Question 1

Because Cari is very sensitive to how people perceive her, she pays close attention to others' behavior and is careful to act appropriately in a given situation. Cari can best be described as

Accepted Answer

Cari's behavior of paying close attention to others' behavior and being careful to act appropriately in a given situation is characteristic of a high self-monitor. High self-monitors are attuned to their social environments and are able to adapt their behavior to fit in with different situations and social groups.

Question 2

Who would probably be most persuaded by an advertisement promising viewers that using a product would make them popular?

Accepted Answer

High self-monitors are more likely to be swayed by social popularity and the opinions of others, making them more susceptible to advertising that promises increased social status or popularity as a result of product use. Low self-monitors are less concerned with what others think of them and are therefore less likely to be influenced by these types of ads. Highly dogmatic people may be more persuaded by ads that appeal to their beliefs and values, but not necessarily by ads promising social popularity. People who are not dogmatic may be more open to persuasion in general, but again, not necessarily by ads promising social popularity.

Question 3

Gretchen is a public speaker who recognizes differences in perspectives among her audiences. She attempts to cater her messages to her listeners and, consequently is more successful at persuading. According to persuasion researchers, Gretchen can be considered

Accepted Answer

Gretchen's ability to recognize differences in perspectives among her audiences and cater her messages accordingly suggests that she is cognitively complex, meaning she is able to process information and understand multiple perspectives. This trait often results in more successful persuasion. The other options, such as being charismatic or high in need of cognition, may also be desirable traits for a public speaker, but are not necessarily indicative of Gretchen's ability to tailor her message to various audiences.

Question 4

_______________ are more easily influenced by reference groups than ________________.

Accepted Answer

High self monitors are more attentive to social cues and situational factors, making them more likely to adapt their behavior to fit in with their reference group. Meanwhile, low self monitors are less concerned with fitting in and are more likely to rely on their own internal values and beliefs.

Question 5

All of the following are reasons why advertisers and marketers are relying increasingly on segmentation to target consumers except

Accepted Answer

The statement "consumers tend to have similar tastes and values because of globalization" is not true. Globalization has actually led to more diversity in consumer preferences and values, making segmentation even more important. The other choices provide valid reasons for why marketers are relying increasingly on segmentation.

Question 6

Babbs is trying to persuade her three friends, James, Peter, and Jacob, to change political parties. While James has always believed that he is inferior to other people, Peter has a healthy self-esteem. Jacob's self-esteem is somewhere in between, neither strong nor weak. According to what we know about self-esteem and persuasion, who should Babbs have the easiest time persuading?

Accepted Answer

The answer of Babbs is trying to persuade her three...

Question 7

Yancy evaluates others solely by whether they are of the same religion as he. According to persuasion researchers, Yancy can be considered to be

Accepted Answer

Yancy's evaluation of others solely based on their religion indicates a cognitive simplicity in his thinking and decision making.

Question 8

A/An ______ is stable across situations and a/an ________ varies across situations.

Accepted Answer

The concept of stability across situations is most commonly applied to personality traits, which are enduring characteristics of individuals that persist across different environments and situations. These are referred to as trait-level factors, and they are relatively consistent over time. On the other hand, situational factors are those that vary with the context, such as the specific social situation or environmental conditions. These are referred to as state-level factors, and they are highly dependent on the situation. Therefore, the correct answer is C) trait, state.

Question 9

In the terms used in the Elaboration Likelihood Model, a person low in the need for cognition is more likely to be persuaded via the _________ route to persuasion.

Accepted Answer

According to the Elaboration Likelihood Model, a person low in the need for cognition will be persuaded more by the peripheral route, which involves using superficial cues such as attractiveness or credibility of the message source, rather than by the central route which involves processing the logic and argument of the message.

Question 10

Which statement best reflects Gass & Seiter's perspective on verbal aggression in political campaigns?

Accepted Answer

The answer of Which statement best reflects Gass & Seiter's...

Question 11

Which of the following is generally true of people from collectivistic cultures?

Accepted Answer

People from collectivistic cultures often use persuasive strategies that are contextually appropriate, emphasizing harmony and group goals over individual desires.

Question 12

Linda gets very angry with her spouse for not taking care of their children on weekends when she wants to go out with friends. During arguments, she will call him names and threaten to leave him if he doesn't change his ways. This is an example of

Accepted Answer

Linda's behavior of name-calling and threatening during arguments is a type of verbal aggression, which is a form of communication that seeks to hurt or harm the other person.

Question 13

Which theory or model states that messages that fall within a listener's latitude of acceptance will be assimilated and perceived as closer to the listener's position than the message actually is?

Accepted Answer

The Social Judgment Theory states that messages that fall within a listener's latitude of acceptance will be assimilated and perceived as closer to the listener's position than the message actually is. This theory suggests that individuals have a range of attitudes about a particular issue and the listener's perception of the message is influenced by their pre-existing attitudes.

Question 14

Based on the studies reviewed in the text, which of the following is true about intelligence and persuasion?

Accepted Answer

Studies have shown that less intelligent individuals tend to be more susceptible to persuasion, as they might not critically analyze the information as thoroughly as more intelligent individuals. This makes them generally easier to persuade.

Question 15

When considering the situation, which of the following is true?

Accepted Answer

Adapting the message to the listener's frame of reference is important in persuasion because it allows the persuader to appeal to the listener's values and beliefs. This can make the message more persuasive and effective. Considering audience members' traits (choice A) and the audience's latitude of rejection (choice C) are also important, but adapting the message to the listener's frame of reference should be the primary consideration. Considering each listener a "blank slate" (choice D) is not ideal as everyone has pre-existing attitudes and beliefs that may influence their receptivity to the message.

Question 16

According to the text, Colombians' influence attempts center around the concept of confianza, or

Accepted Answer

Colombians' influence attempts center around the concept of confianza, which means having trust or closeness in a relationship. This emphasizes the importance of building and maintaining relationships based on mutual trust and connection for successful influence attempts.

Question 17

Which of the following slogans would be best suited for a collectivistic culture?

Accepted Answer

A slogan focused on building relationships and connections with others, like "making friends everywhere," would be more appealing to a collectivistic culture that values social harmony and group cohesion. Slogans that prioritize individual achievement or status, like "a leader among leaders" or "you are the best," would be better suited for an individualistic culture. "What you want is what counts" could be applicable to either culture, but it may resonate more with an individualistic culture, which prioritizes personal autonomy and decision-making.

Question 18

Kevin wants to try to persuade Bubbles to do something but is not sure it's possible because Bubbles is so authoritarian. Based on what you know from the text, which type of influence tactic would work best on Bubbles?

Accepted Answer

The answer of Kevin wants to try to persuade Bubbles...

Question 19

Persuaders who target particular "niche" groups, such as soccer moms, Nascar dads, affluent gays, or Hispanic teens, are using

Accepted Answer

Targeting particular niche groups is an example of segmentation, which is dividing a larger market into smaller groups with similar characteristics to better tailor marketing and persuasion efforts to their specific needs and preferences. Focus groups, polling, and telemarketing may be part of the segmentation strategy, but they are not the main approach used to identify and reach these particular niche groups.

Question 20

Which of the following best describes segmentation analysis?

Accepted Answer

Segmentation analysis involves dividing a broader audience into smaller subgroups, or segments, based on their unique characteristics and tailoring a message specifically to each subgroup. This helps to increase the effectiveness of the message and improve the chances of reaching the intended audience.

Quiz 1: Why Study Persuasion