Question 1

In using a tool analogy to describe persuasion, Gass & Seiter wish to show that

Accepted Answer

A)  a persuader, like a carpenter, is only as good as her/his tools 
B)  it is the poor persuader (or carpenter) who blames his tools 
C)  whether persuasion is good or bad depends on the purpose for which it is used 
D)  specific persuasive situations call for specific persuasive tools

Question 2

SEQ CHAPTER \h \r 1Which of the following statements about sequential strategies is most accurate?

Accepted Answer

A)  Lowballing cannot be combined with liking. 
B)  Foot in the mouth should never be combined with DITF. 
C)  FITD should never be combined with door in the face. 
D)  Two doors in the face is better than one.

Question 3

Communication Accommodation Theory shows which language style to be most persuasive?

Accepted Answer

A)  using intense language 
B)  using non-intense language 
C)  using intense language with people who use non-intense language 
D)  using intense language with people who also use intense language

Question 4

Hearing a catchy song repeatedly, like "Jerk It Out" by Caesars, which was featured in several Apple commercials, makes consumers like the song even more. This is known as

Accepted Answer

A)  placebo effect 
B)  mnemonic device 
C)  habituation 
D)  the mere exposure effect

Question 5

Franz and Mia hold fairly nonconventional relational values and maintain some interdependence in their relationship. Both are assertive on issues with each other and engage in conflict at times. Based on Fitzpatrick's typology of couple types discussed in the text, Franz and Mia would be considered

Accepted Answer

A)  traditionals 
B)  intimates 
C)  independents 
D)  separates

Question 6

The fact that some media events are staged and wouldn't take place were it not for the presence of cameras, illustrates the risk of relying on which persuasive aspect of images?

Accepted Answer

A)  iconicity 
B)  indexicality 
C)  syntactic indeterminacy 
D)  lexicography

Question 7

Product placement is

Accepted Answer

A)  the practice of inserting brand name items into movie scenes and TV episodes 
B)  a "grassroots" movement that popularizes a particular product or service 
C)  a form of anti-advertising or "subvertising" 
D)  a clear illustration of image-based advertising

Question 8

Compared to some Asian cultures, persuasion in America emphasizes

Accepted Answer

A)  indirect strategies 
B)  direct strategies 
C)  group norms and values 
D)  avoiding conflict and preventing loss of face

Question 9

Because people, in general, tend to be risk averse, the best strategy to use is

Accepted Answer

A)  gain framed, emphasizing what they might gain 
B)  loss framed, emphasizing what they stand to lose 
C)  information framed, emphasizing facts and information 
D)  emotion framed, emphasizing emotions and feelings

Question 10

Because people don't want to appear unintelligent or uninformed, some respondents in public opinion polls will make up a position on an issue. This problem is known as

Accepted Answer

A)  mindfulness. 
B)  attitude-behavior consistency. 
C)  playing the pollster. 
D)  non-attitudes.

Question 11

One way to help ensure a persuasive message will have a lasting effect on receivers is to:

Accepted Answer

A)  increase their intelligence 
B)  increase their peripheral processing 
C)  decrease their self-monitoring 
D)  increase their involvement in the issue

Question 12

Linda gets very angry with her spouse for not taking care of their children on weekends when she wants to go out with friends. During arguments, she will call him names and threaten to leave him if he doesn't change his ways. This is an example of

Accepted Answer

A)  verbal aggressiveness. 
B)  hostility. 
C)  argumentativeness. 
D)  assertiveness.

Question 13

Persuasion research often produces "counter-intuitive" findings,e.g., results that are contrary to what common sense would dictate. Such findings highlight the ________________ function performed by the study of persuasion.

Accepted Answer

A)  pragmatic 
B)  empirical 
C)  defensive 
D)  debunking

Question 14

Which of the following decreases children's vulnerability to being persuaded by television advertisements?

Accepted Answer

A)  repeated exposure to advertisements 
B)  family interaction that focuses on looking at ads critically 
C)  peer pressure 
D)  All of the answers are correct.

Question 15

People tend to feel more sympathy toward a person with a disability, and more likely to donate money or volunteer assistance, if/when

Accepted Answer

A)  the disability is physical, rather than mental 
B)  the person is extremely pitiable 
C)  they think the person has no control over the disability 
D)  the person has had the disability a long time 
E)  the person acquired the disability only recently

Question 16

Esmeralda decides not to cross the street because she sees an image of a red hand blinking on and off. The blinking hand is an illustration of which type of image?

Accepted Answer

A)  an index 
B)  an icon 
C)  a sign 
D)  an analogy

Question 17

An inoculation defense is

Accepted Answer

A)  a set of arguments that attack a message. 
B)  a set of several arguments supporting a message. 
C)  a set of weak arguments attacking a message and arguments that refute the attacks. 
D)  repeated exposure to a combination of strong and weak attacks.

Question 18

Advertising jingles for baby back ribs and $5 foot-long sandwiches help consumers remember specific brands. This use of music best illustrates which of the following?

Accepted Answer

A)  mere exposure 
B)  mnemonic device 
C)  backward masking 
D)  association

Question 19

Which of the following statements about visual persuasion is most accurate?

Accepted Answer

A)  Persuasion research has historically focused on images rather than verbal or text-based messages. 
B)  Insofar as advertisers are concerned, images are less persuasive than words, because images lack logical operators. 
C)  Movies can be more persuasive than television commercials, because when people watch a movie they don't expect to be persuaded. 
D)  Anti-ads are honest attempts to inform consumers about a product, rather than persuasive appeals aimed at getting consumers to buy the product.

Question 20

Gass & Seiter's advice on subliminal messages is

Accepted Answer

A)  consumers have little to fear from subliminal messages 
B)  as subliminal messages become increasingly more sophisticated, consumers will have more and more to fear 
C)  older subliminal messages were ineffective, but current subliminal techniques are highly effective 
D)  subliminal messages are almost always more effective than their visible or audible counterparts

Exam 1: Why Study Persuasion