Question 1

Which of the following groups of receivers would tend to rely less on credibility as a peripheral cue and more on the content or substance of a message?

Accepted Answer

A)  alumni of a college where a tuition hike was being considered 
B)  students at a college where a tuition hike was being considered 
C)  faculty at a college where a tuition hike was being considered 
D)  students at a different college than the one considering a tuition hike

Question 2

The Gass & Seiter model maintains that ________________ determines the nature of the persuasion process.

Accepted Answer

A)  ethnicity 
B)  the message 
C)  the context 
D)  the source

Question 3

According to studies on voting preferences and message effects, primacy effects seem to prevail when we ________ vote for one of the candidates.

Accepted Answer

A)  hear one candidate speak, wait a week, hear the other speak, wait a week, and then 
B)  hear one candidate speak, hear part of the other candidate's speech, and then 
C)  hear one candidate speak right after another and then wait a week before we 
D)  hear one candidate speak, hear a heckler, hear the other candidate speak, and then

Question 4

Brands that are handmade, organic, or artisanal rely on which approach?

Accepted Answer

A)  sloganeering 
B)  authenticity 
C)  buzz marketing 
D)  aspirational branding 
E)  sponsorship

Question 5

We tend to take the medical advice of our doctors seriously because of their ________________ power.

Accepted Answer

A)  coercive 
B)  legitimate 
C)  expert 
D)  dominant

Question 6

Because Cari is very sensitive to how people perceive her, she pays close attention to others' behavior and is careful to act appropriately in a given situation. Cari can best be described as

Accepted Answer

A)  a high self-monitor. 
B)  a moderate self-monitor. 
C)  a low self-monitor. 
D)  none of the above.

Question 7

Suppose two political candidates are having a televised debate. While candidate Nelson is speaking, Candidate Boswell is best advised to:

Accepted Answer

A)  scowl whenever Nelson makes a point 
B)  shake his head "No" while Nelson is speaking 
C)  maintain a neutral expression 
D)  roll his eyes while Nelson is speaking 
E)  tap a pencil or drum his fingers as a distraction

Question 8

Angela told her mother that she would be moving out of the house. Her mother's teary-eyed stare changed into a cold, furrow-browed stare as she crossed her arms. Angela knew her mother was not going to let her move out. This example best illustrates

Accepted Answer

A)  that each nonverbal code is an isolated message. 
B)  that nonverbal codes are easily detected. 
C)  that each nonverbal code rarely operates alone. 
D)  that a nonverbal code is rarely reliable.

Question 9

The primary dimensions of credibility are

Accepted Answer

A)  charisma, ethos, and credibility. 
B)  expertise, competence, and qualification. 
C)  competence, trustworthiness, extroversion, composure, and sociability. 
D)  expertise, trustworthiness, and goodwill.

Question 10

Embedding images in magazine ads appears to be ________________ as a means of influencing brand preferences.

Accepted Answer

A)  highly ineffective 
B)  highly effective 
C)  moderately effective 
D)  highly inconsistent

Question 11

Credit card companies that offer a low, introductory "teaser" rate, and then up the interest rate dramatically a few months later, are guilty of using which strategy below?

Accepted Answer

A)  foot in the door 
B)  door in the face 
C)  pregiving 
D)  lowball tactic

Question 12

The use of "scarcity" as a sales technique (e.g. "limited time offer!" "hurry while supplies last!") is most closely associated with which of the following theories or concepts?

Accepted Answer

A)  psychological reactance 
B)  Elaboration Likelihood Model (ELM) 
C)  expectancy violations theory 
D)  inoculation theory

Question 13

Wafaa Bilal's "Shoot an Iraqi" art project is an illustration of ________________

Accepted Answer

A)  representational art 
B)  participatory art 
C)  naïve realism 
D)  anti-art 
E)  aesthetic art

Question 14

Binky and Babbs are running for political office and will each have a chance to give one televised speech. The schedule for speeches looks like this: one candidate will speak for 10 minutes and then the second candidate will speak for 10 minutes as soon as the first speaker is finished. A week later, the public will cast votes. Based on what you know about order effects and persuasion, if Binky can choose when he wants to speak, which of the following options should he choose?

Accepted Answer

A)  He should speak before Babbs. 
B)  He should speak after Babbs. 
C)  He should speak after Babbs, but only if he uses a two-sided approach. 
D)  It doesn't matter when he speaks. With a name like Binky, he doesn't have a chance.

Question 15

Nowadays, researchers are fairly confident that the relationship between fear level or intensity and attitude change is

Accepted Answer

A)  positive and linear 
B)  negative and linear 
C)  curvilinear (U-shaped) 
D)  curvilinear (inverted U-shape)

Question 16

Compared to the general population, smoking is:

Accepted Answer

A)  overrepresented by actors on screen 
B)  underrepresented by actors on screen 
C)  roughly the same amount on screen and off screen 
D)  rare among on-screen actors

Question 17

According to the text, what type of music has been used as to drive away the homeless, panhandlers, and gang members from fast-food restaurants and convenience stores?

Accepted Answer

A)  rap music 
B)  disco music 
C)  classical music 
D)  elevator music

Question 18

According to the text, people with disabilities can be referred to with such terms as: 1) heroic, e.g., visually challenged, handicapped; 2) normal, e.g., they "use a wheelchair" and are not much different from anyone else; 3) disabled, e.g., they are confined to a wheelchair and are helpless and dependent; or 4) pathetic, e.g., retarded, gimpy, pathetic. Which of the following is true of using such language to seek donations for people with disabilities?

Accepted Answer

A)  People who use "heroic" language are seen as more credible than people who use "disabled" language. 
B)  People who use "disabled" language are seen as more credible and more persuasive than people who use "normal" language. 
C)  People who use "normal" language are seen as less credible but more persuasive than people who use "heroic" language. 
D)  People who use "heroic" language are seen as less credible but more persuasive than people who use "normal" language.

Question 19

According to Gass & Seiter, persuasion is best thought of as

Accepted Answer

A)  a science 
B)  an art 
C)  a science and an art 
D)  a social science

Question 20

Which of the following states about the effect of color is false?

Accepted Answer

A)  hockey teams with black uniforms tend to be penalized more often than hockey teams with white uniforms 
B)  drivers of red cars tend to receive more speeding tickets than drivers of white cars 
C)  women wearing red blouses are perceived as more sexually attractive than women wearing blue blouses 
D)  police officers wearing black uniforms are perceived as more intimidating than officers wearing light blue and navy uniforms

Exam 1: Why Study Persuasion