Question 1

Hiroshi acts nice to potential customers in order to get them to buy his wares. This is an example of which sequential persuasion tactic?

Accepted Answer

A)  pregiving 
B)  lowball 
C)  bait and switch 
D)  foot in the door

Question 2

In an attempt to overcome methodological problems, some researchers have abandoned ________ in favor of ________ procedures.

Accepted Answer

A)  observation, interaction 
B)  selection, construction 
C)  capacity, relevance 
D)  rhetorical, expressive

Question 3

According to your text, which of the following persuasive strategies is the least ethical?

Accepted Answer

A)  deception 
B)  fear appeal 
C)  ingratiation 
D)  can't tell without knowing the persuader's motives

Question 4

The sending capacity hypothesis argues that

Accepted Answer

A)  liars "leak" more deceptive cues from their legs and feet than their faces because they concentrate more on controlling their facial expressions. 
B)  liars try to avoid looking like liars so they become more rigid and move very little when lying. 
C)  nonverbal cues that are leaked depend on the processes of arousal, control, effort, and cognition. 
D)  liars become more aroused when lying and therefore leak more cues.

Question 5

People who use a/an ________________ design logic believe that the given context determines what type of communication is appropriate.

Accepted Answer

A)  conventional 
B)  expressive 
C)  rhetorical 
D)  offensive

Question 6

In the movie Superbad, is three nerdy teens must grapple with peer pressure, suffer embarrassment, endure public humiliation, and face ridicule. Their trials and tribulations illustrate which persuasive feature of cinema?

Accepted Answer

A)  Movies promote prosocial values. 
B)  Movies foster and perpetuate stereotypes. 
C)  Movies promote popular culture. 
D)  Movies promote viewer identification.

Question 7

Yancy evaluates others solely by whether they are of the same religion as he. According to persuasion researchers, Yancy can be considered to be

Accepted Answer

A)  socially judgmental. 
B)  constructive. 
C)  cognitively simple. 
D)  cognitively complex.

Question 8

Derrick is the sheriff of a small town with trouble on his hands. A mob has just marched to the jail and is planning on lynching one of Derrick's prisoners. Based on what you know about deindividuation, what would you advise Derrick to do in order to prevent the lynching?

Accepted Answer

A)  Tell the individuals in the crowd they will look bad if they proceed with the lynching. 
B)  Tell the individuals in the crowd to reflect on their personal views about the wrongness of lynching. 
C)  There's nothing Derrick can do; once deindividuation starts it can't be stopped. 
D)  Tell Derrick to pretend he is initially in favor of the lynching, then reverse his position.

Question 9

A physician tells a middle-aged, female patient, "You are developing osteoporosis. You need to start jogging. Jogging has been shown to increase bone density." However, the patient protests, saying, "I have bad knees. It is too painful for me to jog." The physician responds, "Well in that case, try walking or swimming. That should be easier on your knees." The physician's response focuses on which aspect of the EPPM?

Accepted Answer

A)  perceived vulnerability 
B)  fear control 
C)  response efficacy 
D)  self-efficacy 
E)  controllability

Question 10

What is the relationship of persuasion and coercion, according to Gass & Seiter?

Accepted Answer

A)  Persuasion is the antithesis of coercion 
B)  Coercion is a subset of persuasion 
C)  Persuasion is a subset of coercion 
D)  Persuasion and coercion are close relatives

Question 11

According to the Elaboration Likelihood Model, a person with high involvement in an issue would tend to be persuaded by

Accepted Answer

A)  credibility 
B)  the central route 
C)  peripheral route 
D)  heuristics cues

Question 12

Researchers have found that before buying a new car, consumers tend to look at ads for all makes and models of cars. However, once having purchased a car, consumers tend to read only ads for the kind of car they purchased. This tendency best illustrates the phenomenon known as

Accepted Answer

A)  selective attention. 
B)  selective exposure. 
C)  selective perception. 
D)  selective retention.

Question 13

Barbara is working on a group project for her history class and is not happy. She thinks the rest of her group members are total flakes and slackers. As a matter of fact, rather than being a fool and getting taken advantage of, Barbara decides to slack off herself rather than do any work. Which explanation for why social loafing occurs best fits this example?

Accepted Answer

A)  the collective effort model 
B)  the free-ride effect 
C)  the sucker effect 
D)  the principle of social proof

Question 14

The positive emotion associated with successfully deceiving someone is known as

Accepted Answer

A)  duping delight. 
B)  Machiavellianism. 
C)  image management. 
D)  euphoria.

Question 15

Todd has trained for months to run a marathon and has followed a strict diet. When Todd's coach finds him snacking on donuts and neglecting his exercise regimen just days before the race, Todd tells his coach, "No one is perfect. We all give into temptation every once in a while." Todd is engaging in

Accepted Answer

A)  bolstering. 
B)  denial. 
C)  communicating. 
D)  transcendence.

Question 16

In regards to source credibility, Gass & Seiter argue that

Accepted Answer

A)  relying on source credibility is perfectly fine 
B)  relying on the primary dimensions of credibility is justified, relying on the secondary dimensions is not 
C)  relying on credibility as the principle means of persuasion short-circuits critical thinking 
D)  receivers should consider the evidence or proof contained in a persuasive message, not the source

Question 17

Word-of-mouth marketing (WOM) based on social networks is also known as

Accepted Answer

A)  viral marketing 
B)  multi-modal marketing 
C)  branding 
D)  consumer-centric marketing 
E)  decentralized persuasion

Question 18

An effects orientation to defining persuasion emphasizes

Accepted Answer

A)  the receiver 
B)  the source 
C)  the message 
D)  the outcome

Question 19

Bessie looks up to her older sister, Mallory, as a role model. One day, Bessie sees Mallory smoking a cigarette. Mallory is embarrassed and engages in facework to restore her face in Bessie's eyes. Which concept best illustrates her attempt to manage her self-image?

Accepted Answer

A)  impression management theory 
B)  the sleeper effect 
C)  match-up hypothesis 
D)  the halo effect

Question 20

Which of the following has not been used to explain why group polarization occurs?

Accepted Answer

A)  Social Impact Theory 
B)  Social Comparison Theory 
C)  Persuasive Arguments Theory 
D)  All of the above have been used to explain group polarization.

Exam 1: Why Study Persuasion