Question 1

Kayla is planning a trip to Hawaii. She reads hotel reviews on various travel websites before she books one. According to the elaboration likelihood model, what can we say about Kayla's motivation and ability to focus on searching for a hotel?

Accepted Answer

Kayla's action of reading hotel reviews indicates that she is motivated and has the ability to process information, which aligns with the central route of the elaboration likelihood model, where both motivation and ability are high.

Question 2

Jaden is trying to pick out a frozen meal in the grocery store. While he does so, his three-year-old son tugs on his leg and repeatedly screams, "Let's go home! Let's go home!" Which of the following frozen meals is Jaden most likely to pick?

Accepted Answer

Jaden is likely to pick a meal endorsed by his favorite football star because the endorsement can create a quick, positive association, making it an easy choice under pressure.

Question 3

How has caffeine been found to impact the persuasion process?

Accepted Answer

Caffeine has been found to increase alertness and cognitive processing, making individuals more likely to engage with and be persuaded by arguments presented through the central route.

Question 4

Martin et al. (2005) found that when participants were given a drink containing caffeine and then read a counter-attitudinal message

Accepted Answer

Caffeine is known to increase alertness and focus, which can lead to more central route processing, where individuals are more likely to engage in thoughtful consideration of the message content.

Question 5

A person who has no motivation to focus on carefully processing messages is likely to rely on all of the following except

Accepted Answer

When a person lacks motivation to process messages carefully, they are less likely to focus on the content of the message and more likely to rely on peripheral cues such as the source, length, or speed of delivery.

Question 6

What types of messages did Howard (1997) find are most persuasive to someone who is low in involvement with a message?

Accepted Answer

Howard (1997) found that familiar phrases are most persuasive to individuals with low involvement, as they require less cognitive effort to process and are more easily accepted.

Question 7

In their study on personal involvement and persuasion (Petty, Cacioppo & Goldman, 1981), what was found about participants who were not highly involved with the message?

Accepted Answer

Participants who were not highly involved with the message were more influenced by peripheral cues, such as the expertise of the speaker, rather than the strength of the arguments.

Question 8

In their study on personal involvement and persuasion (Petty, Cacioppo & Goldman, 1981), what was found about participants who were highly involved with the message?

Accepted Answer

Highly involved participants were more persuaded by the quality of the arguments rather than the expertise of the speaker.

Question 9

Hafer et al. (1996) found that when a persuasive message is difficult to comprehend, people

Accepted Answer

When a message is difficult to comprehend, people tend to rely on peripheral cues such as the status of the person making the arguments rather than the strength of the arguments themselves.

Question 10

What is true of attitude change that is based on central route processing as compared to peripheral route processing?

Accepted Answer

Central route processing leads to attitude changes that are longer lasting and more resistant to future persuasion efforts because it involves careful and thoughtful consideration of the arguments presented.

Question 11

Which of the following statements regarding central and peripheral routes to persuasion is false?

Accepted Answer

Messages that are high in personal relevance are typically processed centrally, not peripherally, as individuals are more motivated to engage in careful and thoughtful consideration of the arguments presented.

Question 12

When examining motivation to focus on a message and the influence on persuasion, researchers had two groups of participants, one with an incentive that encouraged a high involvement with the message, a desirable incentive, and another with a less desirable incentive. The researchers found that when the participants were exposed to phrases with identical meaning, but one phrase was more familiar than the other, those participants with

Accepted Answer

The answer of When examining motivation to focus on a...

Question 13

Participants with low involvement with the message were more persuaded by familiar phrases, than by literal, but non-familiar phrases, demonstrating

Accepted Answer

Participants with low involvement are more likely to rely on peripheral cues, such as the familiarity of phrases, rather than the content or quality of the message itself.

Question 14

In research examining persuasion (Petty, et al., 1981), participants were asked to listen to a talk promoting the benefits of mandatory exams for all students before college graduation. The researchers were interested in the personal involvement of the participants and the influence of the expertise of the speaker and the strength of the article. The researchers found all of the following, except

Accepted Answer

The strength of the argument represents the central route of processing, not the peripheral route. The peripheral route is more about superficial cues like the speaker's expertise.

Question 15

Research on messages to promote recycling (Werner et al., 2004) examined the use of persuasive messages through three conditions; control condition, no message, validation condition, acknowledging any inconvenience and thanking those who comply, and the persuasion message about the importance of recycling. Which of the following statements is true?

Accepted Answer

The study found that both the validation and persuasion messages were effective in significantly increasing recycling behavior compared to the control condition.

Question 16

Communication that is designed to influence one's attitudes is known as _______.

Accepted Answer

The answer of Communication that is designed to influence one's...

Question 17

A person who is persuaded by strong arguments is using ____________ route processing.

Accepted Answer

The answer of A person who is persuaded by strong...

Question 18

Jacob bought an expensive watch that he saw advertised in a magazine, but now can't understand why he made his purchase. Jacob seems to have used ____________ route processing.

Accepted Answer

The answer of Jacob bought an expensive watch that he...

Question 19

If you have high ability and motivation to process the message, you will likely use ____________ route processing.

Accepted Answer

The answer of If you have high ability and motivation...

Question 20

The length of a persuasive message, the source of the message and the speed at which a message is delivered are all examples of _____________ cues.

Accepted Answer

The answer of The length of a persuasive message, the...

Quiz 7: Persuasion