Question 1

The Direct Effects Model of Immediacy argues that

Accepted Answer

A)  immediacy leads to decreased persuasion. 
B)  immediacy leads to increased persuasion. 
C)  there is a curvilinear relationship between immediacy and persuasion. 
D)  there is no relationship between persuasion and immediacy.

Question 2

According to the most recent research by McCroskey & Teven (1999), there are ________________ primary dimensions of credibility.

Accepted Answer

A)  two 
B)  three 
C)  five 
D)  six

Question 3

According to Gass & Seiter, which of the following is an important ethical consideration related to the use of fear appeals?

Accepted Answer

A)  Only mild fear appeals should be used 
B)  Only moderate fear appeals should be used 
C)  Only mild or moderate fear appeals should be used 
D)  The harmful consequences must be real or genuine

Question 4

Research suggests that subliminal priming may act as a trigger but only if

Accepted Answer

A)  the subliminal message is accurately detected 
B)  there is a need, goal, or drive that must be satisfied 
C)  the participant engages in central processing 
D)  the subliminal message is followed by a motivational appeal

Question 5

Who would probably be most persuaded by an advertisement promising viewers that using a product would make them popular?

Accepted Answer

A)  low self-monitors 
B)  high self-monitors 
C)  highly dogmatic people 
D)  people who are not dogmatic

Question 6

Euphemisms with longer "careers"

Accepted Answer

A)  draw less attention and are more familiar. 
B)  draw more attention and are less favorable. 
C)  draw the same amount of attention as euphemisms with shorter "careers." 
D)  are less likely to be familiar and favorable.

Question 7

Which statement best characterizes the relationship between attitudes and behavior?

Accepted Answer

A)  Attitudes correlate with behavior little, if at all 
B)  In general, attitude-behavior correlations are quite low 
C)  Attitudes correlate with intentions, but not behavior 
D)  stronger attitudes are better predictor of behavior

Question 8

A methodological weakness in many fragrance studies is that

Accepted Answer

A)  the results could be due to the placebo effect 
B)  the smells are typically too strong 
C)  the smells are typically too weak 
D)  relatively few fragrances have been studied

Question 9

In order for a fear appeal to be effective, it must

Accepted Answer

A)  trigger fear control 
B)  trigger both fear control and danger control 
C)  bring about central and peripheral processing 
D)  have high severity, but a low probability of happening 
E)  emphasize response efficacy and self-efficacy

Question 10

Frank is the member of an "art group" that is given the task of judging the quality of several paintings. He likes the group and wants to fit in, but finds that he disagrees about the quality of all the paintings with every member of the group but one: Tim, who wears glasses that are so thick that everyone in the group wonders if he can even see the paintings. According to what we learned about conformity, having Tim in the group will probably cause Frank to

Accepted Answer

A)  state that his judgments about the paintings are in agreement with the majority's judgments and in disagreement with Tim's. 
B)  state that his judgments about the paintings are in disagreement with the majority's judgments and in agreement with Tim's. 
C)  dislike Tim. 
D)  engage in social facilitation.

Question 11

Politeness Theory suggests that we maintain ________________ when others like, respect, and approve of us, and ________________ when we do not feel constrained or impeded by others.

Accepted Answer

A)  positive face, negative face 
B)  negative face, positive face 
C)  referent power, coercive power 
D)  coercive power, expert power

Question 12

_____________ is the study of how time is used to communicate.

Accepted Answer

A)  Haptics 
B)  Proxemics 
C)  Chronemics 
D)  Scarcity

Question 13

The idea of commitments "growing legs" means

Accepted Answer

A)  once we realize what we've committed ourselves to, we want to run away 
B)  if we aren't willing to commit to others, our relationships won't develop or survive 
C)  people think of lots of additional reasons for doing something before they do it 
D)  people tend to remain committed to a decision, even if circumstances change

Question 14

People who use powerless language include a lot of intensifiers when speaking. An example of an intensifier is

Accepted Answer

A)  "sort of." 
B)  "well, you know." 
C)  "very." 
D)  "isn't it?"

Question 15

We are more likely to comply with a request by a person who violates our space if that person has "reward value." The theory associated with this perspective is

Accepted Answer

A)  psychological reactance 
B)  communication accommodation theory 
C)  expectancy violations theory 
D)  information processing theory

Question 16

"I know I am not the world's best public speaker, but..." is an example of

Accepted Answer

A)  a deictic phrase. 
B)  polite language. 
C)  a disclaimer. 
D)  a hesitation.

Question 17

In the terms used in the Elaboration Likelihood Model, a person low in the need for cognition is more likely to be persuaded via the _________ route to persuasion.

Accepted Answer

A)  serial 
B)  parallel 
C)  central 
D)  peripheral

Question 18

The stage at which cult members demonstrate their allegiance by abandoning their careers or their academic goals, donate their possessions to the cult, and begin to recruit members, is termed the

Accepted Answer

A)  internalization stage. 
B)  softening-up stage. 
C)  compliance stage. 
D)  consolidation stage.

Question 19

________ Theory assumes that people are motivated to seek pleasure and avoid pain.

Accepted Answer

A)  Reinforcement 
B)  Information Processing 
C)  Communication Accommodation 
D)  Language Expectancy

Question 20

Babbs is trying to persuade her three friends, James, Peter, and Jacob, to change political parties. While James has always believed that he is inferior to other people, Peter has a healthy self-esteem. Jacob's self-esteem is somewhere in between, neither strong nor weak. According to what we know about self-esteem and persuasion, who should Babbs have the easiest time persuading?

Accepted Answer

A)  James 
B)  Peter 
C)  Jacob 
D)  James, Peter, and Jacob should be equally persuadable.

Exam 1: Why Study Persuasion