Question 1

Which of the following statements regarding an absolute sleeper effect is most accurate?

Accepted Answer

A)  While it can be created in a laboratory setting, it would be extremely difficult to reproduce in real life. 
B)  While it is difficult to reproduce in a laboratory setting, it happens all the time in real life. 
C)  It happens frequently in the real world, and has been successfully duplicated in laboratory settings as well. 
D)  Though theoretically possible, it hasn't been successfully duplicated in either laboratory settings or the real world. 
A)  While it can be created in a laboratory setting, it would be extremely difficult to reproduce in real life. 
B)  While it is difficult to reproduce in a laboratory setting, it happens all the time in real life. 
C)  It happens frequently in the real world, and has been successfully duplicated in laboratory settings as well. 
D)  Though theoretically possible, it hasn't been successfully duplicated in either laboratory settings or the real world.

Question 2

The best way to protect yourself and loved ones from disease is to

Accepted Answer

A)  get a flu shot 
B)  avoid childhood vaccinations 
C)  not eat meat of any kind 
D)  do whatever Oprah Winfrey says 
A)  get a flu shot 
B)  avoid childhood vaccinations 
C)  not eat meat of any kind 
D)  do whatever Oprah Winfrey says

Question 3

Which of the following has not been offered as an explanation for why the door in the face strategy is so effective?

Accepted Answer

A)  perceptual contrast effect 
B)  reciprocal concessions 
C)  self-presentation explanation 
D)  commitment 
A)  perceptual contrast effect 
B)  reciprocal concessions 
C)  self-presentation explanation 
D)  commitment

Question 4

Which of the following statements about NLP is most accurate?

Accepted Answer

A)  NLP is an effective form of persuasion. 
B)  NLP has been demonstrated in controlled laboratory settings, but not in the real world 
C)  There is little or no evidence that NLP works at all. 
D)  NLP operates via central processing 
E)  NLP is effective, but no more so than other traditional forms of persuasion 
A)  NLP is an effective form of persuasion. 
B)  NLP has been demonstrated in controlled laboratory settings, but not in the real world 
C)  There is little or no evidence that NLP works at all. 
D)  NLP operates via central processing 
E)  NLP is effective, but no more so than other traditional forms of persuasion

Question 5

Which of the following statements best summarizes the authors' ethical position regarding the use of emotional appeals to persuade?

Accepted Answer

A)  Emotional appeals are bad because they short-circuit central processing 
B)  Emotional appeals are fine, as long as they complement the use of reasoning and evidence 
C)  Emotional appeals should only be used as a last resort 
D)  Emotional appeals are bad because they rely on negative, antisocial appeals 
A)  Emotional appeals are bad because they short-circuit central processing 
B)  Emotional appeals are fine, as long as they complement the use of reasoning and evidence 
C)  Emotional appeals should only be used as a last resort 
D)  Emotional appeals are bad because they rely on negative, antisocial appeals

Question 6

Which of the following statements about backward-masked messages or reverse speech is most accurate?

Accepted Answer

A)  They have no discernible effect on behavior. 
B)  They produce changes in mood. 
C)  They produce changes in behavior. 
D)  They produce changes in mood and behavior. 
A)  They have no discernible effect on behavior. 
B)  They produce changes in mood. 
C)  They produce changes in behavior. 
D)  They produce changes in mood and behavior.

Question 7

When attempting to influence children, persuaders must consider all of the following guidelines except

Accepted Answer

A)  ask parents or legal guardians for permission to persuade 
B)  use words and concepts children can understand 
C)  avoid reasoning, because children lack critical thinking skills 
D)  make certain they have the children's best interests at heart 
A)  ask parents or legal guardians for permission to persuade 
B)  use words and concepts children can understand 
C)  avoid reasoning, because children lack critical thinking skills 
D)  make certain they have the children's best interests at heart

Question 8

Pfau (1992) and colleagues' study on seventh graders and smoking prevention suggests that inoculation

Accepted Answer

A)  works for students with low self-esteem, but not with students with high self-esteem. 
B)  works for students with high self-esteem, but not with students with low self-esteem. 
C)  works on students that have never experienced peer pressure. 
D)  works only if the students were high in the need for cognition. 
A)  works for students with low self-esteem, but not with students with high self-esteem. 
B)  works for students with high self-esteem, but not with students with low self-esteem. 
C)  works on students that have never experienced peer pressure. 
D)  works only if the students were high in the need for cognition.

Question 9

_________ predicts that (a) the second or third member added to a group has the most effect on group conformity, and (b) individual group members may suspect collusion if the other members unanimously agree on some issue or decision.

Accepted Answer

A)  Social Impact Model 
B)  Social Influence Model 
C)  Social Judgment Theory 
D)  Group Polarization Theory 
A)  Social Impact Model 
B)  Social Influence Model 
C)  Social Judgment Theory 
D)  Group Polarization Theory

Question 10

According to Gass & Seiter:

Accepted Answer

A)  deception is a form of unethical influence 
B)  deception detection is a form of communication skill 
C)  deception is more unethical than it is ethical 
D)  deception is rarely effective 
E)  deception detection is rarely effective 
A)  deception is a form of unethical influence 
B)  deception detection is a form of communication skill 
C)  deception is more unethical than it is ethical 
D)  deception is rarely effective 
E)  deception detection is rarely effective

Question 11

Which of the following slogans would be best suited for a collectivistic culture?

Accepted Answer

A)  "Making friends everywhere" 
B)  "A leader among leaders" 
C)  "What you want is what counts" 
D)  "You are the best" 
A)  "Making friends everywhere" 
B)  "A leader among leaders" 
C)  "What you want is what counts" 
D)  "You are the best"

Question 12

The "Most Interesting Man In The World" mingles with beautiful women, wrestles with dictators, performs stunning feats, and drinks Dos Equis beer. This advertising campaign is an example of

Accepted Answer

A)  shock ads 
B)  product planting 
C)  image-based advertising 
D)  anti-ads 
A)  shock ads 
B)  product planting 
C)  image-based advertising 
D)  anti-ads

Question 13

Gass & Seiter do not believe ________________ should be used as a criterion for distinguishing ethical versus unethical influence attempts.

Accepted Answer

A)  intentionality 
B)  conscious awareness 
C)  free choice/free will 
D)  respect 
A)  intentionality 
B)  conscious awareness 
C)  free choice/free will 
D)  respect

Question 14

Which of the following statements about propaganda is most accurate?

Accepted Answer

A)  Propaganda is a feature of totalitarian regimes, rather than democratic societies 
B)  The government uses propaganda frequently, but the private sector rarely does so 
C)  The term "propaganda" has a negative connotation, and is usually used in a pejorative sense 
D)  Propaganda tends to be political in nature, rather than religious or commercial 
A)  Propaganda is a feature of totalitarian regimes, rather than democratic societies 
B)  The government uses propaganda frequently, but the private sector rarely does so 
C)  The term "propaganda" has a negative connotation, and is usually used in a pejorative sense 
D)  Propaganda tends to be political in nature, rather than religious or commercial

Question 15

When experts in one field are assumed to be experts in new and unrelated fields, which of the following "effects" has taken place?

Accepted Answer

A)  The Conformity Effect 
B)  The Double-Blind Effect 
C)  The Halo Effect 
D)  The Dyadic Effect 
A)  The Conformity Effect 
B)  The Double-Blind Effect 
C)  The Halo Effect 
D)  The Dyadic Effect

Question 16

If something is forbidden, it becomes all the more desirable. This tendency, also known as "reverse psychology," is called:

Accepted Answer

A)  polarization of alternatives 
B)  parallel processing 
C)  card-stacking 
D)  psychological reactance 
A)  polarization of alternatives 
B)  parallel processing 
C)  card-stacking 
D)  psychological reactance

Question 17

According to the text, the Marlboro Man symbolizes the Old West and such American values as freedom and rugged individualism. The Marlboro Man is persuasive due to which characteristic of images?

Accepted Answer

A)  iconicity 
B)  indexicality 
C)  syntactic indeterminacy 
D)  lexicography 
A)  iconicity 
B)  indexicality 
C)  syntactic indeterminacy 
D)  lexicography

Question 18

Which form of "eye behavior" have meta-analyses found to be associated with telling lies?

Accepted Answer

A)  looking away while talking 
B)  looking up and to the right 
C)  widening the eyes 
D)  pupil dilation 
A)  looking away while talking 
B)  looking up and to the right 
C)  widening the eyes 
D)  pupil dilation

Question 19

Quincy wants to speak to his professor about his last paper. He intends to challenge the professor about his grade. Shortly into the conversation, Quincy realizes he misunderstood the assignment. Rather than challenge the grade, he decides to ask for a chance to rewrite the paper. This best reflects the notion that

Accepted Answer

A)  people's goals may change during a persuasive encounter 
B)  a reliance on peripheral processing rarely produces compliance 
C)  a reliance on central processing rarely produces compliance 
D)  people's need for identity management far outweighs other persuasive tactics 
A)  people's goals may change during a persuasive encounter 
B)  a reliance on peripheral processing rarely produces compliance 
C)  a reliance on central processing rarely produces compliance 
D)  people's need for identity management far outweighs other persuasive tactics

Question 20

All of the following are true about sexual appeals in advertising except

Accepted Answer

A)  some audiences may resent the use of sexual appeals 
B)  sexual appeals may function as a distraction, inhibiting receiver recall 
C)  sexual objectification of males is fairly rare 
D)  sexual appeals can lead to self-objectification 
A)  some audiences may resent the use of sexual appeals 
B)  sexual appeals may function as a distraction, inhibiting receiver recall 
C)  sexual objectification of males is fairly rare 
D)  sexual appeals can lead to self-objectification

Exam 1: Why Study Persuasion