Deck 15: Two Routes to Persuasion

Question 1

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

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

Answer 1

peripheral

Question 2

The _____ effect occurs when we remember a message but forget the reason for discounting it.

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

Answer 2

sleeper

Question 3

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

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

Answer 3

put him in a good mood.

Question 4

We are more likely to be persuaded by the _____ route to persuasion when we are distracted or busy.

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

Question 5

The _____ route to persuasion occurs when people are influenced by incidental cues,such as a speaker's attractiveness.

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

Question 6

According to Myers,advertisers for beverages and clothing tend to adopt marketing strategies that use the _____ route to persuasion.

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

Question 7

In the context of persuasion,logical individuals are likely to take the easy peripheral route to persuasion and accept a message when a speaker

A)is young and vibrant.
B)belongs to an upper class family.
C)has apparently good motives.
D)is nervous and inarticulate.

Question 8

Which one of the following is one of the conditions under which a thinking person would adopt the peripheral route to persuasion?

A)a lack of time and interest
B)when the speaker is articulate
C)when the speaker has several arguments
D)when the arguments are strong and compelling

Question 9

Who are most responsive to rational appeals?

A)well-educated and analytical people
B)well-educated and nonanalytical people
C)less educated and analytical people
D)less educated and nonanalytical people

Question 10

Magazine prescription drug ads offer customers information on benefits and side effects of the drugs.They are most likely using the

A)peripheral route to persuasion.
B)central route to persuasion.
C)lowball technique.
D)foot-in-the-door approach.

Question 11

_____ is defined as having qualities that appeal to an audience.

A)Similarity
B)Scarcity
C)Authority
D)Attractiveness

Question 12

The _____ route to persuasion occurs when interested people focus on the arguments and respond with favorable thoughts.

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

Question 13

If people remember the message better than the reason for discounting it,the impact of a noncredible person may _____ over time.

A)change
B)stay the same
C)increase
D)decrease

Question 14

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

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

Question 15

Lately,James has noticed that pictures of his favorite athlete have started appearing on his cereal boxes,on highway billboards for sports beverages,and on television commercials for running shoes.In this scenario,James is being influenced by _____ to purchase the products.

A)the peripheral route to persuasion
B)the central route to persuasion
C)the lowball technique
D)the foot-in-the-door phenomenon

Question 16

Abelson and his colleagues (1982)found that voting preferences in the United States could be reasonably predicted from voters'

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

Question 17

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

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

Question 18

Which of the following is one of the primary elements of persuasion that social psychologists have studied?

A)the communicator
B)the context
C)the message
D)how the message is communicated

Question 19

Sally is interested in purchasing a DVD player,but she 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.

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

Question 20

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

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

Question 21

When people are in a good mood they

A)make slower decisions.
B)make more impulsive decisions.
C)rely more on central cues.
D)like communicators more.

Question 22

Once a customer agrees to buy a new car because of its bargain price and begins completing the sales forms,the salesperson removes the price advantage by charging for options or by checking with a boss who disallows the deal because "we'd be losing money." This tactic for getting people to agree to something is known as the

A)illusion of control.
B)lowball technique.
C)overconfidence phenomenon.
D)sleeper effect.

Question 23

People tend to have different social and political attitudes depending on their age because the attitudes that 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.

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

Question 24

David decides to move out of his parents' house and move in with his girlfriend.His parents are likely to plead with David and offer arguments to persuade him to change his decision.David is less likely to be persuaded if

A)his parents compare him with other people.
B)he is under peer pressure.
C)his girlfriend is present during the communication.
D)he is anticipating their arguments.

Question 25

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

Question 26

What is the effect of a fear-arousing communication?

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 27

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?

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 28

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

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

Question 29

The tendency for people who have first agreed to a small request to comply later with a larger request is known as the

A)fundamental attribution error.
B)illusion of control.
C)overconfidence phenomenon.
D)foot-in-the-door phenomenon.

Question 30

In the context of the central route to persuasion,it has been shown experimentally that people's thinking can be stimulated by

A)getting their undistracted attention.
B)preventing people from evaluating a message.
C)utilizing one speaker to present multiple arguments.
D)asking concise questions.

Question 31

Surveys conducted on groups of young and old people over several years support the _____ explanation for how age plays a role in persuasion.

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

Question 32

Fear-arousing messages work best when they

A)do not suggest a solution.
B)try to prevent a bad outcome,such as cancer.
C)try to promote a good outcome,such as fitness.
D)are framed in a positive manner.

Question 33

Fear-arousing messages are most effective when they

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

Question 34

According to Eaton and colleagues (2009),when does resistance to attitude change peak?

A)in adolescence
B)in early adulthood
C)in midlife
D)in late adulthood