Exam 7: The Art and Science of Persuasion

We are more easily persuaded by people we like.This represents which of Cialdini's "weapons" of influence?

You are in a bookstore and an individual walks up to you and says 'The store is closing early,you will have to leave.'You would be more likely to obey this request if:

Chris is buying a last minute gift for his father's birthday and he doesn't have much time pick it out.He decides to purchase a digital camera because it has a big sign next to it that says "Sale." Chris probably arrived at his decision through:

What type of persuasive message will be more effective for women compared to men?

One counterintuitive finding in the study of persuasion suggests that:

If you are framing a persuasive message by emphasizing what people will gain by performing a behavior,you are using a __________.

Exposing people to weak attacks on their favored position so that they will form stronger resistance to subsequent attacks is a technique known as:

Research shows that longer messages are sometimes more effective.However,the length of the message should matter less when:

The Elaboration Likelihood model proposes that there are two different routes,central and peripheral,that an individual may take when processing information.

Which of the following statements about fear-based appeals is FALSE?

A fear-based appeal might be more successful under which of the following conditions:

Compared with an attitude formed through the peripheral route,an attitude formed through the central route will:

What is outcome-relevant involvement and why is it important to consider when designing a persuasive message?

Distinguish between peripheral route processing and central route processing.What determines whether people are likely to process information through the central route compared with the peripheral route? Describe at least two important factors that help determine the route people take.

Forbidding someone to do something might create psychological reactance,prompting people to do the exact opposite of what you want them to do.

Distraction can sometimes enhance the effectiveness of a message because it does which of the following?

Persuasion in Western culture may be easier than in some other cultures because:

A public health campaign is being designed to persuade college students to get tested for sexually transmitted diseases.Based on information presented in your textbook,public health officials should:

When outcome relevance is _______ people are more likely to ___________.

Joe is gearing up to deliver a campaign speech to a group of individuals who he believes have a high need for cognition.Prior to delivering his speech,Joe should focus his efforts on which of the following?