Question 1

Describe at least three variables that influence the link between attitudes and behavior and discuss how they influence this link.

Accepted Answer

1. Situational factors: The context in w

Question 2

How does the need for cognition influence the central routes to persuasion?

Accepted Answer

People high in need for cognit

Question 3

People high in prevention focus are LESS likely to be persuaded by an argument if that argument:

Accepted Answer

A)  focuses on avoiding a negative outcome. 
B)  focuses on positive emotions. 
C)  is relevant to self-esteem. 
D)  focuses on achieving a positive outcome. 
A)  focuses on avoiding a negative outcome. 
B)  focuses on positive emotions. 
C)  is relevant to self-esteem. 
D)  focuses on achieving a positive outcome.

Question 4

Zajonc (1968) observed that participants rated Chinese characters as more aesthetically pleasing the more they were exposed to the characters. This observation provided support for the _______________.

Accepted Answer

A)  primacy effect 
B)  recency effect 
C)  sleeper effect 
D)  mere exposure effect 
A)  primacy effect 
B)  recency effect 
C)  sleeper effect 
D)  mere exposure effect

Question 5

Research has shown that child molesters are more likely to confess their sexual thoughts about children if they:

Accepted Answer

A)  are paid money. 
B)  are treated kindly. 
C)  are under strong pressure to express socially desirable responses. 
D)  believe they are attached to a lie detector. 
A)  are paid money. 
B)  are treated kindly. 
C)  are under strong pressure to express socially desirable responses. 
D)  believe they are attached to a lie detector.

Question 6

Metacognition is:

Accepted Answer

A)  when one has a positive attitude. 
B)  when one has a negative attitude. 
C)  when one steps back to think about her or his own thoughts. 
D)  when one follows the central route of persuasion. 
A)  when one has a positive attitude. 
B)  when one has a negative attitude. 
C)  when one steps back to think about her or his own thoughts. 
D)  when one follows the central route of persuasion.

Question 7

Henry is 19 years old, has low self-esteem, and is not very intelligent. Henry is probably high in:

Accepted Answer

A)  need for cognition. 
B)  negative mood. 
C)  persuasibility. 
D)  promotion focus. 
A)  need for cognition. 
B)  negative mood. 
C)  persuasibility. 
D)  promotion focus.

Question 8

Discuss how motivation influences the different routes of persuasion people use according to the elaboration likelihood model. Explain how these motivational influences increase or decrease the persuasiveness of a message.

Accepted Answer

The Elaboration Likelihood Model (ELM) s

Question 9

When Lisa was looking to buy a car, she paid careful attention to information regarding gas mileage, safety record, and resale value. She wanted her vehicle purchase to be based on compelling evidence. Lisa's approach to buying a car best illustrates:

Accepted Answer

A)  the peripheral route of persuasion 
B)  an attitude 
C)  source credibility 
D)  the central route of persuasion 
A)  the peripheral route of persuasion 
B)  an attitude 
C)  source credibility 
D)  the central route of persuasion

Question 10

The _____________ occurs when recently encountered information primarily influences attitudes.

Accepted Answer

A)  primacy effect 
B)  sleeper effect 
C)  recency effect 
D)  mere exposure effect 
A)  primacy effect 
B)  sleeper effect 
C)  recency effect 
D)  mere exposure effect

Question 11

Taylor did not have strong opinions about classical music the first time she heard it but the more she listened to it, the more she liked it. Taylor's attitude about classic music may have been influenced by the _______________________.

Accepted Answer

A)  mere exposure effect 
B)  primacy effect 
C)  recency effect 
D)  peripheral route of persuasion 
A)  mere exposure effect 
B)  primacy effect 
C)  recency effect 
D)  peripheral route of persuasion

Question 12

Which of the following variables does NOT influence persuasibility?

Accepted Answer

A)  age 
B)  self-esteem 
C)  gender 
D)  education and intelligence 
A)  age 
B)  self-esteem 
C)  gender 
D)  education and intelligence

Question 13

The bogus pipeline is:

Accepted Answer

A)  a method to reduce reactance. 
B)  a technique to increase central route processing. 
C)  a technique for learning people's true attitudes. 
D)  a method of reducing suspicion. 
A)  a method to reduce reactance. 
B)  a technique to increase central route processing. 
C)  a technique for learning people's true attitudes. 
D)  a method of reducing suspicion.

Question 14

Why does terror management theory propose that the awareness of death can lead people to engage in risky health behavior?

Accepted Answer

The theory proposes that self-esteem hel

Question 15

People high in promotion focus are LESS likely to be persuaded by an argument if that argument:

Accepted Answer

A)  focuses on avoiding a negative outcome. 
B)  focuses on positive emotions. 
C)  is relevant to self-esteem. 
D)  focuses on achieving a positive outcome. 
A)  focuses on avoiding a negative outcome. 
B)  focuses on positive emotions. 
C)  is relevant to self-esteem. 
D)  focuses on achieving a positive outcome.

Question 16

People who tend to focus on avoiding negative outcomes are:

Accepted Answer

A)  low in prevention focus. 
B)  high in prevention focus. 
C)  high in need for cognition. 
D)  low in need for cognition. 
A)  low in prevention focus. 
B)  high in prevention focus. 
C)  high in need for cognition. 
D)  low in need for cognition.

Question 17

The degree to which the audience perceives a message's source as expert and trustworthy is:

Accepted Answer

A)  source credibility. 
B)  the sleeper effect. 
C)  the primacy effect. 
D)  the recency effect. 
A)  source credibility. 
B)  the sleeper effect. 
C)  the primacy effect. 
D)  the recency effect.

Question 18

Jack does not like to think too deeply about anything. Jack is likely low in:

Accepted Answer

A)  self-esteem. 
B)  promotion focus. 
C)  prevention focus. 
D)  the need for cognition. 
A)  self-esteem. 
B)  promotion focus. 
C)  prevention focus. 
D)  the need for cognition.

Question 19

Jen derives self-esteem from her physical attractiveness. When people tell her that sun-tanning can lead to cancer and ultimately death, surprisingly, she becomes more motivated to sun tan. Which theory best explains Jen's response?

Accepted Answer

A)  regulatory focus theory 
B)  balance theory 
C)  terror management theory 
D)  elaboration likelihood model 
A)  regulatory focus theory 
B)  balance theory 
C)  terror management theory 
D)  elaboration likelihood model

Question 20

The more forceful a threat to freedom is, the more likely this threat will:

Accepted Answer

A)  decrease self-esteem. 
B)  increase self-esteem. 
C)  decrease reactance. 
D)  increase reactance. 
A)  decrease self-esteem. 
B)  increase self-esteem. 
C)  decrease reactance. 
D)  increase reactance.

Describe at least three variables that influence the link between attitudes and behavior and discuss how they influence this link.

How does the need for cognition influence the central routes to persuasion?

People high in prevention focus are LESS likely to be persuaded by an argument if that argument:

Zajonc (1968) observed that participants rated Chinese characters as more aesthetically pleasing the more they were exposed to the characters. This observation provided support for the _______________.

Research has shown that child molesters are more likely to confess their sexual thoughts about children if they:

Metacognition is:

Henry is 19 years old, has low self-esteem, and is not very intelligent. Henry is probably high in:

Discuss how motivation influences the different routes of persuasion people use according to the elaboration likelihood model. Explain how these motivational influences increase or decrease the persuasiveness of a message.

When Lisa was looking to buy a car, she paid careful attention to information regarding gas mileage, safety record, and resale value. She wanted her vehicle purchase to be based on compelling evidence. Lisa's approach to buying a car best illustrates:

The _____________ occurs when recently encountered information primarily influences attitudes.

Taylor did not have strong opinions about classical music the first time she heard it but the more she listened to it, the more she liked it. Taylor's attitude about classic music may have been influenced by the _______________________.

Which of the following variables does NOT influence persuasibility?

The bogus pipeline is:

Why does terror management theory propose that the awareness of death can lead people to engage in risky health behavior?

People high in promotion focus are LESS likely to be persuaded by an argument if that argument:

People who tend to focus on avoiding negative outcomes are:

The degree to which the audience perceives a message's source as expert and trustworthy is:

Jack does not like to think too deeply about anything. Jack is likely low in:

Jen derives self-esteem from her physical attractiveness. When people tell her that sun-tanning can lead to cancer and ultimately death, surprisingly, she becomes more motivated to sun tan. Which theory best explains Jen's response?

The more forceful a threat to freedom is, the more likely this threat will:

The Revealing Science of Social Psychology

Fundamentals of Social Behavior

The Core Elements of Social Cognition

Thinking About People and Events

The Nature, Origins, and Functions of the Self

The Key Self-Motives: Consistency, Esteem, Presentation, and Growth

Social Influence

Group Processes

Understanding Prejudice, Stereotyping, and Discrimination

Responding to and Reducing Prejudice

Interpersonal Aggression

Prosocial Behavior

Interpersonal Attraction

Close Relationships

Filters

Exam 8: Persuasion, Attitudes, and Behavior

Describe at least three variables that influence the link between attitudes and behavior and discuss how they influence this link.

How does the need for cognition influence the central routes to persuasion?

People high in prevention focus are LESS likely to be persuaded by an argument if that argument:

Zajonc (1968) observed that participants rated Chinese characters as more aesthetically pleasing the more they were exposed to the characters. This observation provided support for the _______________.

Research has shown that child molesters are more likely to confess their sexual thoughts about children if they:

Metacognition is:

Henry is 19 years old, has low self-esteem, and is not very intelligent. Henry is probably high in:

Discuss how motivation influences the different routes of persuasion people use according to the elaboration likelihood model. Explain how these motivational influences increase or decrease the persuasiveness of a message.

When Lisa was looking to buy a car, she paid careful attention to information regarding gas mileage, safety record, and resale value. She wanted her vehicle purchase to be based on compelling evidence. Lisa's approach to buying a car best illustrates:

The _____________ occurs when recently encountered information primarily influences attitudes.

Taylor did not have strong opinions about classical music the first time she heard it but the more she listened to it, the more she liked it. Taylor's attitude about classic music may have been influenced by the _______________________.

Which of the following variables does NOT influence persuasibility?

The bogus pipeline is:

Why does terror management theory propose that the awareness of death can lead people to engage in risky health behavior?

People high in promotion focus are LESS likely to be persuaded by an argument if that argument:

People who tend to focus on avoiding negative outcomes are:

The degree to which the audience perceives a message's source as expert and trustworthy is:

Jack does not like to think too deeply about anything. Jack is likely low in:

Jen derives self-esteem from her physical attractiveness. When people tell her that sun-tanning can lead to cancer and ultimately death, surprisingly, she becomes more motivated to sun tan. Which theory best explains Jen's response?

The more forceful a threat to freedom is, the more likely this threat will:

The Revealing Science of Social Psychology

Fundamentals of Social Behavior

The Core Elements of Social Cognition

Thinking About People and Events

The Nature, Origins, and Functions of the Self

The Key Self-Motives: Consistency, Esteem, Presentation, and Growth

Social Influence

Group Processes

Understanding Prejudice, Stereotyping, and Discrimination

Responding to and Reducing Prejudice

Interpersonal Aggression

Prosocial Behavior

Interpersonal Attraction

Close Relationships

Filters