Exam 7: Learning

Sally is interested in purchasing a DVD player and is overwhelmed by the many different models available at her local electronics store. She decides to consult a magazine devoted to reviewing the quality of home electronics. After reading a number of articles stating the pros and cons of each model, she decides on a DVD player. Sally has been persuaded to purchase this particular DVD player because of the _____ route to persuasion.

We are more likely to be persuaded by the _____ route to persuasion when we are distracted or busy.

Nora, a single mom, needs to ask her parents for money. To minimize their objections to her request, she should

When people allowed the example of others to validate how to think, feel, and act, Cialdini (2008) called this the _____ principle of persuasion.

_____ is the process by which a message induces change in beliefs, attitudes, or behaviors.

Whether pitching a business plan or giving advice, a(n) _____ is often more convincing.

Inoculation research suggests that children

Billboards and television commercials tend to use

Arguments, especially emotional ones, are often more influential when they come from beautiful people. This exemplifies which characteristic of attractiveness?

In the context of persuasion, the factor that determines if we call attempts at persuasion "education" or "propaganda" is whether or not

Suzy is interested in purchasing a DVD player, and is overwhelmed by the many different models available at her local electronics store. She decides to purchase a shiny, metallic-looking model, as it is the best-looking one in the store. Suzy has been persuaded to purchase this particular DVD player because of the _____ route to persuasion.

Credible communicators have the best success in persuading. These are people that do all of the following EXCEPT

The _____ effect refers to how information that is presented last can have the most influence.

When people deferred to credible experts, Cialdini (2008) called this the _____ principle of persuasion.

The _____ route to persuasion occurs when people are influenced by incidental cues, such as a speaker's attractiveness.

In the context of strengthening personal commitment, the right way to stimulate people's thinking so that they become more committed to their positions is to

An audience is more likely to perceive a speaker as credible when the speaker

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

The process by which media influence often occurs through opinion leaders, who in turn influence others, is referred to as

Define both central and peripheral routes to processing. Provide an example of each and suggest when each is most appropriate.