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| 1 | |
Solidifying our views because we are aware somebody is trying to persuade us is called what? |
| | A) | Social proof |
| | B) | Commitment |
| | C) | Reactance |
| | D) | Consistency |
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| 2 | |
Which of the following is NOT one of Cialdini's principles of compliance? |
| | A) | Authority |
| | B) | Social proof |
| | C) | Commitment and consistency |
| | D) | Low self-esteem |
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| 3 | |
We look to others' behaviours when making our decisions. This principle of compliance is known as _________. |
| | A) | social comparison |
| | B) | social proof |
| | C) | pluralistic ignorance |
| | D) | displacement of responsibility |
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| 4 | |
Authority, reciprocity, and attractiveness are three principles of compliance. |
| | A) | True |
| | B) | False |
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| 5 | |
What is demonstrated when people are influenced by incidental cues, such as a speaker's attractiveness? |
| | A) | the primacy effect |
| | B) | the sleeper effect |
| | C) | the central route to persuasion |
| | D) | the peripheral route to persuasion |
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| 6 | |
If an audience is motivated and able to think systematically about an issue, which route to persuasion is going to be most effective? |
| | A) | the central route to persuasion |
| | B) | the peripheral route to persuasion |
| | C) | the recency effect |
| | D) | the two-step flow of communication |
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| 7 | |
What is the name for a delayed persuasion that occurs when we remember a message but forget why we originally discounted it? |
| | A) | recency effect |
| | B) | primacy effect |
| | C) | sleeper effect |
| | D) | the effect of good feelings |
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| 8 | |
What is the term for having qualities that appeal to an audience? |
| | A) | attractiveness |
| | B) | credibility |
| | C) | the primacy effect |
| | D) | trustworthiness |
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| 9 | |
Which route to persuasion is characterized by low effort, and the use of mental shortcuts? |
| | A) | the peripheral route to persuasion |
| | B) | the central route to persuasion |
| | C) | the two-step flow of communication |
| | D) | the sleeper effect |
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| 10 | |
How do positive moods enhance persuasion? |
| | A) | By activating the central route of persuasion. |
| | B) | By linking good feelings with the message. |
| | C) | By augmenting perceived attractiveness of the message communicator. |
| | D) | By making a message more memorable. |
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| 11 | |
What is demonstrated when interested people focus on the arguments and respond with favourable thoughts? |
| | A) | the sleeper effect |
| | B) | the peripheral route to persuasion |
| | C) | the central route to persuasion |
| | D) | a two-step flow of communication |
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| 12 | |
If the audience is distracted, uninvolved, or just plain busy, which is the best route to persuasion? |
| | A) | the peripheral route to persuasion |
| | B) | the central route to persuasion |
| | C) | the sleeper route to persuasion |
| | D) | the two-step flow of communication |
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| 13 | |
Which of the following is NOT one of the primary ingredients of persuasion explored by social psychologists? |
| | A) | the communicator |
| | B) | the manufacturer |
| | C) | the message |
| | D) | how the message is communicated |
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| 14 | |
What is the term for a speaker who is perceived as both trustworthy and an expert? |
| | A) | honest |
| | B) | charismatic |
| | C) | authoritarian |
| | D) | credible |
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| 15 | |
What is the term for qualities that appeal to an audience? |
| | A) | attractiveness |
| | B) | credibility |
| | C) | the primacy effect |
| | D) | trustworthiness |
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| 16 | |
What effect does distraction have on persuasive communications? |
| | A) | Distraction interferes with reception of the message and as a result the communication is always less persuasive. |
| | B) | Distraction facilitates persuasion by inhibiting counterarguing. |
| | C) | The results of research in this area is so conflicting, the effects are largely unknown. |
| | D) | Distraction facilitates persuasion by reducing the sleeper effect. |
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| 17 | |
What personality trait do analytical people who enjoy thinking carefully possess? |
| | A) | Need for analysis |
| | B) | Need for cognition |
| | C) | Need for abstraction |
| | D) | Need for rumination |
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| 18 | |
One of the reasons people resist believing in climate change is referred to as "system justification." Which of the following best describes this phenomenon? |
| | A) | Most recommendations for solving climate issues are or involve unjust systems. |
| | B) | People tend to justify the status quo because they're scared of change. |
| | C) | Weather systems are more complicated than climate scientists make out. |
| | D) | People tend to justify the way things are to preserve the comfortable status quo. |
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| 19 | |
Computer ads that tend to offer customers information on pricing and features utilize the peripheral route to persuasion. |
| | A) | True |
| | B) | False |
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| 20 | |
The central route to persuasion appeals most to people high in the need for cognition. |
| | A) | True |
| | B) | False |
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| 21 | |
The persuasive impact of a non-credible person can increase over time because of |
| | A) | the sleeper effect. |
| | B) | the need for cognition. |
| | C) | the primacy effect. |
| | D) | the peripheral route to persuasion. |
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| 22 | |
The attitudes of older people generally change more than those of younger people. |
| | A) | True |
| | B) | False |
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| 23 | |
If we are distracted or busy, we might follow the peripheral route to persuasion. |
| | A) | True |
| | B) | False |
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| 24 | |
This process is regularly used by social groups to teach members to unquestioningly accept the group's perspective on issues. |
| | A) | social facilitation |
| | B) | indoctrination |
| | C) | brain washing |
| | D) | reactance |
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| 25 | |
Why might an ineffective appeal be worse than no appeal? |
| | A) | Those who fail to perceive the appeal will be unlikely to process the content. |
| | B) | The uniqueness of the ad will be lost on the viewer. |
| | C) | Viewers may lose trust in an advertising campaign. |
| | D) | Those who reject an appeal are inoculated against further appeals. |
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| 26 | |
According to the text, inoculation procedures have been successful for which of the following? |
| | A) | Getting motorists to wear seatbelts. |
| | B) | Arousing citizens to call for nuclear disarmament. |
| | C) | Helping young people to resist peer pressure to smoke. |
| | D) | Inspiring the elderly to take action against the reduction of Canada Pension benefits. |
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| 27 | |
Which of the following is NOT a feature of a cult? |
| | A) | Distinctive rituals. |
| | B) | Communication and social support from followers' friends and family. |
| | C) | Isolation from the surrounding culture. |
| | D) | A charismatic leader. |
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| 28 | |
What is the term for the process of teaching members of a group partisan and uncritical acceptance of the group's perspective on issues? |
| | A) | Brainwashing |
| | B) | Admonition |
| | C) | Forced conviction |
| | D) | Indoctrination |
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| 29 | |
Someone who attracts people to a group and directs its members is perceived as what? |
| | A) | Caring |
| | B) | Charismatic |
| | C) | Confident |
| | D) | Credible |
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| 30 | |
Potential converts to a cult are often ________. |
| | A) | facing personal crises |
| | B) | wealthy |
| | C) | uneducated |
| | D) | older |
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| 31 | |
What is the term for when external ties weaken until the group collapses inward socially? |
| | A) | Social devolution |
| | B) | Social implosion |
| | C) | Social facilitation |
| | D) | Deindividuation |
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| 32 | |
A cult is a spinoff from a major religion. |
| | A) | True |
| | B) | False |
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| 33 | |
An ineffective appeal is better than no appeal. |
| | A) | True |
| | B) | False |
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| 34 | |
Which of the following is NOT one of Cialdini's principles of compliance? |
| | A) | scarcity |
| | B) | relatedness |
| | C) | liking |
| | D) | reciprocity |
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| 35 | |
What is demonstrated when interested people focus on the arguments and respond with favourable thoughts? |
| | A) | the sleeper effect |
| | B) | the peripheral route to persuasion |
| | C) | the central route to persuasion |
| | D) | a two-step flow of communication |
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| 36 | |
If the audience is distracted, uninvolved, or just plain busy, which is the best route to persuasion? |
| | A) | the peripheral route to persuasion |
| | B) | the central route to persuasion |
| | C) | the sleeper route to persuasion |
| | D) | the two-step flow of communication |
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| 37 | |
Which of the following is NOT one of the primary factors that influence how persuasive a communication is? |
| | A) | the communicator |
| | B) | the manufacturer |
| | C) | the message |
| | D) | how the message is communicated |
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| 38 | |
What is the term for a speaker who is perceived as both trustworthy and an expert? |
| | A) | honest |
| | B) | charismatic |
| | C) | authoritarian |
| | D) | credible |
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| 39 | |
If you were campaigning in support of world hunger relief, it would be best to do which of the following? |
| | A) | Itemize your arguments. |
| | B) | Cite an array of impressive statistics |
| | C) | Present an emotional approach. |
| | D) | Consider your audience and then design the campaign accordingly. |
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| 40 | |
What effect does distraction have on persuasive communications? |
| | A) | Distraction interferes with reception of the message and as a result the communication is always less persuasive. |
| | B) | Distraction enhances persuasion by inhibiting counterarguing. |
| | C) | The results of research in this area is so conflicting, the effects are largely unknown. |
| | D) | Distraction facilitates persuasion by reducing the sleeper effect. |
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| 41 | |
What is the process called through which a message induces change in beliefs, attitudes, or behaviour? |
| | A) | credibility |
| | B) | propaganda |
| | C) | persuasion |
| | D) | communication |
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| 42 | |
What is demonstrated when people are influenced by incidental cues, such as a speaker's attractiveness? |
| | A) | the primacy effect |
| | B) | the sleeper effect |
| | C) | the central route to persuasion |
| | D) | the peripheral route to persuasion |
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| 43 | |
If an audience is motivated and able to think systematically about an issue, which route to persuasion is going to be most effective? |
| | A) | the central route to persuasion |
| | B) | the peripheral route to persuasion |
| | C) | the recency effect |
| | D) | the two-step flow of communication |
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| 44 | |
In which of the following scenarios will a persuasion attempt be most successful? |
| | A) | A communicator speaks very slowly and appears trustworthy. |
| | B) | A rational appeal is used because the audience is less educated. |
| | C) | The communicator of a peripheral message is perceived as both an expert and as trustworthy. |
| | D) | The communicator is likeable, so the audience opens up to the argument. |
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| 45 | |
What is the name for a delayed persuasion that occurs when we remember a message but forget why we originally discounted it? |
| | A) | recency effect |
| | B) | primacy effect |
| | C) | sleeper effect |
| | D) | the effect of good feelings |
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| 46 | |
Communicators who talk fast and look the listener in the eye are likely to be perceived as being what? |
| | A) | manipulative |
| | B) | credible |
| | C) | untrustworthy |
| | D) | attractive |
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| 47 | |
Fear-arousing messages work best when they ______. |
| | A) | use the central route of persuasion |
| | B) | appeal to people's rational side |
| | C) | are relatively minor in intensity |
| | D) | provide a clear solution to the proposed problem |
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| 48 | |
Individuals who seem both expert and trustworthy are likely to be perceived as being what? |
| | A) | Attractive |
| | B) | Intelligent |
| | C) | Credible |
| | D) | Authoritarian |
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| 49 | |
In persuasion, distraction is especially effective when the message is ________. |
| | A) | simple |
| | B) | complex |
| | C) | positive |
| | D) | negative |
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| 50 | |
Ads for food, drink, and clothing are most likely to utilize the central route to persuasion. |
| | A) | True |
| | B) | False |
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| 51 | |
The peripheral route to persuasion cues trigger liking and acceptance but often only temporarily. |
| | A) | True |
| | B) | False |
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| 52 | |
If a credible person's message is persuasive, its impact can fade as soon as the credible source is forgotten. |
| | A) | True |
| | B) | False |
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| 53 | |
People who are in a bad mood make faster, more impulsive decisions. |
| | A) | True |
| | B) | False |
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| 54 | |
A cult is a group that characterized by which of the following? |
| | A) | Distinctive rituals and beliefs related to its devotion to a god or a person |
| | B) | Involvement in the surrounding culture |
| | C) | A lack of clear leadership or hierarchy of authority |
| | D) | An embrace of diverse and dissenting opinions |
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| 55 | |
Which of the following is NOT one of the main components of indoctrination used by cults? |
| | A) | foot-in-the-door techniques |
| | B) | charismatic leadership |
| | C) | use of vivid, emotional messages |
| | D) | Isolationism |
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| 56 | |
What is the term that refers to a process whereby people are exposed to weak attacks on their attitudes with the intent to being better able to resist stronger attacks? |
| | A) | Group think |
| | B) | Social implosion |
| | C) | Attitude inoculation |
| | D) | Counter attitudinal advocacy |
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| 57 | |
Which of the following is an effective way to stimulate people to commit themselves to their position? |
| | A) | Insult them |
| | B) | Mildly attack their position |
| | C) | Persuade them via the central route |
| | D) | Use subliminal priming |
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| 58 | |
Most cult recruits are educated, middle-class people. |
| | A) | True |
| | B) | False |
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