Question 1

The "behavioral adaptation explanation" has been used to explain

Accepted Answer

A)  duping delight. 
B)  the truth bias. 
C)  the lie bias. 
D)  the probing effect. 
A)  duping delight. 
B)  the truth bias. 
C)  the lie bias. 
D)  the probing effect.

Question 2

Which of the following statements best summarizes the life-stage hypothesis?

Accepted Answer

A)  Compared to youthful and elderly people, middle-aged people are less persuadable. 
B)  Children are more susceptible to persuasion than are adults. 
C)  Elderly people are more rigid in their beliefs and are therefore more difficult to persuade. 
D)  As people grow older, they become more dogmatic. 
A)  Compared to youthful and elderly people, middle-aged people are less persuadable. 
B)  Children are more susceptible to persuasion than are adults. 
C)  Elderly people are more rigid in their beliefs and are therefore more difficult to persuade. 
D)  As people grow older, they become more dogmatic.

Question 3

Characters in movies often engage in risky behaviors such as drinking and driving or having unprotected sex. This tends to legitimize such behaviors in the eyes of viewers. This illustrates which persuasive feature of cinema?

Accepted Answer

A)  Movies export American values around the globe 
B)  Movies promote popular culture 
C)  Product planting is prevalent in movies 
D)  Movies model behavior for viewers 
A)  Movies export American values around the globe 
B)  Movies promote popular culture 
C)  Product planting is prevalent in movies 
D)  Movies model behavior for viewers

Question 4

Asking liars for more information tends to make observers less successful at detecting the liars' deception. This is known as

Accepted Answer

A)  the truth bias. 
B)  the Othello error. 
C)  the sending capacity hypothesis. 
D)  the probing effect. 
A)  the truth bias. 
B)  the Othello error. 
C)  the sending capacity hypothesis. 
D)  the probing effect.

Question 5

Based on the Elaboration Likelihood Model, credibility generally functions as a ________________ in persuasion.

Accepted Answer

A)  peripheral cue 
B)  central cue 
C)  parallel cue 
D)  primary cue 
A)  peripheral cue 
B)  central cue 
C)  parallel cue 
D)  primary cue

Question 6

How do we decide which strategies will have a positive emotional impact and which will have a negative emotional impact?

Accepted Answer

A)  We determine which perceptual strategies we will use based on our resource goals. 
B)  We determine which perceptual strategies we will use based on our expressive design logic. 
C)  We determine which perceptual strategies we will use based on our legitimate power. 
D)  We determine which perceptual strategies we will use based on our perceptual threshold. 
A)  We determine which perceptual strategies we will use based on our resource goals. 
B)  We determine which perceptual strategies we will use based on our expressive design logic. 
C)  We determine which perceptual strategies we will use based on our legitimate power. 
D)  We determine which perceptual strategies we will use based on our perceptual threshold.

Question 7

Fatima was asked to answer a difficult hypothetical question. The question stated, "If you were an animal shelter director and you were given the following choices, which action would you choose?" The options were: Option 1: Guarantee that 20 out of 60 animals will not be euthanized.
Option 2: Given a 33.3 percent chance that all 60 animals will be saved, and a 66.6 percent chance that all of the animals will be euthanized.
This set of options is best termed

Accepted Answer

A)  gain-framed messages. 
B)  loss-framed messages. 
C)  balance-framed messages. 
D)  threat-framed messages. 
A)  gain-framed messages. 
B)  loss-framed messages. 
C)  balance-framed messages. 
D)  threat-framed messages.

Question 8

Which rough estimate below of the amount of advertising to which the average American is exposed is most accurate?

Accepted Answer

A)  100 advertising messages per day, at a cost of $100 per person per year. 
B)  1,000 advertising messages per day, at a cost of $1,000 per person per year. 
C)  3,000 advertising messages per day, at a cost of $800 per person per year. 
D)  10,000 advertising messages per day, at a cost of $10,000 per person per year. 
A)  100 advertising messages per day, at a cost of $100 per person per year. 
B)  1,000 advertising messages per day, at a cost of $1,000 per person per year. 
C)  3,000 advertising messages per day, at a cost of $800 per person per year. 
D)  10,000 advertising messages per day, at a cost of $10,000 per person per year.

Question 9

According to Gass & Seiter, the most effective approach for an advertiser to use is

Accepted Answer

A)  subliminal priming 
B)  neurolinguistic processing 
C)  embedded images 
D)  product placement 
E)  reverse speech or backward masking 
A)  subliminal priming 
B)  neurolinguistic processing 
C)  embedded images 
D)  product placement 
E)  reverse speech or backward masking

Question 10

According to Reinforcement Expectancy Theory,

Accepted Answer

A)  female doctors are more persuasive than male doctors. 
B)  female doctors are more persuasive when using aversive strategies. 
C)  female doctors are more persuasive when using positive strategies. 
D)  female doctors are most persuasive when they violate patients' expectations for appropriateness. 
A)  female doctors are more persuasive than male doctors. 
B)  female doctors are more persuasive when using aversive strategies. 
C)  female doctors are more persuasive when using positive strategies. 
D)  female doctors are most persuasive when they violate patients' expectations for appropriateness.

Question 11

Parents commonly instill beliefs, impart values, and model behavior for their children, without knowing they are doing so. This is an example of

Accepted Answer

A)  ulterior motives 
B)  social modeling 
C)  relational goals 
D)  symbolic effects 
A)  ulterior motives 
B)  social modeling 
C)  relational goals 
D)  symbolic effects

Question 12

Hedges are a form of powerless language. An example of a hedge is

Accepted Answer

A)  "sort of." 
B)  "well, you know." 
C)  "very." 
D)  "isn't it?" 
A)  "sort of." 
B)  "well, you know." 
C)  "very." 
D)  "isn't it?"

Question 13

If you are taking this class because you need it to graduate, and not for the sake of learning, your motivation can best be described as

Accepted Answer

A)  intrinsic 
B)  extrinsic 
C)  central 
D)  peripheral 
A)  intrinsic 
B)  extrinsic 
C)  central 
D)  peripheral

Question 14

Finn was asked to speak to college students about his own experience in the university's "Study Abroad" program. His monotone voice and unenthusiastic delivery style, however, cause listeners to tune out. Finn's loss of credibility can best be attributed to

Accepted Answer

A)  using language that separated him from his audience. 
B)  not adapting his message to the listeners' frame of reference. 
C)  not matching his level of dynamism to the demands of the situation. 
D)  not citing sources and their qualifications up front. 
A)  using language that separated him from his audience. 
B)  not adapting his message to the listeners' frame of reference. 
C)  not matching his level of dynamism to the demands of the situation. 
D)  not citing sources and their qualifications up front.

Question 15

Which of the following is true of social facilitation?

Accepted Answer

A)  The presence of other people causes us to engage in unethical behavior. 
B)  The presence of other people causes us to engage in ethical behavior. 
C)  The presence of other people causes us to perform better on simple tasks. 
D)  The presence of other people causes us to perform better on complex tasks. 
A)  The presence of other people causes us to engage in unethical behavior. 
B)  The presence of other people causes us to engage in ethical behavior. 
C)  The presence of other people causes us to perform better on simple tasks. 
D)  The presence of other people causes us to perform better on complex tasks.

Question 16

When viewing a photograph of an event, such as a suicide bombing in the Middle East, one should remember that

Accepted Answer

A)  the camera doesn't lie 
B)  pictures are more persuasive than words 
C)  words are more persuasive than pictures 
D)  photographs aren't neutral, impartial representations of reality 
A)  the camera doesn't lie 
B)  pictures are more persuasive than words 
C)  words are more persuasive than pictures 
D)  photographs aren't neutral, impartial representations of reality

Question 17

People with a high preference for consistency, compared to people with a low preference for consistency:

Accepted Answer

A)  are more persuaded by image-oriented advertising 
B)  are more susceptible to the effects of cognitive dissonance. 
C)  are more likely to experience the contrast effect. 
D)  pay closer attention to persuasive messages. 
A)  are more persuaded by image-oriented advertising 
B)  are more susceptible to the effects of cognitive dissonance. 
C)  are more likely to experience the contrast effect. 
D)  pay closer attention to persuasive messages.

Question 18

All of the following are dimensions of compliance-gaining situations except

Accepted Answer

A)  intimacy. 
B)  dominance. 
C)  resistance. 
D)  nonverbal behavior. 
A)  intimacy. 
B)  dominance. 
C)  resistance. 
D)  nonverbal behavior.

Question 19

A boutique clothing store offers shoppers a glass of wine or a cup of coffee when they enter the store. This strategy is known as

Accepted Answer

A)  pregiving. 
B)  lowball. 
C)  foot in the door. 
D)  golden rule. 
A)  pregiving. 
B)  lowball. 
C)  foot in the door. 
D)  golden rule.

Question 20

Fatima is an opera singer. She is well known and popular among older folks. She has just been chosen as the celebrity endorser for a brand of menthol cough drops. Her selection is based upon

Accepted Answer

A)  the match-up hypothesis 
B)  the halo effect 
C)  the sleeper effect 
D)  psychological reactance 
A)  the match-up hypothesis 
B)  the halo effect 
C)  the sleeper effect 
D)  psychological reactance

Exam 1: Why Study Persuasion