Question 1

Kevin wants his parents to extend his curfew for one hour this weekend. Kevin is most likely to persuade his parents if he

Accepted Answer

A)  tells them about the A he got on his physics test first. 
B)  has his friends call to convince them. 
C)  threatens to run away if they don't agree. 
D)  tells them after he shows them the dent he put in their car the night before.

Question 2

Describe the ways in which a television salesperson 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

The answer of Describe the ways in which a television...

Question 3

Researchers have found that trustworthiness is _____ if the audience believes the communicator is NOT trying to persuade them.

Accepted Answer

A)  lower 
B)  higher 
C)  average 
D)  absent

Question 4

Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes?

Accepted Answer

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

Question 5

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)  they are paid to do so.

Question 6

In the context of paths that lead to persuasion, smart advertisers tend to adopt marketing strategies that use the _____ route to persuasion on television to change their customer's thinking.

Accepted Answer

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

Question 7

When Asch (1946) presented students with a description of someone as "intelligent, industrious, impulsive, critical, stubborn, and envious," they rated the person _____ than if the opposite order of adjectives was presented.

Accepted Answer

A)  less positively 
B)  more positively 
C)  less attractive 
D)  more attractive

Question 8

A message about tooth brushing from a dentist is more persuading than the same message from a student who has done a project on dental hygiene. This reflects the credibility of the communicator through

Accepted Answer

A)  perceived expertise. 
B)  perceived attractiveness. 
C)  speaking style. 
D)  body language.

Question 9

When people tended to honor their public commitments, Cialdini (2008) called this the _____ principle of persuasion.

Accepted Answer

A)  liking 
B)  authority 
C)  social proof 
D)  consistency

Question 10

Stephanie believes that people become more conservative as they get older. Stephanie would most likely agree with the _____ explanation of attitude change.

Accepted Answer

A)  generational 
B)  life cycle 
C)  lifespan 
D)  cohort

Question 11

Research has concluded that stimulating thinking makes stronger messages _____ persuasive and (because of counterarguing) weak messages _____ persuasive.

Accepted Answer

A)  less; more 
B)  more; less 
C)  moderately; equally 
D)  partially; extremely

Question 12

Company A describes its cars' reliability, mileage, and durability. Company B's ads show people having a good time driving around in their cars. A's ads focus on _____-route processing; B's ads use _____-route processing.

Accepted Answer

A)  cognitive; emotional 
B)  internal; external 
C)  stable; unstable 
D)  central; peripheral

Question 13

Forgetting creates the recency effect when

Accepted Answer

A)  enough time separates the two messages. 
B)  there is little time between the two messages. 
C)  the two messages are back to back. 
D)  there are two opposing messages.

Question 14

Fear-arousing messages are most effective when they

Accepted Answer

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

Question 15

Sharon wants to talk to her teenage daughter about the dangers of smoking. Which of the following suggestions is LEAST likely to persuade Sharon's daughter to resist the pressure to smoke?

Accepted Answer

A)  Ask her to think about the negative effects of smoking (e.g., cancer). 
B)  Ask her to make a public commitment to not smoke. 
C)  Increase her fear of smoking by showing her pictures of lung cancer. 
D)  Tell her she is forbidden from smoking and threaten to take away her car if she ever tries it.

Question 16

In the context of persuasion, education is more _____, whereas propaganda is more _____.

Accepted Answer

A)  coercive; factual 
B)  important; useful 
C)  factual; coercive 
D)  useful; important

Question 17

The best advice for persuasion is to

Accepted Answer

A)  use logic, regardless of the audience or the message. 
B)  make a big request before asking for a small favor. 
C)  offer one-sided messages. 
D)  go first or last for best results.

Question 18

The Harry Potter series was not expected to be a best seller. It was kids talking to other kids that made it so. This shows the effect of _____ on persuasion.

Accepted Answer

A)  personal influence 
B)  media influence 
C)  educational influence 
D)  expert influence

Question 19

When Asch (1946) presented students with a description of someone as "intelligent, industrious, impulsive, critical, stubborn, and envious," they rated the person more positively than if the opposite order of adjectives was presented. This demonstrates the _____ effect.

Accepted Answer

A)  recency 
B)  primacy 
C)  channel 
D)  sleeper

Question 20

Central route processing often _____ explicit attitudes.

Accepted Answer

A)  has no effect on 
B)  swiftly changes 
C)  slowly changes 
D)  never changes

Exam 7: Learning