Question 1

Serge is thinking about buying a new stereo. When the salesperson, Naomi, tells him that his favorite stereo is on sale for $2,000, he agrees to make the purchase. But then, as she starts to ring up the sale, she claims to have made a mistake. "I confused that stereo with another one," she claims. "The stereo you want is actually $2,250." If Serge agrees to purchase the stereo for $2,250, he will have succumbed to which of the following tactics?

Accepted Answer

A)  door in the face 
B)  bait and switch/lure 
C)  lowballing 
D)  the that's not all tactic

Question 2

Glenn believes that his circle of friends is wrong about a political issue but does not say anything because he does not want to be ostracized. This is an example of

Accepted Answer

A)  epistemological weighting hypothesis. 
B)  group locomotion hypothesis. 
C)  informational influence in groups. 
D)  normative influence in groups.

Question 3

The ________ explains why the door in the face tactic is effective.

Accepted Answer

A)  value-discounting effect 
B)  perceptual contrast effect 
C)  liking explanation 
D)  self-perception effect

Question 4

Research shows that people are more persuasive when they are pictured using

Accepted Answer

A)  open body positions. 
B)  closed body positions. 
C)  rigid body positions. 
D)  neutral body positions.

Question 5

On the first day of school, Professor Wilson gave every student a pencil and a bookmark. The students immediately favored him over other professors. Which explanation for his pregiving strategy is the most appropriate?

Accepted Answer

A)  impression management 
B)  liking explanation 
C)  gratitude explanation 
D)  internalized social norm

Question 6

GoDaddy.com's 2013 Superbowl commercial featured a computer geek and a gorgeous supermodel sharing a long, slow, wet kiss. The commercial is an example of

Accepted Answer

A)  niche marketing 
B)  below the line advertising 
C)  culture jamming 
D)  anti-ads or subvertising 
E)  shock advertising

Question 7

Tabatha is filling out a questionnaire. One question asks her if she ever threatens other people in order to get them to do something. Although Tabatha frequently threatens her children in order to get them to clean their rooms, she lies on the questionnaire because she doesn't want to look bad. This is an example of

Accepted Answer

A)  social desirability bias. 
B)  inductively derived typologies. 
C)  design logics. 
D)  research participant fatigue.

Question 8

Under which circumstances would the quality, rather than the quantity, of arguments matter most?

Accepted Answer

A)  when listeners have high involvement 
B)  when listeners have low involvement 
C)  when the conclusion is explicit 
D)  when the conclusion is implicit

Question 9

Dave asks Jan if she likes imported cars. "Gee, I must," Jan answers. "My last three cars were made in Japan." That Jan inferred her attitude about cars from her past behavior is consistent with which of the following?

Accepted Answer

A)  the norm of reciprocity 
B)  self-perception theory 
C)  the perceptual contrast effect 
D)  reciprocal concessions

Question 10

In most cases, the most effective strategy when arguing against an opposing message is :

Accepted Answer

A)  one-sided message. 
B)  two-sided message. 
C)  two-sided nonrefutational message. 
D)  two-sided refutational message.

Question 11

The debunking function of persuasion helps one to

Accepted Answer

A)  arm him/herself against influence attempts by unethical persuaders 
B)  gain greater awareness about false stereotypes and myths regarding persuasion 
C)  identify different elements and features of a persuasive message 
D)  design and present a persuasive message on his/her own

Question 12

Which strategy below is most advisable for increasing one's credibility?

Accepted Answer

A)  Emphasize the ways in which you're different from your listeners, so they'll recognize you have a fresh point of view. 
B)  Rely on spontaneity; don't plan in advance what it is you want to say. 
C)  Never use slang; always adopt a formal style of language. 
D)  Identify a source's qualifications prior to presenting information from that source.

Question 13

Which of the following best reflects the view of persuasion offered in the text?

Accepted Answer

A)  People actually aren't all that gullible or easy to persuade 
B)  There is a sucker born every minute 
C)  Anyone can be persuaded if you know the right button to push 
D)  Persuaders know far more about persuading than researchers do about how persuasion works

Question 14

Buying a television based on its brand name, or purchasing a product based on a celebrity endorsement are examples of

Accepted Answer

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

Question 15

Mai was not accepted into the chess club. Although she knew that they often stole food from the cafeteria for snacks, she still wanted them to notice her and ask her to join. This is an example of the effects of

Accepted Answer

A)  conformity. 
B)  ostracism. 
C)  deindividuation. 
D)  social proof.

Question 16

The most accurate statement that can be made about stereotyping in cinema is

Accepted Answer

A)  stereotyping is common, and most stereotypes are negative 
B)  stereotyping is common, and most stereotypes are positive 
C)  stereotyping is uncommon, and most stereotypes are negative 
D)  stereotyping is uncommon, and most stereotypes are positive

Question 17

Which two limiting criteria for defining persuasion are primarily receiver-based?

Accepted Answer

A)  intent, effects 
B)  effects, free choice 
C)  free choice, symbolic action 
D)  intent, free choice

Question 18

Identity goals are concerned with

Accepted Answer

A)  creating a good impression and behaving in appropriate ways. 
B)  maintaining one's moral standards and principles for living. 
C)  maintaining levels of interpersonal arousal. 
D)  increasing personal awards.

Question 19

A new mascara brush is advertised as hip and cool. It features rebellious yellow, blue, and purple hues for eyelashes. Which of the following common product associations is being portrayed?

Accepted Answer

A)  sex or romance 
B)  youth culture 
C)  social status and elitism 
D)  sense of belonging

Question 20

Which persuasive strategy below is designed to increase consumer engagement through active participation?

Accepted Answer

A)  online advertising 
B)  sentiment tracking 
C)  product placement 
D)  gamification

Exam 1: Why Study Persuasion