Question 1

A crucial aspect of the central route to persuasion is ________.

Accepted Answer

A) the responses a message evokes in a person's mind 
B) the message conveyed to the audience present 
C) its implicitness 
D) its automatic nature 
A) the responses a message evokes in a person's mind 
B) the message conveyed to the audience present 
C) its implicitness 
D) its automatic nature

Question 2

Inoculation research suggests that children:

Accepted Answer

A) are not persuaded by television advertising. 
B) fail to grasp the persuasive intent of commercials. 
C) use the central route to persuasion. 
D) are skeptical of television advertising. 
A) are not persuaded by television advertising. 
B) fail to grasp the persuasive intent of commercials. 
C) use the central route to persuasion. 
D) are skeptical of television advertising.

Question 3

Alicia has a fairly weak case to present to her supervisor.In order to be more persuasive,she should:

Accepted Answer

A) arouse a small amount of fear. 
B) put him in a good mood. 
C) keep her gaze fixed on his eyes. 
D) argue in favor of her self-interest. 
A) arouse a small amount of fear. 
B) put him in a good mood. 
C) keep her gaze fixed on his eyes. 
D) argue in favor of her self-interest.

Question 4

Persuasive speakers must deliver messages that are all of the following EXCEPT:

Accepted Answer

A) understandable. 
B) memorable. 
C) compelling. 
D) one-sided. 
A) understandable. 
B) memorable. 
C) compelling. 
D) one-sided.

Question 5

The way a message is delivered is what social psychologists refer to as the ________ of communication.

Accepted Answer

A) style 
B) route 
C) channel 
D) method 
A) style 
B) route 
C) channel 
D) method

Question 6

People with a high need for cognition are likely to:

Accepted Answer

A) prefer peripheral routes to persuasion. 
B) prefer central routes to persuasion. 
C) support the life cycle explanation for differences in attitudes across age. 
D) support the generational explanation for differences in attitudes across age. 
A) prefer peripheral routes to persuasion. 
B) prefer central routes to persuasion. 
C) support the life cycle explanation for differences in attitudes across age. 
D) support the generational explanation for differences in attitudes across age.

Question 7

Exposing people to weak attacks upon their attitudes so that when stronger attacks come,they will have refutations available is known as:

Accepted Answer

A) central route persuasion. 
B) attitude inoculation. 
C) psychological reactance. 
D) the boomerang effect. 
A) central route persuasion. 
B) attitude inoculation. 
C) psychological reactance. 
D) the boomerang effect.

Question 8

Which of the following is an example of a gain-framed message?

Accepted Answer

A) an antismoking ad that states "Smoking will lead to lung cancer" 
B) a safe-sex ad that states "Unprotected sex increases your risk of contracting AIDS" 
C) a dental floss ad that states "If you do not floss,you will have stained teeth" 
D) a sunscreen ad that states "If you wear sunscreen,you will have youthful skin" 
A) an antismoking ad that states "Smoking will lead to lung cancer" 
B) a safe-sex ad that states "Unprotected sex increases your risk of contracting AIDS" 
C) a dental floss ad that states "If you do not floss,you will have stained teeth" 
D) a sunscreen ad that states "If you wear sunscreen,you will have youthful skin"

Question 9

A delayed impact of a message that occurs when an initially discounted message becomes effective is known as ________.

Accepted Answer

A) a paradox 
B) short-term memory 
C) the sleeper effect 
D) longevity 
A) a paradox 
B) short-term memory 
C) the sleeper effect 
D) longevity

Question 10

Bailenson and Yee's (2005)research with virtual social reality found a "person" whose expressions and movements echoed the participant was:

Accepted Answer

A) not liked but was persuasive. 
B) liked and was persuasive. 
C) not liked and was not persuasive. 
D) liked but was not persuasive. 
A) not liked but was persuasive. 
B) liked and was persuasive. 
C) not liked and was not persuasive. 
D) liked but was not persuasive.

Question 11

People are likely to take the central route to persuasion when they ________.

Accepted Answer

A) are distracted or just plain busy 
B) overlook arguments 
C) feel demotivated 
D) are able to think about an issue 
A) are distracted or just plain busy 
B) overlook arguments 
C) feel demotivated 
D) are able to think about an issue

Question 12

Rodrigo needs his sister Alisa to help him make a model of human heart for the upcoming science exhibition in his school.However,he is not sure if she will oblige.So,he initially urges Alisa to accompany him to the arts and crafts supply store to buy materials for the model.A day later,when she appears interested in the project,Rodrigo asks Alisa if she would help him complete the model.Alisa readily agrees to this proposal.In the context of persuasion,this scenario exemplifies ________.

Accepted Answer

A) the misinformation effect 
B) the recency effect 
C) the primacy effect 
D) the foot-in-the-door phenomenon 
A) the misinformation effect 
B) the recency effect 
C) the primacy effect 
D) the foot-in-the-door phenomenon

Question 13

What is the effect of fear-arousing communications?

Accepted Answer

A) Fear renders a communication ineffective. 
B) Generally,the more frightened people feel,the more they respond. 
C) Evoking a low level of fear is effective,unlike producing a high level of fear. 
D) Fear appeals have an effect on women rather than men. 
A) Fear renders a communication ineffective. 
B) Generally,the more frightened people feel,the more they respond. 
C) Evoking a low level of fear is effective,unlike producing a high level of fear. 
D) Fear appeals have an effect on women rather than men.

Question 14

The Harry Potter series was not expected to be a best seller.It was kids talking to other kids that made it so.This shows the effect of ________ on persuasion.

Accepted Answer

A) personal influence 
B) media influence 
C) educational influence 
D) expert influence 
A) personal influence 
B) media influence 
C) educational influence 
D) expert influence

Question 15

Robert Cialdini (2008)illustrated six principles that underlie human relationships and human influence in his book Influence: Science and Practice.In this context,when people feel obliged to repay in kind what they have received,it is known as the ________.

Accepted Answer

A) principle of authority 
B) principle of reciprocity 
C) principle of social proof 
D) principle of scarcity 
A) principle of authority 
B) principle of reciprocity 
C) principle of social proof 
D) principle of scarcity

Question 16

A message about brushing one's teeth conveyed by a dentist is more persuading than the same message from a student who has done a project on dental hygiene.This reflects the credibility of the communicator through:

Accepted Answer

A) perceived expertise. 
B) perceived attractiveness. 
C) speaking style. 
D) body language. 
A) perceived expertise. 
B) perceived attractiveness. 
C) speaking style. 
D) body language.

Question 17

According to Cacioppo et al.(1996),who among the following has a high need for cognition?

Accepted Answer

A) Sarah prefers using her mental resources when making a purchase decision. 
B) Tobias likes to conserve his mental resources when he comes across commercials. 
C) Chiara responds positively to advertisements when attractive people feature in them. 
D) Liam lacks analytical skills and is easily drawn toward pleasant surroundings. 
A) Sarah prefers using her mental resources when making a purchase decision. 
B) Tobias likes to conserve his mental resources when he comes across commercials. 
C) Chiara responds positively to advertisements when attractive people feature in them. 
D) Liam lacks analytical skills and is easily drawn toward pleasant surroundings.

Question 18

William McGuire found that when participants were immunized by writing an essay refuting a mild attack on a belief,they were better able to resist a more powerful attack later.This exemplifies the concept of ________.

Accepted Answer

A) attitude reactance 
B) the central route persuasion 
C) attitude inoculation 
D) the peripheral route persuasion 
A) attitude reactance 
B) the central route persuasion 
C) attitude inoculation 
D) the peripheral route persuasion

Question 19

Myra wants to ask her husband to buy her a diamond necklace.Which of the following strategies used by Myra reflects the lowball technique?

Accepted Answer

A) Myra lets her husband know how much she loves him and tells him that if he loved her as much,he would gift her anything she wants. 
B) Myra gets her husband to agree to buy her a diamond ring,and at the jewelry store,she informs him that she wants a diamond necklace. 
C) Myra cooks a tasty dinner for her husband,and she shows him a picture of the necklace she likes. 
D) Myra takes her husband out to dinner and asks if he would gift her a diamond necklace. 
A) Myra lets her husband know how much she loves him and tells him that if he loved her as much,he would gift her anything she wants. 
B) Myra gets her husband to agree to buy her a diamond ring,and at the jewelry store,she informs him that she wants a diamond necklace. 
C) Myra cooks a tasty dinner for her husband,and she shows him a picture of the necklace she likes. 
D) Myra takes her husband out to dinner and asks if he would gift her a diamond necklace.

Question 20

If two messages are presented back to back,which message will likely hold the most influence?

Accepted Answer

A) the last message 
B) the first message 
C) it depends on the communicator 
D) it depends on the channel of communication 
A) the last message 
B) the first message 
C) it depends on the communicator 
D) it depends on the channel of communication

A crucial aspect of the central route to persuasion is ________.

Inoculation research suggests that children:

Alicia has a fairly weak case to present to her supervisor.In order to be more persuasive,she should:

Persuasive speakers must deliver messages that are all of the following EXCEPT:

The way a message is delivered is what social psychologists refer to as the ________ of communication.

People with a high need for cognition are likely to:

Exposing people to weak attacks upon their attitudes so that when stronger attacks come,they will have refutations available is known as:

Which of the following is an example of a gain-framed message?

A delayed impact of a message that occurs when an initially discounted message becomes effective is known as ________.

Bailenson and Yee's (2005)research with virtual social reality found a "person" whose expressions and movements echoed the participant was:

People are likely to take the central route to persuasion when they ________.

What is the effect of fear-arousing communications?

The Harry Potter series was not expected to be a best seller.It was kids talking to other kids that made it so.This shows the effect of ________ on persuasion.

Robert Cialdini (2008)illustrated six principles that underlie human relationships and human influence in his book Influence: Science and Practice.In this context,when people feel obliged to repay in kind what they have received,it is known as the ________.

A message about brushing one's teeth conveyed by a dentist is more persuading than the same message from a student who has done a project on dental hygiene.This reflects the credibility of the communicator through:

According to Cacioppo et al.(1996),who among the following has a high need for cognition?

William McGuire found that when participants were immunized by writing an essay refuting a mild attack on a belief,they were better able to resist a more powerful attack later.This exemplifies the concept of ________.

Myra wants to ask her husband to buy her a diamond necklace.Which of the following strategies used by Myra reflects the lowball technique?

If two messages are presented back to back,which message will likely hold the most influence?

Introducing Social Psychology

The Self in a Social World

Social Beliefs and Judgments

Behavior and Attitudes

Genes, Culture, and Gender

Conformity and Obedience

Group Influence

Prejudice: Disliking Others

Aggression: Hurting Others

Attraction and Intimacy: Liking and Loving Others

Helping

Conflict and Peacemaking

Social Psychology in the Clinic

Social Psychology in Court

Social Psychology and the Sustainable Future

Filters

Exam 7: Persuasion

A crucial aspect of the central route to persuasion is ________.

Inoculation research suggests that children:

Alicia has a fairly weak case to present to her supervisor.In order to be more persuasive,she should:

Persuasive speakers must deliver messages that are all of the following EXCEPT:

The way a message is delivered is what social psychologists refer to as the ________ of communication.

People with a high need for cognition are likely to:

Exposing people to weak attacks upon their attitudes so that when stronger attacks come,they will have refutations available is known as:

Which of the following is an example of a gain-framed message?

A delayed impact of a message that occurs when an initially discounted message becomes effective is known as ________.

Bailenson and Yee's (2005)research with virtual social reality found a "person" whose expressions and movements echoed the participant was:

People are likely to take the central route to persuasion when they ________.

What is the effect of fear-arousing communications?

The Harry Potter series was not expected to be a best seller.It was kids talking to other kids that made it so.This shows the effect of ________ on persuasion.

Robert Cialdini (2008)illustrated six principles that underlie human relationships and human influence in his book Influence: Science and Practice.In this context,when people feel obliged to repay in kind what they have received,it is known as the ________.

A message about brushing one's teeth conveyed by a dentist is more persuading than the same message from a student who has done a project on dental hygiene.This reflects the credibility of the communicator through:

According to Cacioppo et al.(1996),who among the following has a high need for cognition?

William McGuire found that when participants were immunized by writing an essay refuting a mild attack on a belief,they were better able to resist a more powerful attack later.This exemplifies the concept of ________.

Myra wants to ask her husband to buy her a diamond necklace.Which of the following strategies used by Myra reflects the lowball technique?

If two messages are presented back to back,which message will likely hold the most influence?

Introducing Social Psychology

The Self in a Social World

Social Beliefs and Judgments

Behavior and Attitudes

Genes, Culture, and Gender

Conformity and Obedience

Group Influence

Prejudice: Disliking Others

Aggression: Hurting Others

Attraction and Intimacy: Liking and Loving Others

Helping

Conflict and Peacemaking

Social Psychology in the Clinic

Social Psychology in Court

Social Psychology and the Sustainable Future

Filters