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| 1 | |
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. |
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| 2 | |
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. |
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| 3 | |
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 |
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| 4 | |
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. |
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| 5 | |
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. |
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| 6 | |
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. |
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| 7 | |
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." |
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| 8 | |
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. |
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| 9 | |
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. |
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| 10 | |
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. |
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| 11 | |
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. |
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| 12 | |
Who was a pioneer in the field of attitude inoculation research? |
| | A) | William McGuire |
| | B) | Stanley Milgram |
| | C) | Solomon Ashe |
| | D) | Robert Fuller |
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| 13 | |
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. |
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| 14 | |
Cults are also referred to as |
| | A) | new religious movements. |
| | B) | alternative new outgrowth. |
| | C) | factional truth believers. |
| | D) | true-way organizations. |
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| 15 | |
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. |
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| 16 | |
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. |
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| 17 | |
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. |
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| 18 | |
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. |
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| 19 | |
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. |
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| 20 | |
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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