Question 1

You want to learn as much as you can about the National Guard before you decide to enlist, and the packet of information you've been sent is quite detailed, but you are just too busy with school to give it your full attention. More than likely your processing of the information you've received will take place along the _________ route.

Accepted Answer

A)   alternative
B)   central
C)   peripheral
D)   backway
E)   unofficial C

Question 2

It is important to understand persuasion for two reasons. Identify and explain those reasons and give examples of that importance.

Accepted Answer

Answer must have: Correct listing of both reasons-it's constant, so might as well get good at it; it's constant, so need to decide which are worthy of response and which are not. Examples should be drawn from essential to interpersonal communication, building and maintenance of relationships, conduct and maintenance of social institutions, and operation and maintenance of mass media institutions.
Answer may have: Mention of intentionality and response shaping, reinforcing, and changing.

Question 3

What is Speech Acts theory? What does it have to do with persuasion? Give examples.

Accepted Answer

Answer must have: Accurate description of the theory and how it and persuasion are connected: When we speak, we have intentions, so we choose how we want to express ourselves based on what we want others to think, accept, or do. In other words, we are always to some degree persuading. Persuasion, however, involves communication specifically intended to shape, reinforce, or change the responses of others.
Answer may have: Mention of response shaping, reinforcing, and changing.

Question 4

The basic argument behind dissonance theory is that information that is inconsistent with a person's already-held attitudes and beliefs will create a psychological ______ that must be relieved.

Accepted Answer

A)   conflict
B)   discomfort
C)   imbalance
D)   inconsistency
E)   heuristic

Question 5

"I believe otters sleep holding hands" is _______________.

Accepted Answer

A)   a prescriptive belief
B)   an evaluative belief
C)   a descriptive belief
D)   a heuristic
E)   a peripheral

Question 6

According to the Elaboration Likelihood model, the ______ route of information processing brings as much scrutiny and analysis to the message as possible.

Accepted Answer

A)   alternative
B)   central
C)   peripheral
D)   backway
E)   unofficial

Question 7

Your parents had set a curfew of 10:00 p.m. But your demonstration of responsibility highlighted by your improving grades and helping around the house persuaded them to lift the curfew. This is an example of ___________.

Accepted Answer

A)   selective perception
B)   response changing
C)   response shaping
D)   response reinforcing
E)   compliance

Question 8

What are values, attitudes, beliefs, and behaviors? Explain how they are connected. Take a single issue (the text uses smoking) and show how it relates to your own values, attitudes, beliefs, and behaviors.

Accepted Answer

The answer of What are values, attitudes, beliefs, and behaviors?...

Question 9

Joe is strongly conservative and is likely to watch only Fox News reports that present his side of the issues in a favorable way and he avoids channels such as MSNBC that tilt to the political left. By doing so, Joe avoids uncomfortable feelings associated with contradictory information and is practicing ____________.

Accepted Answer

A)   message sidedness
B)   cognitive consistency
C)   perceived similarity
D)   response reinforcing
E)   peripheral route thinking

Question 10

Helpfulness, trust, family, freedom, education, truth, equal rights, security, and childhood are examples of ______________.

Accepted Answer

A)   values
B)   belief
C)   attitudes
D)   behaviors
E)   faiths

Question 11

It saddens me that millions of poor American children go to bed hungry every night is _________ belief.

Accepted Answer

A)   a descriptive
B)   a prescriptive
C)   an evaluative
D)   a heuristic
E)   an intersubjective

Question 12

Two-sided messages ???????????????________________.

Accepted Answer

A)   tend not to be very effective
B)   tend to be quite effective
C)   present only the persuader's position
D)   bring up and address opposing arguments
E)   are perceived as untrue because they offer both sides

Question 13

According to the Elaboration Likelihood Model, when people are confronted with a persuasive message, they will rely on the simplest analysis possible, but because they __________, the amount and nature of issue-relevant elaboration in which they are willing or able to engage to evaluate a message will vary with individual and situational factors.

Accepted Answer

A)   seek balance
B)   want to reduce dissonance
C)   work for compliance
D)   want to hold correct attitudes
E)   want to comply

Question 14

Attitudes are relatively stable clusters of_______ and they are _________.

Accepted Answer

A)   beliefs/predispositions to respond
B)   values/ predispositions to respond
C)   behaviors/hard to change
D)   beliefs/hard to change
E)   faiths/hard to change

Question 15

You have faith that your college basketball team is adhering to the strictest collegiate rules for academic eligibility. Because it can be proven or disproven, it is a _______ belief in your team.

Accepted Answer

A)   prescriptive
B)   descriptive
C)   evaluative
D)   attitudinal
E)   faith-based

Question 16

The basic argument behind balance theory is that people want to be _________ balanced; that is, they want the things and people in their lives to be in harmony.

Accepted Answer

A)   emotionally
B)   behaviorally
C)   intellectually
D)   cognitively
E)   culturally

Question 17

When communication deepens our commitment to already-held attitudes or behaviors, ________ has occurred.

Accepted Answer

A)   response reinforcing
B)   selective retention
C)   rational argument
D)   response changing
E)   compliance

Question 18

The three elements that make up a rational argument are the claim, the data, and the ______.

Accepted Answer

A)   position
B)   denial
C)   warrant
D)   preparation
E)   heuristic

Question 19

Three elements are necessary for the construction of a rational argument. What are they and offer an example of your use of each in making an argument for or against a public issue.

Accepted Answer

The answer of Three elements are necessary for the construction...

Question 20

When people engage in issue-relevant thinking, the elaboration likelihood is _________.

Accepted Answer

A)   low
B)   medium
C)   high
D)   unrelated
E)   faith-based

Exam 13: Persuasion and Social Influence