Exam 1: Why Study Persuasion

Customer: I don't think I'll buy the stereo today. Salesperson: Why not? Customer: It's too expensive. Salesperson: There's always a layaway plan. Customer: I don't have time today. Salesperson: I can do the paperwork in less than 5 minutes… This conversation best illustrates the salesperson's use of which tactic?

The study of kinesics includes all of the following except

An effective approach when using counter-attitudinal advocacy to change another's attitudes or behavior is

A person who believed she or he had a moral duty or obligation to follow a certain course of action (such as a whistleblower who felt she or he had to disclose the truth, even if it meant going to jail.)

Which ethical perspective emphasizes "consequences or outcomes… weighing the benefits and drawbacks of a persuader's actions"?

Mindy signed up for a local lifeguard class that required two full days of training at a cost of $150. Unfortunately, she got sick and could not complete the second day of training. The fee was non-refundable and the class was only offered once every six months. Instead of giving up, Mindy signed up for another weekend long workshop offered 25 miles away at a cost of $300.Mindy's actions best illustrate that

In the terms used in the Elaboration Likelihood Model, a person low in the need for cognition is more likely to be persuaded via the _________ route to persuasion.

Babbs wants to get her roommate, Christina, to clean up some dirty dishes she left in the sink. However, Babbs is an anxious person and the thought of a confrontation makes her too nervous. As a result, she decides not to confront Christina. In this situation, Babbs' primary goal seems to be constrained by

Brands that ordinary people can only dream of owning one day are

Beverly needs a new surround sound system. She has researched the type of system she wants and is motivated to find the best system to fit her budget. The __________ suggests that she will strive to find out as much as she can about surround sound systems, but only as much as she needs to make a decision, no more, no less.

An individual tends to experience more cognitive dissonance when engaging in behavior that is contrary to his/her beliefs if

Which statement best reflects Gass & Seiter's perspective on verbal aggression in political campaigns?

One reason for studying persuasion is to learn more about how and why people respond to persuasive messages. This is called the

Sex appeals typically function as ____________ cues to persuasion.

Which of the following is not one of the five basic types of compliance-gaining strategies identified by Marwell and Schmitt?

Information Manipulation Theory suggests that people behave deceptively by manipulating information in a variety of ways. According to the theory, which of the following is discussed as a means of manipulating information?

According to summaries of several studies, which of the following behaviors were found to be associated with deceptive communication?

According to research on message organization, the least effective approach is a/an

Using intense language is most effective if/when

What type of attitude scale is depicted below? " $\text { "Marijuana should be legalized for medicinal uses." }$ \_\_\_\_ \_\_\_\_ \_\_\_\_ \_\_\_\_ \_\_\_\_ strongly moderately neutral/ moderately strongly disagree disagree no opinion agree agree