Question 1

_________ is the belief that one's own culture is the best standard by which all others should be evaluated.

Accepted Answer

A)  Normative influence 
B)  Ethnicity 
C)  Cultural bias 
D)  Ethnocentrism

Question 2

Gretchen is a public speaker who recognizes differences in perspectives among her audiences. She attempts to cater her messages to her listeners and, consequently is more successful at persuading. According to persuasion researchers, Gretchen can be considered

Accepted Answer

A)  charismatic. 
B)  cognitively simple. 
C)  cognitively complex. 
D)  high in need of cognition.

Question 3

All of the following appear to affect people's moods, with the exception of

Accepted Answer

A)  background music 
B)  ambient aromas 
C)  room colors 
D)  subaudible messages

Question 4

What compliance-gaining strategy is the child using in the dialogue that follows? 
Child: "Mom, can I stay home from school today so we can go to Disneyland?"
Parent: "No."
Child, "Well, then can I at least go to a friend's house after school to play?"
Parent: "O.K."

Accepted Answer

A)  foot in the door 
B)  door in the face 
C)  lowball tactic 
D)  that's not all tactic

Question 5

A two-sided message tends to be ineffective if

Accepted Answer

A)  receivers are exposed to the opposing point of view at a later time. 
B)  opposing arguments are only acknowledged, but not refuted, in the message. 
C)  the emphasis is on reasoning as opposed to evidence. 
D)  the persuader is facing a "hostile" audience,e.g., receivers who disagree with the persuader.

Question 6

_______ Need For Touch (NFTs) individuals use touch to evaluate products, whereas ______ Need for Touch (NFTs) individuals touch things because they find the touch of items pleasurable.

Accepted Answer

A)  Haptic, resilient 
B)  Malleable, inclination 
C)  Instrumental, autotelic 
D)  Autotelic, instrumental

Question 7

________________ is to Chaiken & Eagly's HSM model what _________________ is to Petty & Cacioppo's ELM model.

Accepted Answer

A)  heuristic processing, systematic processing 
B)  systematic processing, central processing 
C)  central processing, systematic processing 
D)  heuristic processing, central processing

Question 8

Research shows that inoculating people against one particular argument

Accepted Answer

A)  does not make them more resistant to other, different arguments. 
B)  does make them more resistant to other, different arguments. 
C)  works only if a one-sided message is used. 
D)  works only if the topic or issue involves cultural truisms.

Question 9

People generally fear risking something they already have ($1,000.) over the prospect of gaining something they don't have ($4,000.). This tendency is reflected in:

Accepted Answer

A)  the risky-shift phenomenon 
B)  loss-framed messages 
C)  the scarcity principle 
D)  the epistemological weighting hypothesis

Question 10

The Four-Factor Model suggests that several factors affect a person's behavior while lying. These four factors include

Accepted Answer

A)  personality, gender, context, and type of lie. 
B)  attempted control, arousal, cognitive effort, and felt emotions. 
C)  behavioral familiarity, informational familiarity, lie bias, and truth bias. 
D)  suspicion, the probing heuristic, behavioral adaptation, and culture.

Question 11

Suppose you are a registered dietician in charge of a school cafeteria. Your goal is to reduce the number of "empty" calories (e.g., high in sugar and fat, low in protein and other nutrients) that school children consume at lunch. You should

Accepted Answer

A)  serve nutritious foods on large plates 
B)  serve non-nutritious foods on small plates 
C)  serve foods that are high in protein and low in fat on red plates 
D)  serve foods that are high in sugar and fat on red plates 
E)  ignore the color of plates; color has no effect on calorie consumption

Question 12

Timmy to Tommy: "You should donate money to this charity because only a heartless sadist would refuse to help cross-eyed kittens." In this example, Timmy is using which of the following compliance-gaining tactics?

Accepted Answer

A)  negative altercasting 
B)  threat 
C)  negative admiration 
D)  indebtedness

Question 13

___________ is best put to use when receivers rely on central processing.

Accepted Answer

A)  Social proof 
B)  Evidence 
C)  Inoculation 
D)  Order exposure

Question 14

A discounting cue prompts receivers to

Accepted Answer

A)  accept a message after they sleep on it 
B)  ignore or underestimate a message based on its source 
C)  withhold their judgment on an issue 
D)  engage in counterattitudinal arguing

Question 15

An airline company creates two types of emergency pamphlets. One pamphlet contains only written instructions. The other contains written instructions and images. After surveying their passengers, the airline company found that passengers' recall of the information was higher for the pamphlet that featured written instructions and images. Which of the following best explains this phenomenon?

Accepted Answer

A)  syntactic indeterminacy 
B)  indexicality 
C)  iconicity 
D)  picture superiority effect

Question 16

__________ refers to how being in a group causes members to become less aware of themselves and less concerned with others' evaluations of them.

Accepted Answer

A)  Groupthink 
B)  Social proof 
C)  Deindividuation 
D)  Social loafing

Question 17

Dania is at a party with some of her sorority sisters. Biff walks in and begins to dance like a chicken. Since Dania and the rest of her sorority sisters did not want to be left out, they began to dance like chickens as well. This example best illustrates the influence of which communication characteristic(s) on conformity?

Accepted Answer

A)  peer pressure 
B)  personality 
C)  culture and peer pressure 
D)  gender and peer pressure

Question 18

Which of the following is not suggested by interpersonal deception theory:

Accepted Answer

A)  liars manipulate information in order to dissociate themselves from their message. 
B)  liars fail to engage in strategic behaviors to suppress deception cues. 
C)  liars attempt to manage their images 
D)  liars exhibit nonstrategic behaviors

Question 19

Pure persuasion means

Accepted Answer

A)  all the ingredients for what most people would consider to be persuasion are present. 
B)  the source succeeded in persuading the receiver completely. 
C)  there are underlying motives behind the message. 
D)  the sender is well-intentioned, or has the receiver's best interests at heart.

Question 20

Which type of subliminal influence has been shown to work, but only in controlled laboratory settings, not in commercial settings?

Accepted Answer

A)  reverse speech 
B)  embedded images 
C)  subliminal self-help messages 
D)  subliminal priming

Exam 1: Why Study Persuasion