Question 1

Research indicates that subliminal influence

Accepted Answer

A)  never occurs. 
B)  usually occurs in the short term for simple judgments and actions. 
C)  is more likely among people high in the need for cognition. 
D)  can persuade people to take action even when they were previously unmotivated to do so. 
A)  never occurs. 
B)  usually occurs in the short term for simple judgments and actions. 
C)  is more likely among people high in the need for cognition. 
D)  can persuade people to take action even when they were previously unmotivated to do so.

Question 2

The theory of planned behavior posits that behavior is a function of attitudes, subjective norms, behavioral intentions, and the

Accepted Answer

A)  amount of time we have considered engaging in the action. 
B)  correspondence between the attitude and the action. 
C)  amount of control we perceive to have over our own actions. 
D)  costs of engaging in the action. 
A)  amount of time we have considered engaging in the action. 
B)  correspondence between the attitude and the action. 
C)  amount of control we perceive to have over our own actions. 
D)  costs of engaging in the action.

Question 3

Your friend is thinking of purchasing a self-help weight-loss CD that promises its effects through subliminal persuasive messages embedded in the music. What should you tell her research shows about the effectiveness of such programs?

Accepted Answer

A)  Such programs are very effective but require discipline and persistence. 
B)  Such programs are effective only among the people who are acutely obese. 
C)  No solid evidence exists to support such programs. 
D)  Subliminal messages work more effectively through visual (DV
D)  media than audio (C
D)  media. 
A)  Such programs are very effective but require discipline and persistence. 
B)  Such programs are effective only among the people who are acutely obese. 
C)  No solid evidence exists to support such programs. 
D)  Subliminal messages work more effectively through visual (DV
D)  media than audio (C
D)  media.

Question 4

The most common approach to persuasion is

Accepted Answer

A)  through communication from others. 
B)  through subliminal perception. 
C)  to persuade ourselves. 
D)  imagery-induced. 
A)  through communication from others. 
B)  through subliminal perception. 
C)  to persuade ourselves. 
D)  imagery-induced.

Question 5

Implicit Association Tests (IATs) can detect implicit attitudes by measuring

Accepted Answer

A)  the participants' mood after responding to word pairings. 
B)  the time it takes participants to complete the whole test. 
C)  participants' facial muscles as they are exposed to positive or negative stimuli. 
D)  the speed at which participants associate stimuli with a positive or negative word. 
A)  the participants' mood after responding to word pairings. 
B)  the time it takes participants to complete the whole test. 
C)  participants' facial muscles as they are exposed to positive or negative stimuli. 
D)  the speed at which participants associate stimuli with a positive or negative word.

Question 6

Attitudes are useful because they

Accepted Answer

A)  let us quickly judge whether something we encounter is good or bad. 
B)  help build a personal preference in the way we interpret new information. 
C)  make it more likely for us to change our minds later in light of new information. 
D)  allow us to take more time to evaluate others and new information. 
A)  let us quickly judge whether something we encounter is good or bad. 
B)  help build a personal preference in the way we interpret new information. 
C)  make it more likely for us to change our minds later in light of new information. 
D)  allow us to take more time to evaluate others and new information.

Question 7

Can subliminal messages reflexively trigger behavior without our awareness? In 1982, Timothy Moore reviewed the existing research and concluded that

Accepted Answer

A)  faint sexual images that advertisers routinely sneaked into visual ads were effective. 
B)  the subliminal thirst primes had little impact on students whose thirst had just been quenched. 
C)  participants were more likely to select and consume a subliminally advertised food product. 
D)  "what you see is what you get"-nothing, "complete scams." 
A)  faint sexual images that advertisers routinely sneaked into visual ads were effective. 
B)  the subliminal thirst primes had little impact on students whose thirst had just been quenched. 
C)  participants were more likely to select and consume a subliminally advertised food product. 
D)  "what you see is what you get"-nothing, "complete scams."

Question 8

Tariq doesn't want his kids to give in to peer pressure to smoke. According to the inoculation hypothesis, one way he could build up their resistance to potential peer pressure is to

Accepted Answer

A)  let them smoke so that their attitudes will be based on direct experience. 
B)  present them with weak arguments for smoking so that they can generate counterarguments. 
C)  present them with strong arguments against smoking based on scientific research findings. 
D)  have them listen to subliminal antismoking messages. 
A)  let them smoke so that their attitudes will be based on direct experience. 
B)  present them with weak arguments for smoking so that they can generate counterarguments. 
C)  present them with strong arguments against smoking based on scientific research findings. 
D)  have them listen to subliminal antismoking messages.

Question 9

Harmon-Jones and others (1996) research in which participants drank Kool-Aid mixed with sugar versus vinegar showed that

Accepted Answer

A)  negative consequences for lying are not essential to dissonance. 
B)  negative consequences for lying are essential to dissonance. 
C)  attribution of arousal is essential to dissonance. 
D)  attribution of arousal is not essential to dissonance. 
A)  negative consequences for lying are not essential to dissonance. 
B)  negative consequences for lying are essential to dissonance. 
C)  attribution of arousal is essential to dissonance. 
D)  attribution of arousal is not essential to dissonance.

Question 10

The process by which we form an attitude toward a neutral stimulus because of its association with a positive or negative person, place, or thing is called

Accepted Answer

A)  evaluative conditioning. 
B)  central persuasion. 
C)  insufficient justification. 
D)  psychological reactance. 
A)  evaluative conditioning. 
B)  central persuasion. 
C)  insufficient justification. 
D)  psychological reactance.

Question 11

Marge believes rather strongly that more money should be devoted to environmental concerns. However, she is agitated because she just signed a petition for a friend advocating the logging of a local forest in order to create new jobs. She then seems to soften her stance about the environment. This is best explained by

Accepted Answer

A)  cognitive dissonance theory. 
B)  self-affirmation theory. 
C)  the inoculation hypothesis. 
D)  self-perception theory. 
A)  cognitive dissonance theory. 
B)  self-affirmation theory. 
C)  the inoculation hypothesis. 
D)  self-perception theory.

Question 12

An attitude that is brought to mind quickly and easily is said to be

Accepted Answer

A)  accessible. 
B)  strong. 
C)  weak. 
D)  dissonant. 
A)  accessible. 
B)  strong. 
C)  weak. 
D)  dissonant.

Question 13

Cross-cultural research indicates that cognitive dissonance

Accepted Answer

A)  exists in similar situations and manifests itself the same way in collectivist and individualistic societies. 
B)  does not exist in collectivist societies. 
C)  can be seen across cultures but emerges in different situations in different cultures. 
D)  is more common among women in individualistic cultures, but among men in collectivist cultures. 
A)  exists in similar situations and manifests itself the same way in collectivist and individualistic societies. 
B)  does not exist in collectivist societies. 
C)  can be seen across cultures but emerges in different situations in different cultures. 
D)  is more common among women in individualistic cultures, but among men in collectivist cultures.

Question 14

Which of the following statements concerning the impact of body movements on persuasion is true ?

Accepted Answer

A)  People who nod their heads up and down express greater agreement with a persuasive message than those who shake their heads side to side. 
B)  Stimuli associated with stretching the arms outward are rated more positively than those associated with flexing the arms inward. 
C)  Nodding the head side to side makes people more likely to engage in central route processing than does nodding the head up and down. 
D)  Stretching the arms outward makes people less likely to engage in central route processing than does flexing the arms inward. 
A)  People who nod their heads up and down express greater agreement with a persuasive message than those who shake their heads side to side. 
B)  Stimuli associated with stretching the arms outward are rated more positively than those associated with flexing the arms inward. 
C)  Nodding the head side to side makes people more likely to engage in central route processing than does nodding the head up and down. 
D)  Stretching the arms outward makes people less likely to engage in central route processing than does flexing the arms inward.

Question 15

High self-monitors respond more to ____ advertising.

Accepted Answer

A)  image-oriented 
B)  information-oriented 
C)  fact-based 
D)  subliminal 
A)  image-oriented 
B)  information-oriented 
C)  fact-based 
D)  subliminal

Question 16

Gino, a salesperson, wants to use techniques that will lead his potential customers to rely on peripheral route persuasion. He should do all of the following except

Accepted Answer

A)  speak quickly (but not too quickly) when presenting information about his product. 
B)  get the customer to nod in the affirmative while he is presenting his sales pitch. 
C)  present his sales pitch to customers who are clearly in a rush. 
D)  approach prospective buyers who obviously care deeply about his product. 
A)  speak quickly (but not too quickly) when presenting information about his product. 
B)  get the customer to nod in the affirmative while he is presenting his sales pitch. 
C)  present his sales pitch to customers who are clearly in a rush. 
D)  approach prospective buyers who obviously care deeply about his product.

Question 17

Which of the following has not been demonstrated in research on role-playing?

Accepted Answer

A)  People show greater attitude change after giving a persuasive speech than after listening to one. 
B)  Self-generated arguments are better remembered than arguments provided by others. 
C)  Expecting to have to present a persuasive communication to another person increases the impact of the communication. 
D)  Role-playing effects are stronger among those low in need for cognition than those high in need for cognition. 
A)  People show greater attitude change after giving a persuasive speech than after listening to one. 
B)  Self-generated arguments are better remembered than arguments provided by others. 
C)  Expecting to have to present a persuasive communication to another person increases the impact of the communication. 
D)  Role-playing effects are stronger among those low in need for cognition than those high in need for cognition.

Question 18

Tristan had to choose between two potential mates, Charlie and Ryan, on the final episode of the original The Bachelorette . In the end, she chose Ryan. Several weeks later, a reporter interviewed Tristan about her feelings toward the two men. How will she most likely express her feelings at the time of the interview if she is trying to avoid postdecision dissonance?

Accepted Answer

A)  Tristan says that her attitudes about both men have become more negative with the benefit of hindsight. 
B)  Tristan suggests that she was impressed by his career ambitions at first, but has come to realize that Charlie's busy work schedule would have been an obstacle to a successful relationship. 
C)  Tristan has come to notice a variety of "little things" about Ryan that are starting to annoy her, including his penchant for writing really bad poetry. 
D)  Tristan reports that she believes Charlie to be one of the most attractive men she has ever met in person. 
A)  Tristan says that her attitudes about both men have become more negative with the benefit of hindsight. 
B)  Tristan suggests that she was impressed by his career ambitions at first, but has come to realize that Charlie's busy work schedule would have been an obstacle to a successful relationship. 
C)  Tristan has come to notice a variety of "little things" about Ryan that are starting to annoy her, including his penchant for writing really bad poetry. 
D)  Tristan reports that she believes Charlie to be one of the most attractive men she has ever met in person.

Question 19

What occurred in the research by Balcetis and Dunning (2007) in which participants were asked to walk across a college campus wearing an embarrassing costume?

Accepted Answer

A)  Students in the high-choice condition underestimated how far they had walked relative to those in the low-choice condition. 
B)  Students in the low-choice condition underestimated how far they had walked relative to those in the high-choice condition. 
C)  Students with insufficient justification for their embarrassing actions overestimated how far they had walked relative to those with sufficient justification. 
D)  The motivation to reduce dissonance had no effect on participants' visual representations of the natural environment. 
A)  Students in the high-choice condition underestimated how far they had walked relative to those in the low-choice condition. 
B)  Students in the low-choice condition underestimated how far they had walked relative to those in the high-choice condition. 
C)  Students with insufficient justification for their embarrassing actions overestimated how far they had walked relative to those with sufficient justification. 
D)  The motivation to reduce dissonance had no effect on participants' visual representations of the natural environment.

Question 20

Which of the following is not used to overcome the limitations of traditional self-report methodology?

Accepted Answer

A)  The bogus pipeline 
B)  The Likert scale 
C)  Facial electromyography 
D)  Covert videotaping 
A)  The bogus pipeline 
B)  The Likert scale 
C)  Facial electromyography 
D)  Covert videotaping

Research indicates that subliminal influence

The theory of planned behavior posits that behavior is a function of attitudes, subjective norms, behavioral intentions, and the

Your friend is thinking of purchasing a self-help weight-loss CD that promises its effects through subliminal persuasive messages embedded in the music. What should you tell her research shows about the effectiveness of such programs?

The most common approach to persuasion is

Implicit Association Tests (IATs) can detect implicit attitudes by measuring

Attitudes are useful because they

Can subliminal messages reflexively trigger behavior without our awareness? In 1982, Timothy Moore reviewed the existing research and concluded that

Tariq doesn't want his kids to give in to peer pressure to smoke. According to the inoculation hypothesis, one way he could build up their resistance to potential peer pressure is to

Harmon-Jones and others (1996) research in which participants drank Kool-Aid mixed with sugar versus vinegar showed that

The process by which we form an attitude toward a neutral stimulus because of its association with a positive or negative person, place, or thing is called

An attitude that is brought to mind quickly and easily is said to be

Cross-cultural research indicates that cognitive dissonance

Which of the following statements concerning the impact of body movements on persuasion is true ?

High self-monitors respond more to ____ advertising.

Gino, a salesperson, wants to use techniques that will lead his potential customers to rely on peripheral route persuasion. He should do all of the following except

Which of the following has not been demonstrated in research on role-playing?

What occurred in the research by Balcetis and Dunning (2007) in which participants were asked to walk across a college campus wearing an embarrassing costume?

Which of the following is not used to overcome the limitations of traditional self-report methodology?

What Is Social Psychology

Doing Social Psychology Research

The Social Self

Perceiving Persons

Stereotypes, Prejudice, and Discrimination

Conformity

Group Processes

Attraction and Close Relationships

Helping Others

Aggression

Law

Business

Health

Filters

Exam 6: Attitudes

Research indicates that subliminal influence

The theory of planned behavior posits that behavior is a function of attitudes, subjective norms, behavioral intentions, and the

Your friend is thinking of purchasing a self-help weight-loss CD that promises its effects through subliminal persuasive messages embedded in the music. What should you tell her research shows about the effectiveness of such programs?

The most common approach to persuasion is

Implicit Association Tests (IATs) can detect implicit attitudes by measuring

Attitudes are useful because they

Can subliminal messages reflexively trigger behavior without our awareness? In 1982, Timothy Moore reviewed the existing research and concluded that

Tariq doesn't want his kids to give in to peer pressure to smoke. According to the inoculation hypothesis, one way he could build up their resistance to potential peer pressure is to

Harmon-Jones and others (1996) research in which participants drank Kool-Aid mixed with sugar versus vinegar showed that

The process by which we form an attitude toward a neutral stimulus because of its association with a positive or negative person, place, or thing is called

An attitude that is brought to mind quickly and easily is said to be

Cross-cultural research indicates that cognitive dissonance

Which of the following statements concerning the impact of body movements on persuasion is true ?

High self-monitors respond more to ____ advertising.

Gino, a salesperson, wants to use techniques that will lead his potential customers to rely on peripheral route persuasion. He should do all of the following except

Which of the following has not been demonstrated in research on role-playing?

What occurred in the research by Balcetis and Dunning (2007) in which participants were asked to walk across a college campus wearing an embarrassing costume?

Which of the following is not used to overcome the limitations of traditional self-report methodology?

What Is Social Psychology

Doing Social Psychology Research

The Social Self

Perceiving Persons

Stereotypes, Prejudice, and Discrimination

Conformity

Group Processes

Attraction and Close Relationships

Helping Others

Aggression

Law

Business

Health

Filters