Question 1

_________ is the process of being informed ahead of time that a favored attitude will be challenged.

Accepted Answer

A)  The sleeper effect 
B)  Forewarning 
C)  Intuition 
D)  The chameleon effect 
A)  The sleeper effect 
B)  Forewarning 
C)  Intuition 
D)  The chameleon effect

Question 2

__________ is the way people communicate in order to influence other people's attitudes and behaviors.

Accepted Answer

A)  Persuasion 
B)  Social perception 
C)  Social psychology 
D)  Social interaction 
A)  Persuasion 
B)  Social perception 
C)  Social psychology 
D)  Social interaction

Question 3

According to your textbook,__________ are less capable of employing resistance tactics like inoculation.

Accepted Answer

A)  middle-aged adults 
B)  young adults 
C)  women 
D)  children 
A)  middle-aged adults 
B)  young adults 
C)  women 
D)  children

Question 4

Which statement about individuals with a high need for cognition is FALSE?

Accepted Answer

A)  They enjoy thinking abstractly. 
B)  They are likely to be persuaded by messages that can withstand scrutiny. 
C)  They are more likely to default to central route processing. 
D)  They tend to avoid situations in which they need to think abstractly. 
A)  They enjoy thinking abstractly. 
B)  They are likely to be persuaded by messages that can withstand scrutiny. 
C)  They are more likely to default to central route processing. 
D)  They tend to avoid situations in which they need to think abstractly.

Question 5

Why do researchers believe that the reciprocation norm operates on the need to restore balance and not necessarily because of our selfish desire to receive recognition for our acts?

Accepted Answer

A)  Because research supports the idea that we do not like to receive recognition for our acts of kindness. 
B)  Because people only seem to reciprocate when the other individual is aware of the favor. 
C)  Because research supports the idea that humans are not selfish. 
D)  Because people seem to reciprocate even when the other individual will not know they returned the favor. 
A)  Because research supports the idea that we do not like to receive recognition for our acts of kindness. 
B)  Because people only seem to reciprocate when the other individual is aware of the favor. 
C)  Because research supports the idea that humans are not selfish. 
D)  Because people seem to reciprocate even when the other individual will not know they returned the favor.

Question 6

How can an advertiser increase the persuasiveness off a message?

Accepted Answer

A)  Use a source that shares similarities to the target audience. 
B)  Use an attractive source. 
C)  Use a source that is perceived to have credibility. 
D)  An advertiser could use a source that shares similarities to the target audience, use an attractive source, and use a source that is perceived to have credibility. 
A)  Use a source that shares similarities to the target audience. 
B)  Use an attractive source. 
C)  Use a source that is perceived to have credibility. 
D)  An advertiser could use a source that shares similarities to the target audience, use an attractive source, and use a source that is perceived to have credibility.

Question 7

People who are in a good mood are more likely to:

Accepted Answer

A)  process information through the peripheral route. 
B)  rely on peripheral cues rather than central cues when evaluating a message. 
C)  fail to process information carefully. 
D)  people who are in a good mood are more likely to process information through the peripheral route, rely on peripheral cues, and fail to process information carefully. 
A)  process information through the peripheral route. 
B)  rely on peripheral cues rather than central cues when evaluating a message. 
C)  fail to process information carefully. 
D)  people who are in a good mood are more likely to process information through the peripheral route, rely on peripheral cues, and fail to process information carefully.

Question 8

Describe how attitudes formed through the central route differ from attitudes formed through the peripheral route.

Accepted Answer

Attitudes formed through the central rou

Question 9

Jane is persuaded to buy a new type of ipod because someone at school that she admires and likes just bought one.Jane is being persuaded through:

Accepted Answer

A)  the peripheral route. 
B)  the central route. 
C)  controlled processing. 
D)  deception. 
A)  the peripheral route. 
B)  the central route. 
C)  controlled processing. 
D)  deception.

Question 10

A political candidate sends a signed picture to everyone in her district,along with a letter soliciting campaign donations.This candidate is employing the ____________ tactic.

Accepted Answer

A)  reciprocation 
B)  social proof 
C)  the sleeper effect 
D)  scarcity 
A)  reciprocation 
B)  social proof 
C)  the sleeper effect 
D)  scarcity

Question 11

The 'need for freedom' is most closely associated with which of the following psychological concepts?

Accepted Answer

A)  Inoculation 
B)  Reactance 
C)  The authority principle 
D)  The scarcity principle 
A)  Inoculation 
B)  Reactance 
C)  The authority principle 
D)  The scarcity principle

Question 12

Valence refers to the:

Accepted Answer

A)  credibility of the source. 
B)  degree of attraction or aversion that a person feels towards a specific object, event, or idea. 
C)  way in which a message is constructed. 
D)  way in which a message is tailored to a specific audience. 
A)  credibility of the source. 
B)  degree of attraction or aversion that a person feels towards a specific object, event, or idea. 
C)  way in which a message is constructed. 
D)  way in which a message is tailored to a specific audience.

Question 13

For a fear based appeal to be most effective,it should be as scary as possible.

Accepted Answer

A) True 
 B)False

Question 14

Are health messages more effective if they have a positive or negative valence? Explain how this would differ based on culture.Be sure to define valence in your answer.

Accepted Answer

Valence refers to the positive or negati

Question 15

Attractiveness of the source becomes less important when:

Accepted Answer

A)  the consumer values the credibility of the source. 
B)  the consumer does not have motivation. 
C)  when the source is the same gender as the consumer. 
D)  when the source is younger than the consumer. 
A)  the consumer values the credibility of the source. 
B)  the consumer does not have motivation. 
C)  when the source is the same gender as the consumer. 
D)  when the source is younger than the consumer.

Question 16

You hope to convince your friend to babysit in your place so you can go to a concert with your new boyfriend.Based on information presented in your textbook on the relationship between mood and persuasion,would it best to ask her when she is a very good mood,a neutral mood,or a bad mood? Explain why.

Accepted Answer

Based on the information presented in th

Question 17

During the 1964 presidential campaign,Barry Goldwater created an advertisement titled "Daisy Girl," in which a little girl is seemingly overtaken by a nuclear explosion.This advertisement can be classified as:

Accepted Answer

A)  political persuasion 
B)  a reactionary message 
C)  a valence-based appeal 
D)  a fear-based appeal 
A)  political persuasion 
B)  a reactionary message 
C)  a valence-based appeal 
D)  a fear-based appeal

Question 18

If you are using the commitment and consistency weapon of influence to solicit donations for an environmental group,an effective question to pose prior to asking for money would be:

Accepted Answer

A)  Do you have any money? 
B)  What's your name? 
C)  Do you have ten minutes to talk? 
D)  Do you want to help save the environment? 
A)  Do you have any money? 
B)  What's your name? 
C)  Do you have ten minutes to talk? 
D)  Do you want to help save the environment?

Question 19

When you form an opinion on an issue you care deeply about,you are MORE likely to:

Accepted Answer

A)  process information through the central route. 
B)  process information through the peripheral route. 
C)  be persuaded by the attractiveness of the source. 
D)  be persuaded by the attractiveness of the source and process information through the peripheral route. 
A)  process information through the central route. 
B)  process information through the peripheral route. 
C)  be persuaded by the attractiveness of the source. 
D)  be persuaded by the attractiveness of the source and process information through the peripheral route.

Question 20

Define and describe two of Cialdini's 'weapons' of influence.

Accepted Answer

Cialdini's "weapons" of influence are ps

_________ is the process of being informed ahead of time that a favored attitude will be challenged.

__________ is the way people communicate in order to influence other people's attitudes and behaviors.

According to your textbook,__________ are less capable of employing resistance tactics like inoculation.

Which statement about individuals with a high need for cognition is FALSE?

Why do researchers believe that the reciprocation norm operates on the need to restore balance and not necessarily because of our selfish desire to receive recognition for our acts?

How can an advertiser increase the persuasiveness off a message?

People who are in a good mood are more likely to:

Describe how attitudes formed through the central route differ from attitudes formed through the peripheral route.

Jane is persuaded to buy a new type of ipod because someone at school that she admires and likes just bought one.Jane is being persuaded through:

A political candidate sends a signed picture to everyone in her district,along with a letter soliciting campaign donations.This candidate is employing the ____________ tactic.

The 'need for freedom' is most closely associated with which of the following psychological concepts?

Valence refers to the:

For a fear based appeal to be most effective,it should be as scary as possible.

Are health messages more effective if they have a positive or negative valence? Explain how this would differ based on culture.Be sure to define valence in your answer.

Attractiveness of the source becomes less important when:

During the 1964 presidential campaign,Barry Goldwater created an advertisement titled "Daisy Girl," in which a little girl is seemingly overtaken by a nuclear explosion.This advertisement can be classified as:

If you are using the commitment and consistency weapon of influence to solicit donations for an environmental group,an effective question to pose prior to asking for money would be:

When you form an opinion on an issue you care deeply about,you are MORE likely to:

Define and describe two of Cialdini's 'weapons' of influence.

What is Social Psychology

The Science of Social Psychology

Social Cognition: Thinking About the Social World

Who Am I and How Do Other Individuals See Me?

Social Perception: How Do We Perceive Others?

Attitudes: Making Evaluations About the World

Social Influence: Should We Resist?

The Power of the Group

Stereotypes, Prejudice, and Discrimination: Causes and Consequences

Aggression

Examining Attraction and Close Relationships

Prosocial Behavior: Why We Help and Why We Don’t

Filters

Exam 7: The Art and Science of Persuasion

_________ is the process of being informed ahead of time that a favored attitude will be challenged.

__________ is the way people communicate in order to influence other people's attitudes and behaviors.

According to your textbook,__________ are less capable of employing resistance tactics like inoculation.

Which statement about individuals with a high need for cognition is FALSE?

Why do researchers believe that the reciprocation norm operates on the need to restore balance and not necessarily because of our selfish desire to receive recognition for our acts?

How can an advertiser increase the persuasiveness off a message?

People who are in a good mood are more likely to:

Describe how attitudes formed through the central route differ from attitudes formed through the peripheral route.

Jane is persuaded to buy a new type of ipod because someone at school that she admires and likes just bought one.Jane is being persuaded through:

A political candidate sends a signed picture to everyone in her district,along with a letter soliciting campaign donations.This candidate is employing the ____________ tactic.

The 'need for freedom' is most closely associated with which of the following psychological concepts?

Valence refers to the:

For a fear based appeal to be most effective,it should be as scary as possible.

Are health messages more effective if they have a positive or negative valence? Explain how this would differ based on culture.Be sure to define valence in your answer.

Attractiveness of the source becomes less important when:

During the 1964 presidential campaign,Barry Goldwater created an advertisement titled "Daisy Girl," in which a little girl is seemingly overtaken by a nuclear explosion.This advertisement can be classified as:

If you are using the commitment and consistency weapon of influence to solicit donations for an environmental group,an effective question to pose prior to asking for money would be:

When you form an opinion on an issue you care deeply about,you are MORE likely to:

Define and describe two of Cialdini's 'weapons' of influence.

What is Social Psychology

The Science of Social Psychology

Social Cognition: Thinking About the Social World

Who Am I and How Do Other Individuals See Me?

Social Perception: How Do We Perceive Others?

Attitudes: Making Evaluations About the World

Social Influence: Should We Resist?

The Power of the Group

Stereotypes, Prejudice, and Discrimination: Causes and Consequences

Aggression

Examining Attraction and Close Relationships

Prosocial Behavior: Why We Help and Why We Don’t

Filters