Question 1

Suppose that you have to deliver a message that contains primarily weak arguments.What could you do to increase its persuasiveness?

Accepted Answer

Presenting arguments rapidly can prevent the audience from processing them deeply, which might be beneficial when the arguments are weak. This approach relies on the peripheral route to persuasion, where the focus is on cues outside the message content itself.

Question 2

The tactic known as "stealing the opponent's thunder" refers to

Accepted Answer

"Stealing the opponent's thunder" refers to acknowledging a minor weakness in one's own position before the opponent has a chance to do it. This tactic can minimize the impact of the opponent's criticism and make it seem less significant. It is a preemptive strike aimed at neutralizing the opposition's argument before it is even made.

Question 3

When people wish to make accurate judgments,but don't have the time or ability to analyze the evidence closely,they often rely on "shortcut" evidence.According to the text,shortcut evidence can be gathered from all of the following EXCEPT

Accepted Answer

The text states that shortcut evidence can be gathered from credible communicators, others' responses, and cognitively ready ideas, but does not mention strength of the arguments as a source of shortcut evidence.

Question 4

According to the elaboration likelihood model of persuasion,all of the following are factors associated with peripheral route processing of a message EXCEPT

Accepted Answer

The elaboration likelihood model suggests that when people use peripheral route processing, they are not motivated to carefully consider the arguments of a message. Instead, they may simply rely on superficial factors like the attractiveness of the communicator, the use of emotional appeals, or other aspects of the message that don't require much cognitive effort. However, the model also suggests that peripheral processing is unlikely to occur when the message has high personal relevance, because people are more motivated to think carefully about information that affects them directly. Therefore, the correct answer is D, since high personal relevance is actually associated with central route processing rather than peripheral processing. The other factors listed (number of arguments and expert status of the communicator) can also influence peripheral processing, because they may affect how persuasive the message appears without requiring much cognitive effort.

Question 5

Suppose that the students on your campus are presented with a message favoring using a helmet when bicycling.Which of the following groups would be most likely to process the arguments in the message centrally?

Accepted Answer

Students with a high need for cognition are motivated to think deeply and carefully about information presented to them, and are more likely to process the arguments in the message centrally. Students who are in a hurry or in a good mood may not take the time to carefully consider the arguments, while students with a high need for structure may be more focused on the organization of the message rather than the content.

Question 6

Imagine you are trying to persuade an audience that is hostile to your view and suspicious that you are presenting arguments for personal gain.How might you best increase your trustworthiness with the audience?

Accepted Answer

By providing evidence for both sides of the argument, you demonstrate that you are not simply pushing your personal agenda but rather presenting a balanced view of the issue. This can help increase your trustworthiness with the audience who may have been suspicious of your motives.

Question 7

Vinny is a professional thief and currently in prison.As such,he's not what most people would consider a trustworthy communicator.However,if Vinny were to voice one of the following messages,he could be considered a trustworthy communicator.Which one would make him the most trustworthy?

Accepted Answer

If Vinny, a professional thief, promotes longer jail terms, it goes against his self-interest, making him appear more trustworthy because he advocates for something that would not benefit him personally.

Question 8

The tendency to enjoy and engage in deliberate thought is known as

Accepted Answer

The tendency to enjoy and engage in deliberate thought is known as need for cognition. A person with high need for cognition enjoys engaging in complex and analytical thinking tasks, whereas a person with low need for cognition usually prefers simpler and less effortful cognitive activities.

Question 9

Credibility of the communicator is used as a shortcut when people are motivated to

Accepted Answer

Credibility of the communicator is often used as a heuristic, or shortcut, by individuals when they are motivated to be accurate in their judgments or decisions. This is because a credible source is perceived as more likely to provide reliable and truthful information, making it easier for the individual to make an accurate assessment without needing to extensively evaluate the information themselves.

Question 10

Imagine you need to create a TV advertisement for a political candidate who is not trusted by the public.Of the following choices,which would be the best way to start an ad that made your candidate look more trustworthy?

Accepted Answer

Starting the ad by acknowledging the opponent's positive attribute (in this case, their record of fighting crime) can make the candidate appear more honest and credible. It shows that they are willing to give credit where it's due, rather than simply attacking their opponent. This approach can potentially make the public more receptive to what the candidate has to say.

Question 11

Peripheral processing of a persuasive message,as opposed to central processing,is associated with which of the following?

Accepted Answer

Peripheral processing of a persuasive message occurs when the audience member lacks the motivation or ability to process the message deeply, and instead relies on superficial cues such as the attractiveness or credibility of the speaker or the emotional appeals in the message. This suggests that the topic may not be personally relevant to the individual, leading to peripheral processing. Option A describes central processing, which involves analytic thinking and is more likely to result in enduring attitude change. Option B is also associated with central processing, as attitude change resulting from central processing tends to be more stable over time. Option C is unrelated to peripheral processing and instead refers to a general preference for thinking deeply and enjoying mental challenges.

Question 12

Central processing of a persuasive message leads to ________ than peripheral processing.

Accepted Answer

Central processing of a persuasive message involves a more thorough and thoughtful evaluation of the message arguments, resulting in stronger and more enduring attitude change compared to peripheral processing, where the focus is on superficial cues such as the speakers' attractiveness or credibility. Therefore, the correct choice is D, which describes a more enduring attitude change.

Question 13

In Alba and Marmorstein's (1987)study,participants were presented with ads of two cameras.When were the participants most likely to prefer the camera that was described as superior on three important features over the camera that was described as superior on eight less important features?

Accepted Answer

Participants were most likely to prefer the camera with three important features when given unlimited time, as they could fully process and appreciate the significance of the important features.

Question 14

According to the text,cognitively ready ideas are

Accepted Answer

Cognitively ready ideas are ideas that are easy to picture or bring to mind, which can be readily accessed and used during social interactions. Other options listed in the choices are not correct.

Question 15

When should you try to change someone's attitudes through central processing of the message?

Accepted Answer

Central processing of the message is the most effective when you want to achieve attitude change that is resistant to counterattacks. This means that the recipient will be more likely to maintain their changed attitude even when faced with different arguments or opinions. When the recipient engages in central processing, they are more invested in the argument and are more likely to scrutinize the message in order to form their own opinion. This process can lead to a more stable and long-term attitude change.

Question 16

Central processing of a persuasive message,as opposed to peripheral processing,is associated with which of the following?

Accepted Answer

Central processing involves a more in-depth analysis of the persuasive message, and is associated with higher levels of motivation and the ability to analyze the message. It requires more cognitive effort and is more likely to result in attitude change compared to peripheral processing. Lower personal relevance, less time, and lower need for cognition are associated with peripheral processing.

Question 17

Criminal interrogators often tell the suspect that they have an eyewitness who agrees with them.According to the text,this tactic is

Accepted Answer

The tactic is successful because the suspect may rely on the supposed eyewitness testimony to form a judgment about their own involvement in the crime, even if the evidence is false.

Question 18

When people wish to make accurate judgments,but don't have the time or ability to analyze the evidence closely,they

Accepted Answer

When people don't have the time or ability to analyze evidence closely, they rely on "shortcut" evidence, which includes things like stereotypes, heuristics, and prior beliefs. These shortcuts can lead to biases and inaccuracies in judgment, but they are often necessary in situations where detailed analysis is not feasible or practical.

Question 19

Imagine that you are a participant in the Kassin and Kiechel (1996)study,in which you are falsely accused of pressing a "forbidden" keyboard button while performing a computer task.According to the results of the study,you would be more likely to "confess" that you really pressed the button if you were

Accepted Answer

The Kassin and Kiechel (1996) study found that participants were more likely to falsely confess to pressing a forbidden button when they were cognitively overloaded during the task. This suggests that being overwhelmed with too much information could increase the likelihood of making a false confession.

Question 20

A credible communicator is defined as one who is both

Accepted Answer

A credible communicator is someone who is considered both expert and trustworthy. This means that they have the knowledge and expertise in their field, and people trust and believe in what they are saying. While being attractive or knowledgeable can also be important, they are not the defining factors in determining credibility.

Quiz 5: Attitudes and Persuasion