Exam 8: Persuasion

To what extent can subliminal messages influence people's attitudes and behavior? Describe two studies that address this question.

Based on the research on audience characteristics,which of the following scenarios best illustrates how Tommy's mood is likely to impact his response to persuasive attempts?

Robert was a successful dentist for over a decade before deciding that he would be happier as a salesman.He has started a position at a new company that sells high-tech alarm clocks and high-tech toothbrushes.Of these two products,Robert is likely to be more successful selling ________,because he is likely to be a(n)________ when delivering persuasive appeals for that product.

Stacie listens to a radio commercial for toothpaste.She finds the soothing voice of the announcer appealing,so she buys the toothpaste he advocates.This illustrates the research finding that when people primarily attend to aspects of a message that are tangential to the substance of the message,they are taking the ________ route to persuasion.

Petty and colleagues (1981)asked students to read either eight weak arguments or eight strong arguments in support of implementing a comprehensive exam at their university.Some students were told that the exam would be initiated the following year,and others were told it would be initiated in ten years,well after their graduation.Finally,the researchers varied the expertise of the source of the arguments; that is,participants were told the arguments were generated either by a local high school class or by a prestigious "Commission on Higher Education." The researchers measured students' attitudes toward the exam.What was the main result of this study?

Define metacognition and describe how it influences persuasion.

Jamie is the sort of person who likes to think,puzzle,ponder,and consider multiple perspectives.Compared with people who do not like these activities,Jamie is

Research on the hostile media phenomenon has shown that

The self-validation hypothesis states that

All of the following people are likely to resist persuasive attempts to adopt a different brand of soap EXCEPT

Wendy Wood (1982)found that participants in favor of environmental preservation who ________ shifted their attitudes considerably when exposed to an anti-preservation message.

According to the textbook,which route to persuasion is most likely to lead to long-lasting attitude change?

Nancy is gathering information about different cars in order to decide which car she wants to buy.According to the elaboration likelihood model of persuasion,Nancy will be more likely to process this information through the central route if

When people make public statements regarding their attitudes,

________ exemplifies a message characteristic,whereas ________ exemplifies a source characteristic.

According to Shanto Iyengar's concept of agenda control,the

Genes have been shown to partially account for

Imagine that you need to design an advertising campaign that promotes safe-sex practices among college students.Assume that your audience is not particularly motivated to hear about safe sex.Describe your ad campaign and explain how the various aspects of the campaign reflect the social psychological principles of persuasion.

Jennifer smokes cigarettes.Describe how selective attention and selective evaluation may make Jennifer resistant to anti-smoking messages.

One study found that head nodding led to greater persuasion when arguments were strong but less persuasion when arguments were weak.How did the researchers explain these findings?