Question 1

All of the following are true about psychological reactance EXCEPT which statement?

Accepted Answer

The statement "Reactance when the freedoms of other group members are threatened is greater in individualistic cultures" is false. Reactance is generally higher in collectivistic cultures, where group harmony and conformity is emphasized over individual freedom.

Question 2

Adna wants to persuade her daughter not to drink.Which of the following suggestions is LEAST likely to persuade Adna's daughter to resist the pressure to drink?

Accepted Answer

Telling her daughter she is forbidden to drink is least likely to be effective because it doesn't address the reasons behind drinking or offer her strategies to resist pressure. It may also provoke a rebellious response.

Question 3

People _____ tend to use the peripheral route to persuasion.

Accepted Answer

People high in self-monitoring tend to be more concerned with outward appearances and may be more likely to be persuaded by peripheral cues, such as the attractiveness of a speaker or the use of celebrity endorsements. People low in the need for cognition may also be more likely to be persuaded by peripheral cues as they are less likely to engage in deep or critical thinking about the message.

Question 4

_____ proposes that people value thinking and acting freely.

Accepted Answer

Psychological reactance theory proposes that people value thinking and acting freely, and when this freedom is threatened or taken away, they experience psychological reactance which leads to an increase in their motivation to regain the lost freedom.

Question 5

People with a promotion focus tend to have _____ motivation.

Accepted Answer

People with a promotion focus are motivated by growth and achieving goals. They focus on the potential for positive outcomes and often take risks to achieve those outcomes.

Question 6

According to the text,successfully resisting persuasion depends on all of the following EXCEPT which one?

Accepted Answer

The text does not mention gender as a factor that affects successful resistance to persuasion. Instead, it focuses on factors such as motivation to resist, strategies for resistance, and knowing what to resist.

Question 7

_____ is people's general tendency to think and act in ways oriented toward avoidance of negative outcomes.

Accepted Answer

Prevention focus is the general tendency to think and act in ways oriented toward avoidance of negative outcomes. Option A, self-esteem, refers to the positive or negative evaluation of oneself. Option B, promotion focus, is the general tendency to think and act in ways oriented toward the achievement of positive outcomes. Option D, need for cognition, is the general tendency to enjoy effortful cognitive activities and deep thinking.

Question 8

Psychological reactance theory proposes that:

Accepted Answer

Psychological reactance theory proposes that when people feel like their freedom is being threatened, they will become uncomfortable and will try to restore their freedom. This can manifest as defiance, resistance, or other behavior aimed at regaining autonomy.

Question 9

Wei really wants to make a good impression on his new roommate.Because Wei desires to make a good impression he is more susceptible to:

Accepted Answer

Wei is more likely to be influenced by peripheral-route cues, which involve superficial factors like appearance or charm, when trying to make a good impression.

Question 10

_____ is people's general tendency to think and act in ways oriented toward the approach of positive outcomes.

Accepted Answer

Promotion focus is the tendency to think and act in ways that are oriented toward the pursuit of positive outcomes or gains. This includes a desire to achieve success, gain rewards, and experience pleasure. It reflects a proactive approach to goal pursuit.

Question 11

Reactance is the:

Accepted Answer

Reactance is the negative emotional state that results from feeling that one's freedom is being threatened. It can lead individuals to act in a way that restores their sense of freedom and autonomy.

Question 12

Product placement works for all the following reasons EXCEPT which one?

Accepted Answer

Psychological reactance actually works against product placement, as it triggers a negative reaction when individuals feel their freedom of choice is being restricted or manipulated. The other options (increased mental accessibility, classical conditioning, and narrative transport) all play a role in making product placement effective.

Question 13

High school students Amy and Ray have been dating each other casually.Recently,Amy's parents urged her to stop seeing Ray,and then they forbade her to see him.Amy now wants to date Ray even more and continues to date him.Amy's behavior illustrates the effects of:

Accepted Answer

Amy's behavior of wanting to date Ray even more despite her parents forbidding her to see him shows psychological reactance. This is a common response when an individual feels that their freedom or autonomy is threatened, causing them to want to assert their independence even more.

Question 14

Chris studies hard for his final exams because he wants to avoid failing his classes.Chris is probably high in:

Accepted Answer

Chris's motivation to study is driven by a desire to avoid a negative outcome (failing his classes), which is characteristic of prevention focus.

Question 15

Cacioppo and colleagues measured students' need for cognition and then asked them to read an editorial supposedly written by a journalism student arguing all seniors should be required to pass a comprehensive exam to graduate.This argument was highly relevant to all participants.Half of the participants read strong arguments for the exam,and the other half read unconvincing arguments for the exam.Which of the following did the results NOT include?

Accepted Answer

The results did not include information about whether all participants processed the arguments through the central route to persuasion.

Question 16

People high in promotion focus are MORE likely to be persuaded by an argument if that argument:

Accepted Answer

People high in promotion focus are motivated by achieving positive outcomes and gains, so they are more likely to be persuaded by an argument that focuses on achieving a positive outcome.

Question 17

People high in _____ are more persuadable through the central route.

Accepted Answer

People high in the need for cognition enjoy processing information and engaging in complex thinking, therefore they are more likely to be persuaded by the central route of persuasion, which relies on the audience's careful consideration of the message's content and arguments.

Question 18

Research has shown that the more children see films where adults smoke,the more positive the children's attitudes are toward smoking and the more likely they are to start smoking._____ helps to explain these findings.

Accepted Answer

Narrative transportation theory suggests that individuals become absorbed in a story and are more likely to be influenced by its messages. Children who watch films with smoking may become emotionally transported by the story and see smoking as a positive behavior.

Question 19

All of the following are true about regulatory focus EXCEPT which statement?

Accepted Answer

People with a promotion focus are more oriented toward achieving positive outcomes, not security.

Question 20

Diego started eating more fruits and vegetables because he wants to be healthy.Diego is high in:

Accepted Answer

Diego's behavior aligns with a promotion focus, which involves striving for positive outcomes and aspirations, such as being healthy.

Quiz 8: Persuasion, Attitudes, and Behavior