Question 1

Customer: I don't think I'll buy the stereo today. 
Salesperson: Why not?
Customer: It's too expensive.
Salesperson: There's always a layaway plan.
Customer: I don't have time today.
Salesperson: I can do the paperwork in less than 5 minutes…
This conversation best illustrates the salesperson's use of which tactic?

Accepted Answer

A)  The dump-and-chase 
B)  The lowball 
C)  The door-in-the-face 
D)  The bait-and-switch

Question 2

The study of kinesics includes all of the following except

Accepted Answer

A)  touch. 
B)  body synchrony. 
C)  facial expressions. 
D)  gestures.

Question 3

An effective approach when using counter-attitudinal advocacy to change another's attitudes or behavior is

Accepted Answer

A)  to require the persuadee to engage in counter-attitudinal behavior 
B)  to restrict the range of alternatives available to the persuadee 
C)  to ask the persuadee to write down or role-play a counter-attitudinal message 
D)  to offer the persuadee a monetary reward for engaging in out-of-role behavior

Question 4

A person who believed she or he had a moral duty or obligation to follow a certain course of action (such as a whistleblower who felt she or he had to disclose the truth, even if it meant going to jail.)

Accepted Answer

A)  egalitarian ethic 
B)  situational ethics 
C)  deontological ethics 
D)  utilitarianism

Question 5

Which ethical perspective emphasizes "consequences or outcomes… weighing the benefits and drawbacks of a persuader's actions"?

Accepted Answer

A)  deontological 
B)  consequentialism 
C)  situational 
D)  universalism

Question 6

Mindy signed up for a local lifeguard class that required two full days of training at a cost of $150. Unfortunately, she got sick and could not complete the second day of training. The fee was non-refundable and the class was only offered once every six months. Instead of giving up, Mindy signed up for another weekend long workshop offered 25 miles away at a cost of $300.Mindy's actions best illustrate that

Accepted Answer

A)  commitments can "grow legs" 
B)  counter-attitudinal advocacy is effective when voluntary in nature 
C)  attitudes formed via central processing are more persistent 
D)  perceived encroachments on freedom may prompt a backlash

Question 7

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 8

Babbs wants to get her roommate, Christina, to clean up some dirty dishes she left in the sink. However, Babbs is an anxious person and the thought of a confrontation makes her too nervous. As a result, she decides not to confront Christina. In this situation, Babbs' primary goal seems to be constrained by

Accepted Answer

A)  her desire to influence Christina. 
B)  identity goals. 
C)  interaction goals. 
D)  arousal goals.

Question 9

Brands that ordinary people can only dream of owning one day are

Accepted Answer

A)  authentic brands 
B)  aspirational brands 
C)  lifestyle brands 
D)  iconic brands

Question 10

Beverly needs a new surround sound system. She has researched the type of system she wants and is motivated to find the best system to fit her budget. The __________ suggests that she will strive to find out as much as she can about surround sound systems, but only as much as she needs to make a decision, no more, no less.

Accepted Answer

A)  processing potential 
B)  efficiency maxim 
C)  information effect 
D)  sufficiency principle

Question 11

An individual tends to experience more cognitive dissonance when engaging in behavior that is contrary to his/her beliefs if

Accepted Answer

A)  the person is ordered to do so by another. 
B)  the person is promised a sizable reward for doing so. 
C)  the person is threatened with a harsh punishment for not doing so. 
D)  the person does so on his/her own volition.

Question 12

Which statement best reflects Gass & Seiter's perspective on verbal aggression in political campaigns?

Accepted Answer

A)  Attacks aimed at a politician's character, so long as they are truthful, are useful in helping voters make an informed choice. 
B)  Attacks aimed at a politician's policy positions are fine, but attacks on a politician's character cross the line. 
C)  Attacks aimed at a politician's character are unethical and should be avoided. 
D)  Attacks aimed at a politician's character are likely to backfire.

Question 13

One reason for studying persuasion is to learn more about how and why people respond to persuasive messages. This is called the

Accepted Answer

A)  attentiveness function 
B)  knowledge function 
C)  defensive function 
D)  debunking function

Question 14

Sex appeals typically function as ____________ cues to persuasion.

Accepted Answer

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

Question 15

Which of the following is not one of the five basic types of compliance-gaining strategies identified by Marwell and Schmitt?

Accepted Answer

A)  rewarding activity 
B)  punishing activity 
C)  expertise 
D)  hinting

Question 16

Information Manipulation Theory suggests that people behave deceptively by manipulating information in a variety of ways. According to the theory, which of the following is discussed as a means of manipulating information?

Accepted Answer

A)  altering the amount of information 
B)  altering the veracity of information 
C)  altering the relevance of information 
D)  All of the above are discussed by IMT as a means of manipulating information.

Question 17

According to summaries of several studies, which of the following behaviors were found to be associated with deceptive communication?

Accepted Answer

A)  less eye contact 
B)  less smiling 
C)  negative statements 
D)  greater immediacy

Question 18

According to research on message organization, the least effective approach is a/an

Accepted Answer

A)  climax order. 
B)  anticlimax order. 
C)  pyramidal order. 
D)  superficial order.

Question 19

Using intense language is most effective if/when

Accepted Answer

A)  a source has low credibility. 
B)  the listeners disagree with the position being advocated. 
C)  the listeners also use intense language. 
D)  there is no discrepancy between the source's and the listener's position.

Question 20

What type of attitude scale is depicted below? "$\text { "Marijuana should be legalized for medicinal uses." }$
$\begin{array}{lllll}
\_\_\_\_&\_\_\_\_&\_\_\_\_&\_\_\_\_&\_\_\_\_\
\text { strongly } & \text { moderately } & \text { neutral/ } & \text { moderately } & \text { strongly } \
\text { disagree } & \text { disagree } & \text { no opinion } & \text { agree } & \text { agree }
\end{array}$

Accepted Answer

A)  Likert 
B)  Thurstone 
C)  Guttman 
D)  Semantic Differential

Exam 1: Why Study Persuasion