Question 1

In the elaboration likelihood model, two types of persuasive communications can be used. These are the central route and the __________ route.

Accepted Answer

The correct answer is peripheral route. The elaboration likelihood model suggests that individuals can be persuaded through two routes: central and peripheral. Peripheral route persuasion occurs when individuals are not motivated to process information in a message and instead rely on superficial cues, such as attractiveness of the speaker or catchy slogans. Central route persuasion occurs when individuals are motivated to process information in a message and evaluate the evidence presented to arrive at a conclusion.

Question 2

John's parents never cared for Southerners. They thought Southerners were slow and lazy. John often heard them make jokes about the South. John is being transferred to Alabama and he knows he won't like it because of the people there. He acquired this attitude through __________ learning.

Accepted Answer

John's attitude towards Southerners was acquired through observational learning, as he heard his parents make jokes about them and developed a negative view of them as a result. Classical conditioning involves learning through associations between stimuli, operant conditioning involves learning through consequences and rewards, and distance learning refers to a type of online education.

Question 3

Chantel's friends all prefer long hair and low-rise jeans. They have encouraged her to adopt the same look. Chantel now prefers this mode of dress and criticizes others who dress differently. Chantel's attitude was acquired through

Accepted Answer

Chantel's friends encouraged her to adopt the same look, and she now prefers this mode of dress and criticizes others who dress differently. This suggests that her attitude was acquired through both direct experience (being exposed to her friends' preferences) and reinforcement (receiving positive feedback from her friends for adopting the same look).

Question 4

Advertisements that present a "doomsday" approach to getting the attention of the consumer are using which of the following techniques of persuasion?

Accepted Answer

Advertisements that use fear appeal try to persuade people to take action by emphasizing the negative consequences of not doing so. They often present a "doomsday" scenario to get the attention of the consumer. The goal is to create a sense of urgency and motivate people to take action to avoid the negative outcome.

Question 5

When we try to persuade others by getting them to think carefully about the evidence, we are using the __________ route to attitude change.

Accepted Answer

The central route to attitude change involves appealing to the rational and logical side of the receiver's mind, making them think carefully about the evidence presented. This route argues for a detailed analysis and a thoughtful persuasive message.

Question 6

Overexposure of advertisements for particular cars is likely to

Accepted Answer

The answer of Overexposure of advertisements for particular cars is...

Question 7

When a famous movie star endorses a cosmetic, advertisers are using a __________ to persuade customers to buy their product.

Accepted Answer

The peripheral route of persuasion focuses on using peripheral cues, such as celebrity endorsements, to persuade customers to buy a product without necessarily considering the product's merits or benefits. This is different from the central route, which focuses on logical and rational arguments to persuade customers, and the status or prestige route, which focuses on appealing to a customer's desire for status or prestige by associating the product with high social status or exclusivity.

Question 8

How are attitudes formed?

Accepted Answer

Attitudes are primarily learned through experiences and socialization processes. While certain predispositions or personality traits may make someone more likely to develop certain attitudes, they are not innate or genetically predetermined.

Question 9

The first time that Timko drove a certain pickup truck, he immediately liked the way it performed. Later, he learned that its performance was good, but not as good as he had first thought. His initial attitude, by which he judged later ideas about the truck, is what social psychologists call a

Accepted Answer

A cognitive anchor is an initial belief or attitude that influences subsequent judgments and perceptions, as seen in Timko's initial impression of the truck.

Question 10

Research has shown that mere __________ to any stimulus increases the likelihood that people will like it and react favorably to it.

Accepted Answer

Research has consistently shown that mere exposure to any stimulus, such as a person, product, or advertisement, increases the likelihood that people will like it and react favorably to it. This is called the mere-exposure effect or the familiarity principle. Repeated exposure to a stimulus without any negative consequences creates a sense of comfort and familiarity, which leads to more positive attitudes towards it.

Question 11

A salesperson for vitamins gives out a medical journal article that discusses the research on a particular vitamin's benefits. The salesperson is using the __________ route to persuade customers to buy his product.

Accepted Answer

The central route to persuasion involves presenting logical arguments and evidence to persuade listeners. In this case, the salesperson is presenting research on the benefits of a particular vitamin, which requires the listener to engage in processing the information and forming opinions based on the evidence presented. It is a central route to persuasion because it is focused on the core argument rather than peripheral factors like attractiveness or emotional appeal.

Question 12

When health warnings regarding cigarette smoking include pictures of aged, wrinkled skin, yellow-brown teeth and definite risks to appearance in addition to lung cancer, students are more likely to

Accepted Answer

Health warnings that include images of negative effects on appearance have been shown to be effective in reducing cigarette smoking. Students may be more likely to quit or reduce smoking if they are personally affected by potential negative changes in their appearance.

Question 13

Which of the following utilizes the central route to attitude change?

Accepted Answer

The central route to attitude change involves using factual information and logical arguments to persuade someone. The commercial for a lawnmower emphasizing its power and cutting abilities focuses on the product's features and benefits, which appeals to someone who may be considering purchasing a lawnmower.

Question 14

In a debate, when a politician first presents his opponent's side of the argument in an effort to refute their position, he is using the technique known as

Accepted Answer

This technique is called the two-sided argument. The politician presents the opponent's argument before refuting it in order to show that they have considered and countered all possible arguments. This can make the politician's own argument appear stronger and more reasonable to the audience.

Question 15

When Tamara and her classmates say the Pledge of Allegiance every morning, their teacher smiles and approves. This is an example of children acquiring attitudes such as patriotism through

Accepted Answer

The answer of When Tamara and her classmates say the...

Question 16

The __________ route is to facts and research results whereas the __________ route is to status and prestige.

Accepted Answer

The central route is focused on facts and research results, while the peripheral route is focused on status and prestige. Therefore, option B correctly identifies that the central route is to facts and research results, while the peripheral route is to status and prestige. Options A, C, and D are incorrect as they do not accurately describe the two routes.

Question 17

Which of the following uses the peripheral route to attitude change?

Accepted Answer

The answer of Which of the following uses the peripheral...

Question 18

According to the elaboration likelihood model, TV advertisements for Excedrin that describe the effectiveness of the product in combating headache pain are using

Accepted Answer

The central route is characterized by cognitive processing, where the consumer actively thinks about and evaluates the message. In this case, the TV advertisements for Excedrin describing the effectiveness of the product in combating headache pain require the viewer to actively process and evaluate the message, making it a central route persuasion strategy.

Question 19

When a persuasive message attempts to change our attitude toward something by associating it with positive or negative cues, it is using the __________ route.

Accepted Answer

The peripheral route of persuasion involves focusing on cues such as attractiveness, credibility, and emotions rather than using logical arguments to change attitudes. Associating something with positive or negative cues would fall under the peripheral route of persuasion.

Question 20

What is the manner through which learning helps to shape attitudes?

Accepted Answer

Learning through reinforcement and observation can shape attitudes by rewarding positive attitudes and behaviors while ignoring or punishing negative ones. Through observation, individuals can learn from others and adopt attitudes that are prevalent in their social environment.

Quiz 14: Social Psychology