Question 1

Researchers Briñol & Petty (2003) conducted a study in which participants were presented strong or weak arguments on an issue while they were either shaking their heads or nodding their heads to test the durability of headphones. Someone nodding his or her head would be more persuaded if presented a(n) ________ argument.

Accepted Answer

According to the study conducted by Briñol & Petty (2003), participants who were nodding their heads were found to be more likely to be persuaded by the argument, especially when it was strong. Therefore, the best choice would be a strong argument, making option A the correct answer.

Question 2

Suppose you are trying to persuade a group of people to purchase a new kitchen gadget. If you are presenting mostly weak arguments, which of the following techniques would help people feel more confident in their attitudes?

Accepted Answer

The answer of Suppose you are trying to persuade a...

Question 3

Imagine that you are trying to persuade an audience to buy your brand of toothbrush. You know that the audience's attitudes about toothbrushes are cognitively based. You should construct an argument that emphasizes the

Accepted Answer

Since the audience's attitudes about toothbrushes are cognitively based, they are likely to be influenced by logical arguments that emphasize the important health features of the toothbrush. A cognitive approach would focus on rational and analytical thought processes, which is why it would be effective to highlight the features of the toothbrush that contribute to better oral health.

Question 4

Most automobile ads on television convey very little objective information about the models shown; indeed, one auto maker launched a series of television ads that contained no words at all. The design of these automobile advertisements is based on the advertisers' premise that cars are

Accepted Answer

The design of automobile advertisements being based on social identity products reflects the trend of associating the car with the consumer's identity, status, and lifestyle. This is accomplished through the use of creative visuals and emotional appeals rather than objective information.

Question 5

Tyler nods his head quite often during a speech from a politician. Based on the information from your text about confidence and persuasion, Tyler would be most likely to be most persuaded by

Accepted Answer

Nodding the head is often perceived as agreement and indicates engagement and attention. Therefore, Tyler's behavior suggests that he is processing the information and finding the argument compelling. A strong argument provides logical reasoning and evidence, which is more likely to convince someone who is actively engaged and paying attention. Therefore, option B, a strong argument, is the most likely to persuade Tyler.

Question 6

Recent advertisements for Chrysler automobiles focus on notions like "computer generated" design features, "cab forward design" for better gas mileage, and "steel reinforced" side door construction for safety. This focus on objective attributes of Chrysler cars

Accepted Answer

The focus on objective attributes such as gas mileage and safety emphasizes the utilitarian aspects of the cars, appealing to consumers who prioritize practical concerns over subjective preferences or identity implications.

Question 7

Attitude inoculation is the process of making people immune to persuasion attempts by

Accepted Answer

Attitude inoculation involves exposing people to weakened versions of persuasive messages or arguments against their position, so that they can develop counterarguments and become less susceptible to future persuasion attempts. This process strengthens their resistance to persuasion, making them more immune to future attempts to change their attitudes or beliefs.

Question 8

For which of the following products would advertisers be most likely to use emotional appeals?

Accepted Answer

Jewelry is often associated with emotions such as love, devotion, and happiness, making it the best choice for advertisers to use emotional appeals in their messaging.

Question 9

Based on research by Briñol and Petty (2003) in which participants were presented strong or weak arguments on an issue while they were either shaking their heads or nodding their heads, which of the following people would be most persuaded by an argument?

Accepted Answer

The answer of Based on research by Briñol and Petty...

Question 10

Researchers showed Americans and Koreans advertisements that stressed either independence or interdependence. They found that ________ were persuaded most by ads that stressed ________.

Accepted Answer

Cultural differences influence how people respond to advertising. Americans, valuing independence, respond better to ads emphasizing individuality. Koreans, valuing interdependence, respond better to ads emphasizing community and relationships.

Question 11

Briñol and Petty (2003) conducted a study in which participants were presented strong or weak arguments on an issue while they were either shaking or nodding their heads to test the durability of headphones. Why did head movements matter?

Accepted Answer

Head movements were used as a subtle manipulation to influence participants' confidence in their attitudes towards the issue being presented. Shaking the head was expected to increase confidence in one's attitudes while nodding was expected to decrease confidence.

Question 12

According to research by Han and Shavitt (1994), what are the cultural differences in the kinds of attitudes people hold about the same consumer product?

Accepted Answer

Han and Shavitt's (1994) research found that ads emphasizing individuality and self-improvement tend to be more effective in Western cultures compared to Asian cultures. This is attributed to the cultural emphasis on individualism in the West versus collectivism in many Asian societies.

Question 13

According to research presented in the chapter, consumers' attitudes toward products such as perfumes and greeting cards are ________ based because they are informed by ________.

Accepted Answer

The research presented in the chapter suggests that consumers' attitudes toward products such as perfumes and greeting cards are affectively based because they are informed by values and the self-concept. Affectively based attitudes are based more on feelings and emotions rather than logical appraisals or past behaviors. Social identity concerns may also factor into consumers' attitudes, but this is not specifically mentioned in relation to perfumes and greeting cards in the question.

Question 14

Flipping through a magazine and looking at the ads, you notice that they tend to emphasize individuality and self-improvement. Based on research on cultural differences in persuasion, where is this magazine likely to be sold?

Accepted Answer

Emphasizing individuality and self-improvement is more common in individualistic cultures such as Canada, whereas collectivistic cultures like those in Japan, Vietnam, and India tend to value group harmony and interconnectedness over personal achievements. Therefore, the magazine is likely to be sold in Montreal, Canada.

Question 15

Which of the following ad slogans for an automobile would be more effective in Tokyo than in Chicago?

Accepted Answer

In Tokyo, where densely populated cities make commuting by car difficult, people value cars more for their convenience and family-friendly features. "Comfort for Your Family" would be a more effective slogan in this market. "Drive to a Different Tune" and "They'll Eat Your Dust" focus on speed and individuality, which are less important in Tokyo's market. "A Sign That You've Made It" may be effective in some markets, but it is not necessarily specific to Tokyo.

Question 16

In "phone wars" with MCI, Sprint, and other carriers, AT&T has switched from heart?warming ads that show family members sharing love and support via phone ("It's the next best thing to being there.") to ads that focus on long-distance savings. This is most likely because AT&T advertisers have discovered that

Accepted Answer

The change in AT&T's advertising strategy from heartwarming ads to ones that focus on long-distance savings suggest that they have discovered that phone service is viewed by most consumers as a utilitarian product, meaning that people primarily value it for practical purposes rather than as a means of social identity or emotional connection.

Question 17

Briñol and Petty (2003) conducted a study in which participants were presented strong or weak arguments on an issue while they were either shaking their head or nodding their head. Someone listening to a weak argument would be more persuaded if they were ________.

Accepted Answer

The answer of Briñol and Petty (2003) conducted a study...

Question 18

"Feel great. Smell great." goes the warm, lilting theme song of a television ad for perfume, as the model dances through a field of flowers. Why would this ad be most likely to work?

Accepted Answer

The emotional appeal of feeling great and smelling great aligns well with the social identity aspect of perfume as it is often associated with personal image and impression. Therefore, an emotional appeal is likely to be more effective with social identity products such as perfume.

Question 19

Politicians often preface their remarks with such statements such as "I know that my opponent will try to tell you that I'm weak on crime." This strategy is an example of

Accepted Answer

This strategy is an example of attitude inoculation, where a speaker anticipates and addresses potential counterarguments to strengthen their own position and make their audience more resistant to opposing views.

Question 20

When trying to persuade people, it is useful to make sure they have ________ in their thoughts on the matter.

Accepted Answer

The answer of When trying to persuade people, it is...

Quiz 7: Attitudes and Attitude Change: Influencing Thoughts and Feelings