Question 1

People who are high in intelligence and/or self-esteem tend to be______________vulnerable to persuasion when compared to people low in intelligence and/or self-esteem.

Accepted Answer

A)  more
B)  less
C)  equally
D)  somewhat less

Question 2

A positive,negative,or mixed response to a person,object,or idea is called a(n)

Accepted Answer

A)  aversion.
B)  cognition.
C)  emotion.
D)  attitude.

Question 3

Louie runs a clinic that helps individuals to quit smoking,and he would like to use fear to motivate his clients.Which strategy would be most effective?

Accepted Answer

A)  First scare clients by showing them gory lung-cancer operations.Then outline the specific steps they could follow to stop smoking.
B)  First scare clients by showing them gory lung-cancer operations.Then allow them to come up with their own ways of quitting smoking so that they are more committed.
C)  Present statistics concerning the health hazards of smoking,but nothing too scary.Then allow the clients to come up with their own ways of quitting smoking so that they are more committed.
D)  Present statistics concerning the health hazards of smoking,but nothing too scary.Then outline the specific steps they could follow to stop smoking.

Question 4

As personal involvement regarding an issue increases,

Accepted Answer

A)  the quality of the arguments becomes a more important determinant of persuasion.
B)  the credibility of the speaker becomes a more important determinant of persuasion.
C)  the attractiveness of the speaker becomes a more important determinant of persuasion.
D)  the likelihood of central route persuasion decreases.

Question 5

Explain the difference between the central and peripheral routes to persuasion.

Accepted Answer

The central route to persuasion tends to...

Question 6

Steele's research on self-affirmation and cognitive dissonance indicates that when self-affirmations fail,dissonance

Accepted Answer

A)  is reduced.
B)  returns.
C)  goes away permanently.
D)  becomes much greater than it ever was.

Question 7

According to a 2014 Gallup poll,______________were rated as being the most honest and having the highest ethical standards.

Accepted Answer

A)  nurses
B)  medical doctors
C)  clergy
D)  pharmacists

Question 8

While shopping at the local mall,Ithon is approached by a man who asks her to sign a petition for stricter gun control laws.If Ithon uses the central route to decide whether to sign the petition,then she will be more likely to sign if the man who approaches her

Accepted Answer

A)  is physically attractive.
B)  is a member of the National Rifle Association.
C)  is a police officer.
D)  presents strong arguments.

Question 9

Attitudes are useful because they

Accepted Answer

A)  let us quickly judge whether something we encounter is good or bad.
B)  bias the way we interpret new information.
C)  make it more likely that we will change our minds later.
D)  allow us to take more time to evaluate others.

Question 10

Which source characteristic best explains why a company might recruit a supermodel to endorse its products?

Accepted Answer

A)  similarity
B)  credibility
C)  likeability
D)  trustworthiness

Question 11

Gino,a salesperson,wants to use techniques that will lead his potential customers to rely on peripheral route persuasion.He should do all of the following except

Accepted Answer

A)  speak quickly (but not too quickly) when presenting information about his product.
B)  get the customer to nod in the affirmative while he is presenting his sales pitch.
C)  present his sales pitch to customers who are clearly in a rush.
D)  approach prospective buyers who obviously care deeply about his product.

Question 12

For which type of attitude would an implicit attitude measure be more predictive than an explicit attitude measure?

Accepted Answer

A)  an attitude toward wearing a seat belt
B)  an attitude toward owning a pet
C)  an attitude toward church attendance
D)  an attitude toward committing suicide

Question 13

Eric does not really know how to answer the essay question about cognitive dissonance on his social psychology exam.He decides to write as many facts as he knows about the topic of attitudes in his exam book,hoping that the professor will not read the exams too closely and will be impressed enough by the length of his essay to give him a good score.Eric is hoping to take advantage of

Accepted Answer

A)  the sleeper effect.
B)  the peripheral route to persuasion.
C)  the central route to persuasion.
D)  dissonance-related insufficient justification.

Question 14

Ichiro,a member of a campus political group,is surveying how many students plan to vote in the 2018 interim____________________________election.According to the theory of planned behavior,which question would be the best predictor of whether or not a particular student would actually vote in the 2018 interim election?

Accepted Answer

A)  What are your attitudes about U.S.politics?
B)  What are your attitudes about voting in U.S.interim elections,when the presidency is not being decided?
C)  What are your attitudes about the politicians in general?
D)  What are your attitudes about use of the electoral college through which it is possible for the winner of the presidential election to receive fewer popular votes than the loser?

Question 15

Stanley's stock broker calls him and says,"I have a great stock buying opportunity for you,but I need to know right away if you want to make the purchase." Stanley refuses to act so quickly,and says,"sorry but I really need to take time to think about this and decide if it is right for me.I'll get back to you." Stanley is going to use______________as he decides if he should follow his broker's advice.

Accepted Answer

A)  the availability heuristic
B)  extension
C)  peripheral processing
D)  elaboration

Question 16

Sally is a staunch Democrat.She has been arguing with Jim,who is a staunch Republican.In the course of their discussion,Sally is able to withstand the arguments Jim offers for his position,but just barely.She realizes afterward that her own counterarguments to his were pretty weak.Subsequent to this realization,Sally's attitude will

Accepted Answer

A)  become less certain.
B)  remain unchanged.
C)  become more certain.
D)  change to agree with Jim.

Question 17

The "Lipton Ice" and dextrose pill research demonstrated that subliminal messages are most effective when participants

Accepted Answer

A)  cared very much about the issue.
B)  were low in self-monitoring.
C)  were low in the need for evaluation.
D)  really needed the item being advertised.

Question 18

Because communicator trustworthiness is important,people tend to be readily impressed by speakers who

Accepted Answer

A)  take popular stands.
B)  argue against their own interests.
C)  talk slowly and deliberately.
D)  are well-dressed.

Question 19

Shaniqua plans to use a self-report measure in which people indicate their agreement or disagreement with a list of statements using a multi-point scale.She is using

Accepted Answer

A)  a Likert scale.
B)  the luncheon technique.
C)  a categorical matrix.
D)  an agreement index.

Question 20

All of the following are necessary conditions for cognitive dissonance specified by Cooper and Fazio (1984) except that people must

Accepted Answer

A)  freely choose to engage in the attitude-discrepant behavior.
B)  assign responsibility for the behavior to an outside source.
C)  experience physiological arousal as a result of their behavior.
D)  attribute their arousal to the attitude-discrepant behavior.

Exam 6: Attitudes

A positive,negative,or mixed response to a person,object,or idea is called a(n)

Correct Answer
verified

Shaniqua plans to use a self-report measure in which people indicate their agreement or disagreement with a list of statements using a multi-point scale.She is using

Correct Answer
verified

The "Lipton Ice" and dextrose pill research demonstrated that subliminal messages are most effective when participants

Correct Answer
verified

Louie runs a clinic that helps individuals to quit smoking,and he would like to use fear to motivate his clients.Which strategy would be most effective?

Correct Answer
verified

Correct Answer
verified

Which source characteristic best explains why a company might recruit a supermodel to endorse its products?

Correct Answer
verified

Gino,a salesperson,wants to use techniques that will lead his potential customers to rely on peripheral route persuasion.He should do all of the following except

Correct Answer
verified

Because communicator trustworthiness is important,people tend to be readily impressed by speakers who

Correct Answer
verified

While shopping at the local mall,Ithon is approached by a man who asks her to sign a petition for stricter gun control laws.If Ithon uses the central route to decide whether to sign the petition,then she will be more likely to sign if the man who approaches her

Correct Answer
verified

Attitudes are useful because they

Correct Answer
verified

Steele's research on self-affirmation and cognitive dissonance indicates that when self-affirmations fail,dissonance

Correct Answer
verified

All of the following are necessary conditions for cognitive dissonance specified by Cooper and Fazio (1984) except that people must

Correct Answer
verified

For which type of attitude would an implicit attitude measure be more predictive than an explicit attitude measure?

Correct Answer
verified

According to a 2014 Gallup poll,______________were rated as being the most honest and having the highest ethical standards.

Correct Answer
verified

People who are high in intelligence and/or self-esteem tend to be______________vulnerable to persuasion when compared to people low in intelligence and/or self-esteem.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

As personal involvement regarding an issue increases,

Correct Answer
verified

Correct Answer
verified

Explain the difference between the central and peripheral routes to persuasion.

Correct Answer
verified
The central route to persuasion tends to...
View Answer

Exam 6: Attitudes

A positive,negative,or mixed response to a person,object,or idea is called a(n)

Correct AnswerverifiedShow Answer

Shaniqua plans to use a self-report measure in which people indicate their agreement or disagreement with a list of statements using a multi-point scale.She is using

Correct AnswerverifiedShow Answer

The "Lipton Ice" and dextrose pill research demonstrated that subliminal messages are most effective when participants

Correct AnswerverifiedShow Answer

Louie runs a clinic that helps individuals to quit smoking,and he would like to use fear to motivate his clients.Which strategy would be most effective?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which source characteristic best explains why a company might recruit a supermodel to endorse its products?

Correct AnswerverifiedShow Answer

Gino,a salesperson,wants to use techniques that will lead his potential customers to rely on peripheral route persuasion.He should do all of the following except

Correct AnswerverifiedShow Answer

Because communicator trustworthiness is important,people tend to be readily impressed by speakers who

Correct AnswerverifiedShow Answer

While shopping at the local mall,Ithon is approached by a man who asks her to sign a petition for stricter gun control laws.If Ithon uses the central route to decide whether to sign the petition,then she will be more likely to sign if the man who approaches her

Correct AnswerverifiedShow Answer

Attitudes are useful because they

Correct AnswerverifiedShow Answer

Steele's research on self-affirmation and cognitive dissonance indicates that when self-affirmations fail,dissonance

Correct AnswerverifiedShow Answer

All of the following are necessary conditions for cognitive dissonance specified by Cooper and Fazio (1984) except that people must

Correct AnswerverifiedShow Answer

For which type of attitude would an implicit attitude measure be more predictive than an explicit attitude measure?

Correct AnswerverifiedShow Answer

According to a 2014 Gallup poll,______________were rated as being the most honest and having the highest ethical standards.

Correct AnswerverifiedShow Answer

People who are high in intelligence and/or self-esteem tend to be______________vulnerable to persuasion when compared to people low in intelligence and/or self-esteem.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

As personal involvement regarding an issue increases,

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Explain the difference between the central and peripheral routes to persuasion.

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The central route to persuasion tends to...
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