Question 1

The elaboration likelihood model of persuasion (Petty & Cacioppo,1986)proposes that message recipients will centrally process a communication when they

Accepted Answer

A)  are motivated to attend to it and have the ability to do so. 
B)  have heard the message repeatedly and have thoroughly learned it. 
C)  are convinced that an expert supports the message. 
D)  associate the message with obtaining a reward or avoiding a punishment. 
A)  are motivated to attend to it and have the ability to do so. 
B)  have heard the message repeatedly and have thoroughly learned it. 
C)  are convinced that an expert supports the message. 
D)  associate the message with obtaining a reward or avoiding a punishment.

Question 2

How can the desire to be consistent affect persuasion? Describe one of the two major consistency theories about persuasion discussed in the text.Using the theory you describe,give one example of how the desire to be consistent might lead a person to change an important attitude,belief,or behavior.

Accepted Answer

Students should describe eithe

Question 3

Dwayne purchased a Sony TV ten years ago.Now he wants to purchase a new wide-screen TV,and when he goes to the store,he looks at the Sony TVs first.What principle might account for his behavior?

Accepted Answer

A)  the recency principle 
B)  the spreading activation principle 
C)  the consistency principle 
D)  the contrast principle 
A)  the recency principle 
B)  the spreading activation principle 
C)  the consistency principle 
D)  the contrast principle

Question 4

When do people use shortcut evidence in order to make their judgments? Describe what shortcut evidence people use,and give an example of how it might lead a person to change an important attitude,belief,or behavior.

Accepted Answer

People use them when they want to be acc

Question 5

Describe the three goals of persuasion discussed in the textbook.For each,name and describe at least one factor that can impact the achievement of that goal,and give an example for each of the three factors.

Accepted Answer

Goals: hold a more accurate vi

Question 6

There is a genetic component to many attitudes.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following statements related to attitudes and heredity is true?

Accepted Answer

A)  Attitudes develop exclusively through learning. 
B)  Genetically influenced attitudes are fairly weak and do not influence behavior to a significant extent. 
C)  Many political and religious attitudes have been found to have a genetic component. 
D)  People can be persuaded to change their genetically influenced attitudes fairly easily. 
A)  Attitudes develop exclusively through learning. 
B)  Genetically influenced attitudes are fairly weak and do not influence behavior to a significant extent. 
C)  Many political and religious attitudes have been found to have a genetic component. 
D)  People can be persuaded to change their genetically influenced attitudes fairly easily.

Question 8

According to the elaboration likelihood model of persuasion,in order to process a message centrally,one needs both the motivation and the ability to process the message.

Accepted Answer

A) True 
 B)False

Question 9

According to the theory of planned behavior,the BEST predictor of behavior is

Accepted Answer

A)  behavioral intentions. 
B)  attitudes. 
C)  subjective norms. 
D)  perceived behavioral control. 
A)  behavioral intentions. 
B)  attitudes. 
C)  subjective norms. 
D)  perceived behavioral control.

Question 10

When people wish to make accurate judgments,but don't have the time or ability to analyze the evidence closely,they often rely on "shortcut" evidence.According to the text,shortcut evidence can be gathered from all of the following EXCEPT

Accepted Answer

A)  strength of the arguments. 
B)  credible communicators. 
C)  others' responses. 
D)  cognitively ready ideas. 
A)  strength of the arguments. 
B)  credible communicators. 
C)  others' responses. 
D)  cognitively ready ideas.

Question 11

Which of the following statements about gender differences and persuasion is FALSE?

Accepted Answer

A)  Women's statements are influenced by the fact that they typically are more concerned than men with cultivating positive relationships and maintaining social harmony. 
B)  Men are less persuaded than women under public circumstances. 
C)  Women are more persuaded than men under private circumstances. 
D)  The presence of others influences the willingness of women to agree with a statement. 
A)  Women's statements are influenced by the fact that they typically are more concerned than men with cultivating positive relationships and maintaining social harmony. 
B)  Men are less persuaded than women under public circumstances. 
C)  Women are more persuaded than men under private circumstances. 
D)  The presence of others influences the willingness of women to agree with a statement.

Question 12

Imagine you are a mayor and are trying to convince the city council to agree with your proposal for a new water treatment plant.You decide to hire someone to testify in front of the city council.Name and describe the two characteristics you would look for when recruiting a credible communicator.

Accepted Answer

Expertise: Is the communicator

Question 13

Name and define the two reasons that strong attitudes resist change.

Accepted Answer

Commitment: the extent to whic

Question 14

It is not just general arousal that is crucial to attitude change via cognitive dissonance,but specifically arousal that

Accepted Answer

A)  is sexual. 
B)  comes from strenuous exercise. 
C)  is relatively extreme. 
D)  is unpleasant. 
A)  is sexual. 
B)  comes from strenuous exercise. 
C)  is relatively extreme. 
D)  is unpleasant.

Question 15

Encouraging positive self-talk,inhibiting counterarguments,and defeating a message through inoculation are implications of

Accepted Answer

A)  the cognitive response model. 
B)  reactance theory. 
C)  consistency theory. 
D)  balance theory. 
A)  the cognitive response model. 
B)  reactance theory. 
C)  consistency theory. 
D)  balance theory.

Question 16

Nonreactive measurement

Accepted Answer

A)  does not change participants' responses while recording them. 
B)  is measurement in which participants subjectively report their responses. 
C)  is reported when experimenters are not physically present. 
D)  removes from the responses the effect of physiological reactions to the treatment. 
A)  does not change participants' responses while recording them. 
B)  is measurement in which participants subjectively report their responses. 
C)  is reported when experimenters are not physically present. 
D)  removes from the responses the effect of physiological reactions to the treatment.

Question 17

Which of the following is an example of observational learning potentially influencing an attitude?

Accepted Answer

A)  A voter listens to a political candidate speaking in a dark, noisy, and cramped auditorium. 
B)  A teacher smiles and nods when a student expresses a political view that the teacher likes. 
C)  Children watch a video that shows other children having fun recycling. 
D)  A woman tries sushi for the first time with her new boyfriend in a romantic setting. 
A)  A voter listens to a political candidate speaking in a dark, noisy, and cramped auditorium. 
B)  A teacher smiles and nods when a student expresses a political view that the teacher likes. 
C)  Children watch a video that shows other children having fun recycling. 
D)  A woman tries sushi for the first time with her new boyfriend in a romantic setting.

Question 18

Imagine you are an incumbent politician who wants to employ inoculation in a campaign letter so your constituents will vote against your challenger.Which of the following techniques best employs the inoculation procedure (McGuire,1964)?

Accepted Answer

A)  Present your arguments without reference to your opponent's arguments. 
B)  Present both your and your opponent's strongest arguments, but present yours first. 
C)  Present a few of the weaker arguments that your opponent will use against you. 
D)  Present a few of the stronger arguments that your opponent will use against you. 
A)  Present your arguments without reference to your opponent's arguments. 
B)  Present both your and your opponent's strongest arguments, but present yours first. 
C)  Present a few of the weaker arguments that your opponent will use against you. 
D)  Present a few of the stronger arguments that your opponent will use against you.

Question 19

How do people process persuasive information that agrees with their personal preferences and positions?

Accepted Answer

A)  They look for weaknesses in the message. 
B)  They try to form counterarguments. 
C)  They think deeply about the message. 
D)  They don't expend the effort to look for flaws in the message. 
A)  They look for weaknesses in the message. 
B)  They try to form counterarguments. 
C)  They think deeply about the message. 
D)  They don't expend the effort to look for flaws in the message.

Question 20

Imagine you are trying to persuade an audience that is hostile to your view and suspicious that you are presenting arguments for personal gain.How might you best increase your trustworthiness with the audience?

Accepted Answer

A)  Provide evidence for both sides of the argument. 
B)  Speak slowly and present a few important points for your position. 
C)  Speak rapidly and present many points for your position. 
D)  Attempt to address the audience on the radio or TV rather than print. 
A)  Provide evidence for both sides of the argument. 
B)  Speak slowly and present a few important points for your position. 
C)  Speak rapidly and present many points for your position. 
D)  Attempt to address the audience on the radio or TV rather than print.

The elaboration likelihood model of persuasion (Petty & Cacioppo,1986)proposes that message recipients will centrally process a communication when they

How can the desire to be consistent affect persuasion? Describe one of the two major consistency theories about persuasion discussed in the text.Using the theory you describe,give one example of how the desire to be consistent might lead a person to change an important attitude,belief,or behavior.

Dwayne purchased a Sony TV ten years ago.Now he wants to purchase a new wide-screen TV,and when he goes to the store,he looks at the Sony TVs first.What principle might account for his behavior?

When do people use shortcut evidence in order to make their judgments? Describe what shortcut evidence people use,and give an example of how it might lead a person to change an important attitude,belief,or behavior.

Describe the three goals of persuasion discussed in the textbook.For each,name and describe at least one factor that can impact the achievement of that goal,and give an example for each of the three factors.

There is a genetic component to many attitudes.

Which of the following statements related to attitudes and heredity is true?

According to the elaboration likelihood model of persuasion,in order to process a message centrally,one needs both the motivation and the ability to process the message.

According to the theory of planned behavior,the BEST predictor of behavior is

When people wish to make accurate judgments,but don't have the time or ability to analyze the evidence closely,they often rely on "shortcut" evidence.According to the text,shortcut evidence can be gathered from all of the following EXCEPT

Which of the following statements about gender differences and persuasion is FALSE?

Imagine you are a mayor and are trying to convince the city council to agree with your proposal for a new water treatment plant.You decide to hire someone to testify in front of the city council.Name and describe the two characteristics you would look for when recruiting a credible communicator.

Name and define the two reasons that strong attitudes resist change.

It is not just general arousal that is crucial to attitude change via cognitive dissonance,but specifically arousal that

Encouraging positive self-talk,inhibiting counterarguments,and defeating a message through inoculation are implications of

Nonreactive measurement

Which of the following is an example of observational learning potentially influencing an attitude?

Imagine you are an incumbent politician who wants to employ inoculation in a campaign letter so your constituents will vote against your challenger.Which of the following techniques best employs the inoculation procedure (McGuire,1964)?

How do people process persuasive information that agrees with their personal preferences and positions?

Imagine you are trying to persuade an audience that is hostile to your view and suspicious that you are presenting arguments for personal gain.How might you best increase your trustworthiness with the audience?

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

The elaboration likelihood model of persuasion (Petty & Cacioppo,1986)proposes that message recipients will centrally process a communication when they

How can the desire to be consistent affect persuasion? Describe one of the two major consistency theories about persuasion discussed in the text.Using the theory you describe,give one example of how the desire to be consistent might lead a person to change an important attitude,belief,or behavior.

Dwayne purchased a Sony TV ten years ago.Now he wants to purchase a new wide-screen TV,and when he goes to the store,he looks at the Sony TVs first.What principle might account for his behavior?

When do people use shortcut evidence in order to make their judgments? Describe what shortcut evidence people use,and give an example of how it might lead a person to change an important attitude,belief,or behavior.

Describe the three goals of persuasion discussed in the textbook.For each,name and describe at least one factor that can impact the achievement of that goal,and give an example for each of the three factors.

There is a genetic component to many attitudes.

Which of the following statements related to attitudes and heredity is true?

According to the elaboration likelihood model of persuasion,in order to process a message centrally,one needs both the motivation and the ability to process the message.

According to the theory of planned behavior,the BEST predictor of behavior is

When people wish to make accurate judgments,but don't have the time or ability to analyze the evidence closely,they often rely on "shortcut" evidence.According to the text,shortcut evidence can be gathered from all of the following EXCEPT

Which of the following statements about gender differences and persuasion is FALSE?

Imagine you are a mayor and are trying to convince the city council to agree with your proposal for a new water treatment plant.You decide to hire someone to testify in front of the city council.Name and describe the two characteristics you would look for when recruiting a credible communicator.

Name and define the two reasons that strong attitudes resist change.

It is not just general arousal that is crucial to attitude change via cognitive dissonance,but specifically arousal that

Encouraging positive self-talk,inhibiting counterarguments,and defeating a message through inoculation are implications of

Nonreactive measurement

Which of the following is an example of observational learning potentially influencing an attitude?

Imagine you are an incumbent politician who wants to employ inoculation in a campaign letter so your constituents will vote against your challenger.Which of the following techniques best employs the inoculation procedure (McGuire,1964)?

How do people process persuasive information that agrees with their personal preferences and positions?

Imagine you are trying to persuade an audience that is hostile to your view and suspicious that you are presenting arguments for personal gain.How might you best increase your trustworthiness with the audience?

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