Question 1

Ted is most likely to elicit an opinion change from an audience whose opinion differs greatly from his own if Ted:

Accepted Answer

A)  is credible.
B)  uses the peripheral route.
C)  talks slowly.
D)  uses a one-sided argument.E) A) and B)
F) C) and D)

Question 2

The ________ route to persuasion occurs when interested people focus on arguments.

Accepted Answer

A)  peripheral
B)  central
C)  logical
D)  partialE) B) and D)
F) A) and B)

Question 3

According to Moore and Swift (2011) and Pentland (2010) ,whether pitching a business plan or giving advice,a(n) ________ is often more convincing.

Accepted Answer

A)  charismatic person who speaks fluently
B)  power-oriented authoritative person
C)  overconfident person who occasionally stumbles
D)  person who says "you know" or "uh" frequentlyE) A) and C)
F) B) and C)

Question 4

In the context of a need for cognition,the best instructors:

Accepted Answer

A)  present information as simply as possible.
B)  use fear-provoking tests to encourage study.
C)  get their students to think actively.
D)  are attractive and engaging.E) None of the above
F) B) and D)

Question 5

When Werner and 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:

Accepted Answer

A)  increased to 80%.
B)  increased to 25%.
C)  decreased by 40%.
D)  decreased by 90%.E) A) and D)
F) A) and C)

Question 6

Individuals who are typically regarded as thinking people may be inclined to use the peripheral route to persuasion if:

Accepted Answer

A)  the speaker is young and vibrant.
B)  the speaker seems to have ulterior motives.
C)  the speaker has apparently good motives.
D)  they are paid to do so.E) B) and C)
F) A) and D)

Question 7

Xavier is interested in purchasing a bike.He consults various online automobile magazines to analyze the features of the latest bikes available in the market.Finally,he selects a bike that meets his requirements.In the context of persuasion,this scenario illustrates ________.

Accepted Answer

A)  the door-in-the-face technique
B)  the foot-in-the-door phenomenon
C)  the peripheral route to persuasion
D)  the central route to persuasionE) All of the above
F) B) and C)

Question 8

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.

Accepted Answer

A)  less positively
B)  more positively
C)  less attractive
D)  more attractiveE) All of the above
F) B) and D)

Question 9

Kevin,an 11-year-old,wishes to attend a sleepover party at his friend's house.However,he is skeptical about his parents' permission.In order to convince his parents,Kevin first informs them about his good performance in the science quiz and then immediately seeks their permission to attend the party.The next day,his parents respond positively.In the context of persuasion,this scenario illustrates:

Accepted Answer

A)  the primacy effect.
B)  the misinformation effect.
C)  the consistency bias.
D)  the self-serving bias.E) A) and C)
F) A) and B)

Question 10

In the context of the elements of persuasion,a communicator is considered credible if ________.

Accepted Answer

A)  he or she is able to convince people that he or she is trying to persuade them
B)  he or she uses "you know" or "uh" when speaking or stumbles over his or her words
C)  he or she speaks slowly and haltingly
D)  he or she is seen as knowledgeable on a topicE) None of the above
F) All of the above

Question 11

According to Kumkale and Albarracin (2004) and Pratkanis et al.(1988) ,the credibility of a noncredible person may increase over time if people remember his or her message better than the reason for discounting it.This is known as:

Accepted Answer

A)  the sleeper effect.
B)  the authority effect.
C)  the primacy effect.
D)  the recency effect.E) B) and D)
F) All of the above

Question 12

Sally is interested in purchasing a DVD player and is overwhelmed by different DVD player models available at a local electronics store.She decides to consult a magazine devoted to reviewing 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.

Accepted Answer

A)  peripheral
B)  central
C)  logical
D)  partialE) None of the above
F) A) and C)

Question 13

We tend to like people who are like us.This exemplifies which characteristic of attractiveness?

Accepted Answer

A)  proximity
B)  similarity
C)  consistency
D)  physical appealE) C) and D)
F) A) and D)

Question 14

The motivation to think and analyze is referred to as a need for:

Accepted Answer

A)  contemplation.
B)  inoculation.
C)  cognition.
D)  sublimation.E) A) and D)
F) A) and B)

Question 15

In comparison to the peripheral route to persuasion,the central route to persuasion is ________.

Accepted Answer

A)  automatic
B)  more implicit
C)  reflective
D)  non-explicitE) A) and C)
F) B) and C)

Question 16

According to Jones et al.(2009) ,Petty and Briñol (2008) ,and Walther et al.(2011) ,peripheral route processing ________.

Accepted Answer

A)  slowly builds implicit attitudes through repeated associations between an attitude and an emotion
B)  occurs when people remain immune to incidental cues,such as a speaker's perceived trustworthiness
C)  promptly occurs when interested people focus on arguments
D)  takes place when motivated people think about an issueE) None of the above
F) C) and D)

Question 17

According to Cacioppo et al.(1996) ,who among the following is an individual with a low need for cognition?

Accepted Answer

A)  Felix,a manager,overlooks a speaker's personality when analyzing arguments and formulating responses.
B)  Anastasiya,an employee,prefers utilizing her mental resources before making a purchase decision.
C)  Martina,a homemaker,is analytical by nature and enjoys thinking carefully about issues.
D)  Lukas,a teenager,responds quickly to such cues as the pleasantness of the surroundings.E) A) and B)
F) A) and C)

Question 18

In the context of the elements of persuasion,one thing that does not improve persuasion is ________.

Accepted Answer

A)  an expert and trustworthy communicator
B)  fluent speech by a confident-seeming person
C)  the belief of an audience that the communicator is not trying to persuade them
D)  direct eye contact between a communicator and his or her audienceE) A) and D)
F) None of the above

Question 19

Identify a true statement about resisting persuasion.

Accepted Answer

A)  Belief in an assertion is a consequence of thorough research.
B)  To understand an assertion is to believe it,at least temporarily.
C)  An assertion is the beginning of belief.
D)  Believing an assertion can lead to perceptual errors.E) None of the above
F) A) and D)

Question 20

Research on attitude inoculation suggests that religious educators should avoid:

Accepted Answer

A)  the two-step flow of communication.
B)  forewarning their followers that outsiders will question their beliefs.
C)  using charismatic leaders to attract new converts.
D)  creating a "germ-free ideological environment."E) All of the above
F) A) and B)

Exam 7: Persuasion

In the context of a need for cognition,the best instructors:

Correct Answer
verified

We tend to like people who are like us.This exemplifies which characteristic of attractiveness?

Correct Answer
verified

According to Kumkale and Albarracin (2004) and Pratkanis et al.(1988) ,the credibility of a noncredible person may increase over time if people remember his or her message better than the reason for discounting it.This is known as:

Correct Answer
verified

Individuals who are typically regarded as thinking people may be inclined to use the peripheral route to persuasion if:

Correct Answer
verified

According to Cacioppo et al.(1996) ,who among the following is an individual with a low need for cognition?

Correct Answer
verified

The motivation to think and analyze is referred to as a need for:

Correct Answer
verified

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.

Correct Answer
verified

Xavier is interested in purchasing a bike.He consults various online automobile magazines to analyze the features of the latest bikes available in the market.Finally,he selects a bike that meets his requirements.In the context of persuasion,this scenario illustrates ________.

Correct Answer
verified

Identify a true statement about resisting persuasion.

Correct Answer
verified

In the context of the elements of persuasion,one thing that does not improve persuasion is ________.

Correct Answer
verified

In comparison to the peripheral route to persuasion,the central route to persuasion is ________.

Correct Answer
verified

When Werner and 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:

Correct Answer
verified

In the context of the elements of persuasion,a communicator is considered credible if ________.

Correct Answer
verified

Correct Answer
verified

According to Jones et al.(2009) ,Petty and Briñol (2008) ,and Walther et al.(2011) ,peripheral route processing ________.

Correct Answer
verified

According to Moore and Swift (2011) and Pentland (2010) ,whether pitching a business plan or giving advice,a(n) ________ is often more convincing.

Correct Answer
verified

The ________ route to persuasion occurs when interested people focus on arguments.

Correct Answer
verified

Ted is most likely to elicit an opinion change from an audience whose opinion differs greatly from his own if Ted:

Correct Answer
verified

Correct Answer
verified

Research on attitude inoculation suggests that religious educators should avoid:

Correct Answer
verified

Exam 7: Persuasion

In the context of a need for cognition,the best instructors:

Correct AnswerverifiedShow Answer

We tend to like people who are like us.This exemplifies which characteristic of attractiveness?

Correct AnswerverifiedShow Answer

According to Kumkale and Albarracin (2004) and Pratkanis et al.(1988) ,the credibility of a noncredible person may increase over time if people remember his or her message better than the reason for discounting it.This is known as:

Correct AnswerverifiedShow Answer

Individuals who are typically regarded as thinking people may be inclined to use the peripheral route to persuasion if:

Correct AnswerverifiedShow Answer

According to Cacioppo et al.(1996) ,who among the following is an individual with a low need for cognition?

Correct AnswerverifiedShow Answer

The motivation to think and analyze is referred to as a need for:

Correct AnswerverifiedShow Answer

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.

Correct AnswerverifiedShow Answer

Xavier is interested in purchasing a bike.He consults various online automobile magazines to analyze the features of the latest bikes available in the market.Finally,he selects a bike that meets his requirements.In the context of persuasion,this scenario illustrates ________.

Correct AnswerverifiedShow Answer

Identify a true statement about resisting persuasion.

Correct AnswerverifiedShow Answer

In the context of the elements of persuasion,one thing that does not improve persuasion is ________.

Correct AnswerverifiedShow Answer

In comparison to the peripheral route to persuasion,the central route to persuasion is ________.

Correct AnswerverifiedShow Answer

When Werner and 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:

Correct AnswerverifiedShow Answer

In the context of the elements of persuasion,a communicator is considered credible if ________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

According to Jones et al.(2009) ,Petty and Briñol (2008) ,and Walther et al.(2011) ,peripheral route processing ________.

Correct AnswerverifiedShow Answer

According to Moore and Swift (2011) and Pentland (2010) ,whether pitching a business plan or giving advice,a(n) ________ is often more convincing.

Correct AnswerverifiedShow Answer

The ________ route to persuasion occurs when interested people focus on arguments.

Correct AnswerverifiedShow Answer

Ted is most likely to elicit an opinion change from an audience whose opinion differs greatly from his own if Ted:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Research on attitude inoculation suggests that religious educators should avoid:

Correct AnswerverifiedShow Answer

Correct Answer
verified

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Correct Answer
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Correct Answer
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