Deck 10: Social Influence and Persuasion

Question 1

Fear arousals are most effective when _____________.

A)The target has a high need for cognition
B)The target scores high on extraversion
C)The message recommends a specific course of action
D)The message produces an extreme amount of fear

Answer 1

The message recommends a specific course of action

Question 2

Persuasion is the process in which a target performs a particular behavior, desired by the source, irrespective of whether the target's beliefs or attitudes have changed.

Answer 2

False

Question 3

Despite her best efforts, Andrea arrived late to practice."You're late," barked the coach."Go run laps around the field." Andrea tightened the laces on her shoes and began to run.This is an example of _____________.

A)Conformity
B)Persuasion
C)Obedience
D)None of the above

Answer 3

Obedience

Question 4

Highly credible sources can create the most attitude change when they rely on messages with low levels of discrepancy.

Question 5

Based on the Five Factor Model, targets high on which personality trait are more susceptible to persuasion?

A)Agreeableness
B)Extraversion
C)Conscientiousness
D)None of the above

Question 6

The credibility of a source is subjective.

Question 7

According to the Elaboration Likelihood Model, persuasion in the ____________ relies on heuristics and tends to lead to ____________ attitude change?.

A)Peripheral process; weaker
B)Peripheral process; more enduring
C)Central process; weaker
D)Central process; more enduring

Question 8

Melinda always watched what she ate, and made sure she only ate low-fat foods.She believed that by cutting out the fat, she would be at her best.Recently, though, her sister told her that having a small amount of fat-particularly "healthy" fats like those found in avocados-was better for her health than no fat at all.Melinda was convinced, and now eats a small amount of "healthy fat" each day.The factor(s) that likely lead to Melinda's change in attitude is/are _____________.

A)The emotional appeal of the message
B)The discrepancy of the message
C)The expertise of the source
D)A and B

Question 9

Anu is an urban farmer who would like to persuade her neighborhood's committee to convert a section of the local park into a community garden.In order to increase the committee's perceptions of Anu's trustworthiness, Anu can do all of the following EXCEPT:

A)Argue against her own interests, i.e.state that the community garden would actually hurt her sales at the local farmers' market
B)Become an expert in urban park design
C)Wear a hoodie with the local high school's logo
D)Make appeals to other women on the committee

Question 10

James wanted to give his stepfather a fancy new camera as a birthday gift.Not knowing anything about photography, James went to the local camera shop and asked the clerk for advice.After listening to James describe his stepfather's habits and personality, the clerk said "I've been in the camera business for 20 years.It sounds to me like your stepdad would be happiest with a simple point-and-shoot style.I've got a few of those, but my main business is high-end equipment.If you want a better selection of point-and-shoot styles, try the big-box store over by the mall." James is likely to take the clerks advice because he appears to be_____________.

A)Trustworthy
B)An expert
C)Likeable
D)Both A and B

Question 11

Which of the following is not a factor that affects obedience?

A)Degree of surveillance
B)Expertise
C)Ability to back up claims
D)Location in the larger chain of command

Question 12

Dionne's roommate, Lydia, was upset."Dionne, you have to stop taking such long showers.Don't you care that there is a water shortage? There are people without clean drinking water.Soon, there won't be enough water for everyone to drink, let alone water the crops to grow food! If you don't change your ways you are just contributing to the problem." Lydia's angry outburst is an example of _____________.

A)A promise
B)A threat
C)A two-sided message
D)Fear arousal

Question 13

Sam identifies strongly as a Christian.While up late one night he saw an ad for a dating site just for Christian singles.The young man giving the testimonial wore a prominent cross on a chain around his neck.Sam is likely to view this source as trustworthy.

Question 14

When assessing the credibility of a threat, which of the following would be most helpful?

A)Knowing the cost to the source of carrying out the thread
B)If the source is an expert in their field
C)If the source has followed through on a similar threat in the past
D)A and C

Question 15

Doug's parents want him to go to medical school.They frequently leave pamphlets for pre-med programs around the house and his mother invited her friend, a surgeon, over for dinner so he could talk to Doug about all of the great reasons to go into the medical field.Instead, Doug enrolled at the state university and decided to major in history.He plans to become a middle-school teacher.This is an example of _____________.

A)Reactance
B)Refutational defense
C)Oppositional defense
D)Boomerang effect

Question 16

_____________is a framework applicable to _____________that argues that the effectiveness of an influence attempt is a direct function of strength, immediacy, and the number of sources.

A)Social impact factor; persuasion and obedience
B)Social impact factor; persuasion and compliance
C)Subjective Expected Value; persuasion and obedience
D)Subjective Expected Value; persuasion and compliance

Question 17

The day before Shamir meets with his band's manager to sign a new contract, another one of the manager's clients tells him that the manager is going to ask for a higher percentage of tickets sales.In the meeting, Shamir is prepared with reasons to keep the manager's percent of ticket sales at its current level.This technique to resist influence and persuasion is known as __________

A)Reactance
B)Refutational defense
C)Forewarning
D)Legitimate power

Question 18

In an effort to get his students to practice frequently, a vocal coach hangs posters of their favorite singers and bands on the wall.Underneath each, he writes the numbers of hours they practiced on average and how many years it took them to "get to the top." He is relying on

A)Legitimate power
B)Emotional appeal
C)Referent power
D)Direct display of authority

Question 19

Anu is an urban farmer who would like to persuade her neighborhood's committee to convert a section of the local park into a community garden.She argues that a community garden would strengthen connections in the neighborhood.Prior to her argument, most committee members already moderately agreed with this position.Anu's message can be described as ____________ and ____________.

A)One-sided; low discrepancy
B)One-sided; high discrepancy
C)Two-sided; low discrepancy
D)Two-sided; high discrepancy

Question 20

Emotional appeals reduce drive, while rational appeals increase drive.

Question 21

The dean of students speaks to two lacrosse athletes regarding humors that the team hazed freshmen.The dean threatens the first athlete, "If you don't tell me who was behind the hazing, then I will suspend you for the next three games." To the second athlete, the dean says, "If you don't tell me who was behind the hazing, then I will suspend you for the entire season." The second athlete is more likely to comply with the dean's request.

Question 22

Think of a situation in which you have obeyed authority.Describe the situation, and then identify 1) the authority figure, 2) the behavior the source wanted you to engage in, and 3) two factors that affected your obedience to the authority.

Question 23

Milgram's study on obedience found that while most participants were willing to administer what they thought were painful shocks to the "subject," less than 10 percent were willing to administer the highest level of shock (450 volts).

Question 24

Betty instructs her grandchildren to wash their hands before dinner.When they ask her why, she responds, "Because I'm your grandmother and it's my job to make sure you don't make yourself sick by eating with dirty hands.Off you go!" Grandma Betty uses legitimate power in an effort to gain compliance.

Question 25

Open social influence is when the target understands that someone is trying to change their attitudes or behaviors.

Question 26

Two-sided messages are most effective when the audience initially opposes the source's view.

Question 27

What are the three ways that a person may resist persuasion and maintain their original beliefs? Give examples for two out of the three.

Question 28

Ingratiation and tactile self-presentation are open forms of social influence.

Question 29

Donald identifies as a conservative.He is more likely than liberals to embrace caring and fairness in his moral foundations.

Question 30

By definition, expert sources are also trustworthy sources.

Question 31

Identify the components of the Communication-Persuasion Paradigm, and for each component give one attribute or characteristic that may influence the end result or outcome of the persuasion attempt.

Question 32

Define social influence and identify three of the things that may result from social influence.

Question 33

Define both threats and promises, and then identify the two factors that influence the effectiveness of threats and promises.

Question 34

While physical proximity of the source to the target is shown to increase obedience, the target's proximity to the victim has no effect.

Question 35

Obedience to authority can produce positive results.