Question 1

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) B) and C)
F) A) and D)

Question 2

Researchers have found that trustworthiness is _____ if the audience believes the communicator is NOT trying to persuade them.

Accepted Answer

A)   lower
B)   higher
C)   average
D)   absentE) B) and C)
F) A) and D)

Question 3

Company A describes its cars' reliability, mileage, and durability. Company B's ads show people having a good time driving around in their cars. A's ads focus on _____-route processing; B's ads use _____-route processing.

Accepted Answer

A)   cognitive; emotional
B)   internal; external
C)   stable; unstable
D)   central; peripheralE) C) and D)
F) B) and C)

Question 4

The best advice for persuasion is to

Accepted Answer

A)   use logic, regardless of the audience or the message.
B)   make a big request before asking for a small favor.
C)   offer one-sided messages.
D)   go first or last for best results.E) A) and D)
F) A) and B)

Question 5

Kevin wants his parents to extend his curfew for one hour this weekend. Kevin is most likely to persuade his parents if he

Accepted Answer

A)   tells them about the A he got on his physics test first.
B)   has his friends call to convince them.
C)   threatens to run away if they don't agree.
D)   tells them after he shows them the dent he put in their car the night before.E) C) and D)
F) A) and D)

Question 6

A message about tooth brushing from a dentist is more persuading than the same message from a student who has done a project on dental hygiene. This reflects the credibility of the communicator through

Accepted Answer

A)   perceived expertise.
B)   perceived attractiveness.
C)   speaking style.
D)   body language.E) B) and D)
F) All of the above

Question 7

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) A) and B)
F) A) and C)

Question 8

Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes?

Accepted Answer

A)   peripheral
B)   central
C)   logical
D)   partialE) All of the above
F) A) and C)

Question 9

Forgetting creates the recency effect when

Accepted Answer

A)   enough time separates the two messages.
B)   there is little time between the two messages.
C)   the two messages are back to back.
D)   there are two opposing messages.E) A) and B)
F) B) and C)

Question 10

In the context of persuasion, education is more _____, whereas propaganda is more _____.

Accepted Answer

A)   coercive; factual
B)   important; useful
C)   factual; coercive
D)   useful; importantE) A) and D)
F) None of the above

Question 11

Fear-arousing messages are most effective when they

Accepted Answer

A)   cause only mild fear.
B)   involve pleasurable activities.
C)   offer a preventive strategy.
D)   are overwhelming.E) B) and C)
F) A) and C)

Question 12

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.

Accepted Answer

A)   recency
B)   primacy
C)   channel
D)   sleeperE) B) and D)
F) None of the above

Question 13

Stephanie believes that people become more conservative as they get older. Stephanie would most likely agree with the _____ explanation of attitude change.

Accepted Answer

A)   generational
B)   life cycle
C)   lifespan
D)   cohortE) None of the above
F) A) and C)

Question 14

Sharon wants to talk to her teenage daughter about the dangers of smoking. Which of the following suggestions is LEAST likely to persuade Sharon's daughter to resist the pressure to smoke?

Accepted Answer

A)   Ask her to think about the negative effects of smoking (e.g., cancer) .
B)   Ask her to make a public commitment to not smoke.
C)   Increase her fear of smoking by showing her pictures of lung cancer.
D)   Tell her she is forbidden from smoking and threaten to take away her car if she ever tries it.E) A) and B)
F) A) and C)

Question 15

The Harry Potter series was not expected to be a best seller. It was kids talking to other kids that made it so. This shows the effect of _____ on persuasion.

Accepted Answer

A)   personal influence
B)   media influence
C)   educational influence
D)   expert influenceE) A) and B)
F) C) and D)

Question 16

When people tended to honor their public commitments, Cialdini (2008)  called this the _____ principle of persuasion.

Accepted Answer

A)   liking
B)   authority
C)   social proof
D)   consistencyE) A) and C)
F) B) and C)

Question 17

Central route processing often _____ explicit attitudes.

Accepted Answer

A)   has no effect on
B)   swiftly changes
C)   slowly changes
D)   never changesE) None of the above
F) A) and B)

Question 18

Describe the ways in which a television salesperson will seek to enhance his or her perceived credibility in your eyes. Keep in mind the two components of credibility when developing your answer.

Accepted Answer

A television salesperson may seek to enh...

Question 19

In the context of paths that lead to persuasion, smart advertisers tend to adopt marketing strategies that use the _____ route to persuasion on television to change their customer's thinking.

Accepted Answer

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

Question 20

Research has concluded that stimulating thinking makes stronger messages _____ persuasive and (because of counterarguing)  weak messages _____ persuasive.

Accepted Answer

A)   less; more
B)   more; less
C)   moderately; equally
D)   partially; extremelyE) B) and C)
F) B) and D)

Exam 7: Learning

Sharon wants to talk to her teenage daughter about the dangers of smoking. Which of the following suggestions is LEAST likely to persuade Sharon's daughter to resist the pressure to smoke?

Correct AnswerverifiedShow Answer

In the context of paths that lead to persuasion, smart advertisers tend to adopt marketing strategies that use the _____ route to persuasion on television to change their customer's thinking.

Correct AnswerverifiedShow Answer

A message about tooth brushing from a dentist is more persuading than the same message from a student who has done a project on dental hygiene. This reflects the credibility of the communicator through

Correct AnswerverifiedShow Answer

Researchers have found that trustworthiness is _____ if the audience believes the communicator is NOT trying to persuade them.

Correct AnswerverifiedShow Answer

Fear-arousing messages are most effective when they

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

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

Company A describes its cars' reliability, mileage, and durability. Company B's ads show people having a good time driving around in their cars. A's ads focus on _____-route processing; B's ads use _____-route processing.

Correct AnswerverifiedShow Answer

Central route processing often _____ explicit attitudes.

Correct AnswerverifiedShow Answer

Forgetting creates the recency effect when

Correct AnswerverifiedShow Answer

When people tended to honor their public commitments, Cialdini (2008) called this the _____ principle of persuasion.

Correct AnswerverifiedShow Answer

Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes?

Correct AnswerverifiedShow Answer

In the context of persuasion, education is more _____, whereas propaganda is more _____.

Correct AnswerverifiedShow Answer

Describe the ways in which a television salesperson will seek to enhance his or her perceived credibility in your eyes. Keep in mind the two components of credibility when developing your answer.

Correct AnswerAnswered by ExamLex AIA television salesperson may seek to enh...View AnswerShow Answer

Stephanie believes that people become more conservative as they get older. Stephanie would most likely agree with the _____ explanation of attitude change.

Correct AnswerverifiedShow Answer

The best advice for persuasion is to

Correct AnswerverifiedShow Answer

Research has concluded that stimulating thinking makes stronger messages _____ persuasive and (because of counterarguing) weak messages _____ persuasive.

Correct AnswerverifiedShow Answer

Kevin wants his parents to extend his curfew for one hour this weekend. Kevin is most likely to persuade his parents if he

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 more positively than if the opposite order of adjectives was presented. This demonstrates the _____ effect.

Correct AnswerverifiedShow Answer

The Harry Potter series was not expected to be a best seller. It was kids talking to other kids that made it so. This shows the effect of _____ on persuasion.

Correct AnswerverifiedShow Answer

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Company A describes its cars' reliability, mileage, and durability. Company B's ads show people having a good time driving around in their cars. A's ads focus on _-route processing; B's ads use _-route processing.

Correct Answer
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In the context of persuasion, education is more _, whereas propaganda is more _.

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A television salesperson may seek to enh...
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Research has concluded that stimulating thinking makes stronger messages _ persuasive and (because of counterarguing) weak messages _ persuasive.

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