Question 1

Which of the following is not an explanation for why people in a positive mood are more susceptible to persuasion?

Accepted Answer

A positive mood is thought to increase motivation and energy levels, leading to more thoughtful processing of information through central processing.

Question 2

Louie runs a clinic that helps individuals to quit smoking, and he would like to use fear to motivate his clients.Which of the following strategies would be most effective?

Accepted Answer

Providing a fear-inducing message followed by specific actionable steps is effective because it not only captures attention but also provides a clear path to change, reducing anxiety and increasing motivation to quit.

Question 3

Dr.Flinstone, president of Quarry College, needs to convince students that the college must double its tuition beginning in five years.He is hiring someone to promote this idea, as well as developing supportive arguments.Would he need to adopt a different strategy if he instead wanted to implement the change in the next academic year?

Accepted Answer

The answer of Dr.Flinstone, president of Quarry College, needs to...

Question 4

Which of the following concerning the use of fear appeals is not supported by research?

Accepted Answer

The statement "Fear appeals are generally less effective than messages that do not provoke fear" is contradicted by research. While fear appeals may not be effective in all situations, some studies suggest that they can be more effective than non-fear appeals in certain contexts, such as when the threat is seen as relevant and the message includes information on how to avoid the threat.

Question 5

Wegener et al.(1995)found that happy participants used the central route to persuasion when presented with a pro-attitudinal message, but used the peripheral route to persuasion when presented with a counter-attitudinal message.This finding suggests that

Accepted Answer

Happy people may avoid processing counter-attitudinal messages deeply as it could potentially threaten their positive mood, leading them to use the peripheral route instead.

Question 6

Jon and Kate give consecutive speeches on opposing sides in a debate on solar energy.Audience members are asked to register their view a few weeks later.How might the order of the speeches affect the audience's decision?

Accepted Answer

The primacy effect is the tendency for the first item in a series to be remembered better than the others. In this case, the audience is more likely to remember Jon's speech, which was given first, and be influenced by his arguments.

Question 7

Your friend is thinking of purchasing a self-help weight-loss CD that promises its effects through subliminal persuasive messages embedded in the music.What should you tell her research shows about the effectiveness of such programs?

Accepted Answer

There is no solid scientific evidence to support the effectiveness of subliminal messages in weight-loss CDs. While some people may experience some benefit from using such programs, overall there is not enough empirical research to support the claims made by the manufacturers of these products.

Question 8

As personal involvement regarding an issue increases,

Accepted Answer

As personal involvement regarding an issue increases, individuals are more likely to engage in central route processing, where they carefully consider the quality of the arguments presented. Therefore, the quality of the arguments becomes a more important determinant of persuasion, compared to peripheral cues such as the credibility or attractiveness of the speaker.

Question 9

Which factor has the biggest impact on whether or not there will be a primacy or recency effect in persuasion?

Accepted Answer

The factor with the biggest impact on whether or not there will be a primacy or recency effect in persuasion is time. Primacy effects tend to occur when there is more time between the presentation of information and the decision, while recency effects tend to occur when there is less time.

Question 10

A sleeper effect occurs when

Accepted Answer

A sleeper effect occurs when a persuasive message from a noncredible source becomes more persuasive over time. Initially, the message may not be very persuasive because of the source's lack of credibility. However, over time, people may forget the source of the message and only remember the content, which can become more persuasive.

Question 11

Research by Landau and colleagues (2004)in which participants were exposed to subliminal images of the 9/11 terrorist attacks and then asked questions about then-President George W.Bush leads to the conclusion that

Accepted Answer

The research shows that fear arousal, induced by exposure to subliminal images of a traumatic event, can influence attitudes as important as political opinions, indicating that fear arousal can influence even highly valued beliefs.

Question 12

While shopping at the local mall, Ihno is approached by a man who asks her to sign a petition for stricter gun control laws.If Ihno uses the central route to decide whether to sign the petition, then she will be more likely to sign if the man who approaches her

Accepted Answer

When using the central route of persuasion, individuals are influenced by the strength and quality of the arguments presented. Therefore, if the man presenting the petition provides strong and compelling arguments for stricter gun control laws, Ihno will be more likely to sign. Options A, B, and C are not relevant factors in central route persuasion.

Question 13

Josue listened to a speech on the radio advocating the increased use of automobiles that are not reliant on fossil fuels.One would expect the sleeper effect to be greatest if Josue found out about the background of the speaker _____ the speech and was asked about his views about the issue _____.

Accepted Answer

The sleeper effect occurs when a message from a non-credible source becomes more persuasive over time. If Josue learns about the speaker's background after the speech and is asked about his views a few weeks later, he may forget the source's lack of credibility and the message may become more persuasive.

Question 14

Research indicates that subliminal influence

Accepted Answer

Research suggests that subliminal influence can occur, but it is typically limited to short-term effects and simple judgments rather than complex decision-making or long-term behavior changes.

Question 15

Roger and Mike always seem to disagree on music.When Roger tells Mike that he has heard a new song on the radio that he likes a lot, this experience is likely to lead Mike to

Accepted Answer

Since Roger and Mike always seem to disagree on music, it's unlikely that Mike's opinion on a new song will be swayed by Roger's recommendation. In fact, it's possible that Mike may even like the song less because he might perceive Roger's endorsement as a sign that it's not to his own taste.

Question 16

Which of the following source characteristics best explains why a company might recruit a supermodel to endorse its products?

Accepted Answer

Supermodels are often recruited for endorsements due to their likeability, as they are generally admired and have a strong appeal to the public, which can positively influence consumer attitudes towards the product.

Question 17

Professor Shackleford is elated because she has just learned that her paper has been accepted for publication.When a student passes her in the hallway and tells her that he missed the latest exam in order to stay home with his depressed cat, her good mood renders her likely to

Accepted Answer

The professor's elevated mood is likely to influence her judgment in a positive way, making her less skeptical than usual about the student's excuse. This is known as the "halo effect," where a positive impression in one area influences judgments in other unrelated areas.

Question 18

Michael believes that one's family is more important than one's career.In order for him to successfully convince his achievement-oriented friend Ronald that he should also possess such a value system, Michael should

Accepted Answer

Suggesting a more balanced approach between family and career concerns may be more effective in convincing Ronald, as it acknowledges the importance of both areas of life and allows for flexibility in finding a personal balance that works for him. Taking a very discrepant position (A) may be too extreme and could possibly alienate Ronald. Using peripheral cues (B) may not be effective in changing deeply held values and beliefs. Presenting as many arguments for his position as possible (C) may overwhelm Ronald and could lead to him becoming defensive or resistant to Michael's perspective.

Question 19

Sleeper effects can be reduced by reminding people that the source of a persuasive message was not credible.This supports which explanation of sleeper effects?

Accepted Answer

The discounting cue hypothesis.

Question 20

The main factor influencing source likeability is(are)

Accepted Answer

Both similarity and physical attractiveness have been identified in research as key factors influencing source likeability. Proximity is often associated with increased familiarity and liking, but it is not as consistently and strongly related to likeability as similarity and physical attractiveness. Therefore, the best choice is C: similarity and physical attractiveness.

Quiz 6: Attitudes