Question 1

Below are some phrases that car dealers frequently use.The persuasiveness of which one can best be explained by the consistency principle?

Accepted Answer

A)  "We are selling you this car below our invoice cost." 
B)  "You aren't going to find this car cheaper anywhere else." 
C)  "You said that this is the car that you want." 
D)  "If you walk out now, we won't be able to offer you the same promotion later." 
A)  "We are selling you this car below our invoice cost." 
B)  "You aren't going to find this car cheaper anywhere else." 
C)  "You said that this is the car that you want." 
D)  "If you walk out now, we won't be able to offer you the same promotion later."

Question 2

The text defines persuasion as

Accepted Answer

A)  an observable change in a behavior that indicates public conformity to a group norm. 
B)  the use of legitimate authority to enforce compliance with society's laws and regulations. 
C)  a change in a private attitude or belief resulting from the receipt of a message. 
D)  the use of subliminal suggestions to induce unconscious compliance in the target. 
A)  an observable change in a behavior that indicates public conformity to a group norm. 
B)  the use of legitimate authority to enforce compliance with society's laws and regulations. 
C)  a change in a private attitude or belief resulting from the receipt of a message. 
D)  the use of subliminal suggestions to induce unconscious compliance in the target.

Question 3

Imagine you need to create a TV advertisement for a political candidate who is not trusted by the public.Of the following choices,which would be the best way to start an ad that made your candidate look more trustworthy?

Accepted Answer

A)  "My opponent has not gone far enough in fighting crime." 
B)  "Although my opponent has a good record of fighting crime,…" 
C)  "I'll be tough in fighting crime." 
D)  "The opposing party has consistently been soft on crime." 
A)  "My opponent has not gone far enough in fighting crime." 
B)  "Although my opponent has a good record of fighting crime,…" 
C)  "I'll be tough in fighting crime." 
D)  "The opposing party has consistently been soft on crime."

Question 4

The elaboration likelihood model of persuasion is considered a dual process model because it postulates that there are two

Accepted Answer

A)  types of messages: long and short. 
B)  types of counterarguments: strong and weak. 
C)  routes to persuasion: central and peripheral 
D)  routes to persuasion: motivation and ability. 
A)  types of messages: long and short. 
B)  types of counterarguments: strong and weak. 
C)  routes to persuasion: central and peripheral 
D)  routes to persuasion: motivation and ability.

Question 5

Name and describe three person factors discussed in the text that can impact the persuasive process.

Accepted Answer

Person factors inclu

Question 6

Suppose that you hold a strong attitude against capital punishment and you are shown an essay that opposes your position.According to a study by Pomeranz,Chaiken,& Tordesillas (1995),you would be likely to perceive the essay arguments as

Accepted Answer

A)  strong, but do not change your position. 
B)  strong, and slightly change your position. 
C)  weak, but nevertheless change your position. 
D)  weak, and do not change your position. 
A)  strong, but do not change your position. 
B)  strong, and slightly change your position. 
C)  weak, but nevertheless change your position. 
D)  weak, and do not change your position.

Question 7

According to balance theory,which of the following best explains why one only has to be liked,not an expert,in order to be convincing?

Accepted Answer

A)  Experts are usually not convincing because they talk in an incomprehensible language. 
B)  Experts are usually not convincing because they are not seen as trustworthy. 
C)  People tend to agree with those whom they like in order to preserve cognitive consistency. 
D)  People tend to undermine the expertise of those whom they like. 
A)  Experts are usually not convincing because they talk in an incomprehensible language. 
B)  Experts are usually not convincing because they are not seen as trustworthy. 
C)  People tend to agree with those whom they like in order to preserve cognitive consistency. 
D)  People tend to undermine the expertise of those whom they like.

Question 8

As mentioned in your text,the interrogators of Peter Reilly did not let him eat or sleep for about 24 hours before the formal questioning.According to the cognitive response model,how did this affect his false confession?

Accepted Answer

A)  He wanted to get out as soon as possible, so that he could rest. 
B)  He was not able to think straight in order to form counterarguments. 
C)  He made the false confession, hoping that he would be rewarded with food. 
D)  The exhaustion made him experience cognitive dissonance. 
A)  He wanted to get out as soon as possible, so that he could rest. 
B)  He was not able to think straight in order to form counterarguments. 
C)  He made the false confession, hoping that he would be rewarded with food. 
D)  The exhaustion made him experience cognitive dissonance.

Question 9

According to the text,one persuasive strategy recommended by the cognitive response model is to

Accepted Answer

A)  repeat the information enough times so that it is well-remembered by the target. 
B)  have the target learn the information well enough so that he or she can explain it to someone else. 
C)  provide punishment immediately after the target fails to engage in the desired behavior. 
D)  give the audience little time to formulate counterarguments. 
A)  repeat the information enough times so that it is well-remembered by the target. 
B)  have the target learn the information well enough so that he or she can explain it to someone else. 
C)  provide punishment immediately after the target fails to engage in the desired behavior. 
D)  give the audience little time to formulate counterarguments.

Question 10

When people encounter information that fits their attitudes,they typically evaluate it to search for weaknesses,in order to further strengthen their attitude.

Accepted Answer

A) True 
 B)False

Question 11

When attitudes are formed through the process of classical conditioning,the degree of liking for something is influenced by

Accepted Answer

A)  its association with something we already like or dislike. 
B)  being rewarded or punished for expressing a particular attitude. 
C)  observing how others are rewarded or punished for expressing a particular attitude. 
D)  the degree of inconsistency between attitude and behavior. 
A)  its association with something we already like or dislike. 
B)  being rewarded or punished for expressing a particular attitude. 
C)  observing how others are rewarded or punished for expressing a particular attitude. 
D)  the degree of inconsistency between attitude and behavior.

Question 12

When people wish to make accurate judgments,but don't have the time or ability to analyze the evidence closely,they

Accepted Answer

A)  experience cognitive dissonance. 
B)  rely on "shortcut" evidence. 
C)  develop a strong need for cognition. 
D)  rely on their well-developed counterarguments. 
A)  experience cognitive dissonance. 
B)  rely on "shortcut" evidence. 
C)  develop a strong need for cognition. 
D)  rely on their well-developed counterarguments.

Question 13

The speed with which an attitude springs to mind is known as attitude

Accepted Answer

A)  embeddedness. 
B)  relevance. 
C)  pliability. 
D)  accessibility. 
A)  embeddedness. 
B)  relevance. 
C)  pliability. 
D)  accessibility.

Question 14

According to cognitive dissonance research,which of the following advertising appeals would be most persuasive in a collectivistic culture?

Accepted Answer

A)  "You're worth it." 
B)  "The best relationships are lasting ones." 
C)  "I love what it does for me." 
D)  "This is the image I want to project." 
A)  "You're worth it." 
B)  "The best relationships are lasting ones." 
C)  "I love what it does for me." 
D)  "This is the image I want to project."

Question 15

Central processing of a persuasive message leads to ________ than peripheral processing.

Accepted Answer

A)  stronger emotions 
B)  more immediate attitude change 
C)  higher likelihood of attitude change 
D)  more enduring attitude change 
A)  stronger emotions 
B)  more immediate attitude change 
C)  higher likelihood of attitude change 
D)  more enduring attitude change

Question 16

Describe the need for cognition and how it can impact the depth of message processing.

Accepted Answer

Need for cognition: the tendency to enjo

Question 17

Name and define the two factors that,according to the Elaboration Likelihood Model,impact the route through which persuasion can occur.

Accepted Answer

Motivation: the desire to process messag

Question 18

Name and describe one of the factors that can increase the amount of dissonance produced by an action.Provide an example of how that factor increases dissonance.

Accepted Answer

Factors include: the action wa

Question 19

According to the cognitive response model,all of the following tactics would reduce counterarguing against a persuasive message EXCEPT

Accepted Answer

A)  encouraging "self-talk" by the target. 
B)  having a quote from an expert supporting the persuasive message. 
C)  giving targets little time to respond. 
D)  distracting targets during the presentation of the persuasive message. 
A)  encouraging "self-talk" by the target. 
B)  having a quote from an expert supporting the persuasive message. 
C)  giving targets little time to respond. 
D)  distracting targets during the presentation of the persuasive message.

Question 20

The elaboration likelihood model of persuasion is an example of a

Accepted Answer

A)  dual-process model. 
B)  nonreactive model. 
C)  balance model. 
D)  motivational model. 
A)  dual-process model. 
B)  nonreactive model. 
C)  balance model. 
D)  motivational model.

Below are some phrases that car dealers frequently use.The persuasiveness of which one can best be explained by the consistency principle?

The text defines persuasion as

Imagine you need to create a TV advertisement for a political candidate who is not trusted by the public.Of the following choices,which would be the best way to start an ad that made your candidate look more trustworthy?

The elaboration likelihood model of persuasion is considered a dual process model because it postulates that there are two

Name and describe three person factors discussed in the text that can impact the persuasive process.

Suppose that you hold a strong attitude against capital punishment and you are shown an essay that opposes your position.According to a study by Pomeranz,Chaiken,& Tordesillas (1995),you would be likely to perceive the essay arguments as

According to balance theory,which of the following best explains why one only has to be liked,not an expert,in order to be convincing?

As mentioned in your text,the interrogators of Peter Reilly did not let him eat or sleep for about 24 hours before the formal questioning.According to the cognitive response model,how did this affect his false confession?

According to the text,one persuasive strategy recommended by the cognitive response model is to

When people encounter information that fits their attitudes,they typically evaluate it to search for weaknesses,in order to further strengthen their attitude.

When attitudes are formed through the process of classical conditioning,the degree of liking for something is influenced by

When people wish to make accurate judgments,but don't have the time or ability to analyze the evidence closely,they

The speed with which an attitude springs to mind is known as attitude

According to cognitive dissonance research,which of the following advertising appeals would be most persuasive in a collectivistic culture?

Central processing of a persuasive message leads to ________ than peripheral processing.

Describe the need for cognition and how it can impact the depth of message processing.

Name and define the two factors that,according to the Elaboration Likelihood Model,impact the route through which persuasion can occur.

Name and describe one of the factors that can increase the amount of dissonance produced by an action.Provide an example of how that factor increases dissonance.

According to the cognitive response model,all of the following tactics would reduce counterarguing against a persuasive message EXCEPT

The elaboration likelihood model of persuasion is an example of a

Introduction to Social Psychology

The Person and the Situation

Social Cognition: Understanding Ourselves and Others

Presenting the Self

Social Influence: Conformity, Compliance, and Obedience

Affiliation and Friendship

Love and Romantic Relationships

Prosocial Behavior

Aggression

Prejudice, Stereotyping, and Discrimination

Groups

Social Dilemmas: Cooperation versus Conflict

Integrating Social Psychology

Filters

Exam 5: Attitudes and Persuasion

Below are some phrases that car dealers frequently use.The persuasiveness of which one can best be explained by the consistency principle?

The text defines persuasion as

Imagine you need to create a TV advertisement for a political candidate who is not trusted by the public.Of the following choices,which would be the best way to start an ad that made your candidate look more trustworthy?

The elaboration likelihood model of persuasion is considered a dual process model because it postulates that there are two

Name and describe three person factors discussed in the text that can impact the persuasive process.

Suppose that you hold a strong attitude against capital punishment and you are shown an essay that opposes your position.According to a study by Pomeranz,Chaiken,& Tordesillas (1995),you would be likely to perceive the essay arguments as

According to balance theory,which of the following best explains why one only has to be liked,not an expert,in order to be convincing?

As mentioned in your text,the interrogators of Peter Reilly did not let him eat or sleep for about 24 hours before the formal questioning.According to the cognitive response model,how did this affect his false confession?

According to the text,one persuasive strategy recommended by the cognitive response model is to

When people encounter information that fits their attitudes,they typically evaluate it to search for weaknesses,in order to further strengthen their attitude.

When attitudes are formed through the process of classical conditioning,the degree of liking for something is influenced by

When people wish to make accurate judgments,but don't have the time or ability to analyze the evidence closely,they

The speed with which an attitude springs to mind is known as attitude

According to cognitive dissonance research,which of the following advertising appeals would be most persuasive in a collectivistic culture?

Central processing of a persuasive message leads to ________ than peripheral processing.

Describe the need for cognition and how it can impact the depth of message processing.

Name and define the two factors that,according to the Elaboration Likelihood Model,impact the route through which persuasion can occur.

Name and describe one of the factors that can increase the amount of dissonance produced by an action.Provide an example of how that factor increases dissonance.

According to the cognitive response model,all of the following tactics would reduce counterarguing against a persuasive message EXCEPT

The elaboration likelihood model of persuasion is an example of a

Introduction to Social Psychology

The Person and the Situation

Social Cognition: Understanding Ourselves and Others

Presenting the Self

Social Influence: Conformity, Compliance, and Obedience

Affiliation and Friendship

Love and Romantic Relationships

Prosocial Behavior

Aggression

Prejudice, Stereotyping, and Discrimination

Groups

Social Dilemmas: Cooperation versus Conflict

Integrating Social Psychology

Filters