Question 1

ELM claims there are two routes to persuasion:

Accepted Answer

A)  Belief based and attitude based 
B)  Ethical and unethical 
C)  Central and peripheral 
D)  Rhetorical and sociological 
A)  Belief based and attitude based 
B)  Ethical and unethical 
C)  Central and peripheral 
D)  Rhetorical and sociological C

Question 2

________ are starting points for our thought processes.

Accepted Answer

A)  Intentions 
B)  Values 
C)  Anchors 
D)  Defaults 
A)  Intentions 
B)  Values 
C)  Anchors 
D)  Defaults C

Question 3

Take the statement "I have a positive attitude toward military service" and construct the hypothetical beliefs and values that might undergird that attitude.

Accepted Answer

Hypothetical beliefs and values that might undergird a positive attitude toward military service could include a belief in the importance of serving one's country and protecting its citizens. This belief may be rooted in a value of patriotism and a sense of duty to contribute to the greater good. Additionally, a belief in the honor and bravery of those who serve in the military, as well as a value of respect for their sacrifice and commitment, could also contribute to a positive attitude toward military service. Other potential values that could undergird this attitude might include a sense of discipline, leadership, and the opportunity for personal growth and development through military service.

Question 4

According to the elaboration likelihood model, ______ processing is relatively mindless and uses cognitive shorthands (heuristics).

Accepted Answer

The answer of According to the elaboration likelihood model, ______...

Question 5

If an audience is hostile, the first stage in response changing is:

Accepted Answer

A)  Intensification 
B)  Crystallization 
C)  Neutralization 
D)  Defusion 
A)  Intensification 
B)  Crystallization 
C)  Neutralization 
D)  Defusion

Question 6

Explain and define "the principle of insufficient justification" and its connection to persuadability.

Accepted Answer

The principle of insufficient justificat

Question 7

A study showed that business students are more likely to act competitively toward one another in the presence of a briefcase on the table. This is an example of ______.

Accepted Answer

A)  The elaboration likelihood model 
B)  The effects of priming 
C)  Status quo biases 
D)  BVA theory 
A)  The elaboration likelihood model 
B)  The effects of priming 
C)  Status quo biases 
D)  BVA theory

Question 8

Jane generally supports the work of the Humane Society, but this year she received a persuasive mailer that caused her to write a check for $100 and donate it to the group. This is an example of:

Accepted Answer

A)  Response shaping 
B)  Response reinforcing 
C)  Response changing 
D)  Response crystallization 
A)  Response shaping 
B)  Response reinforcing 
C)  Response changing 
D)  Response crystallization

Question 9

Intelligent, self-confident, well-educated people tend to be most persuadable.

Accepted Answer

A) True 
 B)False

Question 10

Westin's work found that:

Accepted Answer

A)  Voters use the expected utility model or rational choice to make their decisions about candidates 
B)  Voters sought confirmatory evidence in support of their prior beliefs and reinterpreted the counter-evidence 
C)  Even as George Bush won the presidency, Al Gore had a more persuasive political campaign 
D)  Voters' brain scans show that voting behavior is generally based in reasoning processes 
A)  Voters use the expected utility model or rational choice to make their decisions about candidates 
B)  Voters sought confirmatory evidence in support of their prior beliefs and reinterpreted the counter-evidence 
C)  Even as George Bush won the presidency, Al Gore had a more persuasive political campaign 
D)  Voters' brain scans show that voting behavior is generally based in reasoning processes

Question 11

If an audience is initially hostile, the first stage in response changing is _______ of their anger of suspicion.

Accepted Answer

A)  Neutralization 
B)  Defusion 
C)  Crystallization 
D)  Transformation 
A)  Neutralization 
B)  Defusion 
C)  Crystallization 
D)  Transformation

Question 12

Automatically enrolling employees into 401K plans and deducting automatically from each pay check to increase retirement savings, while providing an "opt out" clause, is an example of the application of:

Accepted Answer

A)  Unethical coercion 
B)  Anchoring bias 
C)  Negative value theory 
D)  Nudge theory 
A)  Unethical coercion 
B)  Anchoring bias 
C)  Negative value theory 
D)  Nudge theory

Question 13

Subjective norms:

Accepted Answer

A)  Are a component of the theory of reasoned action 
B)  Can explain why our attitudes do not always predict what action we might take 
C)  Are the central components of cognitive dissonance 
D)  Both A and B 
E)  All of the above 
A)  Are a component of the theory of reasoned action 
B)  Can explain why our attitudes do not always predict what action we might take 
C)  Are the central components of cognitive dissonance 
D)  Both A and B 
E)  All of the above

Question 14

Consider level of intelligence as it relates to persuadability. Discuss which intelligence level of humanity is most persuadable and why?

Accepted Answer

The level of intelligence as it relates

Question 15

When asked how likely it is that A belongs to category B, people answer by asking themselves how similar A is to their image of B; this exemplifies the _________ bias.

Accepted Answer

The answer of When asked how likely it is that...

Question 16

The expectancy-value formulation entitled "BVA theory" stands for ____, ______, and _______.

Accepted Answer

Beliefs, V

Question 17

Response shaping occurs when people acquire new beliefs on controversial matters or when they are socialized to learn new attitudes or acquire new values.

Accepted Answer

A) True 
 B)False

Question 18

When attitudes toward a contemplated behavior are put together with subjective norms, the combination indicates more accurately how a person will act in a given situation.

Accepted Answer

A) True 
 B)False

Question 19

Attitudes:

Accepted Answer

A)  Are learned rather than innate 
B)  Precede and influence behavior 
C)  Involve intensity of feeling 
D)  Direct toward a specific thing 
E)  All of the above 
A)  Are learned rather than innate 
B)  Precede and influence behavior 
C)  Involve intensity of feeling 
D)  Direct toward a specific thing 
E)  All of the above

Question 20

Our tendency to rationalize after the fact for decisions we've already made calls into question:

Accepted Answer

A)  Rational choice theories 
B)  The impact of advertising 
C)  Nudge theory 
D)  The impact of cognitive dissonance 
A)  Rational choice theories 
B)  The impact of advertising 
C)  Nudge theory 
D)  The impact of cognitive dissonance

ELM claims there are two routes to persuasion:

________ are starting points for our thought processes.

Take the statement "I have a positive attitude toward military service" and construct the hypothetical beliefs and values that might undergird that attitude.

According to the elaboration likelihood model, ______ processing is relatively mindless and uses cognitive shorthands (heuristics).

If an audience is hostile, the first stage in response changing is:

Explain and define "the principle of insufficient justification" and its connection to persuadability.

A study showed that business students are more likely to act competitively toward one another in the presence of a briefcase on the table. This is an example of ______.

Jane generally supports the work of the Humane Society, but this year she received a persuasive mailer that caused her to write a check for $100 and donate it to the group. This is an example of:

Intelligent, self-confident, well-educated people tend to be most persuadable.

Westin's work found that:

If an audience is initially hostile, the first stage in response changing is _______ of their anger of suspicion.

Automatically enrolling employees into 401K plans and deducting automatically from each pay check to increase retirement savings, while providing an "opt out" clause, is an example of the application of:

Subjective norms:

Consider level of intelligence as it relates to persuadability. Discuss which intelligence level of humanity is most persuadable and why?

When asked how likely it is that A belongs to category B, people answer by asking themselves how similar A is to their image of B; this exemplifies the _________ bias.

The expectancy-value formulation entitled "BVA theory" stands for , , and _____.

Response shaping occurs when people acquire new beliefs on controversial matters or when they are socialized to learn new attitudes or acquire new values.

When attitudes toward a contemplated behavior are put together with subjective norms, the combination indicates more accurately how a person will act in a given situation.

Attitudes:

Our tendency to rationalize after the fact for decisions we've already made calls into question:

The Study of Persuasion

Persuasion Broadly Considered

Coactive Persuasion

Resources of Communication

Framing and Reframing

Cognitive Shorthands

Reasoning and Evidence

Going Public: Delivering a Presentation That Persuades

Planning Campaigns

Staging Political Campaigns

Analyzing Product Advertising

Talking Through Differences: Persuasion in Social Conflicts

Leading Social Movements

More About Ethics

Filters

Exam 2: The Psychology of Persuasion: Basic Concepts and Principles

ELM claims there are two routes to persuasion:

________ are starting points for our thought processes.

Take the statement "I have a positive attitude toward military service" and construct the hypothetical beliefs and values that might undergird that attitude.

According to the elaboration likelihood model, ______ processing is relatively mindless and uses cognitive shorthands (heuristics).

If an audience is hostile, the first stage in response changing is:

Explain and define "the principle of insufficient justification" and its connection to persuadability.

A study showed that business students are more likely to act competitively toward one another in the presence of a briefcase on the table. This is an example of ______.

Jane generally supports the work of the Humane Society, but this year she received a persuasive mailer that caused her to write a check for $100 and donate it to the group. This is an example of:

Intelligent, self-confident, well-educated people tend to be most persuadable.

Westin's work found that:

If an audience is initially hostile, the first stage in response changing is _______ of their anger of suspicion.

Automatically enrolling employees into 401K plans and deducting automatically from each pay check to increase retirement savings, while providing an "opt out" clause, is an example of the application of:

Subjective norms:

Consider level of intelligence as it relates to persuadability. Discuss which intelligence level of humanity is most persuadable and why?

When asked how likely it is that A belongs to category B, people answer by asking themselves how similar A is to their image of B; this exemplifies the _________ bias.

The expectancy-value formulation entitled "BVA theory" stands for ____, ______, and _______.

Response shaping occurs when people acquire new beliefs on controversial matters or when they are socialized to learn new attitudes or acquire new values.

When attitudes toward a contemplated behavior are put together with subjective norms, the combination indicates more accurately how a person will act in a given situation.

Attitudes:

Our tendency to rationalize after the fact for decisions we've already made calls into question:

The Study of Persuasion

Persuasion Broadly Considered

Coactive Persuasion

Resources of Communication

Framing and Reframing

Cognitive Shorthands

Reasoning and Evidence

Going Public: Delivering a Presentation That Persuades

Planning Campaigns

Staging Political Campaigns

Analyzing Product Advertising

Talking Through Differences: Persuasion in Social Conflicts

Leading Social Movements

More About Ethics

Filters

The expectancy-value formulation entitled "BVA theory" stands for , , and _____.