Deck 7: Persuasion

Question 1

The _______ route to persuasion occurs when interested people focus on arguments.

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

Answer 1

central

Question 2

Central route processing often _____ explicit attitudes.

A)has no effect on
B)swiftly changes
C)slowly changes
D)never changes

Answer 2

swiftly changes

Question 3

We are more likely to be persuaded by the _______ route to persuasion when we are distracted or busy.

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

Answer 3

peripheral

Question 4

Lately you have noticed that your favorite athlete is on your cereal box,highway billboards for sports beverages,and television commercials for running shoes.What type of marketing strategy is being used to persuade you to purchase these products?

A)intelligent
B)savvy
C)central route
D)peripheral route

Question 5

According to the text,the factor that determines if we call attempts at persuasion "education" or "propaganda" is whether or not

A)we believe them.
B)we know the communicator.
C)the message is emotional in tone.
D)the message is one-sideD.

Question 6

Which one of the following is NOT one of the conditions under which a thinking person would adopt the peripheral route to persuasion?

A)when there is a lack of time and interest
B)when the speaker is articulate
C)when the speaker has several arguments
D)when the arguments are strong and compelling

Question 7

According to Myers,advertisers for computers tend to adopt marketing strategies that use the ____ route to persuasion.

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

Question 8

Individuals who are typically regarded as thinking people may be inclined to use the peripheral route to persuasion if

A)the speaker is young and vibrant.
B)the speaker seems to have ulterior motives.
C)the speaker has apparently good motives.
D)they are paid to do so.

Question 9

Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes?

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

Question 10

By the definitions in the book,education is more _____,whereas propaganda is more _____.

A)coercive;factual
B)important;useful
C)factual;coercive
D)useful;important

Question 11

Sally is interested in purchasing a DVD player,and is overwhelmed by the many different models available at her local electronics store.She decides to consult a magazine devoted to reviewing the quality of home electronics.After reading a number of articles stating the pros and cons of each model,she decides on a DVD player.Sally has been persuaded to purchase this particular DVD player because of the _______ route to persuasion.

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

Question 12

Which of the following must take place before a message is likely to persuade?

A)attention to the message
B)peripheral processing
C)central processing
D)education rather than propaganda

Question 13

_______ is the process by which a message induces change in beliefs,attitudes,or behaviors.

A)Compliance
B)Persuasion
C)Inoculation
D)Sleeper effect

Question 14

Attitudes regarding the war with Iraq differ significantly depending on

A)the personality factors.
B)the gender.
C)the differing information received.
D)the type of persuasion useD.

Question 15

You are more likely to be persuaded when a message is

A)clear and easy to comprehend and the arguments are unconvincing.
B)difficult to comprehend and the arguments are unconvincing.
C)clear and easy to comprehend and the arguments are convincing.
D)difficult to comprehend and the arguments are convincing.

Question 16

Americans' support for the Iraq war increased after the war began mainly because of the

A)national support for our troops.
B)opposition from European countries.
C)discovery of weapons of mass destruction.
D)persuasive messages in the U.S.media.

Question 17

The _____ route to persuasion occurs when people are influenced by incidental cues,such as a speaker's attractiveness.

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

Question 18

According to Myers,advertisers for beverages and clothing tend to adopt marketing strategies that use the _______ route to persuasion.

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

Question 19

As an example of how persuasion can be used to promote healthier living,the CDC has reported that smoking in the U.S.has ______ over the last 40 years.

A)stabilized
B)decreased to 21 percent
C)become more popular with teens
D)increased to 21 percent

Question 20

Suzy is interested in purchasing a DVD player,and is overwhelmed by the many different models available at her local electronics store.She decides to purchase a shiny,metallic-looking model,as it is the best-looking one in the store.Suzy has been persuaded to purchase this particular DVD player because of the _______ route to persuasion.

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

Question 21

You are attending a lecture by a banker and you expect her to advocate bank savings accounts.However,she advocates stock investments instead.Since her message goes against her own self-interest,you perceive her as _______ and the message as _______.

A)sincere;persuasive
B)insincere;not persuasive
C)sincere;not persuasive
D)insincere;persuasive

Question 22

When people tended to honor their public commitments,Cialdini (2008)called this the _______ principle of persuasion.

A)liking
B)authority
C)social proof
D)consistency

Question 23

Eagly,Wood,and Chaiken (1978)found that when an anti-business speech was said to be given by a pro-environmentalist,it was perceived as _______ and _______.

A)biased;persuasive
B)unbiased;persuasive
C)biased;unpersuasive
D)unbiased;unpersuasive

Question 24

When people deferred to credible experts,Cialdini (2008)called this the _______ principle of persuasion.

A)liking
B)authority
C)social proof
D)reciprocity

Question 25

Perceived expertise in a speaker includes all of the following EXCEPT

A)someone speaking confidently
B)being introduced as knowledgeable
C)they begin with things that the audience agrees with
D)someone speaking hesitantly

Question 26

Speaking to a huge anti-union retail store,an anti-union political candidate's expertise seems to

A)increase.
B)decrease.
C)stay the same.
D)lose credibility.

Question 27

The _______ effect occurs when we remember the message but forget the reason for discounting it.

A)delayed reaction
B)short-term memory
C)sleeper
D)longevity

Question 28

Speaking to a labor union,a pro-union professor's expertise seems to

A)increase.
B)decrease.
C)stay the same.
D)lose credibility.

Question 29

Researchers have found that trustworthiness is _______ if the audience believes the communicator is NOT trying to persuade them.

A)lower
B)higher
C)average
D)absent

Question 30

When an initially discounted message becomes effective,a delayed impact of the message occurs.This is called the _______ effect.

A)delayed reaction
B)short-term memory
C)sleeper
D)longevity

Question 31

Miller and his colleagues (1976)reported a _______ relationship between trustworthiness and the rate at which people speak.

A)positive
B)negative
C)neutral
D)curvilinear

Question 32

We tend to like people who are like us.This exemplifies which characteristic of attractiveness?

A)liking
B)similarity
C)consistency
D)physical appeal

Question 33

A communicator is said to be _______ when he or she is perceived as both an expert and trustworthy.

A)honest
B)guileless
C)honorable
D)credible

Question 34

If people remember the message better than the reason for discounting it,the impact of a noncredible person may _______ over time.

A)change
B)stay the same
C)increase
D)decrease

Question 35

An audience is more likely to perceive a speaker as sincere when

A)they avert their eyes.
B)they talk slowly.
C)the speaker argues an expected position.
D)the speaker argues against their own self-interest.

Question 36

Perceived trustworthiness includes all of the following behaviors EXCEPT

A)The communicator uses direct eye contact.
B)The audience believes the communicator is trying to persuade them.
C)The communicator argues against his or her own self-interest.
D)The communicator talks fast.

Question 37

When people allowed the example of others to validate how to think,feel,and act,Cialdini (2008)called this the _______ principle of persuasion.

A)liking
B)authority
C)social proof
D)scarcity

Question 38

Research has found that _______ speakers are rated as more objective,intelligent,and knowledgeable.

A)dull
B)exciting
C)fast
D)slow

Question 39

Which of the following is NOT one of the primary elements of persuasion that social psychologists have studied?

A)the communicator
B)the context
C)the message
D)how the message is communicated

Question 40

Which one of the following is NOT one of the characteristics that listeners typically attribute to fast speakers?

A)objective
B)humorous
C)intelligent
D)knowledgeable

Question 41

According to Aronson,Turner,and Carlsmith (1963),the effect of a large versus a small discrepancy between the communicator and the receiver of a message depends on whether or not the

A)receiver of the message is emotionally invested in the topic.
B)receiver of the message is interested in the topic.
C)communicator of the message is credible.
D)communicator of the message is articulate.

Question 42

Fear-arousing messages are most effective when they

A)cause only mild fear.
B)involve pleasurable activities.
C)offer a protective strategy.
D)are overwhelming.

Question 43

Alicia has a fairly weak case to present to her supervisor.In order to be more persuasive,she should

A)arouse a small amount of fear.
B)put him in a good mood.
C)convince him that her arguments are strong.
D)argue her own self-interests.

Question 44

What is the effect of a fear-arousing communication?

A)Fear renders a communication ineffective.
B)Generally the more frightened people are,the more they respond.
C)Evoking a low level of fear is effective,but producing a high level of fear is not.
D)Fear appeals are effective with women but boomerang with men.

Question 45

The _______ effect refers to how information that is presented last can have the most influence.

A)recency
B)primacy
C)channel
D)final

Question 46

Brock (1965)found that paint store customers were more influenced by the testimony of an

A)ordinary person who recently bought the same amount of paint as them.
B)expert who recently bought 20 times as much as them.
C)ordinary person who recently bought 20 times as much as them.
D)expert who recently bought the same amount of paint as them.

Question 47

Arguments,especially emotional ones,are often more influential when they come from beautiful people.This exemplifies which characteristic of attractiveness?

A)liking
B)similarity
C)consistency
D)physical appeal

Question 48

Since Carmen is not a particularly prestigious or authoritative source on exercise,she should encourage her father to exercise by suggesting he

A)completely overhaul his lifestyle.
B)complete a fitness program.
C)begin doing some limited exercises.
D)consult with a local gym.

Question 49

When Asch (1946)presented students with a description of someone as "intelligent,industrious,impulsive,critical,stubborn,and envious," they rated the person _______ than if the opposite order of adjectives was presented.

A)less positively
B)more positively
C)less attractive
D)more attractive

Question 50

Who is the most responsive to rational appeals?

A)well-educated and analytical people
B)well-educated and non-analytical people
C)less educated and analytical people
D)less educated and non-analytical people

Question 51

Bailenson and Yee's research with virtual social reality found a "person" whose expressions and movements echoed the participant was

A)not liked but was persuasive.
B)liked and was persuasive.
C)not liked and was not persuasive.
D)liked and was not persuasive.

Question 52

Fear-arousing messages work best when they

A)do not suggest a solution.
B)try to prevent a bad outcome,such as cancer.
C)try to promote a good outcome,such as fitness.
D)are framed in a positive manner.

Question 53

Werner and her colleagues (2002)conducted a study on aluminum can recycling at the University of Utah and found that the most effective message was a

A)one-sided one.
B)two-sided one.
C)discrepant one.
D)clear and unambiguous one.

Question 54

In your marketing class,your assignment is to create an advertisement that will encourage people to buy condom X over condom Y.Given your knowledge of persuasion,which strategy would be most effective?

A)an ad that reads "AIDS kills," along with a suggestion that condom X prevents it
B)an ad that reads "AIDS kills," along with a suggestion that condom Y does not prevent it
C)an ad that suggests condom X prevents AIDS
D)an ad that suggests condom Y does not prevent AIDS

Question 55

The _______ effect refers to how information that is presented first usually has the most influence.

A)recency
B)primacy
C)channel
D)initial

Question 56

When a choice concerns matters of personal value or ways of life,_______ communicators have more influence.

A)dissimilar
B)expert
C)similar
D)disinterested

Question 57

When Werner and her colleagues (2002)placed signs on a campus with a two-sided message that not only stated the importance of recycling but also acknowledged the inconvenience of it,recycling

A)increased to 80 percent.
B)increased to 25 percent.
C)decreased by 40 percent.
D)decreased by 90 percent.

Question 58

When Asch (1946)presented students with a description of someone as "intelligent,industrious,impulsive,critical,stubborn,and envious," they rated the person more positively than if the opposite order of adjectives was presented.This demonstrates the _______ effect.

A)recency
B)primacy
C)channel
D)sleeper

Question 59

Abelson and his colleagues (1982)found that voting preferences in the United States could be reasonably predicted from voters'

A)political party of choice.
B)geographical residence.
C)beliefs about the candidates' traits and likely behaviors.
D)emotional reactions to the candidates.

Question 60

Studies have shown that if people are aware of opposing arguments,a _______ presentation is more persuasive and enduring.

A)one-sided
B)two-sided
C)discrepant
D)clear and unambiguous

Question 61

People who are quick to respond to peripheral cues,such as a communicator's attractiveness,are _______ in the need for cognition.

A)low
B)average
C)high
D)slightly above average

Question 62

The process by which media influence often occurs through opinion leaders,who in turn influence others,is referred to as

A)the sleeper effect.
B)an indirect channel of communication.
C)the opinion leader effect.
D)a two-step flow of communication.

Question 63

Nora,a single mom,needs to ask her parents for money.To minimize their objections to her request,she should

A)warn them ahead of time of her need.
B)have her busy,distracting little toddler along when she makes her request.
C)write out her request for them to consider.
D)ask them on the telephone.

Question 64

As a general rule of thumb,persuasion _______ as the significance and familiarity of the issue ______.

A)increases;decreases
B)decreases;increases
C)increases;increases
D)decreases;decreases

Question 65

Which of the following illustrates media influence through a two-step flow of communication?

A)A teenager buys a video game she saw advertised both on television and in her favorite magazine.
B)A domestic car manufacturer sponsors a television program about the defectiveness of many foreign imports.
C)A candidate for political office answers questions from members of a studio audience on live television.
D)A man buys a new laundry detergent after having it recommended by a friend,who had read that it was both effective and environmentally safe in a consumer magazine article.

Question 66

People tend to have different social and political attitudes depending on their age because attitudes change as people grow older.This refers to the _______ explanation for how age plays a role in persuasion.

A)generational
B)life cycle
C)age
D)time

Question 67

The Bennington College study revealed that

A)views embraced at an impressionable time fade over a lifetime of experience.
B)college makes "good little liberals" out of us all.
C)college produces liberals out of 75 percent of its students.
D)views embraced at an impressionable time often survive a lifetime of experience.

Question 68

The way a message is delivered is what social psychologists refer to as the _______ of communication.

A)mode
B)route
C)channel
D)method

Question 69

Researchers found that difficult messages are most persuasive when _______,and easy messages are most persuasive when _______.

A)audiotaped;videotaped
B)spoken;written
C)written;videotaped
D)given slowly;given quickly

Question 70

In surveys conducted on groups of younger and older people over several years,the results supported the _______ explanation for how age plays a role in persuasion.

A)generational
B)life cycle
C)age
D)time

Question 71

Macy prefers classes with professors who are visually appealing and entertaining,rather than classes with professors who are knowledgeable and effective communicators.Macy is probably _______ in the need for cognition.

A)low
B)average
C)high
D)slightly above average

Question 72

Chaiken and Eagly (1976)found that when a message was difficult to comprehend,persuasion was greatest when the message was

A)written.
B)spoken.
C)written and spoken.
D)videotapeD.

Question 73

Studies comparing different sources of media found that the more _______ the media,the more persuasive the message.

A)positive
B)negative
C)lifelike
D)intense

Question 74

The Eldersveld and Dodge (1954)study identified which group casting the most votes in an election?

A)The one that was exposed to mass media and mailings.
B)The one that was exposed to mass media.
C)The one that was exposed to mass media and visited personally.
D)There were no differences in the voting groups.

Question 75

When two messages are back to back,followed by a time gap,the _______ effect usually occurs.

A)recency
B)primacy
C)channel
D)sleeper

Question 76

The motivation to think and analyze is referred to as the need for

A)contemplation.
B)thinking.
C)cognition.
D)central routes.

Question 77

People tend to have different social and political attitudes depending on their age because the attitudes older people adopted when they were young persist through life largely unchanged.This refers to the _______ explanation for how age plays a role in persuasion.

A)generational
B)life cycle
C)age
D)time

Question 78

Darla wants to persuade her parents to help pay for a study trip abroad.She will have a more difficult time succeeding if

A)her parents are forewarned of her intent to convince them.
B)she has the trip coordinator call to reassure them.
C)her parents are not particularly analytical.
D)her parents have a moderate level of self-esteem.

Question 79

Forgetting creates the recency effect when

A)time has separated the two messages.
B)there is little time between the two messages.
C)the two messages are back to back.
D)there are two opposing messages.

Question 80

Which statement is NOT true about the best way to deal with media information?

A)The more lifelike the medium,the more persuasive the message.
B)Messages are best comprehended and recalled when written.
C)When the message is difficult to comprehend it is best written.
D)Messages are best comprehended and recalled when spoken.