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CHAPTER 7 NEW

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Quiz on CHAPTER 7 NEW, created by J P on 20/02/2018.
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Quiz by J P, updated more than 1 year ago
J P
Created by J P almost 8 years ago
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Question 1

Question
_______ is the process by which a message induces change in beliefs, attitudes or behaviors
Answer
  • Compliance
  • Persuasion
  • Inoculation
  • The sleeper effect

Question 2

Question
Americans' support for the Iraq war increased after the war began mainly because of the
Answer
  • national support for our troops
  • opposition from European countries
  • discovery of weapons of mass destruction
  • persuasive messages in the U.S. media

Question 3

Question
Attitudes regarding the war with Iraq differ significantly depending on
Answer
  • personality factors
  • gender
  • the differing information received
  • the type of persuasion used

Question 4

Question
Hunter (2002) noted that culture shaping usually occurs _______, as cultural elites control the dissemination of information and ideas
Answer
  • bottom-up
  • top-down
  • in an egalitarian manner
  • according to the tenets of free speech

Question 5

Question
As an example of how persuasion can be used to promote healthier living, the CDC has reported that smoking in the U.S. has ______ over the last 40 years
Answer
  • stabilized
  • decreased by 23%
  • become more popular with teens
  • increased to 23%

Question 6

Question
According to the text, the factor that determines if we call attempts at persuasion "education" or "propaganda" is whether or not
Answer
  • we believe them
  • we know the communicator
  • the message is emotional in tone
  • the message is one-sided

Question 7

Question
Which of the following must take place before a message is likely to persuade?
Answer
  • attention to the message
  • peripheral processing
  • central processing
  • education rather than propaganda

Question 8

Question
You are more likely to be persuaded when a message is
Answer
  • clear and easy to comprehend and the arguments are unconvincing
  • difficult to comprehend and the arguments are unconvincing
  • clear and easy to comprehend and the arguments are convincing
  • difficult to comprehend and the arguments are convincing

Question 9

Question
The _______ route to persuasion occurs when interested people focus on arguments
Answer
  • peripheral
  • central
  • logical
  • image

Question 10

Question
The _____ route to persuasion occurs when people are influenced by incidental cues, such as a speaker's attractiveness
Answer
  • peripheral
  • central
  • logical
  • image

Question 11

Question
Sally is interested in purchasing a DVD player, and is overwhelmed by the many different models available at her local electronics store. She decides to consult a magazine devoted to reviewing the quality of home electronics. After reading a number of articles stating the pros and cons of each model, she decides on a DVD player. Sally has been persuaded to purchase this particular DVD player because of the _______ route to persuasion
Answer
  • peripheral
  • central
  • logical
  • image

Question 12

Question
Suzy is interested in purchasing a DVD player, and is overwhelmed by the many different models available at her local electronics store. She decides to purchase a shiny, metallic-looking model, as it is the best-looking one in the store. Suzy has been persuaded to purchase this particular DVD player because of the _______ route to persuasion
Answer
  • peripheral
  • central
  • logical
  • image

Question 13

Question
We are more likely to be persuaded by the _______ route to persuasion when we are distracted or busy
Answer
  • peripheral
  • central
  • logical
  • image

Question 14

Question
According to Myers, advertisers for beverages and clothing tend to adopt marketing strategies that use the _______ route to persuasion
Answer
  • peripheral
  • central
  • logical
  • image

Question 15

Question
According to Myers, advertisers for computers tend to adopt marketing strategies that use the ____ route to persuasion
Answer
  • peripheral
  • central
  • logical
  • image

Question 16

Question
Lately you have noticed that your favorite athlete is on your cereal box, highway billboards for sports beverages, and television commercials for running shoes. What type of marketing strategy is being used to persuade you to purchase these products?
Answer
  • intelligent
  • savvy
  • central route
  • peripheral route

Question 17

Question
Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes?
Answer
  • peripheral
  • central
  • logical
  • image

Question 18

Question
Which route to persuasion is most likely to create superficial and temporary attitude and behavioral changes?
Answer
  • peripheral
  • central
  • logical
  • image

Question 19

Question
Individuals who are typically regarded as thinking people may be inclined to use the peripheral route to persuasion if
Answer
  • the speaker is young and vibrant
  • the speaker seems to have ulterior motives
  • the speaker has apparently good motives
  • paid to do so

Question 20

Question
Which one of the following is NOT one of the conditions under which a thinking person would adopt the peripheral route to persuasion?
Answer
  • a lack of time and interest
  • when the speaker is articulate
  • when the speaker has several arguments
  • when the arguments are strong and compelling

Question 21

Question
Which of the following is NOT one of the primary elements of persuasion that social psychologists have studied?
Answer
  • the communicator
  • the context
  • the message
  • how the message is communicated

Question 22

Question
A communicator is said to be _______ when he or she is perceived as both an expert and trustworthy
Answer
  • honest
  • guileless
  • honorable
  • credible

Question 23

Question
If people remember the message better than the reason for discounting it, the impact of a noncredible person may _______ over time
Answer
  • change
  • stay the same
  • increase
  • decrease

Question 24

Question
When an initially discounted message becomes effective, a delayed impact of the message occurs. This is called the _______ effect
Answer
  • delayed reaction
  • short-term memory
  • sleeper
  • longevity

Question 25

Question
The _______ effect occurs when we remember the message but forget the reason for discounting it
Answer
  • delayed reaction
  • short-term memory
  • sleeper
  • longevity

Question 26

Question
Speaking to a labor union, a pro-union professor's expertise seems to
Answer
  • increase
  • decrease
  • stay the same
  • lose credibility

Question 27

Question
Speaking to a huge anti-union retail store, an anti-union political candidate's expertise seems to
Answer
  • increase
  • decrease
  • stay the same
  • lose credibility

Question 28

Question
Researchers have found that trustworthiness is _______ if the audience believes the communicator is NOT trying to persuade them
Answer
  • lower
  • higher
  • average
  • absent

Question 29

Question
Eagly, Wood and Chaiken (1978) found that when an anti-business speech was said to be given by a pro-environmentalist, it was perceived as _______ and _______
Answer
  • biased; persuasive
  • unbiased; persuasive
  • biased; unpersuasive
  • unbiased; unpersuasive

Question 30

Question
An audience is more likely to perceive a speaker as sincere when the
Answer
  • they are alert
  • they are tired
  • speaker argues an expected position
  • speaker argues against their own self-interest

Question 31

Question
You are attending a lecture by a banker and you expect her to advocate bank savings accounts. However, she advocates stock investments instead. Since her message goes against her own self-interest, you perceive her as _______ and the message as _______
Answer
  • sincere; persuasive
  • insincere; not persuasive
  • sincere; not persuasive
  • insincere; persuasive

Question 32

Question
Miller and her colleagues (1976) reported a _______ relationship between trustworthiness and the rate at which people speak
Answer
  • positive
  • negative
  • neutral
  • curvilinear

Question 33

Question
Research has found that _______ speakers are rated as more objective, intelligent and knowledgeable
Answer
  • dull
  • exciting
  • fast
  • slow

Question 34

Question
Which one of the following is NOT one of the characteristics that listeners typically attribute to fast speakers?
Answer
  • objectivity
  • humor
  • intelligence
  • knowledgeable

Question 35

Question
When people deferred to credible experts, Cialdini (2000) called this the _______ principle of persuasion
Answer
  • liking
  • authority
  • social proof
  • reciprocity

Question 36

Question
When people allowed the example of others to validate how to think, feel and act, Cialdini (2000) called this the _______ principle of persuasion
Answer
  • liking
  • authority
  • social proof
  • scarcity

Question 37

Question
When people tended to honor their public commitments, Cialdini (2000) called this the _______ principle of persuasion
Answer
  • liking
  • authority
  • social proof
  • consistency

Question 38

Question
Mei has many friends and easily influences people. She readily creates bonds with others based on similar interests, and freely praises everyone around her. Mei practices which of Cialdini's (2000) persuasion principles?
Answer
  • liking principle of persuasion
  • authority principle of persuasion
  • social proof principle of persuasion
  • consistency principle of persuasion

Question 39

Question
_______ is defined as having qualities that appeal to an audience
Answer
  • Similarity
  • Scarcity
  • Authority
  • Attractiveness

Question 40

Question
We tend to like people who are like us. This exemplifies which characteristic of attractiveness?
Answer
  • liking
  • similarity
  • consistency
  • physical appeal

Question 41

Question
Arguments, especially emotional ones, are often more influential when they come from beautiful people. This exemplifies which characteristic of attractiveness?
Answer
  • liking
  • similarity
  • consistency
  • physical appeal

Question 42

Question
When a choice concerns matters of personal value or ways of life, _______ communicators have more influence
Answer
  • dissimilar
  • expert
  • similar
  • disinterested

Question 43

Question
Brock (1965) found that paint store customers were more influenced by the testimony of an
Answer
  • ordinary person who recently bought the same amount of paint as them
  • expert who recently bought 20 times as much as them
  • ordinary person who recently bought 20 times as much as them
  • expert who recently bought the same amount of paint as them

Question 44

Question
Who is the most responsive to rational appeals?
Answer
  • well-educated and analytical people
  • well-educated and non-analytical people
  • less educated and analytical people
  • less educated and non-analytical people

Question 45

Question
Abelson and his colleagues (1982) found that voting preferences in the United States could be reasonably predicted from voters'
Answer
  • political party of choice
  • geographical residence
  • beliefs about the candidates' traits and likely behaviors
  • emotional reactions to the candidates

Question 46

Question
Alicia has a fairly weak case to present to her supervisor. In order to be more persuasive, she should
Answer
  • arouse a small amount of fear
  • put him in a good mood
  • convince him her arguments are strong
  • argue her own self-interests

Question 47

Question
What is the effect of a fear-arousing communication?
Answer
  • Fear renders a communication ineffective
  • Generally the more frightened people are, the more they respond
  • Evoking a low level of fear is effective, but producing a high level of fear is not
  • Fear appeals are effective with women but boomerang with men

Question 48

Question
According to Aronson (1997), when fear aroused by a persuasive message is relevant to a pleasurable activity (e.g., sex or smoking), the result is often
Answer
  • According to Aronson (1997), when fear aroused by a persuasive message is relevant to a pleasurable activity (e.g., sex or smoking), the result is often
  • reduced fear
  • immediate behavioral change
  • denial

Question 49

Question
Fear-arousing messages work best when they
Answer
  • do not suggest a solution
  • try to prevent a bad outcome, such as cancer
  • try to promote a good outcome, such as fitness
  • are framed in a positive manner

Question 50

Question
In your marketing class, your assignment is to create an advertisement that will encourage people to buy condom X over condom Y. Given your knowledge of persuasion, which strategy would be most effective?
Answer
  • An ad that reads "AIDS kills", along with a suggestion that condom X prevents it
  • An ad that reads "AIDS kills", along with a suggestion that condom Y does not prevent it
  • An ad that suggests condom X prevents AIDS
  • An ad that suggests condom Y does not prevent AIDS

Question 51

Question
Fear-arousing messages are most effective when they
Answer
  • cause only mild fear
  • involve pleasurable activities
  • offer a protective strategy
  • are overwhelming

Question 52

Question
According to Aronson, Turner and Carlsmith (1963), the effect of a large versus a small discrepancy between the communicator and the receiver of a message depends on whether or not the
Answer
  • receiver of the message is emotionally invested in the topic
  • receiver of the message is interested in the topic
  • communicator of the message is credible
  • communicator of the message is articulate

Question 53

Question
Since Carmen is not a particularly prestigious or authoritative source on exercise, she should encourage her father to exercise by suggesting he
Answer
  • completely overhaul his lifestyle
  • complete a fitness program
  • begin doing some limited exercises
  • consult with a local gym

Question 54

Question
Werner and his colleagues (2002) conducted a study on aluminum can recycling at the University of Utah and found that the most effective message was a
Answer
  • one-sided one
  • two-sided one
  • discrepant one
  • clear and unambiguous one

Question 55

Question
When Werner and his colleagues (2002) placed signs on a campus with a two-sided message that not only stated the importance of recycling but also acknowledged the inconvenience of it, recycling
Answer
  • increased to 80%
  • increased to 25%
  • decreased by 40%
  • decreased by 90%

Question 56

Question
Studies have shown that if people are aware of opposing arguments, a _______ presentation is more persuasive and enduring
Answer
  • one-sided
  • two-sided
  • discrepant
  • clear and unambiguous

Question 57

Question
The _______ effect refers to how information that is presented first usually has the most influence
Answer
  • recency
  • primacy
  • channel
  • initial

Question 58

Question
The _______ effect refers to how information that is presented last can have the most influence
Answer
  • recency
  • primacy
  • channel
  • final

Question 59

Question
When Asch (1946) presented students with a description of someone as "intelligent, industrious, impulsive, critical, stubborn and envious", they rated the person _______ than if the opposite order of adjectives was presented
Answer
  • less positively
  • more positively
  • less attractive
  • more attractive

Question 60

Question
When Asch (1946) presented students with a description of someone as "intelligent, industrious, impulsive, critical, stubborn and envious", they rated the person more positively than if the opposite order of adjectives was presented. This demonstrates the _______ effect
Answer
  • recency
  • primacy
  • channel
  • sleeper

Question 61

Question
When two messages are back to back, followed by a time gap, the _______ effect usually occurs
Answer
  • recency
  • primacy
  • channel
  • sleeper

Question 62

Question
The way a message is delivered is what social psychologists refer to as the _______ of communication
Answer
  • mode
  • route
  • channel
  • method

Question 63

Question
Forgetting creates the recency effect when
Answer
  • time has separated the two messages
  • there is little time between the two messages
  • the two messages are back to back
  • there are two opposing messages

Question 64

Question
As a general rule of thumb, persuasion _______ as the significance and familiarity of the issue ______
Answer
  • increases; decreases
  • decreases; increases
  • increases; increases
  • decreases; decreases

Question 65

Question
Studies comparing different sources of media found that the more _______ the media, the more persuasive the message
Answer
  • positive
  • negative
  • lifelike
  • intense

Question 66

Question
Researchers found that difficult messages are most persuasive when _______, and easy messages are most persuasive when _______
Answer
  • audiotaped; videotaped
  • spoken; written
  • written; videotaped
  • given slowly; given quickly

Question 67

Question
The process by which media influence often occurs through opinion leaders, who in turn influence others, is referred to as
Answer
  • the sleeper effect
  • an indirect channel of communication
  • the opinion leader effect
  • a two-step flow of communication

Question 68

Question
Which of the following illustrates media influence through a two-step flow of communication?
Answer
  • A teenager buys a video game she saw advertised both on television and in her favorite magazine
  • A domestic car manufacturer sponsors a television program about the defectiveness of many foreign imports
  • . A candidate for political office answers questions from members of a studio audience on live television
  • A man buys a new laundry detergent after having it recommended by a friend, who had read that it was both effective and environmentally safe in a consumer magazine article

Question 69

Question
Chaiken and Eagly (1976) found that when a message was difficult to comprehend, persuasion was greatest when the message was
Answer
  • written
  • spoken
  • written and spoken
  • videotaped

Question 70

Question
People with _______ self-esteem are the easiest to influence
Answer
  • low
  • moderate
  • high
  • unstable

Question 71

Question
Which of the following is NOT a characteristic that plays a role in persuasion?
Answer
  • age
  • thoughtfulness
  • gender
  • self-esteem

Question 72

Question
People tend to have different social and political attitudes depending on their age because attitudes change as people grow older. This refers to the _______ explanation for how age plays a role in persuasion
Answer
  • generational
  • life cycle
  • age
  • time

Question 73

Question
People tend to have different social and political attitudes depending on their age because the attitudes older people adopted when they were young persist through life largely unchanged. This refers to the _______ explanation for how age plays a role in persuasion
Answer
  • generational
  • life cycle
  • age
  • time

Question 74

Question
In surveys conducted on groups of younger and older people over several years, the results supported the _______ explanation for how age plays a role in persuasion
Answer
  • generational
  • life cycle
  • age
  • time

Question 75

Question
The Bennington College study revealed that
Answer
  • views embraced at an impressionable time fade over a lifetime of experience
  • college makes "good little liberals" out of us all
  • college produces liberals out of 75% of its students
  • views embraced at an impressionable time often survive a lifetime of experience

Question 76

Question
Researchers found that California high school students did not change their attitudes in response to a talk entitled "Why Teenagers Should Not Be Allowed to Drive" if they
Answer
  • had a moderate, rather than a high or low level of self-esteem
  • were of lower intelligence
  • were male
  • had been forewarned that the talk was coming

Question 77

Question
Darla wants to persuade her parents to help pay for a study trip abroad. She will have a more difficult time succeeding if
Answer
  • her parents are forewarned of her intent to convince them
  • she has the trip coordinator call to reassure them
  • her parents are not particularly analytical
  • her parents have a moderate level of self-esteem

Question 78

Question
Nora, a single mom, needs to ask her parents for money. To minimize their objections to her request, she should
Answer
  • warn them ahead of time of her need
  • have her busy, distracting little toddler along when she makes her request
  • write out her request for them to consider
  • ask them on the telephone

Question 79

Question
The motivation to think and analyze is referred to as the need for
Answer
  • contemplation
  • thinking
  • cognition
  • central routes

Question 80

Question
People who are quick to respond to peripheral cues, such as a communicator's attractiveness, are _______ in the need for cognition
Answer
  • People who are quick to respond to peripheral cues, such as a communicator's attractiveness, are _______ in the need for cognition low
  • average
  • high
  • slightly above average

Question 81

Question
Macy prefers classes with professors who are visually appealing and entertaining, rather than classes with professors who are knowledgeable and effective communicators. Macy is probably _______ in the need for cognition
Answer
  • low
  • average
  • high
  • slightly above average

Question 82

Question
Research has concluded that stimulating thinking makes stronger messages _______ persuasive and (because of counter arguing) weak messages _______ persuasive
Answer
  • more; less
  • less; more
  • extremely; not at all
  • not at all; extremely

Question 83

Question
According to Myers, the most effective instructors
Answer
  • present information as simply as possible
  • use fear-provoking tests to encourage study
  • get their students to think actively
  • are attractive and engaging

Question 84

Question
Another term for a cult is a(n)
Answer
  • spinoff from a major religion
  • sect
  • new religious movement
  • evil culture

Question 85

Question
A cult has all of the following characteristics EXCEPT
Answer
  • a distinctive ritual and beliefs that are related to its devotion to a god or a person
  • the use of mind-altering drugs
  • isolation from the surrounding "evil" culture
  • a charismatic leader

Question 86

Question
Cults like Jim Jones's People's Temple typically recruit and retain members by using
Answer
  • the sleeper effect
  • the foot-in-the-door phenomenon
  • the recency effect
  • attitude inoculation

Question 87

Question
People most vulnerable to cults are usually
Answer
  • under the age of 15
  • over the age of 30
  • lower-class
  • under the age of 25 and facing a personal crisis

Question 88

Question
Frank (1982) noted that psychotherapy is similar to cults and zealous self-help groups because they provide all of the following EXCEPT
Answer
  • isolation from the outside world
  • supportive, confiding social relationships
  • an offer of expertise and hope
  • a set of rituals and learning experiences that promises a new sense of happiness

Question 89

Question
Kiesler (1971) recommended that one way to stimulate people's thinking so that they become more committed to their positions is to
Answer
  • mildly attack their position
  • strongly attack their position
  • mildly support their position
  • strongly support their position

Question 90

Question
Exposing people to weak attacks on their attitudes, which then stimulates thinking in support of the initial attitude is known as
Answer
  • central route persuasion
  • attitude inoculation
  • psychological reactance
  • the boomerang effect

Question 91

Question
The text indicates that inoculation procedures have been successful in
Answer
  • increasing drivers' use of seat belts
  • reducing children's aggression
  • reducing teenage smoking rates
  • increasing adults' charitable contributions

Question 92

Question
Research on attitude inoculation suggests that religious educators are wise to avoid
Answer
  • the two-step flow of communication
  • forewarnings to their followers that outsiders will question their beliefs
  • using charismatic leaders to attract new converts
  • creating a "germ-free ideological environment."

Question 93

Question
Inoculation research suggests that children
Answer
  • are not persuaded by television advertising
  • fail to grasp the persuasive intent of commercials
  • use the central route to persuasion
  • are skeptical of television advertising

Question 94

Question
Darley and Cooper (1972) found that when students were invited to write essays advocating a strict dress code, which was against the students' own positions, the students were
Answer
  • willing to write the essays
  • willing to write the essays if they were paid.
  • not willing to write the essays
  • not willing to write the essays even if they were paid

Question 95

Question
Darley and Cooper (1972) found that when students were invited to write essays advocating a strict dress code, which was against the students' own positions, the students were not willing to write the essays even if they were paid. After turning down the money, the students became
Answer
  • agitated
  • less confident in their decision
  • more confident in their decision
  • annoyed at those students who were willing to write the essay

Question 96

Question
Persuasion be resisted by
Answer
  • keeping one's own opinions private
  • making a public commitment to one's own position
  • attacking the opposite position
  • being closed to all arguments
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