Question 1

According to Grush (1980) , those political candidates that spent ___________ in any election usually got the ___________ votes.

Accepted Answer

A)   most; least
B)   most; most
C)   least; most
D)   least; leastE) None of the above
F) C) and D)

Question 2

A group of concerned students who drive to school each day came to a meeting about the possibility of more parking restrictions on campus. As a representative of the university administration in favour of the restrictions, you ought to

Accepted Answer

A)   present only strong arguments in favour of the new restrictions.
B)   present the most extreme version of the plan to restrict parking.
C)   present both sides of the issue.
D)   present an emotional appeal.E) B) and C)
F) A) and C)

Question 3

What is the effect of a fear-arousing communication?

Accepted Answer

A)   Fear renders a communication ineffective.
B)   Generally, the more frightened people are, the more they respond.
C)   Evoking a low level of fear is effective, but producing a high level of fear is not.
D)   Fear appeals are effective with women but boomerang with men.E) C) and D)
F) A) and B)

Question 4

Persuasive messages in the media are often be filtered in a top-down fashion, meaning that

Accepted Answer

A)   the dissemination of information and ideas is controlled by others, so you hear when they want you to hear.
B)   our cognitions about persuasion involve large principles to small specific examples.
C)   information is presented through two paths to persuasion, from the top to bottom levels.
D)   the information you hear in the media has been reviewed by others to assure that the ideas presented are accurate depictions of the truth.E) None of the above
F) All of the above

Question 5

High effort is to ___________ as low effort is to ___________.

Accepted Answer

A)   central; peripheral
B)   peripheral; central
C)   heuristics; incidental cues
D)   persuasion; conformityE) B) and C)
F) A) and B)

Question 6

Fear-arousing messages are effective if they

Accepted Answer

A)   tell people how to avoid the danger.
B)   raise a moderate but not high level of fear.
C)   are presented by similar rather than dissimilar communicators.
D)   follow the peripheral rather than the central route of persuasion.E) B) and C)
F) A) and D)

Question 7

Communicators with little credibility are most effective in changing the opinions of other people when they advocate positions that

Accepted Answer

A)   arouse the emotions of the audience.
B)   arouse intense dissonance in the audience.
C)   differ only moderately from the positions of the audience.
D)   differ markedly from the positions of the audience.E) C) and D)
F) B) and D)

Question 8

According to the text, once you join a cult it is likely that

Accepted Answer

A)   you will separate from your previous social support systems.
B)   you will isolate yourself with other cultists.
C)   you will cut yourself from family and friends.
D)   all of these choices.E) A) and B)
F) B) and C)

Question 9

A local charity is recruiting university students to help canvass to raise money. Of the following individuals, all of whom are equally well known and popular on campus, who should be the most persuasive in raising funds?

Accepted Answer

A)   Marcie, well known for her stinginess when it comes to money.
B)   Jennifer, well known for her outgoing and fun-loving personality.
C)   Mary, well known for her generosity and compassion.
D)   Beth, well known for her leadership abilities.E) None of the above
F) B) and C)

Question 10

You have been asked to design an advertising campaign urging people to use protection when engaging in sexual activity. To be most effective, your message should arouse

Accepted Answer

A)   no fear.
B)   a moderate level of fear.
C)   a low level of fear.
D)   a high level of fear.E) None of the above
F) All of the above

Question 11

Nazi propaganda was effective because it

Accepted Answer

A)   was vivid.
B)   used emotional, often fear-arousing appeals.
C)   gave specific instructions on how to deal with the "Jewish threat."
D)   all of these choices.E) All of the above
F) A) and B)

Question 12

A citizens' group that favours strict restriction of gun sales is preparing a communication to present to various community groups. If they want their message to seem most credible and sincere, which member of their group should present it?

Accepted Answer

A)   Smitty, who owns a local sports store and sells guns
B)   Betty, an x-ray technician who works at the local hospital
C)   Jacob. whose son was killed by an accidental gunshot
D)   Maurice, a psychologist and expert on human aggressionE) All of the above
F) A) and D)

Question 13

People who are motivated and able to think through an issue are best persuaded by

Accepted Answer

A)   central route processing.
B)   peripheral route processing.
C)   heuristic route processing.
D)   the elaboration likelihood model.E) B) and D)
F) B) and C)

Question 14

The idea that attitudes change as people grow older is known as the ___________ explanation of age differences in attitudes.

Accepted Answer

A)   life cycle
B)   generational
C)   belief differentiation
D)   psychosocial crisisE) A) and B)
F) A) and C)

Question 15

According to the text, potential cult members are

Accepted Answer

A)   often at a turning point in their life.
B)   living away from home.
C)   vacationing.
D)   all of these choices.E) A) and B)
F) A) and C)

Question 16

You think your younger sister may be getting involved with a cult. What situation should make you the most worried on her behalf?

Accepted Answer

A)   They will kidnap her and force her to join the cult.
B)   They will convince her to join the cult by using strong factual arguments.
C)   She will be gradually drawn into the cult with patient encouragement by other cult members.
D)   Her street-smarts will make her an easy target for the cult.E) A) and D)
F) None of the above

Question 17

Persuasion that occurs when people are influenced by incidental cues, such as a speaker's attractiveness, is referred to as ____________ route persuasion.

Accepted Answer

A)   central
B)   peripheral
C)   subconscious
D)   emotionalE) All of the above
F) B) and C)

Question 18

Life cycle and generational explanations both attempt to explain

Accepted Answer

A)   why the content of messages changes over time.
B)   why people have different attitudes depending on their age.
C)   why a particular communicator has a different effect on people of different ages.
D)   how an emotional appeal builds to a climax in terms of its impact.E) A) and B)
F) A) and C)

Question 19

Cults like the Unification Church and Jim Jones's People's Temple typically recruit and retain members by exploiting

Accepted Answer

A)   the sleeper effect.
B)   the foot-in-the-door phenomenon.
C)   the recency effect.
D)   attitude inoculation.E) A) and D)
F) B) and C)

Question 20

If a message is clear and easy to comprehend but is full of unconvincing arguments, you will

Accepted Answer

A)   not be easily able to counterargue and the message will be more persuasive.
B)   be easily able to counterargue and the message will be less persuasive.
C)   be easily able to counterargue and the message and will be more persuasive.
D)   not be easily able to counterargue and the message will be less persuasive.E) A) and C)
F) None of the above

Exam 5: Persuasion

People who are motivated and able to think through an issue are best persuaded by

Correct AnswerverifiedShow Answer

What is the effect of a fear-arousing communication?

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The idea that attitudes change as people grow older is known as the ___________ explanation of age differences in attitudes.

Correct AnswerverifiedShow Answer

A group of concerned students who drive to school each day came to a meeting about the possibility of more parking restrictions on campus. As a representative of the university administration in favour of the restrictions, you ought to

Correct AnswerverifiedShow Answer

Communicators with little credibility are most effective in changing the opinions of other people when they advocate positions that

Correct AnswerverifiedShow Answer

A local charity is recruiting university students to help canvass to raise money. Of the following individuals, all of whom are equally well known and popular on campus, who should be the most persuasive in raising funds?

Correct AnswerverifiedShow Answer

Life cycle and generational explanations both attempt to explain

Correct AnswerverifiedShow Answer

You have been asked to design an advertising campaign urging people to use protection when engaging in sexual activity. To be most effective, your message should arouse

Correct AnswerverifiedShow Answer

High effort is to ___________ as low effort is to ___________.

Correct AnswerverifiedShow Answer

According to the text, potential cult members are

Correct AnswerverifiedShow Answer

A citizens' group that favours strict restriction of gun sales is preparing a communication to present to various community groups. If they want their message to seem most credible and sincere, which member of their group should present it?

Correct AnswerverifiedShow Answer

Nazi propaganda was effective because it

Correct AnswerverifiedShow Answer

Persuasion that occurs when people are influenced by incidental cues, such as a speaker's attractiveness, is referred to as ____________ route persuasion.

Correct AnswerverifiedShow Answer

If a message is clear and easy to comprehend but is full of unconvincing arguments, you will

Correct AnswerverifiedShow Answer

Persuasive messages in the media are often be filtered in a top-down fashion, meaning that

Correct AnswerverifiedShow Answer

Fear-arousing messages are effective if they

Correct AnswerverifiedShow Answer

According to the text, once you join a cult it is likely that

Correct AnswerverifiedShow Answer

According to Grush (1980) , those political candidates that spent ___________ in any election usually got the ___________ votes.

Correct AnswerverifiedShow Answer

Cults like the Unification Church and Jim Jones's People's Temple typically recruit and retain members by exploiting

Correct AnswerverifiedShow Answer

You think your younger sister may be getting involved with a cult. What situation should make you the most worried on her behalf?

Correct AnswerverifiedShow Answer

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High effort is to _ as low effort is to _.

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According to Grush (1980) , those political candidates that spent _ in any election usually got the _ votes.

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