Deck 15: Two Routes to Persuasion

Question 1

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.

Answer 1

emotional reactions to the candidates.

Question 2

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

Answer 2

the context

Question 3

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

A)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

Answer 3

when the arguments are strong and compelling

Question 4

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 5

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 6

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)paid to do so.

Question 7

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 8

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 9

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 10

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 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

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

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

Question 13

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 14

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 15

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

Question 16

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 17

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 18

_______ is defined as having qualities that appeal to an audience.

A)Similarity
B)Scarcity
C)Authority
D)Attractiveness

Question 19

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 20

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 21

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 her arguments are strong.
D)argue her own self-interests.

Question 22

When would it be best to present a persuasive appeal to an audience that was in a good mood versus a bad mood? Why?

Question 23

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 24

Define both central and peripheral routes to processing.Provide an example of each,and suggest when each is most appropriate.

Question 25

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 26

When people are in a good mood they

A)make slower decisions.
B)make more impulsive decisions.
C)rely more on central cues.
D)like communicators more.

Question 27

Describe the ways in which a television sales person will seek to enhance his or her perceived credibility in your eyes.Keep in mind the two components of credibility when developing your answer.

Question 28

You have been hired to develop an informational campaign to prevent junior high school students from taking up smoking.Your boss wants you to use a scare-tactic approach.What must you do to construct a fear-appeal that is maximally effective?

Question 29

Researchers found that California high school students did not change their attitudes in response to a talk entitled "Why Teenagers Should Not Be Allowed to Drive" if they

A)had a moderate,rather than a high or low level of self-esteem.
B)were of lower intelligence.
C)were male.
D)had been forewarned that the talk was coming.

Question 30

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 31

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 32

when does resistance to attitude change peak?

A)In adolescence
B)In early adulthood
C)In midlife
D)In late adulthood

Question 33

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 34

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 35

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 36

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