Question 1

The foot-in-the-door phenomenon refers to the tendency to

Accepted Answer

The foot-in-the-door phenomenon is a compliance tactic where a compliance is gained by getting the person to agree to a small request first, then add a larger request. This suggests that people are more likely to comply with a larger request if they have already complied with a smaller request, showing the tendency to comply with a larger request because of a previous small request.

Question 2

Politicians who publicly oppose a tax increase that they privately favor best illustrate that

Accepted Answer

The fact that politicians publicly oppose a tax increase while privately favoring it shows that their actions (opposing the increase) are inconsistent with their attitudes (favoring the increase). This suggests that actions may sometimes be inconsistent with attitudes.

Question 3

Darcy is in the market to buy a new car.The salesperson shows her the features of each car she is considering,explaining the pros and cons of purchasing each.The salesperson's strategy illustrates

Accepted Answer

The salesperson is using central route persuasion by presenting logical arguments and information about the features of each car to help Darcy make an informed decision.

Question 4

The set of prescribed behaviors associated with a particular social position is best described as a(n)

Accepted Answer

The set of prescribed behaviors associated with a particular social position is commonly known as a role. Choices A, B, and C do not accurately describe this concept.

Question 5

Opinion change resulting from a thoughtful focus on the content of arguments illustrates

Accepted Answer

Central route persuasion refers to the process of being persuaded by the content and quality of an argument, rather than by superficial or peripheral cues. Therefore, when an individual's opinion changes as a result of thoughtful consideration of the arguments presented, it exemplifies central route persuasion.

Question 6

Instead of providing arguments in favor of a political candidate,ads may build political support by associating pictures of the candidate with emotion-evoking music and images.This strategy best illustrates

Accepted Answer

This strategy of using emotional cues to build political support is an example of peripheral route persuasion, where the focus is on superficial cues rather than the actual content of the argument or message. Central route persuasion, on the other hand, involves a more in-depth analysis and consideration of the arguments presented. Cognitive dissonance and role-playing are not relevant to this scenario.

Question 7

On the first day of class,Tamara's professor gives brief and abrupt answers to students' questions.Tamara thinks that her new professor is rude.This ________ will likely influence her to act negatively toward her professor.

Accepted Answer

Tamara's negative evaluation of her professor as rude is an example of an attitude, which is a learned tendency to respond consistently to particular stimuli (in this case, her professor's behavior). Her attitude is likely to influence how she thinks, feels, and behaves toward her professor in the future.

Question 8

Jackson agreed to Stanley's suggestion that they shoplift some video games.Later in the week,Jackson agreed to go along with Stanley's suggestion to steal a neighbor's expensive racing bike.Reflecting on what he had done,Jackson was surprised by his willingness to comply with Stanley's request.Jackson's experience illustrates

Accepted Answer

Jackson's behavior is an example of the foot-in-the-door phenomenon, which occurs when a person is more likely to comply with a large request after first complying with a smaller request. In this case, Jackson first agreed to shoplift video games, which may have made him more likely to agree to steal the bike later on.

Question 9

Whether a person exercises regularly is best predicted by his or her attitude about

Accepted Answer

Regular exercise is most closely tied to one's attitude about exercise, as opposed to sports training or social attitudes. While physical health is a motivating factor for many people to exercise, ultimately it's one's perception of exercise and its benefits that will determine their likelihood of making it a regular habit.

Question 10

Compared with central route persuasion,peripheral route persuasion tends to

Accepted Answer

Peripheral route persuasion is focused on superficial or secondary characteristics of the message, such as the attractiveness of the speaker or the use of emotional appeals, whereas central route persuasion involves logical reasoning and critical thinking. Because peripheral cues are easier to process and require less effort, they tend to produce more rapid effects on attitudes and beliefs. However, these effects are typically weaker and less enduring than those resulting from central route persuasion, which is based on more substantial and meaningful information. Peripheral route persuasion is also less likely to influence behavior, as it is often based on fleeting or extraneous cues that are not strongly related to the actual content of the message.

Question 11

Mia feels that fast-food restaurants are an unhealthy source of food and has protested against the building of a new restaurant in her neighborhood.Mia's feeling about fast-food restaurants is an example of

Accepted Answer

Mia's feeling about fast-food restaurants is an attitude because it is a general evaluation and feeling about a particular object (in this case, fast-food restaurants).

Question 12

Peripheral route persuasion involves

Accepted Answer

Peripheral route persuasion is when a person is persuaded by superficial or unimportant cues, such as the attractiveness of the speaker. This type of persuasion does not involve careful thinking or considering evidence and arguments.

Question 13

Vanna is tempted to shoplift a gold necklace even though she has negative feelings about shoplifting.Vanna is LEAST likely to steal the merchandise if she

Accepted Answer

If Vanna easily recalls her negative feelings about shoplifting, it is less likely that she will go through with it. The other options - knowing others are watching (which could either make her more or less likely to steal), getting the necklace for a friend (which could create a sense of obligation and pressure to steal), and having recently shoplifted (which could normalize the behavior and make her more likely to do it again) - all increase the likelihood of Vanna stealing the necklace.

Question 14

Aleksis has recently begun to bully and hurt his younger brother.If this behavior continues,it is likely that Aleksis will

Accepted Answer

The answer of Aleksis has recently begun to bully and...

Question 15

Which of the following illustrates peripheral route persuasion?

Accepted Answer

Peripheral route persuasion occurs when people are influenced by superficial or peripheral cues, such as celebrity endorsements or attractive packaging, rather than the actual content of the argument or message. Ethan's decision to buy a car based on a celebrity endorsement is an example of peripheral route persuasion.

Question 16

Dominick,who is a copy machine salesman,provides information on all models and honestly explains all their pros and cons,even of his competitors' machines.Dominick is using

Accepted Answer

Dominick is using central route persuasion as he is providing complete information on all models and honestly explaining the pros and cons. This type of persuasion involves providing logical and elaborate arguments to persuade people.

Question 17

When a salesperson visits your home and asks you to try a free sample of a cleaning fluid,you agree.When he returns the following week and asks you to purchase an assortment of expensive cleaning products,you make the purchase.The salesperson appears to have made effective use of

Accepted Answer

The salesperson first used the foot-in-the-door technique by asking the person to try a free sample, which is a small request. When the salesperson returned and asked for a larger purchase, the person was more likely to comply due to the consistency principle, which states that people feel pressure to be consistent with their previous behavior and beliefs. This is a classic example of the foot-in-the-door phenomenon.

Question 18

After they had first agreed to display a 3-inch "Be a Safe Driver" sign,California home owners were highly likely to permit the installation of a very large and unattractive "Drive Carefully" sign in their front yards.This best illustrates

Accepted Answer

This scenario exemplifies the foot-in-the-door phenomenon, which involves starting with a small request and then gradually increasing it to a larger one. Homeowners were more likely to allow the second larger sign after agreeing to the smaller one, indicating that they had already committed to the idea of promoting safe driving.

Question 19

Attitudes are especially likely to affect behavior when

Accepted Answer

When external influences on behavior are minimal, attitudes have a stronger impact on behavior. This is because external factors such as social pressure or rewards may override an individual's personal attitudes. The other choices do not necessarily enhance the impact of attitudes on behavior.

Question 20

The impact of our actions on our attitudes is best illustrated by the

Accepted Answer

The foot-in-the-door phenomenon refers to the tendency for people to be more likely to agree to a larger request after first agreeing to a smaller one. This effect is thought to occur because agreeing to the smaller request initially creates a change in attitude in the individual, making them more receptive to the larger request. Therefore, the impact of our actions on our attitudes is best illustrated by the foot-in-the-door phenomenon.

Quiz 41: Stress and Illness