Question 1

The ____________________ effect has been exploited to study informational social influence.

Accepted Answer

The answer of The ____________________ effect has been exploited to...

Question 2

Research indicates that people are less vulnerable to persuasive messages when they are well-rested, in a good mood, and not distracted by other stimuli. That is, people are less prone to be persuaded when they have ____.

Accepted Answer

A)  been inoculated against persuasive messages 
B)  stockpiled resources 
C)  undergone a negative attitude change 
D)  undergone systematic desensitization

Question 3

In general, messages that are highly image-conscious and focus on brand names tend to appeal to people who are high in ____.

Accepted Answer

A)  self-monitoring 
B)  need for closure 
C)  need for cognition 
D)  tolerance for ambiguity

Question 4

According to the impressionable years hypothesis, ____ are a relatively easy-to-persuade group.

Accepted Answer

A)  toddlers and preschoolers 
B)  school-aged children 
C)  adolescents and young adults 
D)  the elderly

Question 5

Compared to people with low self-esteem, people with high self-esteem tend to be ____ when they encounter persuasive messages.

Accepted Answer

A)  more receptive and more yielding 
B)  more receptive but less yielding 
C)  less receptive but more yielding 
D)  less receptive and less yielding

Question 6

Communications that are fear-based (e.g., messages about the dangers of smoking) are not always effective. In what cases are they ineffective, and what conditions are necessary for them to be effective?

Accepted Answer

The answer of Communications that are fear-based (e.g., messages about...

Question 7

Which of the following is a social influence technique that is based on commitment and consistency?

Accepted Answer

A)  The door-in-the-face technique 
B)  The pique technique 
C)  The disrupt-then-reframe technique 
D)  The foot-in-the-door technique

Question 8

Social psychologists use the term ____ to refer to beliefs and behaviors that a group of people accept as normal.

Accepted Answer

A)  central beliefs 
B)  peripheral beliefs 
C)  group norms 
D)  yielding information

Question 9

Zenith loves to analyze things, to engage in thoughtful debates, and to solve puzzles and problem sets. Her definition of torture is sitting in front of a TV screen with a blank mind. Zenith seems to have an exceptionally high need for ____.

Accepted Answer

A)  cognition 
B)  stimulation 
C)  sensation 
D)  reception

Question 10

Vicki is a lovely woman. When people meet her, they also believe she is smart and interesting and kind, too - before they know anything about her! This phenomenon is called the ____________________ effect.

Accepted Answer

The answer of Vicki is a lovely woman. When people...

Question 11

Research suggests that the practice of "stealing thunder" is ____.

Accepted Answer

A)  almost never effective 
B)  only effective among audiences who are engaged in peripheral processing 
C)  only effective among audiences who are experts in the topic at hand 
D)  generally very effective

Question 12

Research suggests that negative campaigning in politics may be most effective as a strategy ____.

Accepted Answer

A)  for a candidate who is far behind in the polls and willing to try anything to get ahead 
B)  as a retaliation measure, for a candidate who has already been attacked by his or her opponent 
C)  for candidates who already have the upper hand in the polls 
D)  for candidates who are relatively well-known (as opposed to those who are less well-known)

Question 13

Jenni wants her daughters to avoid having sex until they are out of high school. She talks to her girls about the arguments their peers might offer for promoting sexual activity during high school, and the girls generate ways to counterargue against them. Jenni is using a strategy based on ____________________ theory.

Accepted Answer

The answer of Jenni wants her daughters to avoid having...

Question 14

What does the research suggest about the influence of physical attractiveness? Does it have an impact on small things (e.g., whether to assist strangers who ask favors)? What about things that are relatively important to people (e.g., which politician they vote for)?

Accepted Answer

A)  Attractiveness does not seem to matter nearly as much as people think it does. 
B)  Attractiveness matters for small things, but does not seem to matter much for things that are relatively important to people. 
C)  Ironically, attractiveness seems to have an impact on things that are relatively important to people, but does not seem to matter much for small things. 
D)  Attractiveness seems to have an impact both on small things and on things that are relatively important to people.

Question 15

Mark has been attending a Bible study with friends from his dorm. After several months of attending and debating issues with the others in this group, Mark is persuaded that their understanding of the Bible is the correct one. Mark has most likely experienced ____.

Accepted Answer

A)  private acceptance 
B)  public compliance 
C)  the autokinetic effect 
D)  normative influence

Question 16

Social psychologists use the term ____ to refer to the tendency to engage in, and enjoy, effortful thinking, analysis, and problem solving.

Accepted Answer

A)  self-monitoring 
B)  private self-consciousness 
C)  need for cognition 
D)  intolerance for ambiguity

Question 17

McGuire's work on resisting persuasion is known as ____ theory.

Accepted Answer

A)  elaboration likelihood 
B)  heuristic-systematic 
C)  inoculation 
D)  boomerang

Question 18

Who are convert communicators, and when and why are they especially persuasive?

Accepted Answer

The answer of Who are convert communicators, and when and...

Question 19

The so-called ____ is an influence technique based on consistency, in which one assigns a label to an individual and then requests a favor that is consistent with the label.

Accepted Answer

A)  labeling technique 
B)  pique technique 
C)  disrupt-then-reframe technique 
D)  legitimization-of-paltry-favors technique

Question 20

Compared to advertisers who communicate using repetition with variation, advertisers who use simple repetition are more likely to run the risk of advertising wearout.

Accepted Answer

A) True 
 B)False

Exam 8: Social Influence and Persuasion