Exam 1: Why Study Persuasion

A definition which limits persuasion to symbolic action

Simon Cowell is known for humiliating contestants by criticizing their singing ability and even their physical appearance. Yet many viewers think he is a good judge of talent and that his scathing comments, while sometimes cruel, are also on target. Simon would best be described as:

The unintended receiver effect illustrates one problem with relying on ____________ to define persuasion

Credibility tends to exert a greater influence on receivers when

The Sapir-Whorf hypothesis posits that:

Which persuasion theory includes a motivation to comply component"?

Images, by themselves, lack logical operators and, therefore, cannot convey "cause-effect," "either-or," or "if-then" relationships. This refers to which property of images?

For the principle of scarcity to be an effective persuasive strategy, it must succeed in creating ________________ in the persuadee.

Based upon findings from the "swear word" booklets of E. Scott Baudhuin (1973), _________ profanities are the least offensive category of profanity.

Kleinke's (1980) study on eye contact at airports suggests that

Biff has just seen an ad in the paper for a new Nissan pickup truck for $15,000. He hurries to his local dealership but is disappointed to learn that the truck is already been sold. "Don't worry," the salesman tells him, "I can make you a terrific deal on a similar truck for only a few dollars more per month." Which of the following tactics is the salesman using?

Within the African-American community, individuals with lighter skin tone tend to receive preferential treatment compared to individuals with darker skin tone. This general preference is known as

_______________ are more easily influenced by reference groups than ________________.

Persuaders who target particular "niche" groups, such as soccer moms, Nascar dads, affluent gays, or Hispanic teens, are using

Babbs tells her friend Delilah that she can't stand her drama teacher because he is so mean. Who or what is the attitude object?

According to the text, Colombians' influence attempts center around the concept of confianza, or

Abby and Giovanni attended an art show and listened to an artist speak about the lack of funding for the arts. Abby did not find the topic personally relevant. On the contrary, Giovanni was very passionate about the topic. Based on the ELM, how will Abby and Giovanni process the speaker's argument?

Which of the following is the most sophisticated type of design logic?

In her opening remarks to a jury, a defense attorney informs the jury that the prosecution will try to portray her client as a monster. She asks them to keep an open mind until they've heard all the evidence. The defense attorney is using

A litmus test for distinguishing persuasion from social influence is