Question 1

We tend to like people who are like us.This exemplifies which characteristic of attractiveness?

Accepted Answer

A) liking 
B) similarity 
C) consistency 
D) physical appeal 
A) liking 
B) similarity 
C) consistency 
D) physical appeal B

Question 2

Describe the ways in which a television sales person will seek to enhance his or her perceived credibility in your eyes.Keep in mind the two components of credibility when developing your answer.

Accepted Answer

A television salesperson may seek to enhance their perceived credibility in several ways. Firstly, they may demonstrate expertise by having in-depth knowledge about the products they are selling, including technical specifications, features, and comparisons with other similar products. This can be done through providing detailed explanations and answering any questions the customer may have.

Secondly, the salesperson may also seek to enhance their trustworthiness by being transparent and honest in their interactions. This can include being upfront about any limitations or drawbacks of the products, as well as providing accurate information about pricing, warranties, and return policies.

Additionally, the salesperson may also seek to enhance their perceived credibility by providing social proof, such as customer testimonials or reviews, to demonstrate the satisfaction of previous customers with the products they are selling.

Overall, by demonstrating expertise, trustworthiness, and providing social proof, a television salesperson can enhance their perceived credibility in the eyes of potential customers.

Question 3

When a choice concerns matters of personal value or ways of life,_______ communicators have more influence.

Accepted Answer

A) dissimilar 
B) expert 
C) similar 
D) disinterested 
A) dissimilar 
B) expert 
C) similar 
D) disinterested C

Question 4

When would it be best to present a persuasive appeal to an audience that was in a good mood versus a bad mood? Why?

Accepted Answer

It would be best to present a persuasive

Question 5

When an initially discounted message becomes effective,a delayed impact of the message occurs.This is called the _______ effect.

Accepted Answer

A) delayed reaction 
B) short-term memory 
C) sleeper 
D) longevity 
A) delayed reaction 
B) short-term memory 
C) sleeper 
D) longevity

Question 6

found that voting preferences in the United States could be reasonably predicted from voters'

Accepted Answer

A) political party of choice. 
B) geographical residence. 
C) beliefs about the candidates' traits and likely behaviors. 
D) emotional reactions to the candidates. 
A) political party of choice. 
B) geographical residence. 
C) beliefs about the candidates' traits and likely behaviors. 
D) emotional reactions to the candidates.

Question 7

Alicia has a fairly weak case to present to her supervisor.In order to be more persuasive,she should

Accepted Answer

A) arouse a small amount of fear. 
B) put him in a good mood. 
C) convince him her arguments are strong. 
D) argue her own self-interests. 
A) arouse a small amount of fear. 
B) put him in a good mood. 
C) convince him her arguments are strong. 
D) argue her own self-interests.

Question 8

You have been hired to develop an informational campaign to prevent junior high school students from taking up smoking.Your boss wants you to use a scare-tactic approach.What must you do to construct a fear-appeal that is maximally effective?

Accepted Answer

To construct a fear-appeal that is maxim

Question 9

Darla wants to persuade her parents to help pay for a study trip abroad.She will have a more difficult time succeeding if

Accepted Answer

A) her parents are forewarned of her intent to convince them. 
B) she has the trip coordinator call to reassure them. 
C) her parents are not particularly analytical. 
D) her parents have a moderate level of self-esteem. 
A) her parents are forewarned of her intent to convince them. 
B) she has the trip coordinator call to reassure them. 
C) her parents are not particularly analytical. 
D) her parents have a moderate level of self-esteem.

Question 10

Individuals who are typically regarded as thinking people may be inclined to use the peripheral route to persuasion if

Accepted Answer

A) the speaker is young and vibrant. 
B) the speaker seems to have ulterior motives. 
C) the speaker has apparently good motives. 
D) paid to do so. 
A) the speaker is young and vibrant. 
B) the speaker seems to have ulterior motives. 
C) the speaker has apparently good motives. 
D) paid to do so.

Question 11

Define both central and peripheral routes to processing.Provide an example of each,and suggest when each is most appropriate.

Accepted Answer

The answer of Define both central and peripheral routes to...

Question 12

In your marketing class,your assignment is to create an advertisement that will encourage people to buy condom X over condom Y.Given your knowledge of persuasion,which strategy would be most effective?

Accepted Answer

A) An ad that reads "AIDS kills",along with a suggestion that condom X prevents it. 
B) An ad that reads "AIDS kills",along with a suggestion that condom Y does not prevent it. 
C) An ad that suggests condom X prevents AIDS. 
D) An ad that suggests condom Y does not prevent AIDS. 
A) An ad that reads "AIDS kills",along with a suggestion that condom X prevents it. 
B) An ad that reads "AIDS kills",along with a suggestion that condom Y does not prevent it. 
C) An ad that suggests condom X prevents AIDS. 
D) An ad that suggests condom Y does not prevent AIDS.

Question 13

In surveys conducted on groups of younger and older people over several years,the results supported the _______ explanation for how age plays a role in persuasion.

Accepted Answer

A) generational 
B) life cycle 
C) age 
D) time 
A) generational 
B) life cycle 
C) age 
D) time

Question 14

People tend to have different social and political attitudes depending on their age because the attitudes older people adopted when they were young persist through life largely unchanged.This refers to the _______ explanation for how age plays a role in persuasion.

Accepted Answer

A) generational 
B) life cycle 
C) age 
D) time 
A) generational 
B) life cycle 
C) age 
D) time

Question 15

What is the effect of a fear-arousing communication?

Accepted Answer

A) Fear renders a communication ineffective. 
B) Generally the more frightened people are,the more they respond. 
C) Evoking a low level of fear is effective,but producing a high level of fear is not. 
D) Fear appeals are effective with women but boomerang with men. 
A) Fear renders a communication ineffective. 
B) Generally the more frightened people are,the more they respond. 
C) Evoking a low level of fear is effective,but producing a high level of fear is not. 
D) Fear appeals are effective with women but boomerang with men.

Question 16

Fear-arousing messages are most effective when they

Accepted Answer

A) cause only mild fear. 
B) involve pleasurable activities. 
C) offer a protective strategy. 
D) are overwhelming. 
A) cause only mild fear. 
B) involve pleasurable activities. 
C) offer a protective strategy. 
D) are overwhelming.

Question 17

People tend to have different social and political attitudes depending on their age because attitudes change as people grow older.This refers to the _______ explanation for how age plays a role in persuasion.

Accepted Answer

A) generational 
B) life cycle 
C) age 
D) time 
A) generational 
B) life cycle 
C) age 
D) time

Question 18

Sally is interested in purchasing a DVD player,and is overwhelmed by the many different models available at her local electronics store.She decides to consult a magazine devoted to reviewing the quality of 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.

Accepted Answer

A) peripheral 
B) central 
C) logical 
D) image 
A) peripheral 
B) central 
C) logical 
D) image

Question 19

Suzy is interested in purchasing a DVD player,and is overwhelmed by the many different models available at her local electronics store.She decides to purchase a shiny,metallic-looking 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.

Accepted Answer

A) peripheral 
B) central 
C) logical 
D) image 
A) peripheral 
B) central 
C) logical 
D) image

Question 20

A communicator is said to be _______ when he or she is perceived as both an expert and trustworthy.

Accepted Answer

A) honest 
B) guileless 
C) honorable 
D) credible 
A) honest 
B) guileless 
C) honorable 
D) credible

Exam 15: Two Routes to Persuasion

We tend to like people who are like us.This exemplifies which characteristic of attractiveness?

Describe the ways in which a television sales person will seek to enhance his or her perceived credibility in your eyes.Keep in mind the two components of credibility when developing your answer.

When a choice concerns matters of personal value or ways of life,_______ communicators have more influence.

When would it be best to present a persuasive appeal to an audience that was in a good mood versus a bad mood? Why?

When an initially discounted message becomes effective,a delayed impact of the message occurs.This is called the _______ effect.

found that voting preferences in the United States could be reasonably predicted from voters'

Alicia has a fairly weak case to present to her supervisor.In order to be more persuasive,she should

You have been hired to develop an informational campaign to prevent junior high school students from taking up smoking.Your boss wants you to use a scare-tactic approach.What must you do to construct a fear-appeal that is maximally effective?

Darla wants to persuade her parents to help pay for a study trip abroad.She will have a more difficult time succeeding if

Individuals who are typically regarded as thinking people may be inclined to use the peripheral route to persuasion if

Define both central and peripheral routes to processing.Provide an example of each,and suggest when each is most appropriate.

In your marketing class,your assignment is to create an advertisement that will encourage people to buy condom X over condom Y.Given your knowledge of persuasion,which strategy would be most effective?

In surveys conducted on groups of younger and older people over several years,the results supported the _______ explanation for how age plays a role in persuasion.

People tend to have different social and political attitudes depending on their age because the attitudes older people adopted when they were young persist through life largely unchanged.This refers to the _______ explanation for how age plays a role in persuasion.

What is the effect of a fear-arousing communication?

Fear-arousing messages are most effective when they

People tend to have different social and political attitudes depending on their age because attitudes change as people grow older.This refers to the _______ explanation for how age plays a role in persuasion.

A communicator is said to be _______ when he or she is perceived as both an expert and trustworthy.

Doing Social Psychology

Did You Know It All Along

Self-Concept: Who Am I

Self-Serving Bias

The Power of Positive Thinking

The Fundamental Attribution Error

The Powers and Perils of Intuition

Reasons for Unreason

Behavior and Belief

Clinical Intuition

Clinical Therapy: the Powers of Social Cognition

Human Nature and Cultural Diversity

Gender, Genes, and Culture

How Nice People Get Corrupted

Indoctrination and Inoculation

The Mere Presence of Others

Many Hands Make Diminished Responsibility

Doing Together What We Would Not Do Alone

How Do Groups Intensify Decisions

Power to the Person

The Reach of Prejudice

The Roots of Prejudice

The Nature and Nurture of Aggression

Does the Media Influence Social Behavior

Who Likes Whom

The Ups and Downs of Love

Causes of Conflict

Blessed Are the Peacemakers

When Do People Help

Social Psychology and the Sustainable Future

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