Question 1

Which of the following is not a situational dimension affecting one's choice of compliance-gaining strategies?

Accepted Answer

A)  dominance 
B)  intimacy 
C)  proximity 
D)  apprehension

Question 2

A problem with many physiological measures of attitude, such as GSR, EMG, and ERP is that they

Accepted Answer

A)  cannot overcome social desirability bias or acquiescence bias 
B)  are bidirectional indicators, and may signal positive or negative reactions 
C)  can only measure negative attitudes or unfavorable reactions to things 
D)  can only measure positive attitudes, or favorable reactions to things

Question 3

Brands that promote efforts to save the rainforest, donate to charitable causes, are handmade, or are eco-friendly illustrate which type of attitudinal associations?

Accepted Answer

A)  brand engineering 
B)  brand authenticity 
C)  brand loyalty 
D)  aspirational branding

Question 4

Central processing involves all of the following except

Accepted Answer

A)  heuristic cues 
B)  cognitive elaboration 
C)  greater motivation 
D)  ability to process information

Question 5

Over time, the characteristics of a celebrity become associated with the brands the celebrity endorses. Thus Dwayne Johnson's physical strength might "rub off" on a product, such as a Chevy pickup. This phenomenon is known as:

Accepted Answer

A)  osmosis 
B)  trickle down credibility 
C)  meaning transfer perspective 
D)  credibility creep

Question 6

In an attempt to persuade, Loretta uses ineffective strategies and tactics. According to Robert Cialdini, Loretta is unskilled in persuasion and is a

Accepted Answer

A)  sleuth 
B)  smuggler 
C)  bungler 
D)  baffler

Question 7

When trying to indoctrinate new members, cults often use "love bombing" to shower the recruit with affection and attention. At what stage of indoctrination is this most likely to occur?

Accepted Answer

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

Question 8

According to Gass & Seiter, the moral quality of an influence attempt is derived primarily from

Accepted Answer

A)  the motives of the persuader 
B)  the means of persuasion used 
C)  the beliefs, values, and attitudes of the receiver 
D)  the situation in which the persuader finds him/herself

Question 9

Cynical consumers who have become skeptical of advertising are the primary targets of

Accepted Answer

A)  image-based advertising 
B)  anti-ads 
C)  product planting 
D)  shock ads

Question 10

One way images persuade is by functioning as icons. An icon is something that

Accepted Answer

A)  documents that an event has occurred 
B)  cannot convey precise relationships between things 
C)  can convey precise relationships between things 
D)  resembles, or stands for, the thing it represents

Question 11

Kiyoko is known by her friends as the fashion expert. She is always ahead of the curve on fashion trends. According to Malcolm Gladwell, Kiyoko would be termed a

Accepted Answer

A)  connector 
B)  maven 
C)  hawker 
D)  salesperson 
E)  trendspotter

Question 12

Paralinguistics refers to the study of

Accepted Answer

A)  pitch, rate, volume, and tone of voice. 
B)  nonverbal communication. 
C)  haptics and adaptors. 
D)  persuasive talk.

Question 13

Cognitive dissonance is known as a/an

Accepted Answer

A)  post-decision theory. 
B)  central processing route. 
C)  all or nothing phenomenon. 
D)  intra-personal persuasion theory.

Question 14

During a job interview, Jack is asked, "Have you ever laughed at a sexist joke?" Jack is sure he has, on occasion, but he answers, "Not that I can recall. Certainly not in the workplace." Jack is exhibiting

Accepted Answer

A)  mindfulness 
B)  selective exposure 
C)  nonattitudes 
D)  social desirability bias

Question 15

A female who does not desire intimate relations with a male should resist his advances by

Accepted Answer

A)  using indirect verbal messages. 
B)  using nonverbal cues to indicate her disinterest. 
C)  using direct verbal messages. 
D)  using passive-aggressive messages.

Question 16

According to Richard Weaver's theory of language, the term "dead-beat dad" is an example of a/an

Accepted Answer

A)  ultimate term. 
B)  devil term. 
C)  god term. 
D)  charismatic term.

Question 17

This theory or model states that warm, friendly, involving behaviors are persuasive in and of themselves.

Accepted Answer

A)  Communication Accommodation Theory 
B)  Reinforcement Theory 
C)  Language Expectancy Theory 
D)  Directs Effects Model of Immediacy 
E)  Impression Management Theory

Question 18

A bookstore encourages customers to take their time browsing, offers them free muffins and coffee, and encourages them to sit down and read a book. Which statement best illustrates this tactic?

Accepted Answer

A)  By limiting a customer's time, the bookstore aims to increase purchases. 
B)  Geographical proximity leads to persuasion. 
C)  Sometimes coming across like time is not an issue is persuasive. 
D)  Do not judge a book by its cover.

Question 19

When a defense attorney informs the jury that her opponent will try to scare them about what kind of monster her client is, she is using

Accepted Answer

A)  an anticlimax order. 
B)  cultural truisms. 
C)  inoculation. 
D)  forewarning.

Question 20

When people agree with a message, they tend to perceive the message as more _____, whereas when they disagree with the message, they tend to perceive the message as more______.

Accepted Answer

A)  central, peripheral 
B)  credible, erroneous 
C)  logical, emotional 
D)  self-oriented, other-oriented

Exam 1: Why Study Persuasion