Deck 3: Theories of Persuasion

Question 1

what is the definition of following key term
-Communication Theory

Answer 1

understanding and explaining human interaction.

Question 2

what is the definition of following key term
-Artistic proofs

Answer 2

features of a persuasive message that can be manipulated by the persuader.

Question 3

what is the definition of following key term
-Inartistic proofs

Answer 3

things that help to persuade but can't be controlled by the persuader.

Question 4

what is the definition of following key term
-Ethos

Question 5

what is the definition of following key term
-Pathos

Question 6

what is the definition of following key term
-Logos

Question 7

what is the definition of following key term
-Intensification

Question 8

what is the definition of following key term
-Repetition

Question 9

what is the definition of following key term
-Association

Question 10

what is the definition of following key term
-Composition

Question 11

what is the definition of following key term
-Auditory messages

Question 12

what is the definition of following key term
-Downplaying

Question 13

what is the definition of following key term
-Omission

Question 14

what is the definition of following key term
-Diversion

Question 15

what is the definition of following key term
-Confusion

Question 16

what is the definition of following key term
-Fidelity

Question 17

what is the definition of following key term
-Attribution

Question 18

what is the definition of following key term
-Personal causes

Question 19

what is the definition of following key term
-External causes

Question 20

what is the definition of following key term
-Perceptual styles

Question 21

what is the definition of following key term
-Anchor

Question 22

what is the definition of following key term
-Latitude of Acceptance (LOA)

Question 23

what is the definition of following key term
-Latitude of Rejection (LOR)

Question 24

what is the definition of following key term
-Latitude of Noncommitment (LON)

Question 25

what is the definition of following key term
-Ego-involvement

Question 26

what is the definition of following key term
-Message elaboration

Question 27

what is the definition of following key term
-Central route

Question 28

what is the definition of following key term
-Peripheral route

Question 29

what is the definition of following key term
-Cognition

Question 30

what is the definition of following key term
-Consonant cognitions

Question 31

Roger is a young, intelligent engineering professor who is well-liked by all his students. However, during a panel discussion about a recent bridge collapse, Dave, an older local structural engineer, had more credibility among community members because of his experience in the field. This is an example of how ------------- can change according to situation, audience, and topic.

A) ethos
B) pathos
C) logos
D) repetition
E) intensification

Question 32

A-------------------- is more effective than a radio advertisement.

A) newspaper advertisement
B) TV commercial
C) photograph
D) billboard
E) flier

Question 33

Which theory describes how messages are compared to prior beliefs and fall into our Latitude of Acceptance, Latitude of Noncommitment, or Latitude of Rejection?

A) Narrative Paradigm
B) Social Judgment Theory
C) Elaboration Likelihood Model
D) Cognitive Dissonance
E) Uses and Gratifications Theory

Question 34

A computer salesperson at a regional communication conference used technical jargon and advanced computer knowledge to talk over the attendees' heads. This persuasion strategy, known as--------------- , was not very effective with its audience.

A) diversion
B) omission
C) downplay
D) confusion
E) intensification

Question 35

When listening to testimony, a jury must feel that a defendant's story is---------------- if they are to find him/her not guilty.

A) elaborate
B) anchored
C) coherent
D) downplayed
E) peripheral

Question 36

Which theory outlines the possible combinations in an interaction between two people that will result in either a balanced or imbalanced cognition about the interaction?

A) Aristotelian Theory
B) Rank's Model
C) Balance Model
D) Social Learning Theory
E) Narrative Paradigm

Question 37

Suzie's cousin failed her calculus course. You thought to yourself, "That class must be really hard. Plus, Suzie's boyfriend dumped her this semester and her grandmother has been really sick. She's had a lot on her plate." This is an example of

A) personal causes.
B) external causes.
C) cognition.
D) fidelity.
E) ego-involvement.

Question 38

A survey about your willingness to try new foods gives three possible answers, "sometimes," "always" or "never." Your responses of "never" indicate your

A) latitude acceptance.
B) latitude of rejection.
C) latitude of noncommitment.
D) argumentation.
E) intensification.

Question 39

Which theory states that people learn to, or are persuaded to, behave in certain ways because of previous experience and social feedback?

A) Uses and Gratifications Theory
B) Elaboration Likelihood Model
C) Social Judgment Theory
D) Balance Model
E) Social Learning Theory

Question 40

Mary is a government major, but she needs to choose an elective to take during summer school. She rules out a mathematics course because she does not think that it is relevant to her field of study. She made this decision by processing information through the

A) message elaboration.
B) personal identity.
C) peripheral route.
D) consonant cognitions.
E) central route.

Question 41

Many children learn from their parents how to behave properly. This concept is part of ---------------theory.

A) Uses and Gratifications
B) Social Learning
C) Social Judgment
D) Attribution
E) Elaboration Likelihood Model

Question 42

-------------- is the charisma and credibility of a speaker.

A) Ethos
B) Personal identity
C) Logos
D) Fidelity
E) Pathos

Question 43

Jack wants to go to Sally's birthday party tonight, but he knows that he also needs to study for his physics exam tomorrow. This situation has created--------------- , which makes him uncomfortable.

A) cognitive dissonance
B) diversion
C) direct persuasion
D) curiosity
E) intensification

Question 44

A---------------- introduces an action that helps you justify another action.

A) cognition
B) repetition
C) consonant cognition
D) diversion
E) fundamental attribution error

Question 45

-----------------------is about understanding and explaining human interaction.

A) Persuasion
B) Communication theory
C) Pathos
D) Intensification
E) Association

Question 46

Susan broke her mother's favorite lamp so she places a framed family photo in its place to distract her mother with an object of sentimentality. Which artistic proof is she appealing to?

A) downplaying
B) pathos
C) logos
D) diversion
E) ethos

Question 47

When car sales teams learn about messages that create cognitive dissonance for their prospective customers, it is equally beneficial for them to learn how to predict messages that will

A) anchor.
B) downplay.
C) confuse.
D) persuade.
E) repeat.

Question 48

Which of the following is NOT a need that Jay Blumler says people use media to fulfill?

A) surveillance
B) personal identity
C) diversion
D) knowledge
E) curiosity

Question 49

A laundry detergent commercial promotes its color-preserving capabilities and compares its effectiveness with a competitor. This technique is one of two ways that persuaders change audience opinion following which communication theory?

A) Narrative Paradigm
B) Elaboration Likelihood Model
C) Rank's Model of Persuasion
D) Cognitive Dissonance
E) Balance Model

Question 50

The manner in which people---------------- us greatly affects their ability to persuade us.

A) watch
B) speak to
C) target
D) read to
E) analyze

Question 51

---------------- is how much a person has to think about a particular argument in a persuasive message.

A) Ethos
B) Intensification
C) Logos
D) Message elaboration
E) Pathos

Question 52

Michael's new co-worker tells him that it is only important to do work when the boss is looking, but Michael has grown up with the attitude that hard work will pay off in the long run. Michael's attitude is known as an

A) artistic proof.
B) omission.
C) inartistic proof.
D) external cause
E) anchor

Question 53

These three basic strategies are used to downplay characteristics: diversion, confusion, and

A) intensification.
B) omission.
C) incoherence.
D) fidelity.
E) attribution.

Question 54

---------------- explains that how well you get along with someone affects the inferences you will make about their actions.

A) Association
B) Intensification
C) Omission
D) Fundamental attribution error
E) Fidelity

Question 55

------------------- requires that the product, issue, or candidate is linked to something the
Audience already has an opinion about.

A) Intensification
B) Diversion
C) Association
D) Repetition
E) Composition

Question 56

Aristotle's idea is that there are inartistic proofs that can be manipulated by the persuader to create a reaction in the person being persuaded.

Question 57

Rank's Model of Persuasion states that intensifying and downplaying are the two techniques persuaders use to change opinions.

Question 58

Fundamental attribution error includes the idea that people are responsible for what happens to them.

Question 59

Following Social Judgment Theory, beliefs or attitudes that previously existed are called ethos.

Question 60

Cognitive dissonance occurs when two ideas are consistent with one another.

Question 61

Uses and Gratifications Theory states that people use media to fulfill the needs of curiosity, diversion, and sustenance.

Question 62

The latitude of noncommitment is the range in which someone is most likely to accept a new idea.

Question 63

High ego-involvement means that the issue is very important in defining who we are.

Question 64

Pathos are things people connect to with emotional responses.

Question 65

Statistics are often used by persuaders to convince the audience that there is significant reasoning for their argument.

Question 66

You are working on a local political campaign, and your candidate has more than doubled the number of local recreation activities available for youth. However, the male director of an intramural program that your candidate founded was just fired for having an inappropriate relationship with a girl participating in the program. Which persuasive techniques would you use to make sure your candidate still came out on top?

Question 67

Walter Fisher believes that all messages and situations can be viewed through the narrative frame as long as you are able to figure out (1) who the characters are; (2) the setting; (3) what happens or is said; (4) why it is done or said; and (5) what results from it. Recall a story that you were told that lacked either coherence or fidelity, and identify each of the five items listed above to determine where the story falls apart.

Question 68

Give an example of association used in advertising. What effect did this association have on your opinion of the product?

Question 69

Describe a recent instance in your life when you experienced cognitive dissonance. How did you resolve feelings of being psychologically uncomfortable?

Question 70

What types of media do you use to fulfill Blumler's four motivational needs? What other methods might you use to fulfill these needs other than media?

Question 71

What types of information are processed through the central route? The peripheral route?

Question 72

What process do people experience when making attributions about the behaviors of others? How does this differ when they are making attributions about their own behaviors?

Question 73

What is theory and how does it connect to your study of persuasion?

Question 74

Describe how you would apply Social Learning Theory in your life.

Question 75

Choose a persuasive theory that you connected with. Why does this theory resonate with
you? Give an example of how it applies to your everyday life.