Question 1

_____ is the process by which a message induces change in beliefs, attitudes, or behaviors.

Accepted Answer

A)   Compliance
B)   Persuasion
C)   Inoculation
D)   PerseveranceE) All of the above
F) A) and B)

Question 2

If two messages are presented back to back, which message will likely hold the most influence?

Accepted Answer

A)   the last message
B)   the first message
C)   it depends on the communicator
D)   it depends on the channel of communicationE) All of the above
F) None of the above

Question 3

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

Accepted Answer

A)   peripheral
B)   central
C)   logical
D)   factualE) B) and D)
F) A) and C)

Question 4

Arguments, especially emotional ones, are often more influential when they come from beautiful people. This exemplifies which characteristic of attractiveness?

Accepted Answer

A)   liking
B)   similarity
C)   consistency
D)   physical appealE) B) and C)
F) A) and D)

Question 5

The process by which media influence often occurs through opinion leaders, who in turn influence others, is referred to as

Accepted Answer

A)   the sleeper effect.
B)   an indirect channel of communication.
C)   the opinion leader effect.
D)   a two-step flow of communication.E) B) and C)
F) A) and C)

Question 6

Billboards and television commercials tend to use

Accepted Answer

A)   the central route to persuasion.
B)   the peripheral route to persuasion.
C)   the indirect route to persuasion.
D)   the direct route to persuasion.E) C) and D)
F) A) and B)

Question 7

In the context of persuasion, the factor that determines if we call attempts at persuasion "education" or "propaganda" is whether or not

Accepted Answer

A)   we believe them.
B)   we know the communicator.
C)   the message is emotional in tone.
D)   the message is one-sided.E) None of the above
F) B) and C)

Question 8

When people allowed the example of others to validate how to think, feel, and act, Cialdini (2008)  called this the _____ principle of persuasion.

Accepted Answer

A)   liking
B)   authority
C)   social proof
D)   scarcityE) A) and D)
F) A) and C)

Question 9

The _____ effect refers to how information that is presented last can have the most influence.

Accepted Answer

A)   recency
B)   primacy
C)   channel
D)   finalE) B) and C)
F) A) and B)

Question 10

Sally is interested in purchasing a DVD player and 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.

Accepted Answer

A)   peripheral
B)   central
C)   logical
D)   partialE) A) and B)
F) All of the above

Question 11

Define both central and peripheral routes to processing. Provide an example of each and suggest when each is most appropriate.

Accepted Answer

Central route to processing refers to th...

Question 12

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

Accepted Answer

A)   peripheral
B)   central
C)   logical
D)   factualE) A) and D)
F) B) and D)

Question 13

When people deferred to credible experts, Cialdini (2008)  called this the _____ principle of persuasion.

Accepted Answer

A)   liking
B)   authority
C)   social proof
D)   reciprocityE) A) and B)
F) All of the above

Question 14

Credible communicators have the best success in persuading. These are people that do all of the following EXCEPT

Accepted Answer

A)   speak unhesitatingly.
B)   look listeners in the eye.
C)   appear trustworthy.
D)   argue with their own self-interest.E) A) and B)
F) A) and C)

Question 15

In the context of strengthening personal commitment, the right way to stimulate people's thinking so that they become more committed to their positions is to

Accepted Answer

A)   mildly attack their position.
B)   strongly attack their position.
C)   mildly support their position.
D)   strongly support their position.E) C) and D)
F) A) and B)

Question 16

Whether pitching a business plan or giving advice, a(n)  _____ is often more convincing.

Accepted Answer

A)   charismatic person who speaks fluently
B)   power-oriented authoritative person
C)   overconfident person who occasionally stumbles
D)   person who says "you know" or "uh" frequentlyE) A) and B)
F) C) and D)

Question 17

Inoculation research suggests that children

Accepted Answer

A)   are not persuaded by television advertising.
B)   fail to grasp the persuasive intent of commercials.
C)   use the central route to persuasion.
D)   are skeptical of television advertising.E) A) and C)
F) A) and B)

Question 18

An audience is more likely to perceive a speaker as credible when the speaker

Accepted Answer

A)   avoids eye contact.
B)   talks slowly.
C)   avoids being straightforward.
D)   argues against his or her self-interest.E) A) and D)
F) A) and C)

Question 19

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

Accepted Answer

A)   peripheral
B)   central
C)   logical
D)   factualE) B) and C)
F) B) and D)

Question 20

Nora, a single mom, needs to ask her parents for money. To minimize their objections to her request, she should

Accepted Answer

A)   warn them ahead of time of her need.
B)   have her busy, distracting little toddler along when she makes her request.
C)   write out her request for them to consider.
D)   ask them on the telephone.E) All of the above
F) B) and D)

Exam 7: Learning

When people deferred to credible experts, Cialdini (2008) called this the _____ principle of persuasion.

Correct Answer
verified

When people allowed the example of others to validate how to think, feel, and act, Cialdini (2008) called this the _____ principle of persuasion.

Correct Answer
verified

In the context of persuasion, the factor that determines if we call attempts at persuasion "education" or "propaganda" is whether or not

Correct Answer
verified

Define both central and peripheral routes to processing. Provide an example of each and suggest when each is most appropriate.

Correct Answer
Answered by ExamLex AI
Central route to processing refers to th...
View Answer

Whether pitching a business plan or giving advice, a(n) _____ is often more convincing.

Correct Answer
verified

If two messages are presented back to back, which message will likely hold the most influence?

Correct Answer
verified

Nora, a single mom, needs to ask her parents for money. To minimize their objections to her request, she should

Correct Answer
verified

The _____ effect refers to how information that is presented last can have the most influence.

Correct Answer
verified

Billboards and television commercials tend to use

Correct Answer
verified

The process by which media influence often occurs through opinion leaders, who in turn influence others, is referred to as

Correct Answer
verified

Correct Answer
verified

_____ is the process by which a message induces change in beliefs, attitudes, or behaviors.

Correct Answer
verified

Credible communicators have the best success in persuading. These are people that do all of the following EXCEPT

Correct Answer
verified

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

Correct Answer
verified

In the context of strengthening personal commitment, the right way to stimulate people's thinking so that they become more committed to their positions is to

Correct Answer
verified

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

Correct Answer
verified

Arguments, especially emotional ones, are often more influential when they come from beautiful people. This exemplifies which characteristic of attractiveness?

Correct Answer
verified

Inoculation research suggests that children

Correct Answer
verified

Correct Answer
verified

An audience is more likely to perceive a speaker as credible when the speaker

Correct Answer
verified

Exam 7: Learning

When people deferred to credible experts, Cialdini (2008) called this the _____ principle of persuasion.

Correct AnswerverifiedShow Answer

When people allowed the example of others to validate how to think, feel, and act, Cialdini (2008) called this the _____ principle of persuasion.

Correct AnswerverifiedShow Answer

In the context of persuasion, the factor that determines if we call attempts at persuasion "education" or "propaganda" is whether or not

Correct AnswerverifiedShow Answer

Define both central and peripheral routes to processing. Provide an example of each and suggest when each is most appropriate.

Correct AnswerAnswered by ExamLex AICentral route to processing refers to th...View AnswerShow Answer

Whether pitching a business plan or giving advice, a(n) _____ is often more convincing.

Correct AnswerverifiedShow Answer

If two messages are presented back to back, which message will likely hold the most influence?

Correct AnswerverifiedShow Answer

Nora, a single mom, needs to ask her parents for money. To minimize their objections to her request, she should

Correct AnswerverifiedShow Answer

The _____ effect refers to how information that is presented last can have the most influence.

Correct AnswerverifiedShow Answer

Billboards and television commercials tend to use

Correct AnswerverifiedShow Answer

The process by which media influence often occurs through opinion leaders, who in turn influence others, is referred to as

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

_____ is the process by which a message induces change in beliefs, attitudes, or behaviors.

Correct AnswerverifiedShow Answer

Credible communicators have the best success in persuading. These are people that do all of the following EXCEPT

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

In the context of strengthening personal commitment, the right way to stimulate people's thinking so that they become more committed to their positions is to

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Arguments, especially emotional ones, are often more influential when they come from beautiful people. This exemplifies which characteristic of attractiveness?

Correct AnswerverifiedShow Answer

Inoculation research suggests that children

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

An audience is more likely to perceive a speaker as credible when the speaker

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
Answered by ExamLex AI
Central route to processing refers to th...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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