Question 1

A kindergarten teacher tries to "catch" kids in the act of behaving properly, rather than when they are misbehaving. For example, she says, "Tommy is doing a good job of keeping his hands to himself," "Jenny is being nice by sharing her crayons," or "Jeremy is being thoughtful by cleaning up his area." The use of such social labeling is a form of

Accepted Answer

A)  fear appeals 
B)  guilt appeals 
C)  warmth appeals 
D)  ingratiation

Question 2

Which concept is most closely associated with emotional marketing?

Accepted Answer

A)  self-efficacy 
B)  response efficacy 
C)  attachment theory 
D)  self-objectification

Question 3

While snooping around at a local yard sale, you inquire about the price of an Elvis puppet. "That Elvis puppet," the homeowner says, "Costs 4 dollars. That's only 400 pennies. What a deal!" This is an example of which sequential request tactic?

Accepted Answer

A)  lowball 
B)  disrupt then reframe 
C)  door in the face 
D)  foot in the mouth

Question 4

Which theory states that is it the second or third member who is added to a group who exerts the greatest influence on group conformity?

Accepted Answer

A)  Social Impact Theory 
B)  Social Judgment Theory 
C)  Group Locomotion Hypothesis 
D)  Social Influence Model

Question 5

Pictures from a store surveillance camera might prove that a shopper removed price tags from articles of clothing before placing them in a bag. This documentary aspect of images is called

Accepted Answer

A)  iconicity. 
B)  indexicality. 
C)  symbolicity. 
D)  syntactic indeterminacy.

Question 6

To be effective, viral marketing relies on this tactic of persuasion.

Accepted Answer

A)  groupthink 
B)  social loafing 
C)  social compensation 
D)  social proof

Question 7

Which of the following is the best definition of a motivational appeal?

Accepted Answer

A)  a message designed to induce fear in, or increase the anxiety of, a receiver 
B)  an appeal designed to elicit sympathy or guilt in a receiver 
C)  an external inducement to increase a receiver's drive to do something 
D)  an inspirational message designed to pull at the receiver's heartstrings

Question 8

Music functions as a mnemonic device by

Accepted Answer

A)  subliminal priming 
B)  decreasing cognitive involvement 
C)  creating a positive mood 
D)  stimulating brand recall

Question 9

Dominic and his close companions are featured on a game show where travelers are asked questions in exchange for cash prizes. Dominic does not know the answer to a question but fears to be incorrect, so he relies on the group he is traveling with to make the decision for him. This best illustrates

Accepted Answer

A)  social impact theory. 
B)  informational influence. 
C)  indoctrination. 
D)  a reference group.

Question 10

One way to help ensure that a persuasive message will have a lasting effect on receivers is to

Accepted Answer

A)  decrease their motivation 
B)  increase their peripheral processing 
C)  decrease their perceived behavioral control 
D)  increase their involvement in the issue

Question 11

When German music was playing in the background in a wine store

Accepted Answer

A)  customers bought more German wine 
B)  customers bought more French wine 
C)  background music had no effect on wine purchases 
D)  customers bought less wine and more beer

Question 12

________________ suggests one of the ways individuals determine their identities and also explains the influence of others on individuals to stop certain behaviors and increase conformity.

Accepted Answer

A)  Consistency (balance) Theory 
B)  Social Comparison Theory 
C)  Uncertainty avoidance 
D)  Normative influence

Question 13

A company is set to launch a new product line. At first, only the brand's logo is displayed in various media, without any explanation of what the brand is or what the brand does. Greater familiarity with the logo, in and of itself, tends to make consumers like the brand more. This strategy is known as:

Accepted Answer

A)  social impact model 
B)  logo leveraging 
C)  mere exposure effect 
D)  brand seeding

Question 14

According to the textbook, patient compliance and satisfaction occurs when physicians

Accepted Answer

A)  use threatening and antisocial tactics. 
B)  express similarity. 
C)  use powerless language. 
D)  engage in bait and switch tactics.

Question 15

Groups sometimes make bad decisions because members engage in consensus seeking and simply reinforce one another's opinions, rather than questioning or disagreeing. This is known as:

Accepted Answer

A)  communication accommodation theory 
B)  groupthink 
C)  group locomotion hypothesis 
D)  social impact theory

Question 16

Which advertising strategy utilizes a norm violation to break through media clutter?

Accepted Answer

A)  product placement 
B)  ingratiation 
C)  shock advertising 
D)  social modeling

Question 17

Familiar phrases such as "Money doesn't grow on trees" tend to be most persuasive when

Accepted Answer

A)  audience members are carefully scrutinizing the persuasive message. 
B)  audience members don't agree on the meaning of the phrase. 
C)  the meaning of the phrase is arbitrary. 
D)  audience members are distracted.

Question 18

Gass & Seiter's view of using subliminal messages to persuade is that

Accepted Answer

A)  subliminal messages are effective, but they are highly unethical. 
B)  subliminal messages are ineffective, so from an ethical standpoint, they are irrelevant. 
C)  product planting is ethical, but subliminal persuasion is not. 
D)  subliminal persuasion should be regulated by the government, not by the private sector.

Question 19

The most difficult lies to tell

Accepted Answer

A)  are prepared ahead of time, are short, and contain factual information. 
B)  are prepared ahead of time, are long, and contain emotional information. 
C)  are not prepared ahead of time, are long, and contain emotional information. 
D)  are not prepared ahead of time, are long, and contain factual information.

Question 20

The fact that a source's credibility can change throughout a speech, a campaign, or even over a greater period of time reveals that

Accepted Answer

A)  credibility is random 
B)  credibility is dynamic 
C)  credibility is situational 
D)  credibility is evolutionary

Exam 1: Why Study Persuasion