Question 1

According to the elaboration likelihood model, messages that focus on the ____ are more likely to produce lasting attitude change.

Accepted Answer

The elaboration likelihood model proposes that attitudes can be changed through either the central route, which involves a more thorough processing of the message and the arguments presented, or the peripheral route, which involves less cognitive effort and focuses on surface-level cues such as attractiveness of the speaker or source of the message. Messages that focus on the central route are more likely to produce lasting attitude change, as they are processed more deeply and are more likely to be incorporated into a person's long-term beliefs and values.

Question 2

According to the elaboration likelihood model, TV advertisements for Tylenol that use an attractive famous actor who portrays a doctor in a television series to promote their product are using

Accepted Answer

Using an attractive famous actor who portrays a doctor in a television series to promote a product is an example of peripheral route persuasion. This is because the advertisement is focusing on superficial factors (such as the attractiveness of the actor) rather than the actual content or quality of the product itself. The central route would involve presenting logical arguments and factual information about the product to persuade the viewer. Fear appeal and foot-in-the-door technique are not applicable in this scenario.

Question 3

According to Bem's self-perception theory, people often

Accepted Answer

Bem's self-perception theory posits that people infer their attitudes from their behavior, rather than changing their behavior to reflect their attitudes. This means that people look at their own behavior and then make assumptions about their attitudes based on that behavior. For example, if someone decides to volunteer at a homeless shelter, they may infer that they have a positive attitude towards helping others.

Question 4

In Asch's studies of conformity, subjects

Accepted Answer

Asch's studies of conformity involved subjects indicating which of three lines matched a "standard line" in length. The subjects were then shown the responses of others in the group who purposely chose the wrong answer, in order to see if the subject would conform to the group's incorrect response.

Question 5

Research on the elaboration likelihood model of attitude change suggests that the ____ route leads to more enduring attitude change and better predicts future behavior.

Accepted Answer

The elaboration likelihood model (ELM) proposes two routes to attitude change: the central route and the peripheral route. The central route involves careful evaluation of the message content and is more likely to result in enduring attitude change and behavior that is consistent with the attitude. The peripheral route relies on cues that are peripheral to the message content, such as the authority of the speaker or the pleasantness of the background music. While the peripheral route may result in temporary attitude change, it is less likely to predict future behavior. Therefore, the central route is the best choice as it leads to more enduring attitude change and better predicts future behavior.

Question 6

Conformity occurs when people change their behavior

Accepted Answer

Conformity occurs when individuals change their behavior in response to real or imagined social pressure. This can include conforming to the norms and expectations of a group, even if it goes against one's own beliefs or values. Positive and negative reinforcement and observing reinforcement of a model do not necessarily lead to conformity.

Question 7

Which of the following psychologists is known for conducting classic research on conformity?

Accepted Answer

Solomon Asch was known for conducting classic research on conformity, particularly the famous Asch conformity experiments in the 1950s. These experiments demonstrated how individuals tend to conform to majority opinion, even if it goes against their own beliefs or judgments.

Question 8

Solomon Asch conducted classic research on

Accepted Answer

Solomon Asch is best known for his research on conformity, in which participants were asked to judge the length of lines while surrounded by a group of confederates purposely giving incorrect answers. Asch found that participants often conformed to the group’s incorrect responses, demonstrating the power of social influence.

Question 9

According to the elaboration likelihood model of attitude change, when persuasion depends on factors such as the attractiveness and credibility of the source or emotional responses by the receiver, it is referred to as the

Accepted Answer

When persuasion depends on factors such as the attractiveness and credibility of the source or emotional responses by the receiver, it is referred to as the peripheral route. This is in contrast to the central route, where persuasion is based on the quality of the argument and the receiver's motivation and ability to process information.

Question 10

Yielding to real or imagined social pressure defines which of the following terms?

Accepted Answer

Yielding to real or imagined social pressure is the definition of conformity. Cognitive dissonance refers to the psychological discomfort that arises from conflicting thoughts or beliefs. Obedience is the act of complying with an authority figure's commands. Groupthink is a phenomenon where a group's desire for harmony overrides critical thinking and decision-making.

Question 11

Conformity occurs when people

Accepted Answer

Conformity refers to the act of changing one's behavior to match the responses or norms of a group, due to real or imagined group pressure, rather than following direct commands or changing behavior due to persuasive arguments or observational learning.

Question 12

According to the elaboration likelihood model of attitude change, when people ponder the content and logic of persuasive messages, it is referred to as the

Accepted Answer

The central route is the process by which people ponder the content and logic of persuasive messages.

Question 13

Kara has noticed that every time she eats out on her own she chooses a pizza place over fast food places that serve burgers and fries. Consequently, Kara decides she must really prefer pizzas to burgers and fries. In this example, Kara has formed her attitude in the manner suggested by

Accepted Answer

Self-perception theory suggests that individuals infer their attitudes and preferences by observing their own behavior and the context in which it occurs. In this case, Kara has observed that she consistently chooses pizza over burgers and fries, so she has inferred that she must prefer pizza.

Question 14

Julio had planned to buy a national brand computer when one of his friends suggested that he look into the computers available through a local "no-name" outlet store. Julio carefully reviewed the relevant reports about the various computer components as well as the statistics on service reliability, and decided his friend was correct. Julio bought his computer from the local "no-name" outlet store. In this case, Julio reached his decision using

Accepted Answer

Julio carefully reviewed relevant reports on computer components and service reliability, indicating that he was using the central route to persuasion.

Question 15

Elijah listens carefully to the content of an infomercial for a new exercise system; Bolton focuses on the fact that two star athletes are endorsing the exercise system. After the infomercial has ended, both Elijah and Bolton have favorable attitudes toward the exercise system that was advertised. According to the elaboration likelihood model,

Accepted Answer

According to the elaboration likelihood model, Elijah's careful consideration of the content of the infomercial indicates that he was highly motivated to process information about the exercise system. This suggests that he was in the central route of the elaboration likelihood model, where he carefully evaluates the information presented to him. Therefore, Elijah is more likely to have formed a favorable attitude based on the actual content of the exercise system and is more likely to actually purchase it. Bolton, on the other hand, was influenced by the peripheral cues such as the star athletes endorsing the product, which suggests that he was in the peripheral route of the elaboration likelihood model. This route is associated with forming attitudes based on peripheral cues presented in the advertisement, rather than the actual content of the product. Thus, although Bolton might have a favorable attitude toward the exercise system, he is less likely to actually purchase it than Elijah.

Question 16

Maureen was trying to decide which one of two national brand computers to buy. She was pretty well set on buying the "Brand A" computer when one of her friends mentioned that Kevin Costner did commercials endorsing "Brand B". Maureen decides to buy the "Brand B" computer, based on the assumption that Kevin Costner wouldn't endorse anything that wasn't top quality. In this instance, Maureen has reached her decision using

Accepted Answer

Maureen has used the peripheral route to persuasion by relying on Kevin Costner's endorsement rather than evaluating the actual quality and features of the two computers. The peripheral route involves using peripheral cues, such as celebrity endorsements, to make a decision rather than engaging in detailed scrutiny of the information.

Question 17

Clara listens carefully to the content of an infomercial for a new software package, Joyce focuses on the fact that there are three different celebrity endorsers who are really excited about the software package. After the infomercial has ended, both Clara and Joyce think the software is worth purchasing. According to the elaboration likelihood model,

Accepted Answer

Clara’s careful listening to the content of the message indicates that she has actively processed the information and has formed an attitude towards the product based on the content. Joyce’s focus on celebrity endorsements suggests that she has been influenced by peripheral cues rather than the actual content of the message. Because attitudes formed through central processing are more enduring and resistant to change than those formed through peripheral processing, Clara will have a more enduring attitude toward the software than Joyce.

Question 18

In recent election campaigns, there has been much criticism that campaign ads focus too much on building attractive images for candidates and too little on substantive issues of genuine importance. These two ways of trying to influence voters are dealt with by the approach to persuasion called

Accepted Answer

The elaboration likelihood model deals with the two ways of trying to influence voters identified in the question - building attractive images for candidates (peripheral route) and substantive issues of genuine importance (central route). This model explains how people process information and make decisions based on their level of motivation and ability to process the information presented to them.

Question 19

The makers of the new Adobe automobile are sick and tired of TV commercials that rely on images of sex and life in the fast lane to sell cars. Besides, they believe that if their commercials simply present the true facts about why their car is the best on the market, potential buyers are more likely to develop a long-lasting preference for the Adobe. According to the elaboration likelihood model, this approach exemplifies the

Accepted Answer

The approach taken by the makers of the Adobe automobile is an example of the central route to persuasion in which the persuader presents factual information to the potential buyer in order to create a long-lasting preference for the product. This approach relies on the individual's motivation and ability to process the information and is more likely to result in stronger attitudes and behavioral change than the peripheral route, which relies on cues such as sex appeal or humor. The autonomic and somatic routes to persuasion are not recognized in the elaboration likelihood model.

Question 20

Carmen has been invited to a party. Immediately after receiving the invitation she meets with a group of friends to discuss what they plan to wear to the party. Carmen then makes the decision on what she will wear. Carmen's party dressing behavior demonstrates

Accepted Answer

Carmen's behavior of discussing with her friends and making a decision on what to wear based on their suggestions and opinions demonstrates conformity - the tendency to adjust one's thoughts, feelings, or behavior to align with those of others in a group or social context.

Quiz 32: Social Behavior Part 2