Question 1

A persuader who listened as much as she or he talked, and who was open to being persuaded, not just to persuading, would be demonstrating

Accepted Answer

A)  tolerance 
B)  respect 
C)  equality 
D)  hubris

Question 2

Which of the following is not a characteristic of icons?

Accepted Answer

A)  Icons stand for and summarize that which they represent 
B)  Icons can evoke emotional responses in people 
C)  Icons can be selective by emphasizing certain features while de-emphasizing others 
D)  Icons document that an event took place

Question 3

The situation in which a message presented by a high credibility source becomes less persuasive over time, while a message from a low credibility source becomes more persuasive over time, is called

Accepted Answer

A)  the dark horse phenomenon. 
B)  message decay. 
C)  the sleeper effect. 
D)  the snowball effect.

Question 4

According to Gass & Seiter,

Accepted Answer

A)  few Americans believe subliminal persuasion is common, and most are skeptical that it works. 
B)  most Americans believe subliminal persuasion is common, but few believe it actually works. 
C)  few Americans believe subliminal persuasion is common, although most believe it works. 
D)  most Americans believe that subliminal persuasion is common, and most believe it works.

Question 5

Delacroix's famous painting, Liberty Leading the People, depicts Lady Liberty leading French citizens during the French Revolution. Through its _____________, the painting romanticizes and idealizes the revolution.

Accepted Answer

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

Question 6

The foot in the door tactic is more effective when used for ________________ than when used for ________________.

Accepted Answer

A)  prosocial causes, self-serving reasons 
B)  larger requests, smaller requests 
C)  attitude change, behavior change 
D)  smaller requests, larger requests

Question 7

Which of the following affects how likely a person is to conform to a group?

Accepted Answer

A)  the size of the group 
B)  social facilitation 
C)  the risky shift effect 
D)  social compensation

Question 8

You have just eaten dinner at a very chic, expensive restaurant. Which theory predicts that the more you paid for the meal, the more you will convince yourself the meal was delicious?

Accepted Answer

A)  Elaboration Likelihood Model (ELM) 
B)  Heuristic-Systematic Model (HSM) 
C)  Cognitive Dissonance Theory 
D)  Theory of Reasoned Action (TR
A)  
E)  Counter-Attitudinal Advocacy (CA
A)

Question 9

Dwayne "The Rock" Johnson is an example of a/an _____________, Kevin James a/an__________, and Celine Dion a/an _____________.

Accepted Answer

A)  mesomorph, endomorph, ectomorph 
B)  mesomorph, saliomorph, endomorph 
C)  ectomorph, mesomorph, powermorph 
D)  endomorph, ectomorph, mesomorph

Question 10

The ideal persuader, according to Robert Cialdini, is a

Accepted Answer

A)  bungler 
B)  smuggler 
C)  juggler 
D)  sleuth 
E)  magician

Question 11

Harry decides that Marla is lying because she seems so nervous. In reality, Marla is telling the truth and is nervous because she is afraid of Harry. That Harry thinks she is lying is an example of the

Accepted Answer

A)  antigen effect. 
B)  probing effect. 
C)  lie bias. 
D)  Othello error.

Question 12

Cultures vary in the degree to which their members conform. Which of the following leads members to be more conforming?

Accepted Answer

A)  low power distance 
B)  masculinity 
C)  uncertainty avoidance 
D)  individualism

Question 13

Which of the following is generally true of people from collectivistic cultures?

Accepted Answer

A)  They tend to use persuasive strategies that are appropriate to the context. 
B)  They tend to pay more attention to who they are trying to persuade than on anything else. 
C)  They are not concerned with "saving face." 
D)  They focus on messages of empowerment.

Question 14

An ad on a cable TV channel states, "We use only genuine, certified psychics!" This claim illustrates the importance of which dimension of credibility?

Accepted Answer

A)  trustworthiness 
B)  expertise 
C)  composure 
D)  dynamism

Question 15

The "norm of reciprocity" has been used to explain the effectiveness of which of the following sequential persuasion tactics?

Accepted Answer

A)  foot in the door 
B)  pregiving 
C)  disrupt then frame 
D)  lowball

Question 16

Saying "Oh fudge" rather than other, more colorful terms (i.e., profanity) is an example of

Accepted Answer

A)  the power of labeling. 
B)  vividness. 
C)  euphemisms. 
D)  god terms.

Question 17

Annie is meeting her fiancé's sister for dinner. She would like to establish a friendly bond with her future sister-in-law. Which of the following is the best advice one can give Annie?

Accepted Answer

A)  Annie should mimic her future sister in-law's nonverbal behavior. 
B)  Annie should reduce eye contact with her future sister-in-law. 
C)  Annie should use adaptors to help her establish a friendship. 
D)  Annie should meet her future sister-in-law's smile with a frown.

Question 18

Which of the following statements regarding credibility is false?

Accepted Answer

A)  Credibility is a multi-dimensional construct 
B)  Credibility is in the eye of the beholder 
C)  Credibility is situation-specific 
D)  Credibility can't be measured.

Question 19

To say that persuasion is "pervasive" means

Accepted Answer

A)  influence attempts are found everywhere you find people communicating 
B)  it is difficult to define what is and isn't persuasion 
C)  persuasion plays a major role in the "people" professions, but a minor or negligible role in the natural sciences 
D)  influence attempts are usually explicit or overt, rather than subtle or implicit

Question 20

A stock investor has just lost a huge sum in the stock market meltdown. The investor tries to relieve the mental stress by telling himself, "I guess I'll have to chalk it up to experience. I'll learn from this mistake and I'll be a better person because of this." The investor is using which method of maintaining consistency?

Accepted Answer

A)  denial 
B)  resistance 
C)  transcendence 
D)  romanticizing

Exam 1: Why Study Persuasion