threat to their self-esteem.

Question 59

Leventhal and colleagues found that participants were more likely to follow the recommendation of a health message and get a tetanus shot if:

A)they were exposed to a fear-arousing message.
B)they were provided information about the pros and cons of getting a tetanus shot.
C)they were provided information about the dangers of tetanus and given information on how to get the shot.
D)they listened to a health professional talk about tetanus.

Question 60

All of following variables influence persuadability EXCEPT which one?

A)age
B)self-esteem
C)gender
D)education and intelligence

Question 61

All of the following are true about psychological reactance EXCEPT which statement?

A)The amount of reactance depends on how important the freedom being violated is to people.
B)The amount of reactance depends on how forceful the threat to personal freedom is to people.
C)Reactance when the freedoms of other group members are threatened is greater in individualistic cultures.
D)Situations that threaten people's freedoms arouse an uncomfortable emotional state.

Question 62

Adna wants to persuade her daughter not to drink.Which of the following suggestions is LEAST likely to persuade Adna's daughter to resist the pressure to drink?

A)Increase her fear of drinking by showing her videos of car crashes.
B)Tell her she is forbidden to drink.
C)Ask her to list the pros and cons of drinking.
D)Ask her to make a public commitment not to drink.

Question 63

People _____ tend to use the peripheral route to persuasion.

A)high in the need for cognition and high in self-monitoring
B)high in self-monitoring and low in the need for cognition
C)low in the need for cognition and high in self-monitoring
D)low in self-monitoring and low in the need for cognition

Question 64

_____ proposes that people value thinking and acting freely.

A)Regulatory focus theory
B)The elaboration likelihood model
C)Terror management theory
D)Psychological reactance theory

Question 65

People with a promotion focus tend to have _____ motivation.

A)maintenance
B)growth
C)security
D)steady

Question 66

According to the text,successfully resisting persuasion depends on all of the following EXCEPT which one?

A)gender
B)motivation to resist
C)strategies for resistance
D)knowing what to resist

Question 67

_____ is people's general tendency to think and act in ways oriented toward avoidance of negative outcomes.

A)Self-esteem
B)Promotion focus
C)Prevention focus
D)Need for cognition

Question 68

Psychological reactance theory proposes that:

A)situations that threaten people's freedom arouse discomfort and trigger efforts to restore freedom.
B)the regulatory fit of an argument will determine attitudes.
C)people's increased awareness of their mortality motivates their efforts to restore freedom.
D)people have a need to conform to others.

Question 69

Wei really wants to make a good impression on his new roommate.Because Wei desires to make a good impression he is more susceptible to:

A)central route processing.
B)peripheral-route cues.
C)the primacy effect.
D)low self-monitoring.

Question 70

_____ is people's general tendency to think and act in ways oriented toward the approach of positive outcomes.

A)Self-esteem
B)Promotion focus
C)Prevention focus
D)Need for cognition

Question 71

Reactance is the:

A)feeling that one's goals do not match one's behavior.
B)negative emotional state resulting from feeling that one's freedom is being threatened.
C)desire to think critically about information.
D)desire to enhance one's self-image.

Question 72

Product placement works for all the following reasons EXCEPT which one?

A)increased mental accessibility
B)classical conditioning
C)psychological reactance
D)narrative transport

Question 73

High school students Amy and Ray have been dating each other casually.Recently,Amy's parents urged her to stop seeing Ray,and then they forbade her to see him.Amy now wants to date Ray even more and continues to date him.Amy's behavior illustrates the effects of:

A)attitude inoculation.
B)self-presentational concerns.
C)planned behavior.
D)psychological reactance.

Question 74

Chris studies hard for his final exams because he wants to avoid failing his classes.Chris is probably high in:

A)self-monitoring.
B)the need for cognition.
C)prevention focus.
D)promotion focus.

Question 75

Cacioppo and colleagues measured students' need for cognition and then asked them to read an editorial supposedly written by a journalism student arguing all seniors should be required to pass a comprehensive exam to graduate.This argument was highly relevant to all participants.Half of the participants read strong arguments for the exam,and the other half read unconvincing arguments for the exam.Which of the following did the results NOT include?

A)Participants were more favorable toward the exam when it was supported by strong arguments.
B)Participants high in need for cognition were especially likely to approve of the proposal when it was supported by strong arguments.
C)Participants high in need for cognition were especially likely to disapprove of the proposal when it was supported by weak arguments.
D)All participants processed the arguments through the central route to persuasion.

Question 76

People high in promotion focus are MORE likely to be persuaded by an argument if that argument:

A)focuses on avoiding a negative outcome.
B)focuses on positive emotions.
C)is relevant to self-esteem.
D)focuses on achieving a positive outcome.

Question 77

People high in _____ are more persuadable through the central route.

A)self-esteem
B)the need for cognition
C)self-monitoring
D)prevention focus

Question 78

Research has shown that the more children see films where adults smoke,the more positive the children's attitudes are toward smoking and the more likely they are to start smoking._____ helps to explain these findings.

A)The elaboration likelihood model
B)Psychological reactance theory
C)Narrative transportation theory
D)Attitude inoculation

Question 79

All of the following are true about regulatory focus EXCEPT which statement?

A)People with a promotion focus are more oriented toward security.
B)People with a prevention focus are more oriented toward security.
C)People with a promotion focus think in ways oriented toward approaching positive outcomes.
D)People with a prevention focus think in ways oriented toward avoiding negative outcomes.

Question 80

Diego started eating more fruits and vegetables because he wants to be healthy.Diego is high in:

A)self-monitoring.
B)the need for cognition.
C)prevention focus.
D)promotion focus.