Question 1

Attitude inoculation is the process of making people immune to persuasion attempts by

Accepted Answer

A)  exposing them to arguments against their position. 
B)  exposing them to arguments in support of their position. 
C)  encouraging them to feel positive about the position that they hold. 
D)  encouraging them to keep an open mind. 
A)  exposing them to arguments against their position. 
B)  exposing them to arguments in support of their position. 
C)  encouraging them to feel positive about the position that they hold. 
D)  encouraging them to keep an open mind.

Question 2

In general, people who are ________ are more likely to use the central route when attending to a persuasive communication.

Accepted Answer

A)  low in need for cognition 
B)  high in need for cognition 
C)  not involved in the issue in question 
D)  ambivalent about the issue in question 
A)  low in need for cognition 
B)  high in need for cognition 
C)  not involved in the issue in question 
D)  ambivalent about the issue in question

Question 3

Discuss the kinds of effects that subliminal presentation of stimuli have in the laboratory and what the implications are for real-world applications such as subliminal advertising.

Accepted Answer

Evidence from strictly controlled labora

Question 4

A public service ad on television shows a young boy resisting the attempts of someone off-camera to persuade him to accept drugs. The boy resists each and every enticement (e.g., "It'll make you fly!" or "Come on, this one's free!"). The camera then pans back, and the boy's father hugs him and says, "Good job, son!" This ad illustrates the use of ________ to increase resistance to attitude change.

Accepted Answer

A)  psychological reactance 
B)  priming 
C)  fear appeals 
D)  attitude inoculation 
A)  psychological reactance 
B)  priming 
C)  fear appeals 
D)  attitude inoculation

Question 5

Social psychologists have found that attitudes do predict behavior, but only under certain specifiable conditions. One key factor is knowing whether the behavior in question is

Accepted Answer

A)  positive or negative. 
B)  spontaneous or deliberate. 
C)  easy or difficult. 
D)  a current or future behavior. 
A)  positive or negative. 
B)  spontaneous or deliberate. 
C)  easy or difficult. 
D)  a current or future behavior.

Question 6

Why, according to research by McGuire (1964), does attitude inoculation work to increase resistance to subsequent persuasion attempts? Attitude inoculation

Accepted Answer

A)  generates psychological reactance, so people ignore subsequent messages. 
B)  encourages people to think about the issues and to generate counterarguments. 
C)  raises self-esteem, and thus makes people less vulnerable to later persuasion attempts. 
D)  increases fear, and thus make people less responsive to logical arguments. 
A)  generates psychological reactance, so people ignore subsequent messages. 
B)  encourages people to think about the issues and to generate counterarguments. 
C)  raises self-esteem, and thus makes people less vulnerable to later persuasion attempts. 
D)  increases fear, and thus make people less responsive to logical arguments.

Question 7

Based on the effects of attitude forewarning, whose attitude is likely to change the most?

Accepted Answer

A)  Terrence, who is attending a lecture entitled "Why War Now" in order to receive course credit 
B)  Jonathon, who is going to visit a used-car showroom 
C)  Larry, who is preparing to talk to his soon-to-be-ex-wife's attorney 
D)  Marvin, who goes to see a comedy film and listens to an appeal from a charity before the movie is shown 
A)  Terrence, who is attending a lecture entitled "Why War Now" in order to receive course credit 
B)  Jonathon, who is going to visit a used-car showroom 
C)  Larry, who is preparing to talk to his soon-to-be-ex-wife's attorney 
D)  Marvin, who goes to see a comedy film and listens to an appeal from a charity before the movie is shown

Question 8

According to research by Han and Shavitt (1994), what are the cultural differences in the kinds of attitudes people hold about the same consumer product?

Accepted Answer

A)  People in Asian cultures are more receptive to ads for utilitarian products. 
B)  People in Asian cultures are less consumer-oriented than are people in the United States. 
C)  Ads that focus on individuality and self-improvement work better in Western cultures than in Asian cultures. 
D)  Ads that focus on emotions and values work better in Asian cultures than in the United States. 
A)  People in Asian cultures are more receptive to ads for utilitarian products. 
B)  People in Asian cultures are less consumer-oriented than are people in the United States. 
C)  Ads that focus on individuality and self-improvement work better in Western cultures than in Asian cultures. 
D)  Ads that focus on emotions and values work better in Asian cultures than in the United States.

Question 9

At the new-car dealership, Josh asks the salesperson a number of questions: "How good is the gas mileage on this model? What does Consumer Reports say about this make and model? Does this car hold its resale value?" The ________ component of Josh's attitude toward the car is most likely to inform his questions.

Accepted Answer

A)  affective 
B)  cognitive 
C)  dissonant 
D)  behavioral 
A)  affective 
B)  cognitive 
C)  dissonant 
D)  behavioral

Question 10

Researchers have conducted nearly 300 split cable market tests to assess the effectiveness of advertisements. In these tests, cable viewers are randomly assigned to receive advertisements for new or existing products, and

Accepted Answer

A)  they are interviewed by phone to see if they purchased the products. 
B)  store scanners are used to track their purchasing patterns. 
C)  stores provide them a checklist of commercials and ask if they've seen them. 
D)  researchers come to their homes to do an inventory of their kitchens. 
A)  they are interviewed by phone to see if they purchased the products. 
B)  store scanners are used to track their purchasing patterns. 
C)  stores provide them a checklist of commercials and ask if they've seen them. 
D)  researchers come to their homes to do an inventory of their kitchens.

Question 11

Describe when people are more likely to use the central route to persuasion, and when they are more likely to use the peripheral route. When people are using the central route, what will make an appeal more persuasive? When they are using the peripheral route, what will make an appeal more persuasive?

Accepted Answer

People are more likely to use the centra

Question 12

Based on research by Fazio regarding the ability of highly accessible attitudes to predict behaviors, which of the following people would be most likely to stop and donate to a homeless person who approaches and asks for money?

Accepted Answer

A)  Christina, who was just thinking about her sister's eviction 
B)  Josefina, who had just found a quarter on the sidewalk 
C)  Paul, who was trying to remember where he parked his car 
D)  Ramon, who just got a new roommate whom he dislikes 
A)  Christina, who was just thinking about her sister's eviction 
B)  Josefina, who had just found a quarter on the sidewalk 
C)  Paul, who was trying to remember where he parked his car 
D)  Ramon, who just got a new roommate whom he dislikes

Question 13

________ theory posits that when people feel their freedom threatened, they will work to restore it by performing the threatened behavior.

Accepted Answer

A)  Cognitive dissonance 
B)  Attitude inoculation 
C)  Reactance 
D)  Heuristic processing 
A)  Cognitive dissonance 
B)  Attitude inoculation 
C)  Reactance 
D)  Heuristic processing

Question 14

Consider the following statements: "I would prefer complex to simple problems" and "I like tasks that require little thought once I've learned them." People's responses to those statements capture their

Accepted Answer

A)  attitudes toward intelligence. 
B)  need for cognition. 
C)  reliance on peripheral cues. 
D)  cognitive complexity. 
A)  attitudes toward intelligence. 
B)  need for cognition. 
C)  reliance on peripheral cues. 
D)  cognitive complexity.

Question 15

Flipping through a magazine and looking at the ads, you notice that they tend to emphasize individuality and self-improvement. Based on research on cultural differences in persuasion, where is this magazine likely to be sold?

Accepted Answer

A)  Tokyo, Japan 
B)  Da Lat, Vietnam 
C)  Mumbai India 
D)  Montreal, Canada 
A)  Tokyo, Japan 
B)  Da Lat, Vietnam 
C)  Mumbai India 
D)  Montreal, Canada

Question 16

Briñol and Petty (2003) conducted a study in which participants were presented strong or weak arguments on an issue while they were either shaking their head or nodding their head. Someone listening to a weak argument would be more persuaded if they were ________.

Accepted Answer

A)  nodding their head 
B)  shaking their head 
C)  paying close attention 
D)  doing a related visual task 
A)  nodding their head 
B)  shaking their head 
C)  paying close attention 
D)  doing a related visual task

Question 17

Your friend wears bell-bottoms constantly, a behavior that offends your sense of style. If you wanted to apply cognitive dissonance theory to get your friend to change her attitude toward bell-bottoms, you should encourage her to give a public speech ________ under conditions of ________ external justification.

Accepted Answer

A)  against bell-bottoms; low 
B)  in favor of bell-bottoms; low 
C)  against bell-bottoms; high 
D)  in favor of bell-bottoms; high 
A)  against bell-bottoms; low 
B)  in favor of bell-bottoms; low 
C)  against bell-bottoms; high 
D)  in favor of bell-bottoms; high

Question 18

Recall that LaPiere (1934) found a discrepancy between proprietors' reported attitudes toward accommodating Chinese and their willingness to provide services to a Chinese couple that accompanied him on his travels. The discrepancy between proprietors' attitudes and actual behaviors might have been reduced had LaPiere written and asked them,

Accepted Answer

A)  "Would you let members of the Chinese race eat at your restaurant?" 
B)  "Would you serve dinner to a Chinese couple accompanied by an American professor?" 
C)  "On a one-to-five scale, how do you feel about Chinese visitors to the United States?" 
D)  "Would you say that you have a positive attitude toward Asian visitors to the United States?" 
A)  "Would you let members of the Chinese race eat at your restaurant?" 
B)  "Would you serve dinner to a Chinese couple accompanied by an American professor?" 
C)  "On a one-to-five scale, how do you feel about Chinese visitors to the United States?" 
D)  "Would you say that you have a positive attitude toward Asian visitors to the United States?"

Question 19

The theory of planned behavior states that the best predictors of deliberate behaviors are

Accepted Answer

A)  behavioral intentions, subjective norms, and attitude accessibility. 
B)  attitude salience, behavioral patterns, and perceived behavior control. 
C)  behavioral intentions, subjective norms, and perceived behavior control. 
D)  behavioral intentions, attitude accessibility, and perceived behavior control. 
A)  behavioral intentions, subjective norms, and attitude accessibility. 
B)  attitude salience, behavioral patterns, and perceived behavior control. 
C)  behavioral intentions, subjective norms, and perceived behavior control. 
D)  behavioral intentions, attitude accessibility, and perceived behavior control.

Question 20

Claude had an unpleasant experience during his last visit to Dallas, Texas. He was approached by two men with strong Texas accents who wielded a sharp knife, roughed him up, cracked a rib, and stole all his money. Ever since Claude was mugged, he has taken an instant dislike to anyone who speaks with a Texas twang. Claude's negative attitude toward Texas accents is most probably a result of

Accepted Answer

A)  instrumental conditioning. 
B)  attitude accessibility. 
C)  classical conditioning. 
D)  cognitive dissonance reduction. 
A)  instrumental conditioning. 
B)  attitude accessibility. 
C)  classical conditioning. 
D)  cognitive dissonance reduction.

Attitude inoculation is the process of making people immune to persuasion attempts by

In general, people who are ________ are more likely to use the central route when attending to a persuasive communication.

Discuss the kinds of effects that subliminal presentation of stimuli have in the laboratory and what the implications are for real-world applications such as subliminal advertising.

Social psychologists have found that attitudes do predict behavior, but only under certain specifiable conditions. One key factor is knowing whether the behavior in question is

Why, according to research by McGuire (1964), does attitude inoculation work to increase resistance to subsequent persuasion attempts? Attitude inoculation

Based on the effects of attitude forewarning, whose attitude is likely to change the most?

According to research by Han and Shavitt (1994), what are the cultural differences in the kinds of attitudes people hold about the same consumer product?

Researchers have conducted nearly 300 split cable market tests to assess the effectiveness of advertisements. In these tests, cable viewers are randomly assigned to receive advertisements for new or existing products, and

Based on research by Fazio regarding the ability of highly accessible attitudes to predict behaviors, which of the following people would be most likely to stop and donate to a homeless person who approaches and asks for money?

________ theory posits that when people feel their freedom threatened, they will work to restore it by performing the threatened behavior.

Consider the following statements: "I would prefer complex to simple problems" and "I like tasks that require little thought once I've learned them." People's responses to those statements capture their

Flipping through a magazine and looking at the ads, you notice that they tend to emphasize individuality and self-improvement. Based on research on cultural differences in persuasion, where is this magazine likely to be sold?

Briñol and Petty (2003) conducted a study in which participants were presented strong or weak arguments on an issue while they were either shaking their head or nodding their head. Someone listening to a weak argument would be more persuaded if they were ________.

Your friend wears bell-bottoms constantly, a behavior that offends your sense of style. If you wanted to apply cognitive dissonance theory to get your friend to change her attitude toward bell-bottoms, you should encourage her to give a public speech under conditions of external justification.

The theory of planned behavior states that the best predictors of deliberate behaviors are

Introducing Social Psychology

Methodology: How Social Psychologists Do Research

Social Cognition: How We Think About the Social World

Social Perception: How We Come to Understand Other People

The Self: Understanding Ourselves in a Social Context

The Need to Justify Our Actions

Conformity: Influencing Behavior

Group Processes: Influence in Social Groups

Interpersonal Attraction: From First Impressions to Close Relationships

Prosocial Behavior: Why Do People Help

Aggression: Why Do We Hurt Other People Can We Prevent It

Prejudice: Causes and Cures

Social Psychology in Action 1: Making a Difference With Social Psychology: Attaining a Sustainable Future

Social Psychology in Action 2: Social Psychology and Health

Social Psychology in Action 3: Social Psychology and the Law

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Exam 7: Attitudes and Attitude Change: Influencing Thoughts and Feelings

Attitude inoculation is the process of making people immune to persuasion attempts by

In general, people who are ________ are more likely to use the central route when attending to a persuasive communication.

Discuss the kinds of effects that subliminal presentation of stimuli have in the laboratory and what the implications are for real-world applications such as subliminal advertising.

Social psychologists have found that attitudes do predict behavior, but only under certain specifiable conditions. One key factor is knowing whether the behavior in question is

Why, according to research by McGuire (1964), does attitude inoculation work to increase resistance to subsequent persuasion attempts? Attitude inoculation

Based on the effects of attitude forewarning, whose attitude is likely to change the most?

According to research by Han and Shavitt (1994), what are the cultural differences in the kinds of attitudes people hold about the same consumer product?

Researchers have conducted nearly 300 split cable market tests to assess the effectiveness of advertisements. In these tests, cable viewers are randomly assigned to receive advertisements for new or existing products, and

Based on research by Fazio regarding the ability of highly accessible attitudes to predict behaviors, which of the following people would be most likely to stop and donate to a homeless person who approaches and asks for money?

________ theory posits that when people feel their freedom threatened, they will work to restore it by performing the threatened behavior.

Consider the following statements: "I would prefer complex to simple problems" and "I like tasks that require little thought once I've learned them." People's responses to those statements capture their

Flipping through a magazine and looking at the ads, you notice that they tend to emphasize individuality and self-improvement. Based on research on cultural differences in persuasion, where is this magazine likely to be sold?

Briñol and Petty (2003) conducted a study in which participants were presented strong or weak arguments on an issue while they were either shaking their head or nodding their head. Someone listening to a weak argument would be more persuaded if they were ________.

The theory of planned behavior states that the best predictors of deliberate behaviors are

Introducing Social Psychology

Methodology: How Social Psychologists Do Research

Social Cognition: How We Think About the Social World

Social Perception: How We Come to Understand Other People

The Self: Understanding Ourselves in a Social Context

The Need to Justify Our Actions

Conformity: Influencing Behavior

Group Processes: Influence in Social Groups

Interpersonal Attraction: From First Impressions to Close Relationships

Prosocial Behavior: Why Do People Help

Aggression: Why Do We Hurt Other People Can We Prevent It

Prejudice: Causes and Cures

Social Psychology in Action 1: Making a Difference With Social Psychology: Attaining a Sustainable Future

Social Psychology in Action 2: Social Psychology and Health

Social Psychology in Action 3: Social Psychology and the Law

Filters