Question 1

According to the elaboration likelihood model of attitude change,what is it called when persuasion depends on factors such as the attractiveness and credibility of the source or emotional responses by the receiver

Accepted Answer

The peripheral route of persuasion relies on factors such as the attractiveness and credibility of the source or emotional responses by the receiver, rather than the actual arguments being presented. The central route, on the other hand, involves a careful analysis and evaluation of the arguments and evidence presented. The objective and subjective routes are not recognized in the elaboration likelihood model.

Question 2

Which component of attitudes is most directly associated with the application of classical conditioning principles

Accepted Answer

The affective component of attitudes is associated with emotional responses or feelings towards the attitude object. Classical conditioning principles involve pairing an initially neutral stimulus with a natural, emotional response to eventually elicit the same response to the neutral stimulus alone. Therefore, the affective component of attitudes is most directly associated with the application of classical conditioning principles.

Question 3

Mr.West is writing a persuasive speech to convince people that he is the best candidate for an upcoming election.If he were to use the mere exposure effect,which of the following would he include in his speech

Accepted Answer

The mere exposure effect states that people tend to develop a preference for things simply because they are familiar with them. Thus, Mr. West repeating the phrase "West is best" would increase exposure and potentially make people more likely to vote for him due to this familiarity. Creating a one-sided or two-sided argument or attacking his opponent would not necessarily utilize the mere exposure effect.

Question 4

A person experiences an unpleasant state of tension when related attitudes or beliefs are inconsistent or contradict each other.Which of the following explains this discomfort

Accepted Answer

The discomfort that arises from inconsistent attitudes or beliefs is known as cognitive dissonance, which is explained by dissonance theory.

Question 5

While at the dentist,six-year-old Alex listens as his mom tells the dentist she flosses her teeth daily.Alex notices that the dentist complimented his mom on her behaviour.Because of this brief encounter,which of the following would predict that Alex will develop a favourable attitude toward flossing

Accepted Answer

Alex observed his mother receiving praise from the dentist for flossing her teeth, which could lead to observational learning and the development of a favorable attitude towards flossing.

Question 6

In the Stanford Prison Experiment,what did Phillip Zimbardo suggest led some people to become abusive guards

Accepted Answer

Zimbardo suggested that adopting a social role played a significant role in some individuals becoming abusive guards. By assuming a position of power and authority, the guards started to identify with the role, which led them to act in ways that were consistent with this identity, such as displaying aggressive behavior towards the prisoners.

Question 7

In persuasion,what is the term for the information that is transmitted

Accepted Answer

The term for the information that is transmitted in persuasion is called the message. The medium is the means by which the message is transmitted, the sales pitch is a specific type of message used in advertising or sales, and the argument is the process of presenting and defending a particular viewpoint.

Question 8

A used-car salesman is trying to persuade a customer to buy a specific car because "It is a fine car at a great price." Which characteristic related to the effectiveness of persuasion will be most helpful

Accepted Answer

Trustworthiness is the most important characteristic related to the effectiveness of persuasion. People are more likely to be persuaded by someone who they perceive as trustworthy. The fact that the salesman is offering a "great price" and has "many years of experience" may not be enough to convince the customer if they don't trust the salesman. Being friendly and knowing comparative information can also be helpful in persuasion, but trustworthiness is the most crucial factor.

Question 9

Emily spent several hours completing a long application to join an honour society at her university.If she is accepted for membership,the initiation fee will be $100.Emily wonders how she could manage to pay the $100 out of her already overextended budget.Emily is accepted into the honour society and pays the initiation fee.What will Emily likely to do afterward

Accepted Answer

Emily has invested a significant amount of time and money into joining the honour society, so it's likely that she will feel positive about being a member and want to get involved in the society's activities. Additionally, being a part of an honour society can offer valuable networking opportunities and may look impressive on a resume. Therefore, Emily is likely to have a positive attitude towards the honour society.

Question 10

According to the elaboration likelihood model of attitude change,what is it called when people ponder the content and logic of persuasive messages

Accepted Answer

According to the elaboration likelihood model, when people ponder the content and logic of persuasive messages, they are taking the central route. The central route is characterized by a high level of cognitive elaboration and processing, where individuals carefully consider the information being presented and the arguments supporting the message. Unlike the peripheral route, which relies on superficial cues and heuristics, the central route focuses on the quality of the message itself.

Question 11

The weekend before the local election,you volunteer to visit every house in a three-block area of town and talk to the residents about voting for your candidate.Which of the following individuals would you be least likely to persuade

Accepted Answer

Individuals already planning to vote for another candidate and expecting your visit are likely to have solidified their choice and prepared counterarguments, making them the least persuadable.

Question 12

Which type of argument is perceived as most credible

Accepted Answer

Studies have shown that a well-presented two-sided argument which acknowledges and addresses counterarguments is perceived as more credible than a one-sided argument. Fear-arousing arguments may be effective in certain situations but can also backfire and cause people to shut down or tune out. Emotion-calming arguments may be viewed positively but may not necessarily increase credibility.

Question 13

If you are going to attempt to use fear to persuade someone,which characteristic of the feared consequence should you emphasize

Accepted Answer

Emphasizing that the feared consequence is avoidable if the target audience follows your advice can motivate them to take action to prevent it from happening. This is known as the "response efficacy" of the recommended action. If the consequence is unavoidable, unpredictable, or associated with illness, it may create more anxiety or denial than motivation to act.

Question 14

According to Daryl Bem's self-perception theory,what is the relationship between attitudes and behaviour

Accepted Answer

According to Bem's self-perception theory, people infer their attitudes from their behavior. This means that people observe their own behavior and then make assumptions about their attitudes based on that behavior. So, behavior comes before attitude in this theory, not the other way around.

Question 15

Four students are all opposed to the death penalty.Which student will be most likely to change his attitude about the death penalty

Accepted Answer

Collin may be the most likely to change his attitude about the death penalty because he may have to research and consider both sides of the issue in order to write a persuasive pro-death penalty piece. This may lead him to gain a better understanding of the arguments against the death penalty and potentially change his attitude.

Question 16

According to dissonance theory,how do people usually reduce dissonance

Accepted Answer

Dissonance theory suggests that people usually reduce dissonance by changing their cognitions - this can involve altering their beliefs, values or attitudes. This cognitive restructuring can help to reduce the inconsistency or conflict between their thoughts, feelings or behaviors. While changing perceptions, emotions or behaviors may be possible ways to reduce dissonance, dissonance theory specifically highlights the role of cognition in this process.

Question 17

In Festinger and Carlsmith's classic study of cognitive dissonance,which group of subjects experienced both a high level of cognitive dissonance and exhibited more attitude change

Accepted Answer

Festinger and Carlsmith's classic study of cognitive dissonance found that subjects who were paid only $1 to "lie" about the experiment experienced a higher level of cognitive dissonance than those who were paid $20 or not paid at all. These subjects also exhibited more attitude change as a result of the dissonance they experienced.

Question 18

Imagine a popular star baseball player with many endorsement contracts for sports drinks,athletic apparel,and personal care products is arrested for hitting his pregnant wife.Which of the following consequences might cause companies to cancel his endorsement contracts

Accepted Answer

The incident of domestic violence and hitting his pregnant wife would cause public outrage and damage the player's likability and image. Companies would not want to associate their brands with a controversial and disliked figure, leading them to cancel his endorsement contracts. The other choices are not relevant to the situation and would not necessarily cause companies to cancel their contracts.

Question 19

When soft-drink companies provide money to charity events in exchange for having the company logo displayed all over the event,which persuasive tactic is being used

Accepted Answer

The soft-drink companies are using the mere exposure effect by displaying their logo all over the event in exchange for money to charity. This is a well-known and effective tactic in advertising and persuasion, where repeated exposure to a stimulus (in this case, the logo) tends to increase people's liking and familiarity with that stimulus.

Question 20

According to research on the elaboration likelihood model of attitude change,which route leads to more enduring attitude change and better predicts future behaviour

Accepted Answer

According to the elaboration likelihood model, the central route of persuasion leads to more enduring attitude change and better predicts future behavior. The central route involves thoughtful consideration and evaluation of the message content, whereas the peripheral route relies on superficial characteristics such as the attractiveness or credibility of the source. Therefore, when people are motivated and able to process information, the central route is more effective in creating lasting changes in attitudes and behavior.

Quiz 13: B: Social Behaviour