Exam 2

Question 1

A model of persuasion that maintains that there are two routes to persuasion: the central route and the peripheral

Answer 1

elaboration likelihood model (ELM)

Question 2

A route to persuasion where people think carefully and deliberately about the content of a persuasive message attending to its logic and the strength of its arguments as well as to related evidence and principles

Answer 2

Central Route

Question 3

A route to persuasion where people attend to relatively easy to process superficial cues related to a persuasive message such as its length or the expertise or attractiveness of the source of the message

Answer 3

Peripheral Route

Question 4

Two factors are particularly important in determining whether we will engage in central or peripheral processing in response to a persuasive message: ____________ and _________

Answer 4

motivation and ability

Question 4

When ability is low—for example, when the arguments in a persuasive message are presented too quickly or are hard to comprehend—we’re more apt to rely on easy-to-process ___________ cues associated with the message, such as the credentials of the message source

Answer 4

Peripheral

Question 5

What are the three elements of persuasion?

Answer 5

Who (source of the message), What (content), To Whom (intended audience)

Question 5

When a message has personal consequences—that is, when it bears on our goals, interests, or well-being—we’re more likely to be motivated to go the _________________ and carefully work through the arguments and relevant information

Answer 5

Central Route

Question 6

The _____________ of a source is especially persuasive under circumstances that sway people to focus on peripheral cues

Answer 6

attractiveness

Question 7

Characteristics of the person who delivers a persuasive message such as attractiveness, credibility, and certainty

Answer 7

Source Characteristics

Question 8

When messages from unreliable sources exert little influence initially but over time have the potential to shift people’s attitudes due to separation from the source

Answer 8

Sleeper Effect

Question 8

True/False: sources who express their views with certainty and confidence tend to be more persuasive

Answer 8

True

Question 9

It’s important to make the thesis or central argument of a persuasive message _______ rather than the whole message or irrelevant, background features of the message

Answer 9

Vivid

Question 9

The tendency to be more moved by the vivid plight of a single individual than by the struggles of a more abstract number of people; Ex- Vivid, flesh-and-blood victims are often more powerful sources of persuasion than abstract statistics

Answer 9

Identifiable Victim Effect

Question 10

Aspects or content of a persuasive message including the quality of the evidence and the explicitness of its conclusions

Answer 10

Message Characteristics

Question 11

Characteristics of those who receive a persuasive message including need for cognition, mood, and age

Answer 11

audience characteristics

Question 11

True/False: Studies have found that people exposed to persuasive messages while eating delicious food or listening to beautiful music are more apt to change their attitudes

Answer 11

True

Question 11

What is an effective way to use fear as a persuasion tactic?

Answer 11

Making the persuasion frightening but also providing steps to address the fear

Question 11

Those with a strong _________ like to think, puzzle, ponder, and consider multiple perspectives on issues.

Answer 11

need for cognition

Question 12

The degree to which people like to think deeply about things

Answer 12

Need for cognition

Question 13

Who is more likely to be persuaded by messages: younger people or older people?

Answer 13

younger

Question 14

When people believe they’re attending to a stimulus—a televised political speech, for instance—at the same time that many others are attending to it they’re inclined to process the stimulus more deeply, resulting in persuasion via the ELM’s central route.

Answer 14

Shared Attention

Question 15

Efforts by the media to emphasize certain events and topics, thereby shaping which issues and events people think are important

Answer 15

Agenda Control

Question 15

The tendency for people to see media coverage as biased against their own side and in favor of their opponents side

Answer 15

Hostile Media Phenomenon

Question 16

Which component of resistance to persuasion does this example describe- Research reveals that our political allegiances are passed from parent to child to a degree and seem to be part of our DNA. Ads that try to get people to shift their political allegiances must, in effect, convince voters to abandon these deep commitments

Answer 16

Previous Commitments

Question 16

According to the ELM, prior __________ makes people engage with persuasive messages through the central route, thereby leading them to scrutinize those messages carefully and more resistant to persuasion

Answer 16

knowledge

Question 17

Attitudes that are grounded in fundamental beliefs about right and wrong—can also be particularly resistant to persuasion

Answer 17

Moralization of attitudes

Question 17

The hypothesis that more extended thought about a particular issue tends to produce a more extreme entrenched attitude

Answer 17

Thought polarization hypothesis

Question 18

Small attacks on our beliefs that would engage our preexisting attitudes, prior commitments, and background knowledge and thereby counteract a larger attack

Answer 18

Attitude inoculation

Question 19

Conformity that occurs when we believe others interpretation of a situation is more correct than ours, other people serve as a source of info on how to act; Ex- at an event looking where other people get their tickets

Answer 19

Informational social influence

Question 20

What are factors that increase the likelihood of information social influence?

Answer 20

ambiguous situation, crisis, and when others are experts

Question 21

The many ways people affect one another including changes in attitudes, beliefs, feelings, and behaviors resulting from the comments, actions, or even. the mere presence of others

Answer 21

Social Influence

Question 22

Changing ones belief or behavior to more closely align with those of others in response to some (real or imagined) pressure to do so

Answer 22

Conformity

Question 23

occurs when a person responds favorably to an explicit request from another person, can come from people with some power over you or a peer; Ex- your boss asks you to run an errand or a classmate asks to borrow a pencil

Answer 23

Compliance

Question 24

Occurs when a more powerful person, an authority figure, issues a demand (rather than a request) to which a less powerful person submits

Answer 24

Obedience

Question 25

Form of conformity where we mindlessly imitate other people’s behavior and movements; Ex- posture, mannerisms, expressions, and other actions of those around us

Answer 25

Automatic mimicry

Question 26

The sense that a stationary point of light in a completely dark environment is moving

Answer 26

Autokinetic illusion

Question 27

In a case of conformity among a group the likelihood decreases when just one other member of the group deviated from the majority creating an ally

Answer 27

Group Unanimity

Question 28

True/False: Anonymity eliminates normative social influence and therefore should substantially reduce conformity

Answer 28

True- When nobody else is aware of your judgment, there is no need to fear the group’s disapproval

Question 29

Private acceptance of a proposition, orientation, or ideology advanced by the majority

Answer 29

Internalization

Question 30

People reared in __________ cultures are therefore likely to be more susceptible to both informational social influence and normative social influence. Thus, people from __________ cultures might be expected to conform more often than those from __________ cultures.

Answer 30

Interdependent; Interdependent; Independent

Question 31

Large scale issues to minority population that became wide scale progressions for majority populations; Ex- same sex marriage

Answer 31

Minority Opinion

Question 32

A compliance that initially involves making a small request with which nearly everyone complies followed by a larger request involving the real behavior of interest

Answer 32

foot in the door technique

Question 33

The tendency to act as those around us do can be harnessed to achieve compliance with explicit requests or implicit suggestions; Ex- Adolescent girls exposed to pregnant peers are more likely to become pregnant themselves

Answer 33

Norm-based compliance

Question 34

The tendency for people to act in ways that conflict with their true beliefs or preferences because they think they are not widely shared by others

Answer 34

Pluralistic Ignorance

Question 34

A standard or benchmark that remains constant over time; Ex- over 35 percent of men in the United States consider themselves feminists

Answer 34

Static Norm

Question 35

Refers to a standard or expectation that evolves over time in response to changes in society, culture, or specific contexts; Ex- the number of men who consider themselves feminists is increasing. . . . Now over 35% of men consider themselves feminists

Answer 35

Dynamic Norm

Question 35

Descriptions of what is typically done in a given context; Ex- most students sleep much less than 8-9 hours a night

Answer 35

Descriptive norms

Question 36

A compliance approach that involves asking someone for a very large favor that will certainly be refused and then following that request with one for a smaller favor

Answer 36

Door in the face

Question 36

The way a person is supposed to behave in a given context (also called an injunctive norm); Ex- University administrators often say that students should get 8–9 hours of sleep each night

Answer 36

Prescriptive norm

Question 36

People are expected to provide benefits for those who have provided benefits for them, essentially returning the favor, also common among birds and mammals

Answer 36

Norm of Reciprocity