Question 1

Social psychologists have found that attitudes do predict behavior, but only under certain specifiable conditions. One key factor is knowing whether the behavior in question is __________.

Accepted Answer

A)   positive or negative
B)   spontaneous or deliberate
C)   easy or difficult
D)   a current or future behavior

Question 2

Why are affectively based attitudes so resistant to logical persuasive attempts to change them?

Accepted Answer

A)   They are often linked to values, which are difficult to change.
B)   They are governed by knowledge of the issues.
C)   They are the result of the same illogical source.
D)   They are acquired by automatic processes.

Question 3

Reggie is busy trying to prepare a complicated recipe for dinner when his sons come in asking him who can use the computer first. One son, Jason, gives a long explanation about why he needs it, and goes on for some time. The other son, Cameron, just gives a short explanation. If Reggie is processing these arguments via the heuristic route, who is he most likely to give computer privileges to first?

Accepted Answer

A)   He would make them decide between themselves.
B)   He would disallow them both from using the computer because he is in a bad mood.
C)   Jason
D)   Cameron

Question 4

Researchers (Davidson & Jaccard, 1979)  studied the relationship between women's attitudes and their use of the birth control pill. They found that the best predictor of whether women were using the birth control pill two years after reporting their attitudes was the women's __________.

Accepted Answer

A)   attitude toward unwanted pregnancy
B)   belief about their partners' attitudes toward the pill
C)   attitude toward using birth control pills during the two-year period
D)   attitudes toward abortion

Question 5

The function of affectively based attitudes is to __________.

Accepted Answer

A)   paint an accurate picture of the world
B)   express and validate one's basic value system
C)   behave in accordance with one's attitudes
D)   weigh the pluses and minuses of an attitude object

Question 6

According to the Yale Attitude Change approach, a __________ salesperson would lead to higher sales.

Accepted Answer

A)   more honest
B)   younger
C)   more attractive
D)   less credible

Question 7

The best evidence that advertisements do work to change attitudes and behaviors comes from __________.

Accepted Answer

A)   people's reports of the influence that ads have had on their purchasing
B)   controlled laboratory experiments
C)   successful public health campaigns
D)   surveys of marketing executives

Question 8

How can cognitive dissonance create attitude change? Why isn't it used on a mass scale in advertising?

Accepted Answer

When people advocate a point of view tha...

Question 9

Recent ads on television portray the embarrassment and social anxiety associated with the dreaded toenail fungus. In all probability, the manufacturers are attempting to make a profit by __________.

Accepted Answer

A)   using logical appeals
B)   creating a problem so consumers will buy the product
C)   appealing to the increased health consciousness of the public
D)   inducing watchers to process information via the central route

Question 10

Peer pressure is effective because it plays on adolescents' __________.

Accepted Answer

A)   fear of rejection and desire for autonomy
B)   desire to be right and desire to be liked
C)   fear of rejection and desire to be loved
D)   need for autonomy and need for esteem

Question 11

Most automobile ads on television convey very little objective information about the models shown; indeed, one automaker launched a series of television ads that contained no words at all. The design of these automobile advertisements is based on the advertisers' premise that cars are __________.

Accepted Answer

A)   social identity products
B)   utilitarian products
C)   a near necessity in the United States
D)   "disposable" consumer products

Question 12

As a persuasive communicator, your goal is to influence the opinions of your audience. You are most likely to benefit from an audience that is slightly distracted when __________.

Accepted Answer

A)   your arguments are strong
B)   your arguments are rather weak
C)   you are not an acknowledged expert on the topic
D)   your audience holds a weak attitude toward the issue

Question 13

Recall that in the 1930s, when anti-Asian prejudice was commonplace in the United States, LaPiere (1934)  had no trouble finding pleasant accommodations for himself and his Chinese traveling companions. Surprised, LaPiere later sent letters to the establishments they visited, asking whether Chinese visitors would be welcome. More than 90 percent of those who responded replied that they definitely would not accommodate Chinese. Although LaPiere's study suggests that there is a weak link between attitudes and behavior, his results should be interpreted with caution. Why?

Accepted Answer

A)   Later, more systematic research revealed that there is generally a strong relation between attitudes and behavior.
B)   Prejudice has generally declined in the United States since the 1930s.
C)   His sample of proprietors was not randomly selected.
D)   Proprietors' attitudes might have changed between LaPiere's visit and the time he sent the letters.

Question 14

If you stand in the checkout line of any discount store, you'll see a very odd assortment of items on display: disposable razors, batteries, ballpoint pens, playing cards, trail mix, USB drives, and so on. Retailers call these items "impulse buys," meaning that although people may not come to the store looking for cards, pens, or trail mix, when they see them near the checkout, they'll buy them. An attitude researcher might say that people buy these items because __________.

Accepted Answer

A)   consumers' attitudes toward such utilitarian items are emotionally based
B)   these items reflect people's social identity concerns, so they will deliberate quickly about whether to purchase them
C)   attitudes toward these items may be highly accessible
D)   intentions are relatively unimportant when people engage in deliberative behaviors like purchases

Question 15

Public service ads often try to raise fear in an audience to induce people to change unhealthy behaviors. If fear appeals are used, it is crucial to provide the audience with __________ to increase the likelihood of behavior change.

Accepted Answer

A)   as much fear-evoking information as possible
B)   specific recommendations for how to reduce the unhealthy behaviors
C)   statistics about the number of people who will die from performing the behaviors
D)   specific information about the consequences of continuing the unhealthy behaviors

Question 16

You want to have a talk with your younger sister about the dangers of drugs. You begin the discussion by saying, "Now, your friends are probably going to tell you that only people with problems to begin with get into trouble with drugs, and that you're a chicken if you don't get high with them, but…" You have just used __________ to persuade her to avoid experimenting with drugs.

Accepted Answer

A)   a fear-based appeal
B)   a one-sided argument
C)   attitude accessibility
D)   attitude inoculation

Question 17

Briefly compare the classic Yale Attitude Change approach of Hovland and his colleagues with more contemporary approaches such as Petty and Cacioppo's (1986) elaboration likelihood model.

Accepted Answer

In essence, the Yale approach focused on...

Question 18

Next week, you're going to give a lecture to the psychology club about the Yale Attitude Change approach to persuasion. What will be your three main topics?

Accepted Answer

A)   The source; the nature of the communication; the nature of the audience
B)   The source; the need for cognition; the implicit attitudes of the audience
C)   The source; the nature of the communication; the route of processing (central/peripheral) 
D)   The personality of the audience; the nature of the message; the social status of the speaker

Question 19

Emerson's boss wants to use cognitive dissonance to sell a new type of emergency cell phone. Emerson is not convinced that the campaign is going to be successful. What should Emerson tell his boss?

Accepted Answer

A)   Cognitive dissonance advertising is too expensive.
B)   Cognitive dissonance is not effective in changing people's attitudes and subsequent behavior.
C)   Cognitive dissonance techniques are difficult to implement on a mass scale.
D)   Cognitive dissonance has fallen out of favor with the advent of the computer as a model for human behavior.

Question 20

Advertisers will be most successful in influencing our attitudes and behaviors if they __________.

Accepted Answer

A)   utilize subliminal messages
B)   present logical arguments in support of their products
C)   tailor their strategies to the basis of consumers' attitudes
D)   distract consumers to encourage peripheral processing

Exam 7: Attitudes and Attitude Change: Influencing Thoughts and Feelings

Why are affectively based attitudes so resistant to logical persuasive attempts to change them?

Correct Answer
verified

According to the Yale Attitude Change approach, a __________ salesperson would lead to higher sales.

Correct Answer
verified

Briefly compare the classic Yale Attitude Change approach of Hovland and his colleagues with more contemporary approaches such as Petty and Cacioppo's (1986) elaboration likelihood model.

Correct Answer
verified
In essence, the Yale approach focused on...
View Answer

Researchers (Davidson & Jaccard, 1979) studied the relationship between women's attitudes and their use of the birth control pill. They found that the best predictor of whether women were using the birth control pill two years after reporting their attitudes was the women's __________.

Correct Answer
verified

The best evidence that advertisements do work to change attitudes and behaviors comes from __________.

Correct Answer
verified

Social psychologists have found that attitudes do predict behavior, but only under certain specifiable conditions. One key factor is knowing whether the behavior in question is __________.

Correct Answer
verified

Recent ads on television portray the embarrassment and social anxiety associated with the dreaded toenail fungus. In all probability, the manufacturers are attempting to make a profit by __________.

Correct Answer
verified

Correct Answer
verified

Peer pressure is effective because it plays on adolescents' __________.

Correct Answer
verified

Advertisers will be most successful in influencing our attitudes and behaviors if they __________.

Correct Answer
verified

As a persuasive communicator, your goal is to influence the opinions of your audience. You are most likely to benefit from an audience that is slightly distracted when __________.

Correct Answer
verified

Emerson's boss wants to use cognitive dissonance to sell a new type of emergency cell phone. Emerson is not convinced that the campaign is going to be successful. What should Emerson tell his boss?

Correct Answer
verified

Public service ads often try to raise fear in an audience to induce people to change unhealthy behaviors. If fear appeals are used, it is crucial to provide the audience with __________ to increase the likelihood of behavior change.

Correct Answer
verified

Correct Answer
verified

The function of affectively based attitudes is to __________.

Correct Answer
verified

How can cognitive dissonance create attitude change? Why isn't it used on a mass scale in advertising?

Correct Answer
verified
When people advocate a point of view tha...
View Answer

Most automobile ads on television convey very little objective information about the models shown; indeed, one automaker launched a series of television ads that contained no words at all. The design of these automobile advertisements is based on the advertisers' premise that cars are __________.

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Next week, you're going to give a lecture to the psychology club about the Yale Attitude Change approach to persuasion. What will be your three main topics?

Correct Answer
verified

Exam 7: Attitudes and Attitude Change: Influencing Thoughts and Feelings

Why are affectively based attitudes so resistant to logical persuasive attempts to change them?

Correct AnswerverifiedShow Answer

According to the Yale Attitude Change approach, a __________ salesperson would lead to higher sales.

Correct AnswerverifiedShow Answer

Briefly compare the classic Yale Attitude Change approach of Hovland and his colleagues with more contemporary approaches such as Petty and Cacioppo's (1986) elaboration likelihood model.

Correct AnswerverifiedIn essence, the Yale approach focused on...View AnswerShow Answer

Researchers (Davidson & Jaccard, 1979) studied the relationship between women's attitudes and their use of the birth control pill. They found that the best predictor of whether women were using the birth control pill two years after reporting their attitudes was the women's __________.

Correct AnswerverifiedShow Answer

The best evidence that advertisements do work to change attitudes and behaviors comes from __________.

Correct AnswerverifiedShow Answer

Social psychologists have found that attitudes do predict behavior, but only under certain specifiable conditions. One key factor is knowing whether the behavior in question is __________.

Correct AnswerverifiedShow Answer

Recent ads on television portray the embarrassment and social anxiety associated with the dreaded toenail fungus. In all probability, the manufacturers are attempting to make a profit by __________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Peer pressure is effective because it plays on adolescents' __________.

Correct AnswerverifiedShow Answer

Advertisers will be most successful in influencing our attitudes and behaviors if they __________.

Correct AnswerverifiedShow Answer

As a persuasive communicator, your goal is to influence the opinions of your audience. You are most likely to benefit from an audience that is slightly distracted when __________.

Correct AnswerverifiedShow Answer

Emerson's boss wants to use cognitive dissonance to sell a new type of emergency cell phone. Emerson is not convinced that the campaign is going to be successful. What should Emerson tell his boss?

Correct AnswerverifiedShow Answer

Public service ads often try to raise fear in an audience to induce people to change unhealthy behaviors. If fear appeals are used, it is crucial to provide the audience with __________ to increase the likelihood of behavior change.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The function of affectively based attitudes is to __________.

Correct AnswerverifiedShow Answer

How can cognitive dissonance create attitude change? Why isn't it used on a mass scale in advertising?

Correct AnswerverifiedWhen people advocate a point of view tha...View AnswerShow Answer

Most automobile ads on television convey very little objective information about the models shown; indeed, one automaker launched a series of television ads that contained no words at all. The design of these automobile advertisements is based on the advertisers' premise that cars are __________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Next week, you're going to give a lecture to the psychology club about the Yale Attitude Change approach to persuasion. What will be your three main topics?

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
In essence, the Yale approach focused on...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
When people advocate a point of view tha...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified