Question 1

According to the textbook, if an individual would like to enhance her/his trustworthiness, she/he should

Accepted Answer

A)  smile frequently. 
B)  limit smiling to rare occasions. 
C)  smile quickly. 
D)  begin to smile slowly and then let the smile linger.

Question 2

The idea that persuasion requires	 free choice or free will focuses on

Accepted Answer

A)  the receiver 
B)  the source 
C)  the message 
D)  the outcome

Question 3

The perceptual contrast effect has been used to explain why the _________________ persuasion tactic is so effective.

Accepted Answer

A)  foot in the door 
B)  lowball 
C)  door in the face 
D)  disrupt then reframe

Question 4

Which of the following is the best example of synchronous persuasion?

Accepted Answer

A)  A door-to-door solicitor tries to sell a vacuum cleaner to a resident 
B)  An email message encourages you to upgrade your software 
C)  The envelope for a mail-in promotion proclaims, "You may already be a winner" 
D)  A television commercial says a pick-up truck has the most horsepower in its class

Question 5

Which of the following situations would tend to result in the greatest psychological inconsistency within an individual?

Accepted Answer

A)  A shopper buys a different brand of catsup than she usually gets, because she has a coupon for $1.00 off the different brand. 
B)  A divorced woman in her late 40s wants to marry a man she has been dating. He wants to have children, though, and she doesn't want to go through a pregnancy at her age. 
C)  An employee takes a racy calendar down from the wall of his cubicle because the manager says it violates company policy. 
D)  A vegetarian customer orders vegetable soup in a restaurant. After the customer finishes the soup, the food server apologizes profusely and informs the patron that the soup was made with beef stock.

Question 6

A group that has the power to influence us through the process of identification is known as a/an ________ group.

Accepted Answer

A)  informational 
B)  normative 
C)  reference 
D)  ethnocentric

Question 7

According to your text, which of the following persuasive strategies is the most ethical?

Accepted Answer

A)  sex appeals 
B)  fear appeals 
C)  ingratiation 
D)  pity appeal 
E)  can't tell without knowing the persuader's motives

Question 8

A problem with a linear view of persuasion is

Accepted Answer

A)  the role of the source is ignored 
B)  the effect of the message is ignored 
C)  the possibility for mutual influence is ignored 
D)  persuasion as a product or outcome is ignored

Question 9

Gordon wants his wife to spend two weeks fishing with him in Hawaii, even though his wife hates fishing. To get her to agree, he first asks if she will go hunting (something she also hates doing) with him for six months in Alaska. When she rejects the Alaska offer, he says, "Well, then how about a two-week fishing trip to Hawaii?" Gordon's strategy is based on which of the following tactics?

Accepted Answer

A)  foot in the door 
B)  door in the face 
C)  lowballing 
D)  that's not all tactic

Question 10

While visiting a friend's house, a delinquent teen takes several valuable baseball trading cards from a collection belonging to the friend's father. The teen tells himself, "I'm not stealing them, I'm just borrowing them for a while." The teen is engaging in

Accepted Answer

A)  denial. 
B)  bolstering 
C)  reinforcing 
D)  differentiation 
E)  transcendence

Question 11

Negative labeling

Accepted Answer

A)  prompts individuals to comply with requests in order to renounce the negative label. 
B)  prompts individuals to search their self-concept in order to renounce the negative label. 
C)  prompts individuals to pregive prior to a request in order to renounce the negative label. 
D)  prompts individuals to request others to provide positive labels for them.

Question 12

Teven & Comadena (1996.) had students visit a professor with either a "messy" or a "tidy" office. Later the students heard the same professor give a lecture and rated the professor's performance. The results revealed that professors with messy offices were viewed as:

Accepted Answer

A)  more dynamic 
B)  more competent 
C)  more trustworthy 
D)  more authoritative

Question 13

One study found that females in a cafeteria line were more likely to select a dessert if:

Accepted Answer

A)  the person in front of them took a dessert 
B)  the person in front of them declined a dessert 
C)  a female in front of them took a dessert 
D)  a male in front of them took a dessert

Question 14

Which of the following generalizations about smiling and nodding is inaccurate?

Accepted Answer

A)  Smiling and/or nodding tends to be more effective when it involves persons of unequal status. 
B)  Smiling and/or nodding by food servers tends to increase tips. 
C)  Smiling and/or nodding tends to make therapists seem more warm and friendly. 
D)  Smiling and/or nodding by teachers tends to increase students' attention.

Question 15

A defining feature of attitudes is that they are

Accepted Answer

A)  evaluative 
B)  instinctive 
C)  fleeting 
D)  unmeasurable

Question 16

People from _______ power distance cultures are less likely to conform than those from ________ power distance cultures.

Accepted Answer

A)  low, high 
B)  high, low 
C)  medium, low 
D)  none of the above, no such cultural generalization can be made

Question 17

Petty and Cacioppo's ELM postulates that there are two routes to persuasion:

Accepted Answer

A)  a pure route, and a borderline route 
B)  an ethical route, and an unethical route 
C)  self-persuasion and other persuasion 
D)  a central route, and a peripheral route

Question 18

In contrast to football players, long-distance runners tend to be ________________, that is, is thin and frail-looking.

Accepted Answer

A)  ectomorphs 
B)  endomorphs 
C)  mesomorphs 
D)  paramorphs

Question 19

Fear appeals which trigger ________________ are more likely to lead to positive, constructive responses to avoid the danger.

Accepted Answer

A)  danger control 
B)  fear control 
C)  flight response 
D)  high anxiety

Question 20

When seeking donations for her school fundraiser, Jan told each person, "Please contribute to our school fundraiser. Every penny will help!" Which compliance-gaining strategy is Jan using?

Accepted Answer

A)  lowball 
B)  legitimizing paltry contributions 
C)  bait and switch 
D)  disrupt then reframe

Exam 1: Why Study Persuasion