Chapter 7 Flashcards
1) ________ is the process by which a message induces a change in beliefs, attitudes, or behaviors.
A) Compliance B) Persuasion C) Inoculation D) Perseverance
B
2) People are likely to take the central route to persuasion when they ________.
A) are distracted or just plain busy B) overlook arguments C) feel demotivated D) are able to think about an issue
D
3) 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 ________.
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 persuasion
D
4) In the context of persuasion, education is more ________ than propaganda, whereas propaganda is more ________ than education.
A) coercive; factual B) important; useful C) factual; coercive D) useful; important
C
5) In the context of persuasion, the factor that generally determines if we call attempts at persuasion education or propaganda is whether:
A) we believe them. B) we know the communicator. C) the message is emotional in tone. D) the message is one-sided.
A
6) Which of the following must take place before a message is likely to persuade?
A) attention to the message B) peripheral processing C) central processing D) education rather than propaganda
A
7) The ________ route to persuasion occurs when interested people focus on arguments.
A) peripheral B) central C) logical D) partial
B
8) 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.
A) peripheral B) central C) logical D) partial
B
9) The ________ route to persuasion occurs when people are influenced by incidental cues, such as a speaker’s attractiveness.
A) peripheral B) central C) logical D) factual
A
10) Brianna watches a new ice-cream commercial on television. The commercial features an attractive supermodel who claims that the ice-cream is specially manufactured for health-conscious people. When Brianna goes to purchase ice cream the next time, without giving further thought, she buys the ice-cream endorsed by the attractive model in the ice-cream commercial. In the context of persuasion, this scenario exemplifies:
A) belief perseverance. B) rosy retrospection. C) the peripheral route to persuasion. D) the central route to persuasion.
C
11) Suzy is interested in purchasing a DVD player and is overwhelmed by different models available at a local electronics store. She decides to purchase a shiny, metallic 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.
A) peripheral B) central C) logical D) factual
A
12) We are more likely to be persuaded by the ________ route to persuasion when we are distracted or busy.
A) peripheral B) central C) logical D) factual
A
13) People follow the peripheral route to persuasion when they ________.
A) are uninvolved B) feel motivated C) are interested in analyzing if arguments are compelling D) respond to arguments with favorable thoughts
A
14) According to Jones et al. (2009), Petty and Briñol (2008), and Walther et al. (2011), peripheral route processing ________.
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 issue
A
15) Lately, you have noticed that your favorite athlete endorses the cereal you consume, appears on highway billboards for sports beverages, and appears on television commercials for running shoes. What type of marketing strategy is being used to persuade you to purchase these products?
A) intelligent B) savvy C) the central route to persuasion D) the peripheral route to persuasion
D
16) Central route processing ________ explicit attitudes.
A) often has no effect on B) often swiftly changes C) often slowly changes D) never changes
B
17) The central route to persuasion occurs when ________.
A) people are influenced by incidental cues B) people are interested and respond to arguments with favorable thoughts C) people are drawn to a speaker's attractiveness D) people are drawn to hints that trigger automatic acceptance without much thinking
B
18) Individuals who are typically regarded as thinking people may be inclined to use the peripheral route to persuasion if:
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.
C
19) Unlike the central route to persuasion, the peripheral route to persuasion is ________.
A) more explicit B) conscious C) reflective D) more implicit
D
20) In the context of the elements of persuasion explored by social psychologists, the “who” aspect of a message refers to ________.
A) the communicator B) the context C) the message itself D) the audience
A
21) A communicator is said to be ________ when he or she is perceived as both an expert and trustworthy.
A) skilled B) guileless C) honorable D) credible
D
22) If people remember a message better than the reason for discounting it, the impact of a noncredible person may ________ over time.
A) fade B) stay the same C) correspondingly increase D) decrease
C
23) A delayed impact of a message that occurs when an initially discounted message becomes effective is known as ________.
A) a paradox B) short-term memory C) the sleeper effect D) longevity
C
24) ________ occurs when we remember a message but forget the reason for discounting it.
A) Delayed reaction B) Short-term memory C) The sleeper effect D) Attitude inoculation
C
25) A message about brushing one’s teeth conveyed by 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:
A) perceived expertise. B) perceived attractiveness. C) speaking style. D) body language.
A
26) According to Moore and Swift (2011) and Pentland (2010), whether pitching a business plan or giving advice, a(n) ________ is often more convincing.
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" frequently
A
27) In the context of the elements of persuasion, a communicator is considered credible if ________.
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 topic
D
28) Leah, a counsellor, conducts a session on alcoholism for the employees of a multinational corporation. She intends to discuss the ill-effects of alcohol consumption on one’s physical and mental health. In order to appear credible and persuade her audience, Leah should ________.
A) speak confidently and fluently B) make direct eye contact with her audience C) use "you know" and "uh" frequently when speaking D) convince her audience that she is trying to persuade them
A
29) In the context of the elements of persuasion, trustworthiness is high if ________.
A) a communicator does not allow anyone else to convey his or her expertise B) the audience believes a communicator is not trying to persuade them C) a communicator speaks haltingly D) the audience consists of elderly people
B
30) An audience is more likely to perceive a speaker as credible when the speaker:
A) avoids eye contact. B) talks slowly. C) avoids being straightforward. D) argues against his or her self-interest.
D
31) The delayed persuasion that takes place after people forget the source or its connection with a message is known as ________.
A) the sleeper effect B) the primacy effect C) the recency effect D) the context effect
A
32) While watching TV, Yara and her friend Sophie see an advertisement of a new shampoo. While Yara tells Sophie that she intends to buy the product, Sophie, who is a dermatologist, warns her that the shampoo has harsh chemicals that could be harmful to the scalp and hair. After hearing this, Yara decides not to buy the shampoo. Over the next few months, the advertisement is often played on TV. Yara forgets Sophie’s warning and buys the shampoo. This is an example of ________.
A) the sleeper effect B) the inoculation effect C) the neutral effect D) the curvilinear effect
A
33) Natalia has been using the skin care products of a popular brand since her adolescence. However, she reads in a health magazine that the products of this brand cause skin cancer. She ignores the article as a mere propaganda against the brand. Nonetheless, the next time she goes to the market to purchase sunscreen lotion, she opts for a new brand. In the context of persuasion, this scenario exemplifies ________.
A) the modality effect B) the fading affect bias C) the sleeper effect D) the lowball technique
C
34) Juan, a professional motivational speaker, intends to discuss the impact of negative thoughts on one’s productivity and performance with management students. She also plans to share self-motivation tips with the students. In the context of the elements of persuasion, she can ensure that the students trust her if ________.
A) she makes direct eye contact with the students B) she convinces them that she is trying to persuade them C) she uses "you know" and "uh" often when speaking D) she asks someone else to convey her expertise
D
35) When people deferred to credible experts, Cialdini (2008) called this the ________ principle of persuasion.
A) liking B) authority C) social proof D) reciprocity
B
36) When people allowed the example of others to validate how to think, feel, and act, Cialdini (2008) called this the ________ principle of persuasion.
A) liking B) authority C) social proof D) scarcity
C
37) When people tended to honor their public commitments, Cialdini (2008) called this the ________ principle of persuasion.
A) liking B) authority C) social proof D) consistency
D
38) Robert Cialdini (2008) illustrated six principles that underlie human relationships and human influence in his book Influence: Science and Practice. In this context, when people feel obliged to repay in kind what they have received, it is known as the ________.
A) principle of authority B) principle of reciprocity C) principle of social proof D) principle of scarcity
B
39) We tend to like people who are like us. This exemplifies which characteristic of attractiveness?
A) proximity B) similarity C) consistency D) physical appeal
B
40) Arguments, especially emotional ones, are often highly influential when they come from beautiful people. This exemplifies which characteristic of attractiveness?
A) liking B) similarity C) consistency D) physical appeal
D
41) 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.
A) personal influence B) media influence C) educational influence D) expert influence
A
42) Bailenson and Yee’s (2005) research with virtual social reality found a “person” whose expressions and movements echoed the participant was:
A) not liked but was persuasive. B) liked and was persuasive. C) not liked and was not persuasive. D) liked but was not persuasive.
B
43) When a choice concerns matters of personal value or taste, ________ communicators have a high influence.
A) dissimilar B) expert C) attractive D) energetic
C
44) According to Cacioppo et al. (1983, 1996) and Hovland et al. (1949), who is the most responsive to rational appeals?
A) well-educated and analytical people B) well-educated and nonanalytical people C) less educated and analytical people D) less educated and nonanalytical people
A
45) In the context of the elements of persuasion, one thing that does not improve persuasion is ________.
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 audience
D
46) Alicia has a fairly weak case to present to her supervisor. In order to be more persuasive, she should:
A) arouse a small amount of fear. B) put him in a good mood. C) keep her gaze fixed on his eyes. D) argue in favor of her self-interest.
B
47) What is the effect of fear-arousing communications?
A) Fear renders a communication ineffective. B) Generally, the more frightened people feel, the more they respond. C) Evoking a low level of fear is effective, unlike producing a high level of fear. D) Fear appeals have an effect on women rather than men.
B
48) In the context of persuasion, the tendency for people who have first agreed to a small request to comply later with a larger request is known as ________.
A) the primacy effect B) the foot-in-the-door phenomenon C) the door-in-the-face technique D) the recency effect
B
