Question 1

Exposing people to weak attacks on their attitudes,which then stimulates thinking in support of the initial attitude,is known as

Accepted Answer

A) central route persuasion. 
B) attitude inoculation. 
C) psychological reactance. 
D) the boomerang effect. 
A) central route persuasion. 
B) attitude inoculation. 
C) psychological reactance. 
D) the boomerang effect.

Question 2

According to Myers,advertisers for computers tend to adopt marketing strategies that use the ____ route to persuasion.

Accepted Answer

A) peripheral 
B) central 
C) logical 
D) image 
A) peripheral 
B) central 
C) logical 
D) image

Question 3

You are attending a lecture by a banker and you expect her to advocate bank savings accounts.However,she advocates stock investments instead.Since her message goes against her own self-interest,you perceive her as _______ and the message as _______.

Accepted Answer

A) sincere;persuasive 
B) insincere;not persuasive 
C) sincere;not persuasive 
D) insincere;persuasive 
A) sincere;persuasive 
B) insincere;not persuasive 
C) sincere;not persuasive 
D) insincere;persuasive

Question 4

As an example of how persuasion can be used to promote healthier living,the CDC has reported that smoking in the U.S.has ______ over the last 40 years.

Accepted Answer

A) stabilized 
B) decreased to 21 percent 
C) become more popular with teens 
D) increased to 21 percent 
A) stabilized 
B) decreased to 21 percent 
C) become more popular with teens 
D) increased to 21 percent

Question 5

Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes?

Accepted Answer

A) peripheral 
B) central 
C) logical 
D) image 
A) peripheral 
B) central 
C) logical 
D) image

Question 6

Brock (1965)found that paint store customers were more influenced by the testimony of an

Accepted Answer

A) ordinary person who recently bought the same amount of paint as them. 
B) expert who recently bought 20 times as much as them. 
C) ordinary person who recently bought 20 times as much as them. 
D) expert who recently bought the same amount of paint as them. 
A) ordinary person who recently bought the same amount of paint as them. 
B) expert who recently bought 20 times as much as them. 
C) ordinary person who recently bought 20 times as much as them. 
D) expert who recently bought the same amount of paint as them.

Question 7

The _______ effect refers to how information that is presented last can have the most influence.

Accepted Answer

A) recency 
B) primacy 
C) channel 
D) final 
A) recency 
B) primacy 
C) channel 
D) final

Question 8

Kevin wants his parents to extend his curfew for one hour this weekend.Kevin is most likely to persuade his parents if he

Accepted Answer

A) tells them about the A he got on his physics test first. 
B) promises to do his homework before he goes out. 
C) threatens to run away if they don't agree. 
D) tells them after he shows them the dent he put in their car the night before. 
A) tells them about the A he got on his physics test first. 
B) promises to do his homework before he goes out. 
C) threatens to run away if they don't agree. 
D) tells them after he shows them the dent he put in their car the night before.

Question 9

Americans' support for the Iraq war increased after the war began mainly because of the

Accepted Answer

A) national support for our troops. 
B) opposition from European countries. 
C) discovery of weapons of mass destruction. 
D) persuasive messages in the U.S.media. 
A) national support for our troops. 
B) opposition from European countries. 
C) discovery of weapons of mass destruction. 
D) persuasive messages in the U.S.media.

Question 10

Cults like Jim Jones's People's Temple typically recruit and retain members by using

Accepted Answer

A) the sleeper effect. 
B) the foot-in-the-door phenomenon. 
C) the recency effect. 
D) the attitude inoculation. 
A) the sleeper effect. 
B) the foot-in-the-door phenomenon. 
C) the recency effect. 
D) the attitude inoculation.

Question 11

Studies have shown that if people are aware of opposing arguments,a _______ presentation is more persuasive and enduring.

Accepted Answer

A) one-sided 
B) two-sided 
C) discrepant 
D) clear and unambiguous 
A) one-sided 
B) two-sided 
C) discrepant 
D) clear and unambiguous

Question 12

In surveys conducted on groups of younger and older people over several years,the results supported the _______ explanation for how age plays a role in persuasion.

Accepted Answer

A) generational 
B) life cycle 
C) age 
D) time 
A) generational 
B) life cycle 
C) age 
D) time

Question 13

Fear-arousing messages are most effective when they

Accepted Answer

A) cause only mild fear. 
B) involve pleasurable activities. 
C) offer a protective strategy. 
D) are overwhelming. 
A) cause only mild fear. 
B) involve pleasurable activities. 
C) offer a protective strategy. 
D) are overwhelming.

Question 14

The way a message is delivered is what social psychologists refer to as the _______ of communication.

Accepted Answer

A) mode 
B) route 
C) channel 
D) method 
A) mode 
B) route 
C) channel 
D) method

Question 15

When people deferred to credible experts,Cialdini (2008)called this the _______ principle of persuasion.

Accepted Answer

A) liking 
B) authority 
C) social proof 
D) reciprocity 
A) liking 
B) authority 
C) social proof 
D) reciprocity

Question 16

Researchers found that difficult messages are most persuasive when _______,and easy messages are most persuasive when _______.

Accepted Answer

A) audiotaped;videotaped 
B) spoken;written 
C) written;videotaped 
D) given slowly;given quickly 
A) audiotaped;videotaped 
B) spoken;written 
C) written;videotaped 
D) given slowly;given quickly

Question 17

Central route processing often _____ explicit attitudes.

Accepted Answer

A) has no effect on 
B) swiftly changes 
C) slowly changes 
D) never changes 
A) has no effect on 
B) swiftly changes 
C) slowly changes 
D) never changes

Question 18

Darla wants to persuade her parents to help pay for a study trip abroad.She will have a more difficult time succeeding if

Accepted Answer

A) her parents are forewarned of her intent to convince them. 
B) she has the trip coordinator call to reassure them. 
C) her parents are not particularly analytical. 
D) her parents have a moderate level of self-esteem. 
A) her parents are forewarned of her intent to convince them. 
B) she has the trip coordinator call to reassure them. 
C) her parents are not particularly analytical. 
D) her parents have a moderate level of self-esteem.

Question 19

Nora,a single mom,needs to ask her parents for money.To minimize their objections to her request,she should

Accepted Answer

A) warn them ahead of time of her need. 
B) have her busy,distracting little toddler along when she makes her request. 
C) write out her request for them to consider. 
D) ask them on the telephone. 
A) warn them ahead of time of her need. 
B) have her busy,distracting little toddler along when she makes her request. 
C) write out her request for them to consider. 
D) ask them on the telephone.

Question 20

Persuasion can be resisted by

Accepted Answer

A) keeping one's own opinions private. 
B) making a public commitment to one's own position. 
C) attacking the opposite position. 
D) being closed to all arguments. 
A) keeping one's own opinions private. 
B) making a public commitment to one's own position. 
C) attacking the opposite position. 
D) being closed to all arguments.

Exposing people to weak attacks on their attitudes,which then stimulates thinking in support of the initial attitude,is known as

According to Myers,advertisers for computers tend to adopt marketing strategies that use the ____ route to persuasion.

You are attending a lecture by a banker and you expect her to advocate bank savings accounts.However,she advocates stock investments instead.Since her message goes against her own self-interest,you perceive her as _ and the message as _.

As an example of how persuasion can be used to promote healthier living,the CDC has reported that smoking in the U.S.has ______ over the last 40 years.

Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes?

Brock (1965)found that paint store customers were more influenced by the testimony of an

The _______ effect refers to how information that is presented last can have the most influence.

Kevin wants his parents to extend his curfew for one hour this weekend.Kevin is most likely to persuade his parents if he

Americans' support for the Iraq war increased after the war began mainly because of the

Cults like Jim Jones's People's Temple typically recruit and retain members by using

Studies have shown that if people are aware of opposing arguments,a _______ presentation is more persuasive and enduring.

In surveys conducted on groups of younger and older people over several years,the results supported the _______ explanation for how age plays a role in persuasion.

Fear-arousing messages are most effective when they

The way a message is delivered is what social psychologists refer to as the _______ of communication.

When people deferred to credible experts,Cialdini (2008)called this the _______ principle of persuasion.

Researchers found that difficult messages are most persuasive when _,and easy messages are most persuasive when _.

Central route processing often _____ explicit attitudes.

Darla wants to persuade her parents to help pay for a study trip abroad.She will have a more difficult time succeeding if

Nora,a single mom,needs to ask her parents for money.To minimize their objections to her request,she should

Persuasion can be resisted by

Introducing Social Psychology

The Self in a Social World

Social Beliefs and Judgments

Behavior and Attitudes

Genes,culture,and Gender

Conformity and Obedience

Group Influence

Prejudice: Disliking Others

Aggression: Hurting Others

Attraction and Intimacy: Liking and Loving Others

Helping

Conflict and Peacemaking

Social Psychology in the Clinic

Social Psychology in Court

Social Psychology and the Sustainable Future

Filters

Exam 7: Persuasion

Exposing people to weak attacks on their attitudes,which then stimulates thinking in support of the initial attitude,is known as

According to Myers,advertisers for computers tend to adopt marketing strategies that use the ____ route to persuasion.

You are attending a lecture by a banker and you expect her to advocate bank savings accounts.However,she advocates stock investments instead.Since her message goes against her own self-interest,you perceive her as _______ and the message as _______.

As an example of how persuasion can be used to promote healthier living,the CDC has reported that smoking in the U.S.has ______ over the last 40 years.

Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes?

Brock (1965)found that paint store customers were more influenced by the testimony of an

The _______ effect refers to how information that is presented last can have the most influence.

Kevin wants his parents to extend his curfew for one hour this weekend.Kevin is most likely to persuade his parents if he

Americans' support for the Iraq war increased after the war began mainly because of the

Cults like Jim Jones's People's Temple typically recruit and retain members by using

Studies have shown that if people are aware of opposing arguments,a _______ presentation is more persuasive and enduring.

In surveys conducted on groups of younger and older people over several years,the results supported the _______ explanation for how age plays a role in persuasion.

Fear-arousing messages are most effective when they

The way a message is delivered is what social psychologists refer to as the _______ of communication.

When people deferred to credible experts,Cialdini (2008)called this the _______ principle of persuasion.

Researchers found that difficult messages are most persuasive when _______,and easy messages are most persuasive when _______.

Central route processing often _____ explicit attitudes.

Darla wants to persuade her parents to help pay for a study trip abroad.She will have a more difficult time succeeding if

Nora,a single mom,needs to ask her parents for money.To minimize their objections to her request,she should

Persuasion can be resisted by

Introducing Social Psychology

The Self in a Social World

Social Beliefs and Judgments

Behavior and Attitudes

Genes,culture,and Gender

Conformity and Obedience

Group Influence

Prejudice: Disliking Others

Aggression: Hurting Others

Attraction and Intimacy: Liking and Loving Others

Helping

Conflict and Peacemaking

Social Psychology in the Clinic

Social Psychology in Court

Social Psychology and the Sustainable Future

Filters

You are attending a lecture by a banker and you expect her to advocate bank savings accounts.However,she advocates stock investments instead.Since her message goes against her own self-interest,you perceive her as _ and the message as _.

Researchers found that difficult messages are most persuasive when _,and easy messages are most persuasive when _.