Deck 7: Persuasion

Question 1

You have been hired to develop an informational campaign to prevent junior high school students from getting into the habit of smoking. Your boss wants you to use a scare-tactic approach. What must you do to construct a fear appeal that is effective?

Answer 1

No Answer

Question 2

Describe a familiar television commercial and analyze the elements of persuasion that it uses. Does it promote and/or assume central route processing or peripheral route processing?

Answer 2

No Answer

Question 3

Explain the different channels of communication and compare their effectiveness.

Answer 3

No Answer

Question 4

A woman wants to ask her partner to buy her a diamond necklace. Which of the following strategies that the woman might use reflects the lowball technique?

A) She cooks a gourmet dinner for her partner, and she shows him a picture of the necklace she likes.
B) She takes her partner out to dinner and asks if he would gift her a diamond necklace.
C) She gets her partner to agree to buy her a diamond ring and, at the jewelry store, she informs him that she wants a diamond necklace.
D) She lets her partner know how much she loves him and tells him that if he loved her as much, he would gift her anything she wants.

Question 5

Describe how age plays a role in persuasion. Be sure to compare and contrast the life cycle explanation and the generational explanation.

Question 6

Describe how the two-step flow of communication would operate if you were about to purchase an automobile.

Question 7

The way a message is delivered is what social psychologists refer to as the ________ of communication.

A) method
B) route
C) style
D) channel

Question 8

Explain attitude inoculation and how it affects persuasive appeals.

Question 9

When a choice concerns matters of personal value or taste, ________ communicators have a high influence.

A) expert
B) energetic
C) attractive
D) dissimilar

Question 10

In the context of the elements of persuasion, a communicator is considered credible if

A) he or she uses "you know" or "uh" when speaking or stumbles over his or her words.
B) he or she is able to convince people that he or she is trying to persuade them.
C) he or she speaks slowly and haltingly.
D) he or she is seen as knowledgeable on a topic.

Question 11

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.

Question 12

The ________ route to persuasion occurs when interested people focus on arguments.

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

Question 13

Central route processing ________ explicit attitudes.

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

Question 14

Individuals who are typically regarded as thinking people may be inclined to use the peripheral route to persuasion if

A) the speaker has apparently good motives.
B) the speaker is young and vibrant.
C) the speaker seems to have ulterior motives.
D) they are paid to do so.

Question 15

In the context of the elements of persuasion, other things being equal, information presented first usually has the most influence. This is known as

A) the door-in-the-face technique.
B) the recency effect.
C) the primacy effect.
D) the foot-in-the-door phenomenon.

Question 16

When will it be best to present a persuasive appeal to an audience that is in a good mood versus a bad mood? Why?