Question 1

A fear-based appeal might be MOST successful under which of the following conditions?

Accepted Answer

A)  When the message contains information on how to avoid the problem or implement a solution 
B)  When the message makes people extremely frightened 
C)  When the messages is boring and straightforward 
D)  When the message is not too specific 
A)  When the message contains information on how to avoid the problem or implement a solution 
B)  When the message makes people extremely frightened 
C)  When the messages is boring and straightforward 
D)  When the message is not too specific

Question 2

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 3

If Sally has formed an attitude towards smoking through the central route, her attitude will be more resistant to your subsequent persuasion attempts.

Accepted Answer

A) True 
 B)False

Question 4

Individuals with low need for cognition are more likely to be persuaded by ___________, rather than by____________.

Accepted Answer

A)  the quality of the message; peripheral route cues 
B)  peripheral route cues; the quality of the message 
C)  the gender of the source; peripheral route cues 
D)  the credibility of the source; peripheral route cues 
A)  the quality of the message; peripheral route cues 
B)  peripheral route cues; the quality of the message 
C)  the gender of the source; peripheral route cues 
D)  the credibility of the source; peripheral route cues

Question 5

According to Hovland and colleagues, a measure will be accepted based on which three factors?

Accepted Answer

A)  Communicator, cogency, and audience 
B)  Persuasiveness, content, and audience 
C)  Communicator, content, and audience 
D)  Persuasiveness, cogency, and salience 
A)  Communicator, cogency, and audience 
B)  Persuasiveness, content, and audience 
C)  Communicator, content, and audience 
D)  Persuasiveness, cogency, and salience

Question 6

A fear-based appeal would be most UNSUCCESSFUL when:

Accepted Answer

A)  people are so afraid of the message that they feel too hopeless to act. 
B)  the appeal puts the audience on the defensive. 
C)  they attempt to prevent a negative outcome. 
D)  either people are so afraid of the message that they feel too hopeless to act or when the appeal puts the audience on the defensive. 
A)  people are so afraid of the message that they feel too hopeless to act. 
B)  the appeal puts the audience on the defensive. 
C)  they attempt to prevent a negative outcome. 
D)  either people are so afraid of the message that they feel too hopeless to act or when the appeal puts the audience on the defensive.

Question 7

Central route processing is more likely to occur when we have the ability and motivation to process information.

Accepted Answer

A) True 
 B)False

Question 8

When would be the best time to ask your parents for money?

Accepted Answer

A)  When they are in a good mood 
B)  When they are in a bad mood 
C)  Their answer will be the same no matter what mood they are in 
D)  When they are processing information through the central route 
A)  When they are in a good mood 
B)  When they are in a bad mood 
C)  Their answer will be the same no matter what mood they are in 
D)  When they are processing information through the central route

Question 9

In the absence of an obvious punishment for disobeying a command, research has shown that people will:

Accepted Answer

A)  not feel the need to obey the authority figure. 
B)  obey the authority figure anyway. 
C)  argue with the authority figure. 
D)  disregard and ignore the authority figure. 
A)  not feel the need to obey the authority figure. 
B)  obey the authority figure anyway. 
C)  argue with the authority figure. 
D)  disregard and ignore the authority figure.

Question 10

Under what circumstances are fear-based appeals less effective? If you were designing a fear-based appeal, describe what you could do to make it more effective.

Accepted Answer

The answer of Under what circumstances are fear-based appeals less...

Question 11

______________ is the degree to which the economic or social outcome promoted in the message is important to the receiver.

Accepted Answer

A)  The sleeper effect 
B)  Outcome-relevant involvement 
C)  Incentive 
D)  Socio-economic status 
A)  The sleeper effect 
B)  Outcome-relevant involvement 
C)  Incentive 
D)  Socio-economic status

Question 12

Which of the following is NOT one of Cialdini's "weapons of influence"?

Accepted Answer

A)  Liking 
B)  Social proof 
C)  Classification 
D)  Commitment and consistency 
A)  Liking 
B)  Social proof 
C)  Classification 
D)  Commitment and consistency

Question 13

What is the sleeper effect? When is this effect less likely to occur?

Accepted Answer

The sleeper effect is a psychological ph

Question 14

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

Accepted Answer

A)  be more likely to produce a negative outcome. 
B)  remain more resistant to persuasion. 
C)  exert no impact on cognition and behaviour. 
D)  be influenced only by external cues. 
A)  be more likely to produce a negative outcome. 
B)  remain more resistant to persuasion. 
C)  exert no impact on cognition and behaviour. 
D)  be influenced only by external cues.

Question 15

A message promoting a new tax credit for first time home buyers is more likely to affect people who are thinking about buying their first home because:

Accepted Answer

A)  they have higher outcome-relevant involvement. 
B)  they have significantly lower outcome-relevant involvement. 
C)  they have slightly lower outcome-relevant involvement. 
D)  they have lower outcome-relevant involvement and therefore are more likely to process information through the central route. 
A)  they have higher outcome-relevant involvement. 
B)  they have significantly lower outcome-relevant involvement. 
C)  they have slightly lower outcome-relevant involvement. 
D)  they have lower outcome-relevant involvement and therefore are more likely to process information through the central route.

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

Define the concepts of forewarning and inoculation. Explain how they can be used to help people resist persuasive attempts.

Accepted Answer

Forewarning and inoculation are both con

Question 18

In order to improve a campaign advertisement so that it is more appealing to someone with low need for cognition, you could:

Accepted Answer

A)  make the advertisement longer. 
B)  make the advertisement more intellectually stimulating. 
C)  use a more attractive source. 
D)  elaborate on all of the complex issues involved in the campaign. 
A)  make the advertisement longer. 
B)  make the advertisement more intellectually stimulating. 
C)  use a more attractive source. 
D)  elaborate on all of the complex issues involved in the campaign.

Question 19

Compared to university-aged adults, middle-aged adults:

Accepted Answer

A)  are more susceptible to attitude change. 
B)  are less susceptible to attitude change. 
C)  exhibit the same amount of susceptibility to attitude change. 
D)  are less likely to buy products advertised on television. 
A)  are more susceptible to attitude change. 
B)  are less susceptible to attitude change. 
C)  exhibit the same amount of susceptibility to attitude change. 
D)  are less likely to buy products advertised on television.

Question 20

________ benefit from loss framing, while ________ become more likely with gain framing.

Accepted Answer

A)  Rare behaviours; frequent behaviours 
B)  Low-risk behaviours; risky behaviours 
C)  Frequent behaviours; rare behaviours 
D)  Risky behaviours; low-risk behaviours 
A)  Rare behaviours; frequent behaviours 
B)  Low-risk behaviours; risky behaviours 
C)  Frequent behaviours; rare behaviours 
D)  Risky behaviours; low-risk behaviours

A fear-based appeal might be MOST successful under which of the following conditions?

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:

If Sally has formed an attitude towards smoking through the central route, her attitude will be more resistant to your subsequent persuasion attempts.

Individuals with low need for cognition are more likely to be persuaded by _, rather than by__.

According to Hovland and colleagues, a measure will be accepted based on which three factors?

A fear-based appeal would be most UNSUCCESSFUL when:

Central route processing is more likely to occur when we have the ability and motivation to process information.

When would be the best time to ask your parents for money?

In the absence of an obvious punishment for disobeying a command, research has shown that people will:

Under what circumstances are fear-based appeals less effective? If you were designing a fear-based appeal, describe what you could do to make it more effective.

______________ is the degree to which the economic or social outcome promoted in the message is important to the receiver.

Which of the following is NOT one of Cialdini's "weapons of influence"?

What is the sleeper effect? When is this effect less likely to occur?

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

A message promoting a new tax credit for first time home buyers is more likely to affect people who are thinking about buying their first home because:

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

Define the concepts of forewarning and inoculation. Explain how they can be used to help people resist persuasive attempts.

In order to improve a campaign advertisement so that it is more appealing to someone with low need for cognition, you could:

Compared to university-aged adults, middle-aged adults:

benefit from loss framing, while become more likely with gain framing.

What Is Social Psychology

The Science of Social Psychology

Social Cognition

The Self

Social Perception

Attitudes

Social Influence

The Power of the Group

Stereotypes, Prejudice, and Discrimination

Aggression

Attraction and Close Relationships

Prosocial Behaviour

Filters

Exam 7: The Power of Persuasion

A fear-based appeal might be MOST successful under which of the following conditions?

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:

If Sally has formed an attitude towards smoking through the central route, her attitude will be more resistant to your subsequent persuasion attempts.

Individuals with low need for cognition are more likely to be persuaded by ___________, rather than by____________.

According to Hovland and colleagues, a measure will be accepted based on which three factors?

A fear-based appeal would be most UNSUCCESSFUL when:

Central route processing is more likely to occur when we have the ability and motivation to process information.

When would be the best time to ask your parents for money?

In the absence of an obvious punishment for disobeying a command, research has shown that people will:

Under what circumstances are fear-based appeals less effective? If you were designing a fear-based appeal, describe what you could do to make it more effective.

______________ is the degree to which the economic or social outcome promoted in the message is important to the receiver.

Which of the following is NOT one of Cialdini's "weapons of influence"?

What is the sleeper effect? When is this effect less likely to occur?

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

A message promoting a new tax credit for first time home buyers is more likely to affect people who are thinking about buying their first home because:

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

Define the concepts of forewarning and inoculation. Explain how they can be used to help people resist persuasive attempts.

In order to improve a campaign advertisement so that it is more appealing to someone with low need for cognition, you could:

Compared to university-aged adults, middle-aged adults:

________ benefit from loss framing, while ________ become more likely with gain framing.

What Is Social Psychology

The Science of Social Psychology

Social Cognition

The Self

Social Perception

Attitudes

Social Influence

The Power of the Group

Stereotypes, Prejudice, and Discrimination

Aggression

Attraction and Close Relationships

Prosocial Behaviour

Filters

Individuals with low need for cognition are more likely to be persuaded by _, rather than by__.

benefit from loss framing, while become more likely with gain framing.