Question 1

Which of the following statements regarding the use of celebrity endorsers is most accurate?

Accepted Answer

A)  Most television commercials rely on celebrity endorsers 
B)  Celebrity endorsers are not persuasive when they endorse products outside their area of expertise 
C)  Male celebrity endorsers are more effective than female celebrity endorsers 
D)  Negative publicity for an endorser can also tarnish the sponsor's image

Question 2

According to the Theory of Planned Behavior, an effective approach when attempting to persuade a person to engage in healthy eating would be to

Accepted Answer

A)  restrict the person's food choices to elicit psychological reactance 
B)  limit the person's control over meal planning and preparation 
C)  bolster the individual's perceived behavioral control over his/her eating habits 
D)  emphasize that external factors, such as the cost or availability of healthy food mean nothing. The desire to lose weight comes from within.

Question 3

The motivational impairment effect suggests that:

Accepted Answer

A)  people who are more motivated to lie successfully may be easier to detect. 
B)  people who are more motivated to detect deception may be less accurate at detecting deception. 
C)  suspicious people develop inaccurate stereotypes about deceptive behavior. 
D)  high self-monitors are inaccurate when detecting deception.

Question 4

According to Gass & Seiter, NLP relies too much on

Accepted Answer

A)  cause-effect inferences rather than sign reasoning 
B)  visual cues and not enough on auditory cues 
C)  controlled laboratory studies at the expense of real-life studies 
D)  anecdotal evidence rather than controlled studies

Question 5

Background music has been shown to have an effect on all of the following except

Accepted Answer

A)  mood 
B)  shopping pace 
C)  wagering by gamblers 
D)  consumer purchases 
E)  patient anxiety

Question 6

Which of the following statements best characterizes the authors' view of deception as an influence strategy?

Accepted Answer

A)  Honesty is always the best policy 
B)  "White" lies are acceptable; all other lies are unacceptable 
C)  self-serving lies and lies that benefit another are equally ethical 
D)  Whether deception is ethical or unethical hinges on the persuader's motives

Question 7

According to Brockriede (1974), which type of persuader would rely on deception to achieve his/her purpose?

Accepted Answer

A)  seducer 
B)  rapist 
C)  lover 
D)  sleuth

Question 8

Which of the following situations would tend to cause the most psychological inconsistency?

Accepted Answer

A)  Fifi likes cats, Fifi's boyfriend is Tad, Tad dislikes cats. 
B)  Fifi dislikes dogs, Fifi's boyfriend is Tad, Tad dislikes dogs. 
C)  Rex is a smoker, Rex's girlfriend is Sasha, Sasha is a smoker. 
D)  Rex hates fraternities, Rex dislikes Nate, Nate belongs to a fraternity.

Question 9

Making prison inmates wear pink underwear illustrates the use of color as

Accepted Answer

A)  a method of power and control 
B)  a form of social proof 
C)  an aposematism 
D)  a form of colorism

Question 10

Which of the following justifications for the study of persuasion do Gass & Seiter identify as most compelling?

Accepted Answer

A)  Social influence is an interdisciplinary area of scholarly inquiry 
B)  Influence is generally manipulative 
C)  Persuasion is the cornerstone of many positive, pro-social activities 
D)  To be well paid in the "people professions," one must be able to influence others

Question 11

Which of the following statements about the relationship of persuasion to the arts is most accurate?

Accepted Answer

A)  Artists are the most temperamental of all persuaders. 
B)  Artists are usually too wrapped up in their work to care about persuading others. 
C)  Art is as much about persuasion as it is about creating aesthetic works. 
D)  Art is usually created for "art's sake" and not as a means of influencing others.

Question 12

The fact that embedded images of a sexual in nature appear in some Disney movies is most likely

Accepted Answer

A)  a corporate conspiracy by Disney to increase profits 
B)  pranks committed by bored or disgruntled employees 
C)  an intentional form of product placement 
D)  the work of the Illuminati and the Trilateral Commission

Question 13

Threat tactics are most likely to be used in which of the following situations?

Accepted Answer

A)  noninterpersonal contexts with short-term consequences 
B)  noninterpersonal contexts with long-term consequences 
C)  interpersonal contexts with short-term consequences 
D)  interpersonal contexts with long-term consequences

Question 14

According to the text, women are more persuasive with ________ when they use __________ forms of speech.

Accepted Answer

A)  women, powerless 
B)  men, powerful 
C)  men, powerless 
D)  men and women, powerful

Question 15

Which of the following is not a type of Ultimate term?

Accepted Answer

A)  god terms 
B)  devil terms 
C)  powerful terms 
D)  charismatic terms

Question 16

Which of the following statements best reflects the view of persuasion offered by Gass & Seiter?

Accepted Answer

A)  On balance, persuasion probably does more harm than good 
B)  Persuasion is an essential, desirable feature of human interaction 
C)  Persuasion emphasizes manipulation, communication emphasizes cooperation 
D)  Persuasion is a necessary, but unfortunate, fact of life

Question 17

Based on the studies reviewed in the text, which of the following is true about intelligence and persuasion?

Accepted Answer

A)  Less intelligent people are generally easier to persuade. 
B)  Less intelligent people are generally harder to persuade. 
C)  Less intelligent people are generally better at persuading others. 
D)  Less intelligent people are generally easier to persuade via the central route than the peripheral route.

Question 18

A meta-analysis helps persuasion researchers to

Accepted Answer

A)  determine if a persuasive strategy is ethical or unethical. 
B)  formulate universal generalizations regarding persuasion. 
C)  identify what their persuasive goal or objective should be. 
D)  reconcile previous inconsistencies in the literature.

Question 19

A study of Facebook users revealed that an average-looking person was judged to be more attractive if she/he posted photos of friends that were

Accepted Answer

A)  attractive 
B)  unattractive 
C)  average-looking 
D)  older than her/him 
E)  younger than her/him

Question 20

Buzz marketing has become a pervasive persuasion strategy because

Accepted Answer

A)  consumers prefer traditional advertisements. 
B)  consumers rely on word of mouth in their social circles 
C)  consumers enjoy clever advertisements and commercials 
D)  consumers are comfortable with corporate-sponsored marketing

Exam 1: Why Study Persuasion