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Multiple Choice Quiz
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Persuasion can be defined as
A)a process aimed at changing a person's attitudes, behaviors, and beliefs.
B)a change in behavior or belief as a result of real or imagined group pressure.
C)a process aimed at decreasing influence.
D)a change in behavior or belief as a result of a direct order from someone.
Persuasion research has shown that, due to similarity, a person will be more persuaded by
A)someone who is like them.
B)someone who is dissimilar to them.
C)someone who is taller than they are.
D)someone who is shorter than they are.
When people are presented with information and they are naturally analytical or the information is highly involving, they are likely to be persuaded via the ________________ route to persuasion. When people are not engaged with the information, or they tend to make snap judgments, they are more likely to be persuaded via the _______________ route.
A)peripheral; central
B)elaborative; peripheral
C)central; peripheral
D)central; elaborative
Which route to persuasion is more likely to produce lasting change?
A)The elaborative route to persuasion.
B)The peripheral route to persuasion.
C)The implicit route to persuasion.
D)The central route to persuasion.
Regarding one of the elements of persuasion, credibility pertains to
A)the financial status of the message communicator.
B)whether or not the message communicator is viewed as being an expert and someone who can be trusted.
C)who will hear the message.
D)how the message is communicated.
Which of the following is not one of the four elements of persuasion, originally described by Karl Hovland, and used today in persuasion research?
A)the sender of the communication.
B)the recipient of the communication.
C)the content of the communication.
D)the location of the communication.
What are the "two steps" in the two-step flow of communication?
A)First, persuade opinion leaders, who will then influence their friends, colleagues, and family members.
B)First, persuade friends, colleagues, and family members, who will then influence opinion leaders.
C)First, persuade grass-roots movements, who will then influence politicians.
D)First, make information "flow downhill," and then make information "flow uphill."
Persuasion research about the audience who receives the persuasive message has focused on what two aspects?
A)the weight of the person and minimizing the thought of the person.
B)the gullibility of the person and their level of intelligence.
C)the suggestibility of the person and their financial status.
D)the age of the person and stimulating the thoughts of the person.
Which of the following is more likely to be persuasive?
A)a positively framed message.
B)a happiness-producing message.
C)a fear-arousing message.
D)a message conveyed by an attractive communicator.
The most effective fear-arousing message is one that
A)offers a solution to deal with the problem.
B)bombards the person with fear.
C)inoculates the person with fear.
D)does not offer a solution to deal with the problem.
What is one technique that can be used to resist persuasion by others?
A)resistance cohesion.
B)attitude inoculation.
C)attitude infestation.
D)resistance tolerance.
Who was a pioneer in the field of attitude inoculation research?
A)William McGuire
B)Stanley Milgram
C)Solomon Ashe
D)Robert Fuller
One criticism of the studies on why people join cults is that those studies are subject to
A)self-identity factors.
B)the overconfidence effect.
C)the self-fulfilling prophecy.
D)the hindsight bias.
Cults are also referred to as
A)new religious movements.
B)alternative new outgrowth.
C)factional truth believers.
D)true-way organizations.
Regarding persuasion of children, advertisers
A)do not focus on children because children do not have money to buy products.
B)do not focus on children because children are more savvy to advertising ploys compared to adults.
C)focus on children because children are relatively easy to persuade and children can convince their parents to buy a product.
D)focus on children as a challenge because they are difficult to persuade.
Initially, cults persuade prospective members to join the cult by inviting a person to dinner, then weekend retreats, and then use stronger methods of persuasion. This is similar to the
A)open-the-door technique.
B)the foot-in-the-door technique.
C)the low-ball technique.
D)the low-high technique.
Persuasion by others seems to work best when a person's attitude about something is
A)fixed from the beginning.
B)weak to begin with.
C)firm to begin with.
D)initially constant.
Analytical people who enjoy thinking carefully, show
A)a high need to belong.
B)a low need for cognition.
C)a low need for object mastery.
D)a high need for cognition.
Which of the following is most likely to be the least persuasive?
A)A message from someone attractive.
B)A message that appears to be designed to change our attitude.
C)A message that arouses strong emotions.
D)A message from a credible expert.
Which message is more likely to be persuasive?
A)A tape recorded message on an audiocassette, delivered by mail, and heard on a tape recorder.
B)A verbal message delivered directly from a person to another person in a face-to-face setting.
C)A videotaped message delivered in the mail, and viewed on TV.
D)A hand-written message delivered by mail and read at home.

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