Question 1

Suppose you are trying to persuade people to volunteer their time to help build houses this coming Saturday. Based on the commitment and consistency principle, which of the following represents the most effective strategy?

Accepted Answer

A)   Leave a voicemail message describing the volunteer opportunity
B)   Ask people to write their name on the volunteer sign-up sheet
C)   Send people an email describing the volunteer opportunity
D)   Send people a letter and email describing the volunteer opportunity

Question 2

Researchers gave participants one of three messages, each differing in the level of fear, about the dangers of not practicing oral hygiene. The message that resulted in the most improvement of oral hygiene had a(n)  ________ level of fear.

Accepted Answer

A)   absent
B)   mild
C)   very high
D)   extreme

Question 3

Dan is watching television and is highly motivated to process a message delivered by a political candidate. However, he is distracted by loud noises outside his house. In this circumstance, Dan is likely to process the candidate's message:

Accepted Answer

A)   through the central route.
B)   through the peripheral route.
C)   through controlled processing.
D)   by carefully considering the quality of the arguments.

Question 4

You have designed a persuasive message to convince people to donate money to a charity for children's cancer. The message is designed to stir up thoughts of love and caring. Based on research presented in your textbook, this message will be more persuasive for:

Accepted Answer

A)   older adults.
B)   teenagers.
C)   younger adults.
D)   young men.

Question 5

Why do researchers believe that the reciprocation norm operates on the need to restore balance and not necessarily because of our selfish desire to receive recognition for our acts?

Accepted Answer

A)   Because research supports the idea that we do not like to receive recognition for our acts of kindness
B)   Because people only seem to reciprocate when the other individual is aware of the favour
C)   Because research supports the idea that humans are not selfish
D)   Because people seem to reciprocate even when the other individual will not know they returned the favour

Question 6

Would you always want an audience to focus intently on your message? Elaborate on why the use of distraction could enhance the persuasiveness of a message in some cases.

Accepted Answer

As a communicator, it may seem counterin...

Question 7

Attractiveness of the source becomes less important when:

Accepted Answer

A)   the consumer values the credibility of the source.
B)   the consumer does not have motivation.
C)   when the source is the same gender as the consumer.
D)   when the source is younger than the consumer.

Question 8

When you form an opinion on an issue you care deeply about, you are MORE likely to:

Accepted Answer

A)   process information through the central route.
B)   process information through the peripheral route.
C)   be persuaded by the attractiveness of the source.
D)   be persuaded by the attractiveness of the source and process information through the peripheral route.

Question 9

The sleeper effect is less likely to occur if:

Accepted Answer

A)   a person is informed of the source beforehand.
B)   the source is not attractive to the consumer.
C)   the product is straightforward.
D)   the intelligence of the consumer is low.

Question 10

Describe psychological reactance and provide a real-world example. Based on the notion of psychological reactance, why would public health officials have to be careful about the wording of health messages?

Accepted Answer

Psychological reactance is a theory in p...

Question 11

An attempt to provoke fear in the audience in order to persuade them not to do something is known as a__________.

Accepted Answer

A)   political persuasion
B)   reactionary message
C)   fear-based appeal
D)   valence-based appeal

Question 12

Distinguish between peripheral route processing and central route processing. What determines whether people are likely to process information through the central route compared with the peripheral route? Describe at least two important factors that help determine the route people take.

Accepted Answer

Peripheral route processing and central ...

Question 13

Which of the following is true regarding research on persuasion?

Accepted Answer

A)   We are more likely to consider the arguments of strangers than those of peers
B)   The sleeper effect refers to decreased persuasion from credible sources over time
C)   We are more likely to vote for political candidates of the same-sex than of the opposite-sex
D)   Incidental similarities always increase persuasion, regardless of situational factors

Question 14

Two key factors identified as important for central route processing are:

Accepted Answer

A)   unbiased thinking and intelligence.
B)   intelligence and motivation.
C)   ability and motivation.
D)   ability and intelligence.

Question 15

The ____________ is a model which proposes that there are two routes, central and peripheral, that an individual may take when processing a message.

Accepted Answer

A)   Elaboration Likelihood Model
B)   Route Model of Communication
C)   Hovland Model of Communication
D)   Heuristics Model of Communication

Question 16

Persuasion is always something to be resisted.

Accepted Answer

A) True 
 B)False

Question 17

When outcome relevance is _______, people are more likely to ___________.

Accepted Answer

A)   low; engage in central route processing
B)   low; engage in peripheral route processing
C)   high; engage in peripheral route processing
D)   high; use heuristics

Question 18

Which of the following statements about fear-based appeals is FALSE?

Accepted Answer

A)   Fear-based appeals attempt to provoke fear in order to change the behaviour of the audience.
B)   The effectiveness of fear-based appeals varies.
C)   Fear-based appeals seem to be most effective when they attempt to prevent a negative outcome.
D)   Fear-based appeals seem to be most effective when they attempt to promote a positive outcome.

Question 19

The effectiveness of persuasive tactics may differ between individualist and collectivist cultures.

Accepted Answer

A) True 
 B)False

Question 20

Even though Bob cares deeply about the issue of drunk driving, he will process a message about the subject through the peripheral route if he is in a hurry.

Accepted Answer

A) True 
 B)False

Exam 7: The Power of Persuasion

Describe psychological reactance and provide a real-world example. Based on the notion of psychological reactance, why would public health officials have to be careful about the wording of health messages?

Correct AnswerAnswered by ExamLex AIPsychological reactance is a theory in p...View AnswerShow Answer

Even though Bob cares deeply about the issue of drunk driving, he will process a message about the subject through the peripheral route if he is in a hurry.

Correct AnswerverifiedShow Answer

Distinguish between peripheral route processing and central route processing. What determines whether people are likely to process information through the central route compared with the peripheral route? Describe at least two important factors that help determine the route people take.

Correct AnswerAnswered by ExamLex AIPeripheral route processing and central ...View AnswerShow Answer

Why do researchers believe that the reciprocation norm operates on the need to restore balance and not necessarily because of our selfish desire to receive recognition for our acts?

Correct AnswerverifiedShow Answer

Which of the following is true regarding research on persuasion?

Correct AnswerverifiedShow Answer

When outcome relevance is _______, people are more likely to ___________.

Correct AnswerverifiedShow Answer

When you form an opinion on an issue you care deeply about, you are MORE likely to:

Correct AnswerverifiedShow Answer

Would you always want an audience to focus intently on your message? Elaborate on why the use of distraction could enhance the persuasiveness of a message in some cases.

Correct AnswerAnswered by ExamLex AIAs a communicator, it may seem counterin...View AnswerShow Answer

The ____________ is a model which proposes that there are two routes, central and peripheral, that an individual may take when processing a message.

Correct AnswerverifiedShow Answer

Researchers gave participants one of three messages, each differing in the level of fear, about the dangers of not practicing oral hygiene. The message that resulted in the most improvement of oral hygiene had a(n) ________ level of fear.

Correct AnswerverifiedShow Answer

You have designed a persuasive message to convince people to donate money to a charity for children's cancer. The message is designed to stir up thoughts of love and caring. Based on research presented in your textbook, this message will be more persuasive for:

Correct AnswerverifiedShow Answer

Two key factors identified as important for central route processing are:

Correct AnswerverifiedShow Answer

Dan is watching television and is highly motivated to process a message delivered by a political candidate. However, he is distracted by loud noises outside his house. In this circumstance, Dan is likely to process the candidate's message:

Correct AnswerverifiedShow Answer

Attractiveness of the source becomes less important when:

Correct AnswerverifiedShow Answer

Suppose you are trying to persuade people to volunteer their time to help build houses this coming Saturday. Based on the commitment and consistency principle, which of the following represents the most effective strategy?

Correct AnswerverifiedShow Answer

Which of the following statements about fear-based appeals is FALSE?

Correct AnswerverifiedShow Answer

An attempt to provoke fear in the audience in order to persuade them not to do something is known as a__________.

Correct AnswerverifiedShow Answer

Persuasion is always something to be resisted.

Correct AnswerverifiedShow Answer

The effectiveness of persuasive tactics may differ between individualist and collectivist cultures.

Correct AnswerverifiedShow Answer

The sleeper effect is less likely to occur if:

Correct AnswerverifiedShow Answer

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Psychological reactance is a theory in p...
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Peripheral route processing and central ...
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When outcome relevance is _, people are more likely to _____.

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As a communicator, it may seem counterin...
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