Question 1

According to studies on voting preferences and message effects, primacy effects seem to prevail when we ________ vote for one of the candidates.

Accepted Answer

Primacy effects refer to the tendency for information presented first to have a stronger impact on an individual's decision-making process. Based on this, it is likely that if a voter hears one candidate speak right after another without any significant delay, they will be more influenced by the first speaker's message. Waiting a week or being interrupted by a heckler (as in options A and D) may decrease the impact of primacy effects. Hearing part of the other candidate's speech before making a decision (as in option B) introduces recency effects, which may mitigate or counteract primacy effects.

Question 2

A bookstore encourages customers to take their time browsing, offers them free muffins and coffee, and encourages them to sit down and read a book. Which statement best illustrates this tactic?

Accepted Answer

The statement "Sometimes coming across like time is not an issue is persuasive" best illustrates the tactic of the bookstore. By offering free refreshments and encouraging customers to take their time browsing and reading, the bookstore creates a comfortable and relaxing atmosphere that makes customers feel like they are not rushed, which can increase the likelihood of them making a purchase.

Question 3

Which of the following generalizations about smiling and nodding is inaccurate?

Accepted Answer

The statement that smiling and/or nodding tends to be more effective when it involves persons of unequal status is inaccurate. Research suggests that smiling and nodding is generally effective in communication, regardless of the status or power dynamics between individuals involved.

Question 4

Suppose two political candidates are having a televised debate. While candidate Nelson is speaking, Candidate Boswell is best advised to:

Accepted Answer

In a televised debate, body language and facial expressions play a significant role in how candidates are perceived by the audience. While scowling, shaking the head, rolling the eyes, or tapping a pencil may draw attention, they are unlikely to be perceived positively by the audience. Maintaining a neutral expression is the best choice for Candidate Boswell as it portrays a level of dignity and respect towards Candidate Nelson and their positions. It also allows Boswell to listen attentively to Nelson's points and formulate a thoughtful response rather than react emotionally.

Question 5

Angela told her mother that she would be moving out of the house. Her mother's teary-eyed stare changed into a cold, furrow-browed stare as she crossed her arms. Angela knew her mother was not going to let her move out. This example best illustrates

Accepted Answer

The situation described in the example shows that the nonverbal code of Angela's mother's cold, furrow-browed stare and crossed arms is not operating alone, but rather is a part of a larger message that indicates her disapproval and unwillingness to allow Angela to move out. This illustrates the idea that nonverbal codes rarely operate alone and are often combined with other verbal and nonverbal cues to convey meaning.

Question 6

A study of Facebook users revealed that an average-looking person was judged to be more attractive if she/he posted photos of friends that were

Accepted Answer

The study suggests that a person is judged to be more attractive if they are surrounded by attractive friends. This is because people tend to associate the physical attractiveness of a person's friends with their own attractiveness. Therefore, if an average-looking person is surrounded by attractive friends in their photos, they are more likely to be perceived as attractive.

Question 7

_______ Need For Touch (NFTs) individuals use touch to evaluate products, whereas ______ Need for Touch (NFTs) individuals touch things because they find the touch of items pleasurable.

Accepted Answer

Haptic refers to the sense of touch, but it does not necessarily imply a specific motivation behind the act of touching. Resilient and malleable refer to properties of materials, not to motivations or behaviors. Autotelic and instrumental differentiate between two types of motivations: autotelic refers to an inherent satisfaction derived from an activity or behavior, while instrumental refers to a motivation to achieve a specific goal or outcome. Therefore, instrumental NFTs individuals would touch products for a specific purpose, such as evaluating them for quality or functionality, while autotelic NFTs individuals would touch things simply because they enjoy the sensation of touch. Choice C captures this distinction by pairing instrumental with autotelic.

Question 8

According to the textbook, if an individual would like to enhance her/his trustworthiness, she/he should

Accepted Answer

According to the textbook, if an individual would like to enhance their trustworthiness, they should begin to smile slowly and then let the smile linger. This is because a slow smile that lingers appears more genuine and sincere than a quick smile. Additionally, genuine smiles have been found to increase the perception of trustworthiness.

Question 9

A cultural truism is a belief

Accepted Answer

A cultural truism is a belief that is widely accepted and taken for granted within a particular culture or society, regardless of its actual truth or validity.

Question 10

Generally, research on argument order suggests that when organizing a speech, ________ is your best strategy for being the most persuasive.

Accepted Answer

Research on argument order generally suggests that the most persuasive strategy is to place your strongest argument either at the beginning or at the end of your speech. This is due to the primacy and recency effects, where people tend to remember the first and last things they hear more effectively than information presented in the middle.

Question 11

Rob presents his strong arguments first and his weak arguments last when trying to convince his wife why they should buy a new boat. His overall message is said to have a/an

Accepted Answer

Rob's presentation of his strong arguments first and weak arguments last follows an anticlimax order, where the strongest point is presented first and the following points are progressively weaker. This is done to create anticipation and maintain interest throughout the presentation.

Question 12

Annie is meeting her fiancé's sister for dinner. She would like to establish a friendly bond with her future sister-in-law. Which of the following is the best advice one can give Annie?

Accepted Answer

Mimicking nonverbal behavior, such as gestures or facial expressions, can create a sense of empathy and rapport, making it a good strategy for Annie to establish a friendly bond with her future sister-in-law.

Question 13

An effective means of persuasion in retail sales is

Accepted Answer

Mirroring nonverbal behavior is an effective means of persuasion in retail sales as it helps establish rapport and trust with the customer. This involves matching the customer's body language, tone of voice, and facial expressions, which in turn, creates a sense of empathy and understanding towards the customer's needs and preferences. Using profanity or powerless language can be offensive or ineffective, and emphasizing adapters alone does not establish a connection with the customer.

Question 14

The use of ________________ tends to facilitate both attention to, and retention of, a persuasive message.

Accepted Answer

Emblems are nonverbal gestures with direct verbal translations, such as the thumbs-up sign or the "OK" sign. They are easily recognizable and memorable, which can help facilitate attention to and retention of a persuasive message.

Question 15

A politician continued to shake her head and roll her eyes while her opponent spoke. Impression management theory suggests that this will

Accepted Answer

The answer of A politician continued to shake her head...

Question 16

The use of "scarcity" as a sales technique (e.g. "limited time offer!" "hurry while supplies last!") is most closely associated with which of the following theories or concepts?

Accepted Answer

The use of scarcity is most closely associated with psychological reactance, which refers to the negative reaction people have when they perceive their freedom of choice is being restricted. By creating a sense of scarcity, marketers tap into this psychological reactance and make people feel that they may miss out on an opportunity if they don't act quickly, thus increasing the likelihood of making a purchase.

Question 17

Binky and Babbs are running for political office and will each have a chance to give one televised speech. The schedule for speeches looks like this: one candidate will speak for 10 minutes and then the second candidate will speak for 10 minutes as soon as the first speaker is finished. A week later, the public will cast votes. Based on what you know about order effects and persuasion, if Binky can choose when he wants to speak, which of the following options should he choose?

Accepted Answer

Speaking first can create a primacy effect, where the first information presented is more likely to be remembered and influence decision-making.

Question 18

Teven & Comadena (1996.) had students visit a professor with either a "messy" or a "tidy" office. Later the students heard the same professor give a lecture and rated the professor's performance. The results revealed that professors with messy offices were viewed as:

Accepted Answer

The study by Teven & Comadena (1996) found that professors with messy offices were perceived as more dynamic, likely due to stereotypes associating messiness with creativity and a dynamic personality.

Question 19

Charlie decides to sell fish with this advertisement: "Research shows that people love to have their choice of fresh, frozen, or smoked fish. Chillin-Guppy and Zippy-fish only offer frozen fish, but Charlie's Fish has all three. Where do you want to go to get your fish?" Charlie's advertisement is using a/an

Accepted Answer

Charlie's advertisement is using an implicit conclusion because it implies that Charlie's Fish is the better choice because it offers all three types of fish, while Chillin-Guppy and Zippy-fish only offer frozen fish. The conclusion is not directly stated, but it is implied through the comparison.

Question 20

This theory or model states that warm, friendly, involving behaviors are persuasive in and of themselves.

Accepted Answer

The Direct Effects Model of Immediacy asserts that warm, friendly, and involving behaviors have persuasive power in and of themselves. It posits that the immediate communication behaviors of a message source can motivate either positive or negative feelings and create positive or negative outcomes for the source's message. Therefore, option D is the most appropriate choice.

Quiz 1: Why Study Persuasion