Question 1

Recent advertisements for Chrysler automobiles focus on notions like "computer generated" design features,"cab forward design" for better gas mileage,and "steel reinforced" side door construction for safety.This focus on objective attributes of Chrysler cars

Accepted Answer

A) causes people to process information peripherally. 
B) focuses on the utilitarian aspects of the cars. 
C) appeals to viewers who are low in the need for cognition. 
D) stresses the identity implications of owning a Chrysler car.

Question 2

There have been several famous (or infamous)attempts to manipulate people's attitudes subliminally (for example,Vicary's "Eat Popcorn" demonstration,Wilson Bryan Key's examination of "hidden persuasion" in alcohol ads,and the Bush campaign's "RATS" ad.One should be cautious when hearing that attempts such as these work,because

Accepted Answer

A) random samples were not used in these studies. 
B) control groups were not used in these demonstrations. 
C) these studies were low in mundane realism. 
D) experimenter demand may have created the results.

Question 3

People who are high on the personality trait "need for cognition" tend to be best persuaded by

Accepted Answer

A) the peripheral route. 
B) the central route. 
C) implicit attitudes. 
D) dissonance reduction.

Question 4

Recall that in the l930s,when anti-Asian prejudice was commonplace in the United States,Richard LaPiere (1934)had no trouble finding pleasant accommodations for himself and his Chinese traveling companions.Surprised,LaPiere later sent letters to the establishments they visited,asking whether Chinese visitors would be welcome.More than 90 percent of those who responded replied that they definitely would not accommodate Chinese.This study is noteworthy because it suggested that

Accepted Answer

A) rational persuasive appeals reduce prejudice. 
B) the link between attitudes and behaviors is often tenuous. 
C) people often "tell" more than they can know. 
D) contact with people against whom we are prejudiced can actually reduce prejudice.

Question 5

Several programs have been designed to prevent teen smoking in which researchers used role-playing to help inoculate anti-smoking attitudes.The results of such programs are

Accepted Answer

A) that role-playing is ineffective against peer pressure. 
B) these teens were less likely to start underage smoking. 
C) these teens were likely to experience external justification for smoking. 
D) that attitude inoculation only works for cognitively based attitudes.

Question 6

You are hired by a group concerned with sex and violence in the media.This group wants to persuade children to behave morally and therefore wants to ban all images and messages of violence or sex in the media.From what you know about Brehm's reactance theory,what would you tell this group?

Accepted Answer

The answer of You are hired by a group concerned...

Question 7

In order to help teens resist peer pressure,it is important to inoculate their attitudes not only with cognitive arguments but with

Accepted Answer

A) implicit attitudes. 
B) fear-arousing communications. 
C) emotional appeals. 
D) physical humor.

Question 8

The ____ component of attitudes is to emotional reactions as the ____ component is to knowledge and beliefs.

Accepted Answer

A) evaluative; behavioral 
B) affective; behavioral 
C) evaluative; cognitive 
D) affective; cognitive

Question 9

Describe Icek Ajzen and Martin Fishbein's theory of planned behavior as it relates to the power of attitudes to predict deliberative behaviors.

Accepted Answer

The answer of Describe Icek Ajzen and Martin Fishbein's theory...

Question 10

Fear-arousing persuasive messages are targeted to the ____ basis of attitudes.

Accepted Answer

A) peripheral 
B) cognitive 
C) central 
D) affective

Question 11

Peer pressure is a form of persuasion which generally utilizes

Accepted Answer

A) cognitive appeals. 
B) behavioral ploys. 
C) emotional appeals. 
D) propaganda techniques.

Question 12

Cognitively based attitude is to ____ as ____ attitude is to emotion.

Accepted Answer

A) evaluation; behaviorally based 
B) evaluation; value based 
C) appraisal; affectively based 
D) values; affectively based

Question 13

"Experts are always right" and "Length equals strength" are some examples of how ____ can be used in persuasion.

Accepted Answer

A) systematic processes 
B) affect 
C) implicit attitudes 
D) heuristics

Question 14

Recall that Anthony Greenwald and his colleagues (1991)provided participants with audiotapes that contained subliminal messages to improve memory or to raise self-esteem.After participants had listened to the tapes,the researchers assessed their memory or self-esteem.Greenwald and his colleagues found that subliminal messages

Accepted Answer

A) increased self-esteem,but did not improve memory. 
B) worked to enhance memory or self-esteem only when participants thought they worked. 
C) did nothing to enhance memory or increase self-esteem. 
D) did nothing more than relax participants,improving their performance on memory tasks.

Question 15

An attitude can exist at two levels: implicit and explicit.Define an attitude at each level and explain the distinctions between the two.

Accepted Answer

The answer of An attitude can exist at two levels:...

Question 16

"I like sex,but not enough to die for it," says a young woman in an ad designed to persuade people to use condoms if they are sexually active.Why might this approach be ineffective? If people

Accepted Answer

A) are too frightened,they won't think rationally about the issue. 
B) are in a bad mood when they see the ad,they won't pay attention. 
C) are sexually active,the ad will be low in personal relevance. 
D) are not sexually active,the ad will put them in a bad mood.

Question 17

In the movie E.T.,a child uses Reese's Pieces to coax E.T.to come out.This is an example of a type of advertisement called

Accepted Answer

A) heuristic processing. 
B) split cable marketing. 
C) attitude inoculation. 
D) product placement.

Question 18

Kenneth believes that Funny-O' s cereal is good because it has no sugar,it contains all of the recommended vitamins and minerals,and it has no artificial flavors.Kenneth's attitude toward Funny-O's is a(n)

Accepted Answer

A) object appraisal. 
B) affectively based attitude. 
C) undifferentiated attitude. 
D) behaviorally based attitude.

Question 19

The function of cognitively based attitudes is

Accepted Answer

A) evaluation. 
B) object appraisal. 
C) the use of logic. 
D) decision-making.

Question 20

According to Ajzen and Fishbein's (1980)theory of planned behavior,the best predictor of people's deliberative behavior is

Accepted Answer

A) the social situation. 
B) their intention to behave in a certain way. 
C) their assumptions about how others will evaluate their behavior. 
D) whether the behavior is spontaneous or planned.

Exam 7: Attitudes and Attitude Change: Influencing Thoughts and Feelings