Question 1

Which of the following must occur for the door in the face tactic to work?

Accepted Answer

A)  The persuader's initial request must be accepted. 
B)  The request is being used to benefit the requester rather than for prosocial reasons. 
C)  The same person must make the first and second requests. 
D)  The persuadee must be asked how he or she is feeling. 
A)  The persuader's initial request must be accepted. 
B)  The request is being used to benefit the requester rather than for prosocial reasons. 
C)  The same person must make the first and second requests. 
D)  The persuadee must be asked how he or she is feeling.

Question 2

In general, which primary dimensionof credibility is thought to have the greatest impact on a persuasive message?

Accepted Answer

A)  trustworthiness 
B)  expertise 
C)  dynamism 
D)  goodwill 
A)  trustworthiness 
B)  expertise 
C)  dynamism 
D)  goodwill

Question 3

When an endorser's public persona is projected onto a brand, the brand's image is incorporated into the consumer's self-concept. This view is based upon

Accepted Answer

A)  charisma 
B)  psychological reactance 
C)  the sleeper effect 
D)  the meaning transfer perspective 
A)  charisma 
B)  psychological reactance 
C)  the sleeper effect 
D)  the meaning transfer perspective

Question 4

Common greetings (e.g., "How are you today?") serve as the first step in which of the following sequential persuasion tactics?

Accepted Answer

A)  foot in the door 
B)  foot in the mouth 
C)  door in the face 
D)  lowballing 
A)  foot in the door 
B)  foot in the mouth 
C)  door in the face 
D)  lowballing

Question 5

A politician continued to shake her head and roll her eyes while her opponent spoke. Impression management theory suggests that this will

Accepted Answer

A)  make the politician's opponent appear undesirable and dishonest. 
B)  make both the politician and her opponent appear deceptive. 
C)  increase the politician's credibility. 
D)  increase the speaker's credibility. 
A)  make the politician's opponent appear undesirable and dishonest. 
B)  make both the politician and her opponent appear deceptive. 
C)  increase the politician's credibility. 
D)  increase the speaker's credibility.

Question 6

Which of the following generalizations drawn from persuasion research is most accurate?

Accepted Answer

A)  Current studies, from the 1970s through the 1990s, tend to contradict past studies, those from the 1940s through the 60s 
B)  The results of persuasion studies have been remarkably consistent, dating back to the time of Aristotle 
C)  Newly developed statistical techniques have made it possible to resolve a number of previous inconsistencies in the literature 
D)  Research findings are largely consistent, but there are dramatic differences in theories of persuasion 
A)  Current studies, from the 1970s through the 1990s, tend to contradict past studies, those from the 1940s through the 60s 
B)  The results of persuasion studies have been remarkably consistent, dating back to the time of Aristotle 
C)  Newly developed statistical techniques have made it possible to resolve a number of previous inconsistencies in the literature 
D)  Research findings are largely consistent, but there are dramatic differences in theories of persuasion

Question 7

Cartoon caricatures of politicians that exaggerate certain characteristics can be persuasive due to their:

Accepted Answer

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

Question 8

According to the "Tipping Point" theory, people who have lots of expertise and know-how are known as:

Accepted Answer

A)  connectors 
B)  salespeople 
C)  mavens 
D)  geeks 
E)  nerds 
A)  connectors 
B)  salespeople 
C)  mavens 
D)  geeks 
E)  nerds

Question 9

The discussion of fear mongering offered in the text revealed that the greatest threat to public health is

Accepted Answer

A)  mad cow disease 
B)  child abduction/murders 
C)  road rage 
D)  skin cancer 
E)  Justin Bieber, Linsday Lohan, and Amanda Bynes 
A)  mad cow disease 
B)  child abduction/murders 
C)  road rage 
D)  skin cancer 
E)  Justin Bieber, Linsday Lohan, and Amanda Bynes

Question 10

You see two unsavory-looking characters standing near an ATM machine and decide to go elsewhere to make a cash withdrawal. Their threatening appearance best represents

Accepted Answer

A)  pure persuasion 
B)  borderline persuasion 
C)  coercion 
D)  third person effect 
A)  pure persuasion 
B)  borderline persuasion 
C)  coercion 
D)  third person effect

Question 11

Joe and Kathy are in a relationship where they spend a great deal of time away from each other, avoid arguments, and have little reliance upon each other. Joe and Kathy would be considered

Accepted Answer

A)  traditionals 
B)  intimates 
C)  independents 
D)  separates 
A)  traditionals 
B)  intimates 
C)  independents 
D)  separates

Question 12

Charlie decides to sell fish with this advertisement: "Research shows that people love to have their choice of fresh, frozen, or smoked fish. Chillin-Guppy and Zippy-fish only offer frozen fish, but Charlie's Fish has all three. Where do you want to go to get your fish?" Charlie's advertisement is using a/an

Accepted Answer

A)  explicit conclusion. 
B)  implicit conclusion. 
C)  anticlimax order. 
D)  pyramidal order. 
A)  explicit conclusion. 
B)  implicit conclusion. 
C)  anticlimax order. 
D)  pyramidal order.

Question 13

Rob presents his strong arguments first and his weak arguments last when trying to convince his wife why they should buy a new boat. His overall message is said to have a/an

Accepted Answer

A)  explicit conclusion. 
B)  one-sided message. 
C)  inoculation strategy. 
D)  anticlimax order. 
A)  explicit conclusion. 
B)  one-sided message. 
C)  inoculation strategy. 
D)  anticlimax order.

Question 14

A city wants dog owners to pick up, bag, and dispose of their pets' poop when taking them on walks. Which of the signs below is most likely to get dog owners to comply?

Accepted Answer

A)  "Please clean up after your pooch" 
B)  "Pick up after your dog. It's the law!" 
C)  "Don't' you dare leave your dog's poop laying here." 
D)  "Do not fail to dispose of dog litter properly." 
A)  "Please clean up after your pooch" 
B)  "Pick up after your dog. It's the law!" 
C)  "Don't' you dare leave your dog's poop laying here." 
D)  "Do not fail to dispose of dog litter properly."

Question 15

Which of the following statements regarding the use of guilt appeals is most accurate?

Accepted Answer

A)  Guilt appeals are rarely effective and often backfire 
B)  Guilt appeals work well, but only if the requester is also the source of the guilt 
C)  Guilt appeals work well, but only if the beneficiary of the request is also the source of the guilt 
D)  Making people feel guilty can increase their willingness to comply with a request on another, unrelated issue 
A)  Guilt appeals are rarely effective and often backfire 
B)  Guilt appeals work well, but only if the requester is also the source of the guilt 
C)  Guilt appeals work well, but only if the beneficiary of the request is also the source of the guilt 
D)  Making people feel guilty can increase their willingness to comply with a request on another, unrelated issue

Question 16

A reporter asks a politician, "Do you favor or oppose gay adoptions?" The politician responds, "I'm for families. The family unit is the backbone of our society. Family bonds are vital." The politician's response best reflects which propaganda technique?

Accepted Answer

A)  smoke and mirrors 
B)  pomp and circumstance 
C)  card-stacking 
D)  glittering generalities 
A)  smoke and mirrors 
B)  pomp and circumstance 
C)  card-stacking 
D)  glittering generalities

Question 17

Warmth appeals operate primarily through

Accepted Answer

A)  liking 
B)  distraction 
C)  contrast effect 
D)  association 
A)  liking 
B)  distraction 
C)  contrast effect 
D)  association

Question 18

Which of the following statements best describes the morality as motivated resistance hypothesis?

Accepted Answer

A)  resisting group influence makes people more moral. 
B)  groups members try to exert more pressure on people with stronger moral convictions than on people with weaker moral convictions. 
C)  group members try to exert more pressure on people with weaker moral convictions than on people with stronger moral convictions. 
D)  people with stronger moral convictions are more resistant to majority influence than people with weaker moral convictions. 
A)  resisting group influence makes people more moral. 
B)  groups members try to exert more pressure on people with stronger moral convictions than on people with weaker moral convictions. 
C)  group members try to exert more pressure on people with weaker moral convictions than on people with stronger moral convictions. 
D)  people with stronger moral convictions are more resistant to majority influence than people with weaker moral convictions.

Exam 1: Why Study Persuasion