Question 1

Presenting the same information over and over but in a different format each time helps prevent ____.

Accepted Answer

A)  repetition with variation 
B)  advertising wear-out 
C)  the halo effect 
D)  the central route to persuasion 
A)  repetition with variation 
B)  advertising wear-out 
C)  the halo effect 
D)  the central route to persuasion

Question 2

Which social influence technique is based on capturing and disrupting attention?

Accepted Answer

A)  The labeling technique 
B)  The bait-and-switch 
C)  The low-ball technique 
D)  The pique technique 
A)  The labeling technique 
B)  The bait-and-switch 
C)  The low-ball technique 
D)  The pique technique

Question 3

Asch's line-judging studies on conformity found that conformity declined when ____.

Accepted Answer

A)  groups were closer in age rather than diverse 
B)  a "dissenter" in the group always gave an incorrect response 
C)  a "dissenter" in the group always gave the correct response 
D)  groups were mixed-sex rather than all-male 
A)  groups were closer in age rather than diverse 
B)  a "dissenter" in the group always gave an incorrect response 
C)  a "dissenter" in the group always gave the correct response 
D)  groups were mixed-sex rather than all-male

Question 4

Which construct is measured using items such as "I like situations that require a lot of thinking" and "I prefer my life to be filled with puzzles to solve"?

Accepted Answer

A)  need for cognition 
B)  need for closure 
C)  self-consciousness 
D)  achievement motivation 
A)  need for cognition 
B)  need for closure 
C)  self-consciousness 
D)  achievement motivation

Question 5

Negative attitude change (or the boomerang effect) often occurs when people experience ____.

Accepted Answer

A)  psychological reactance 
B)  inoculation 
C)  yielding 
D)  sensory overload 
A)  psychological reactance 
B)  inoculation 
C)  yielding 
D)  sensory overload

Question 6

People who are in a good mood are more receptive to persuasive messages than people who are in a bad or neutral mood.

Accepted Answer

A) True 
 B)False

Question 7

Social psychologists use the term "convert communicator" to refer to ____.

Accepted Answer

A)  people who persuade others by arguing against their own previously-held attitudes and behaviors 
B)  people who specialize in persuading those who are extremely opposed to their point of view 
C)  people who persuade others by beginning with one argument and then "switching" the argument midstream 
D)  people who persuade others by pretending to hold an opposite point of view, and then being "converted" during the course of the argument 
A)  people who persuade others by arguing against their own previously-held attitudes and behaviors 
B)  people who specialize in persuading those who are extremely opposed to their point of view 
C)  people who persuade others by beginning with one argument and then "switching" the argument midstream 
D)  people who persuade others by pretending to hold an opposite point of view, and then being "converted" during the course of the argument

Question 8

The sleeper effect refers to the finding that, over time, ____.

Accepted Answer

A)  people tend to become more and more stubborn about their opinions (and less easily persuaded to adopt alternative points of view) 
B)  people tend to become more open to, or accepting of, persuasive arguments that they hear repeatedly 
C)  people tend to become inoculated against (better able to counter-argue) persuasive arguments that they hear repeatedly 
D)  people tend to forget where (or from whom) they heard a persuasive argument or piece of information 
A)  people tend to become more and more stubborn about their opinions (and less easily persuaded to adopt alternative points of view) 
B)  people tend to become more open to, or accepting of, persuasive arguments that they hear repeatedly 
C)  people tend to become inoculated against (better able to counter-argue) persuasive arguments that they hear repeatedly 
D)  people tend to forget where (or from whom) they heard a persuasive argument or piece of information

Question 9

Compared to people with low self-esteem, people with high self-esteem tend to be ____ when they encounter persuasive messages.

Accepted Answer

A)  more receptive and more yielding 
B)  more receptive but less yielding 
C)  less receptive but more yielding 
D)  less receptive and less yielding 
A)  more receptive and more yielding 
B)  more receptive but less yielding 
C)  less receptive but more yielding 
D)  less receptive and less yielding

Question 10

Hovland's approach to the use of fear in persuasion is based on ____ theory.

Accepted Answer

A)  cognitive-behavioral 
B)  psychodynamic 
C)  moral development 
D)  learning 
A)  cognitive-behavioral 
B)  psychodynamic 
C)  moral development 
D)  learning

Question 11

Which social influence technique is based on commitment and consistency?

Accepted Answer

A)  the door-in-the-face technique 
B)  the pique technique 
C)  the disrupt-then-reframe technique 
D)  the foot-in-the-door technique 
A)  the door-in-the-face technique 
B)  the pique technique 
C)  the disrupt-then-reframe technique 
D)  the foot-in-the-door technique

Question 12

Social psychologists who talk about a persuasive communicator as being "trustworthy" are referring to ____.

Accepted Answer

A)  whether the source will honestly share what she or he knows 
B)  how much the source knows 
C)  whether the source is a well-known individual 
D)  how confident and authoritative the source appears to be 
A)  whether the source will honestly share what she or he knows 
B)  how much the source knows 
C)  whether the source is a well-known individual 
D)  how confident and authoritative the source appears to be

Question 13

Individuals with high intelligence tend to be ____ to persuasive messages because of their ____.

Accepted Answer

A)  unreceptive; long attention spans 
B)  unreceptive; constant multitasking 
C)  receptive; constant multitasking 
D)  receptive; long attention spans 
A)  unreceptive; long attention spans 
B)  unreceptive; constant multitasking 
C)  receptive; constant multitasking 
D)  receptive; long attention spans

Question 14

Suppose that you are on a committee that is deciding how to allocate the yearly budget. And suppose that many people on the committee seem to just be "going along with the crowd" rather than expressing their opinions or concerns. Based on Asch's line-judging research on conformity, you can encourage more dissent and debate in the group by ____.

Accepted Answer

A)  making sure that the group consists of no fewer than five people 
B)  playing "devil's advocate" and disagree with the majority view 
C)  finding a way to have same-sex group members meet separately 
D)  providing the group with a common bond and strong group identity 
A)  making sure that the group consists of no fewer than five people 
B)  playing "devil's advocate" and disagree with the majority view 
C)  finding a way to have same-sex group members meet separately 
D)  providing the group with a common bond and strong group identity

Question 15

Advertisements with explicit conclusions are more persuasive than advertisements with omitted conclusions (which require viewers to come up with conclusions on their own).

Accepted Answer

A) True 
 B)False

Question 16

Which social influence technique is based on capturing and disrupting attention?

Accepted Answer

A)  the labeling technique 
B)  the bait-and-switch 
C)  the door-in-the-face technique 
D)  the disrupt-then-reframe technique 
A)  the labeling technique 
B)  the bait-and-switch 
C)  the door-in-the-face technique 
D)  the disrupt-then-reframe technique

Question 17

As part of tenth-grade "Social Living" course, a teacher has a guest speaker come to his classroom to talk about the dangers of drug use. The guest speaker is a former drug dealer and hardcore drug user, who became involved in crime as a result of his connection to drugs, spent many years in jail, later entered a drug rehabilitation program, and finally cleaned up his act. Social psychologists would refer to this kind of communicator as a(n) ________________.

Accepted Answer

convert co

Question 18

An apartment manager lists a "luxury penthouse" in the newspaper for an astoundingly low price, even though he has no such units available. The idea is to lure people in, and then try to sell them his relatively mediocre apartments. The manager is apparently using an influence technique known as the ____.

Accepted Answer

A)  foot-in-the-door technique 
B)  bait-and-switch technique 
C)  legitimization-of-paltry-favors technique 
D)  disrupt-then-reframe technique 
A)  foot-in-the-door technique 
B)  bait-and-switch technique 
C)  legitimization-of-paltry-favors technique 
D)  disrupt-then-reframe technique

Question 19

Suppose that you are a tenth-grade teacher, with an upcoming course module on the health risks of unprotected sex. Which individual would probably be the best guest speaker for your course-in terms of their ability to persuade students to act responsibly and actually impact students' behavior?

Accepted Answer

A)  A local social worker, who routinely gives public lectures about the dangers of unsafe sex 
B)  A high school dropout who became pregnant and contracted an STD at the age of 16, and who now sorely regrets her irresponsible sexual behavior 
C)  A parent of one of the students who is a staunch advocate against teen sex 
D)  The student president of the "No Sex Before Marriage" campus group who is known by many of the students 
A)  A local social worker, who routinely gives public lectures about the dangers of unsafe sex 
B)  A high school dropout who became pregnant and contracted an STD at the age of 16, and who now sorely regrets her irresponsible sexual behavior 
C)  A parent of one of the students who is a staunch advocate against teen sex 
D)  The student president of the "No Sex Before Marriage" campus group who is known by many of the students

Question 20

The tendency to be persuaded by others who are similar to us, or who are physically attractive, illustrates the importance of ____.

Accepted Answer

A)  source credibility 
B)  source trustworthiness 
C)  source likeability 
D)  the central route to persuasion 
A)  source credibility 
B)  source trustworthiness 
C)  source likeability 
D)  the central route to persuasion

Presenting the same information over and over but in a different format each time helps prevent ____.

Which social influence technique is based on capturing and disrupting attention?

Asch's line-judging studies on conformity found that conformity declined when ____.

Which construct is measured using items such as "I like situations that require a lot of thinking" and "I prefer my life to be filled with puzzles to solve"?

Negative attitude change (or the boomerang effect) often occurs when people experience ____.

People who are in a good mood are more receptive to persuasive messages than people who are in a bad or neutral mood.

Social psychologists use the term "convert communicator" to refer to ____.

The sleeper effect refers to the finding that, over time, ____.

Compared to people with low self-esteem, people with high self-esteem tend to be ____ when they encounter persuasive messages.

Hovland's approach to the use of fear in persuasion is based on ____ theory.

Which social influence technique is based on commitment and consistency?

Social psychologists who talk about a persuasive communicator as being "trustworthy" are referring to ____.

Individuals with high intelligence tend to be to persuasive messages because of their .

Advertisements with explicit conclusions are more persuasive than advertisements with omitted conclusions (which require viewers to come up with conclusions on their own).

Which social influence technique is based on capturing and disrupting attention?

Suppose that you are a tenth-grade teacher, with an upcoming course module on the health risks of unprotected sex. Which individual would probably be the best guest speaker for your course-in terms of their ability to persuade students to act responsibly and actually impact students' behavior?

The tendency to be persuaded by others who are similar to us, or who are physically attractive, illustrates the importance of ____.

The Mission and the Method

Culture and Nature

The Self

Choices and Actions

Social Cognition

Emotion and Affect

Attitudes, Beliefs and Consistency

Prosocial Behavior: Doing What’s Best for Others

Aggression and Antisocial Behavior

Interpersonal Attraction and Rejection

Close Relationships: Passion, Intimacy, and Sexuality

Prejudice and Intergroup Relations

Groups

Applying Social Psychology to Consumer Behavior

Applying Social Psychology to Health

Applying Social Psychology to the Workplace

Applying Social Psychology to the Law

Applying Social Psychology to the Environment

Filters

Exam 8: Social Influence and Persuasion

Presenting the same information over and over but in a different format each time helps prevent ____.

Which social influence technique is based on capturing and disrupting attention?

Asch's line-judging studies on conformity found that conformity declined when ____.

Which construct is measured using items such as "I like situations that require a lot of thinking" and "I prefer my life to be filled with puzzles to solve"?

Negative attitude change (or the boomerang effect) often occurs when people experience ____.

People who are in a good mood are more receptive to persuasive messages than people who are in a bad or neutral mood.

Social psychologists use the term "convert communicator" to refer to ____.

The sleeper effect refers to the finding that, over time, ____.

Compared to people with low self-esteem, people with high self-esteem tend to be ____ when they encounter persuasive messages.

Hovland's approach to the use of fear in persuasion is based on ____ theory.

Which social influence technique is based on commitment and consistency?

Social psychologists who talk about a persuasive communicator as being "trustworthy" are referring to ____.

Individuals with high intelligence tend to be ____ to persuasive messages because of their ____.

Advertisements with explicit conclusions are more persuasive than advertisements with omitted conclusions (which require viewers to come up with conclusions on their own).

Which social influence technique is based on capturing and disrupting attention?

Suppose that you are a tenth-grade teacher, with an upcoming course module on the health risks of unprotected sex. Which individual would probably be the best guest speaker for your course-in terms of their ability to persuade students to act responsibly and actually impact students' behavior?

The tendency to be persuaded by others who are similar to us, or who are physically attractive, illustrates the importance of ____.

The Mission and the Method

Culture and Nature

The Self

Choices and Actions

Social Cognition

Emotion and Affect

Attitudes, Beliefs and Consistency

Prosocial Behavior: Doing What’s Best for Others

Aggression and Antisocial Behavior

Interpersonal Attraction and Rejection

Close Relationships: Passion, Intimacy, and Sexuality

Prejudice and Intergroup Relations

Groups

Applying Social Psychology to Consumer Behavior

Applying Social Psychology to Health

Applying Social Psychology to the Workplace

Applying Social Psychology to the Law

Applying Social Psychology to the Environment

Filters

Individuals with high intelligence tend to be to persuasive messages because of their .