Question 1

If you are interested in buying a new camera, you are most likely influenced by

Accepted Answer

The answer of If you are interested in buying a...

Question 2

Students who hear a message from a student from their university are more likely to be persuaded than those who hear a message from a student from another university (Mackie, et al., 1992). This is because we are more persuaded by those

Accepted Answer

People are generally more persuaded by those who share an in-group status with them, as they feel a sense of connection and trust with individuals who are part of the same group or community.

Question 3

Similarity with the source of persuasion does not have to be limited to group membership. In a study by Silvia (2005), students were more persuaded when the source

Accepted Answer

Similarity in personal attributes, such as having the same first name and birth date, can create a sense of connection and familiarity, which can enhance persuasiveness.

Question 4

Which of the following sources is most likely to be viewed as more persuasive?

Accepted Answer

A doctor endorsing a pain reliever is likely to be viewed as more persuasive because doctors are seen as experts in health-related matters, lending credibility and authority to their endorsement.

Question 5

When considering the length of the message and its influence on persuasion, which of the following is not a factor one needs to also consider?

Accepted Answer

The frequency of the message is not directly related to the length of the message in terms of its influence on persuasion. The other factors, such as strength, processing route, and relevance, are more directly related to how the length of a message might impact its persuasive power.

Question 6

Long messages have proven to be LESS persuasive when

Accepted Answer

Peripheral processing involves less attention and cognitive effort, making long messages less effective.

Question 7

In which of the following situations is the message likely to be persuasive?

Accepted Answer

The message is likely to be persuasive when it supports our current belief because people are more likely to be persuaded by messages that confirm their existing beliefs.

Question 8

Which of the following statements was not found in the research on the persuasiveness of virginity pledges (Buckner & Bearman, 2005)?

Accepted Answer

The research found that the majority of those who make virginity pledges do not keep them, meaning they do have sex before marriage.

Question 9

Farah did Omar a favour last week. When she asks him to drive her to a party on Saturday, he agrees. His compliance is called

Accepted Answer

Reciprocation refers to the social norm of responding to a positive action with another positive action, rewarding kind actions. Omar agrees to drive Farah because she did him a favor, which is an example of reciprocation.

Question 10

We comply with a request if similar others are also complying. This is termed

Accepted Answer

Social validation refers to the tendency to look at the behavior of others to determine how to act in a given situation, leading to compliance if others are also complying.

Question 11

Cialdini (2001) suggests that once we decide on a position, we tend to comply with requests that are ________________ with that position.

Accepted Answer

Cialdini's principle of consistency suggests that once we commit to a position, we are more likely to comply with requests that align with that position.

Question 12

The ad announcing the sale of the flat-screen TV says that there are only 100 TVs available per store. According to Cialdini (2001), this ad would be effective because of

Accepted Answer

Cialdini's principle of scarcity suggests that people are more likely to desire something that is perceived as limited or scarce, making the ad effective by emphasizing the limited availability of the TVs.

Question 13

Attractive and likeable sources are more persuasive then unattractive and less likeable sources.

Accepted Answer

Attractive and likeable sources are often more persuasive because they can capture attention, create positive associations, and increase trust and credibility, making the message more appealing to the audience.

Question 14

When you have limited ability to focus, it is more difficult to concentrate on central messages.

Accepted Answer

Limited focus makes it harder to filter out distractions and maintain attention on the main points.

Question 15

Messages that are very discrepant from people's attitudes tend to be most persuasive.

Accepted Answer

Messages that are too discrepant from a person's existing attitudes are often dismissed or rejected, as they can create cognitive dissonance. Messages that are moderately discrepant are more likely to be persuasive.

Question 16

The age at which people are most influenced by persuasive messages is over 60 years of age.

Accepted Answer

Research suggests that younger individuals, particularly adolescents and young adults, are generally more susceptible to persuasive messages due to cognitive and social factors.

Question 17

A message that is initially not particularly persuasive becomes more persuasive over time in a phenomenon known as the _______ _______.

Accepted Answer

The answer of A message that is initially not particularly...

Question 18

The tendency to change one's attitude and behaviour to fit the situation is known as ________________________.

Accepted Answer

The answer of The tendency to change one's attitude and...

Question 19

To demonstrate the influence of subtle cues on persuasion, McCall & Belmont (1996) had wait staff present bills on either a plain tray or one with a credit card logo. The researchers demonstrated

Accepted Answer

The presence of the credit card logo acted as a subtle cue that influenced customers to leave larger tips, demonstrating the power of subtle cues in persuasion.

Question 20

The use of negative emotion, particularly fear-based appeals are designed to do all of the following except

Accepted Answer

Fear-based appeals are typically designed to create a sense of urgency or immediate reaction rather than promoting long-term conscious thinking.

Quiz 7: Persuasion