Question 1

The use of role-playing as a technique for preventing attitude change is based on the idea that __________.
A) forewarned is forearmed
B) it makes the logical arguments against change easier to remember.
C) it helps people build resistance to the kinds of emotional appeals used by peers
D) behaviorally based attitudes are easily reinforced

Accepted Answer

Role-playing can help people build resistance to the emotional appeals used by peers by allowing them to practice responding to those appeals in a safe environment. This can make it easier for them to resist those appeals in real-life situations.

Question 2

The makers of different over-the-counter pain relievers will be using product placement to market their products. Which of the following best exemplifies where one would see these persuasive messages?
A) Being used by an actor on a primetime TV show
B) Different shelves at the drug store or supermarket
C) Posters and pamphlets in doctors' offices
D) Ads on the radio and TV

Accepted Answer

Product placement refers to the practice of integrating products into entertainment content, such as a TV show, where they are used or shown by characters, making A the best example of this marketing strategy.

Question 3

According to reactance theory, which of the following persuasion attempts will meet with the LEAST resistance when a parent tries to convince his child to keep her room clean?
A) "Please, try to remember to put your toys away when you've finished playing with them."
B) "How many times have I told you to keep your room clean?"
C) "The next time I find your room in such a mess, I'll send you to bed without television."
D) "I'm going to tell you one more time: Clean up this room, or else!"

Accepted Answer

According to reactance theory, when an individual's freedom to choose is threatened or limited, they are more likely to resist persuasion attempts. Option A, which presents a polite request without imposing a threat or ultimatum, is the least likely to threaten the child's freedom, and therefore the least likely to meet with resistance.

Question 4

Because adolescents in particular are very susceptible to the emotional appeals of their peers, the textbook authors suggest that attitude inoculation attempts should take the form of __________.
A) one-sided appeals
B) two-sided appeals
C) eliciting a public commitment to resist peer pressure
D) role-playing responses to peers' appeals

Accepted Answer

The answer of Because adolescents in particular are very susceptible...

Question 5

On the campus of the University of Minnesota, there are signs near large expanses of grass that read, "Lie on me, play on me, but please don't walk on me." These signs are more likely to protect the grass than signs that read, "Stay off the grass!" because the Minnesota signs __________.
A) are likely to generate less psychological reactance
B) contain a longer persuasive message
C) contain an emotional appeal rather than a logical appeal
D) contain a logical appeal rather than an emotional appeal

Accepted Answer

The University of Minnesota signs are more likely to protect the grass because they use a gentle and inviting approach, rather than a prohibitive and authoritarian one. By encouraging people to enjoy the grass in certain ways ("Lie on me, play on me"), the signs are more likely to be perceived as reasonable and less likely to trigger a defensive reaction (psychological reactance) that could lead people to ignore the rules altogether. The signs still communicate a clear message ("please don't walk on me"), but they do so in a way that promotes positive behavior rather than simply forbidding negative behavior.

Question 6

Peer pressure is effective because it plays on adolescents' __________.
A) fear of rejection and desire for autonomy
B) desire to be right and desire to be liked
C) fear of rejection and desire to be loved
D) need for autonomy and need for esteem

Accepted Answer

Peer pressure is effective because it plays on adolescents' fear of rejection, which can make them more likely to conform to the expectations of their peer group, while also tapping into their desire for autonomy and independence, which can make them resistant to the influence of authority figures, such as parents or teachers. Ultimately, the combination of these factors can create a powerful incentive for teens to adopt the attitudes, beliefs, and behaviors of their peers, even if they don't necessarily agree with them or feel comfortable with them.

Question 7

__________ theory posits that when people feel their freedom threatened, they will work to restore it by performing the threatened behavior.
A) Cognitive dissonance
B) Attitude inoculation
C) Reactance
D) Heuristic processing

Accepted Answer

Reactance theory states that when people feel their freedom is being threatened or restricted, they may become defensive and motivated to restore their sense of freedom by engaging in the threatened behavior. This is often seen in situations where there are explicit or implicit rules or messages that attempt to limit or control individuals' behavior.

Question 8

In order to help teens resist peer pressure, it is important to inoculate their attitudes not only with cognitive arguments but with __________.
A) implicit attitudes
B) fear-arousing communications
C) emotional appeals
D) physical humor

Accepted Answer

Emotional appeals can be effective in helping teens resist peer pressure because it targets their emotions and can create a sense of personal values and beliefs that can be used as a defense against negative peer pressure. Implicit attitudes and physical humor do not provide a strong defense against peer pressure, and fear-arousing communications may not be effective in the long-term as it can create negative emotions that may not encourage positive behavior change.

Question 9

Peer pressure is a form of persuasion that generally utilizes __________.
A) cognitive appeals
B) behavioral ploys
C) emotional appeals
D) propaganda techniques

Accepted Answer

Peer pressure often uses emotional appeals to convince individuals to conform to group norms or behaviors. These emotional appeals can include fear of rejection, desire for approval, or a sense of belonging. While cognitive appeals, behavioral ploys, and propaganda techniques can also be used in persuasion, they are not as commonly associated with peer pressure.

Question 10

You have observed that there is more litter around signs that say "$500 fine for littering" than around signs that say "Please keep our state clean." What social psychological theory would you use to explain this observation?
A) Reactance theory
B) Cognitive dissonance theory
C) Attitude inoculation theory
D) Elaboration likelihood model

Accepted Answer

Reactance theory suggests that people may react against perceived threats to their freedom by engaging in the opposite behavior. In this case, the sign imposing a fine for littering may be perceived as a threat to one's freedom to litter, leading to an increase in littering behavior.

Question 11

Recall that researchers (Pennebaker & Sanders, 1976) placed one of two signs in the bathrooms on a college campus. One was a strong warning ("Do not write on these walls under any circumstances") and the other was a milder admonition ("Please don't write on these walls"). Two weeks later, what were they likely to find in the bathrooms containing the strong warnings?
A) Scrawls that read, "Says who?" and "What are you going to do about this?"
B) Graffiti in the stalls but not on the walls, where the sign was posted
C) Walls that were relatively clean
D) Less graffiti, but signs posted everywhere

Accepted Answer

The strong warnings likely led to reactance, a psychological response wherein individuals do the opposite of what they are told, especially if they perceive their freedom to be threatened. This can result in more defiant graffiti, such as messages challenging the authority of the sign.

Question 12

Product placement refers to __________.
A) where on a page the product being advertised appears
B) whether or not the product being advertised actually appears in the ad
C) where in a store aisle a product is situated
D) the display of a particular consumer product in a movie or TV show

Accepted Answer

Product placement refers to the display of consumer products in movies or TV shows. It is a type of advertising where brands pay to have their products featured in the media in order to gain visibility and influence consumer behavior.

Question 13

Several programs have been designed to prevent teen smoking in which researchers used role-playing to help inoculate antismoking attitudes. The results of such programs are __________.
A) that role-playing is ineffective against peer pressure
B) these teens were less likely to start underage smoking
C) these teens were likely to experience external justification for smoking
D) that attitude inoculation only works for cognitively based attitudes

Accepted Answer

The sentence states that the results of the programs were that "these teens were less likely to start underage smoking." Therefore, the best answer is B. A, C, and D are incorrect based on the information given.

Question 14

Based on the principles of psychological reactance, what should a mother say to her daughter if she wants to have her nose pierced?
A) "I won't be seen with you in public if you pierce your nose."
B) "Wait until your father hears about this!"
C) "You'd hate it if I took away your driving privileges."
D) "Please think about how you'll feel when you're thirty with a hole in your nose."

Accepted Answer

The principle of psychological reactance suggests that when people feel that their freedom is being restricted, they are likely to react by trying to assert their freedom in some other way. Therefore, options A, B, and C are likely to backfire and lead to the daughter wanting to pierce her nose even more. Option D, on the other hand, appeals to the daughter's long-term perspective and encourages her to think beyond the present moment, which may lead her to weigh the pros and cons more carefully and make a more thoughtful decision.

Question 15

The reason that forewarning tends to prevent attitude change is that it __________.
A) causes people to pay more attention to their preexisting attitude
B) causes people to analyze persuasive appeals much more carefully
C) prevents the occurrence of cognitive dissonance
D) increases the experience of cognitive dissonance

Accepted Answer

Forewarning allows individuals to prepare mentally for the persuasive attempt, leading them to scrutinize the arguments more carefully and critically, which can prevent attitude change.

Question 16

According to the elaboration likelihood model in your textbook, one reason that product placement is so successful as an advertising technique is that __________.
A) when it is used, people don't try to defend themselves against the influence
B) it increases the frequency of exposure to ads
C) it makes the source appear more credible
D) it makes the source appear more likeable

Accepted Answer

Product placement is successful because it bypasses the audience's natural tendency to resist persuasion, as people are often not actively trying to defend themselves against the influence when they encounter products placed within content they are already engaged with.

Question 17

Based on the effects of attitude forewarning, whose attitude is likely to change the most?
A) Terrence, who is attending a lecture entitled "Why War Now?" in order to receive course credit
B) Jonathon, who is going to visit a used-car showroom
C) Larry, who is preparing to talk to his soon-to-be ex-wife's attorney
D) Marvin, who goes to see a comedy film and listens to an appeal from a charity before the movie is shown

Accepted Answer

The attitude of Marvin is likely to change the most because he is being forewarned about the appeal from the charity before he watches the comedy film. This may make him more open to the message and increase the likelihood of a positive attitude shift towards the charity.

Question 18

You want to have a talk with your younger sister about the dangers of drugs. You begin the discussion by saying, "Now, your friends are probably going to tell you that only people with problems to begin with get into trouble with drugs, and that you're a chicken if you don't get high with them, but…" You have just used __________ to persuade her to avoid experimenting with drugs.
A) a fear-based appeal
B) a one-sided argument
C) attitude accessibility
D) attitude inoculation

Accepted Answer

By presenting a counter-argument that she is likely to encounter ("your friends are probably going to tell you..."), you are preparing her to resist that argument in the future, which is a technique known as attitude inoculation.

Question 19

In general, what is an attitude? Provide an example of an attitude toward some person or thing, and identify the affective, cognitive, and behavioral components of that attitude.

Accepted Answer

The answer of In general, what is an attitude? Provide...

Question 20

You are watching your favorite movie, about a renegade vigilante trying to escape from the police. Suddenly, your brother says, "I guess Dodge sent some money to the producers." You then notice that all of the cars in the exciting car chase are manufactured by Dodge. Dodge has used __________ in hopes of influencing your next car purchase.
A) brand merchandising
B) explicit advertising
C) product placement
D) subliminal messaging

Accepted Answer

The answer of You are watching your favorite movie, about...

Quiz 7: Attitudes and Attitude Change: Influencing Thoughts and Feelings

The use of role-playing as a technique for preventing attitude change is based on the idea that __________.

The makers of different over-the-counter pain relievers will be using product placement to market their products. Which of the following best exemplifies where one would see these persuasive messages?

According to reactance theory, which of the following persuasion attempts will meet with the LEAST resistance when a parent tries to convince his child to keep her room clean?

Because adolescents in particular are very susceptible to the emotional appeals of their peers, the textbook authors suggest that attitude inoculation attempts should take the form of __________.

On the campus of the University of Minnesota, there are signs near large expanses of grass that read, "Lie on me, play on me, but please don't walk on me." These signs are more likely to protect the grass than signs that read, "Stay off the grass!" because the Minnesota signs __________.

Peer pressure is effective because it plays on adolescents' __________.

__________ theory posits that when people feel their freedom threatened, they will work to restore it by performing the threatened behavior.

In order to help teens resist peer pressure, it is important to inoculate their attitudes not only with cognitive arguments but with __________.

Peer pressure is a form of persuasion that generally utilizes __________.

You have observed that there is more litter around signs that say "$500 fine for littering" than around signs that say "Please keep our state clean." What social psychological theory would you use to explain this observation?

Product placement refers to __________.

Several programs have been designed to prevent teen smoking in which researchers used role-playing to help inoculate antismoking attitudes. The results of such programs are __________.

Based on the principles of psychological reactance, what should a mother say to her daughter if she wants to have her nose pierced?

The reason that forewarning tends to prevent attitude change is that it __________.

According to the elaboration likelihood model in your textbook, one reason that product placement is so successful as an advertising technique is that __________.

Based on the effects of attitude forewarning, whose attitude is likely to change the most?

In general, what is an attitude? Provide an example of an attitude toward some person or thing, and identify the affective, cognitive, and behavioral components of that attitude.