Question 1

_____ is defined as having qualities that appeal to an audience.

Accepted Answer

A)  Similarity
B)  Scarcity
C)  Authority
D)  AttractivenessE) All of the above
F) C) and D)

Question 2

People tend to have different social and political attitudes depending on their age because the attitudes that older people adopted when they were young persist through life largely unchanged.This refers to the _____ explanation for how age plays a role in persuasion.

Accepted Answer

A)  generational
B)  life cycle
C)  age
D)  timeE) B) and D)
F) B) and C)

Question 3

In the context of the central route to persuasion,it has been shown experimentally that people's thinking can be stimulated by

Accepted Answer

A)  getting their undistracted attention.
B)  preventing people from evaluating a message.
C)  utilizing one speaker to present multiple arguments.
D)  asking concise questions.E) B) and C)
F) A) and D)

Question 4

Fear-arousing messages are most effective when they

Accepted Answer

A)  cause only mild fear.
B)  involve pleasurable activities.
C)  offer a protective strategy.
D)  are overwhelming.E) A) and B)
F) All of the above

Question 5

If people remember the message better than the reason for discounting it,the impact of a noncredible person may _____ over time.

Accepted Answer

A)  change
B)  stay the same
C)  increase
D)  decreaseE) All of the above
F) B) and D)

Question 6

Surveys conducted on groups of young and old people over several years support the _____ explanation for how age plays a role in persuasion.

Accepted Answer

A)  generational
B)  life cycle
C)  age
D)  timeE) B) and C)
F) A) and D)

Question 7

In your marketing class,your assignment is to create an advertisement that will encourage people to buy condom X over condom Y.Given your knowledge of persuasion,which strategy would be most effective?

Accepted Answer

A)  an ad that reads "AIDS kills," along with a suggestion that condom X prevents it
B)  an ad that reads "AIDS kills," along with a suggestion that condom Y does not prevent it
C)  an ad that suggests condom X prevents AIDS
D)  an ad that suggests condom Y does not prevent AIDSE) A) and B)
F) A) and C)

Question 8

Lately,James has noticed that pictures of his favorite athlete have started appearing on his cereal boxes,on highway billboards for sports beverages,and on television commercials for running shoes.In this scenario,James is being influenced by _____ to purchase the products.

Accepted Answer

A)  the peripheral route to persuasion
B)  the central route to persuasion
C)  the lowball technique
D)  the foot-in-the-door phenomenonE) B) and C)
F) None of the above

Question 9

David decides to move out of his parents' house and move in with his girlfriend.His parents are likely to plead with David and offer arguments to persuade him to change his decision.David is less likely to be persuaded if

Accepted Answer

A)  his parents compare him with other people.
B)  he is under peer pressure.
C)  his girlfriend is present during the communication.
D)  he is anticipating their arguments.E) All of the above
F) B) and D)

Question 10

When people are in a good mood they

Accepted Answer

A)  make slower decisions.
B)  make more impulsive decisions.
C)  rely more on central cues.
D)  like communicators more.E) A) and B)
F) A) and C)

Question 11

According to Eaton and colleagues (2009) ,when does resistance to attitude change peak?

Accepted Answer

A)  in adolescence
B)  in early adulthood
C)  in midlife
D)  in late adulthoodE) B) and C)
F) A) and B)

Question 12

People tend to have different social and political attitudes depending on their age because attitudes change as people grow older.This refers to the _____ explanation for how age plays a role in persuasion.

Accepted Answer

A)  generational
B)  life cycle
C)  age
D)  timeE) A) and B)
F) A) and C)

Question 13

Alicia has a fairly weak case to present to her supervisor.In order to be more persuasive,she should

Accepted Answer

A)  arouse a small amount of fear.
B)  put him in a good mood.
C)  convince him that her arguments are strong.
D)  argue her own self-interests.E) All of the above
F) A) and B)

Question 14

The tendency for people who have first agreed to a small request to comply later with a larger request is known as the

Accepted Answer

A)  fundamental attribution error.
B)  illusion of control.
C)  overconfidence phenomenon.
D)  foot-in-the-door phenomenon.E) All of the above
F) None of the above

Exam 15: Two Routes to Persuasion

If people remember the message better than the reason for discounting it,the impact of a noncredible person may _____ over time.

Correct Answer
verified

People tend to have different social and political attitudes depending on their age because the attitudes that older people adopted when they were young persist through life largely unchanged.This refers to the _____ explanation for how age plays a role in persuasion.

Correct Answer
verified

David decides to move out of his parents' house and move in with his girlfriend.His parents are likely to plead with David and offer arguments to persuade him to change his decision.David is less likely to be persuaded if

Correct Answer
verified

According to Eaton and colleagues (2009) ,when does resistance to attitude change peak?

Correct Answer
verified

Fear-arousing messages are most effective when they

Correct Answer
verified

In your marketing class,your assignment is to create an advertisement that will encourage people to buy condom X over condom Y.Given your knowledge of persuasion,which strategy would be most effective?

Correct Answer
verified

When people are in a good mood they

Correct Answer
verified

In the context of the central route to persuasion,it has been shown experimentally that people's thinking can be stimulated by

Correct Answer
verified

Lately,James has noticed that pictures of his favorite athlete have started appearing on his cereal boxes,on highway billboards for sports beverages,and on television commercials for running shoes.In this scenario,James is being influenced by _____ to purchase the products.

Correct Answer
verified

People tend to have different social and political attitudes depending on their age because attitudes change as people grow older.This refers to the _____ explanation for how age plays a role in persuasion.

Correct Answer
verified

Alicia has a fairly weak case to present to her supervisor.In order to be more persuasive,she should

Correct Answer
verified

_____ is defined as having qualities that appeal to an audience.

Correct Answer
verified

The tendency for people who have first agreed to a small request to comply later with a larger request is known as the

Correct Answer
verified

Surveys conducted on groups of young and old people over several years support the _____ explanation for how age plays a role in persuasion.

Correct Answer
verified

Exam 15: Two Routes to Persuasion

If people remember the message better than the reason for discounting it,the impact of a noncredible person may _____ over time.

Correct AnswerverifiedShow Answer

People tend to have different social and political attitudes depending on their age because the attitudes that older people adopted when they were young persist through life largely unchanged.This refers to the _____ explanation for how age plays a role in persuasion.

Correct AnswerverifiedShow Answer

David decides to move out of his parents' house and move in with his girlfriend.His parents are likely to plead with David and offer arguments to persuade him to change his decision.David is less likely to be persuaded if

Correct AnswerverifiedShow Answer

According to Eaton and colleagues (2009) ,when does resistance to attitude change peak?

Correct AnswerverifiedShow Answer

Fear-arousing messages are most effective when they

Correct AnswerverifiedShow Answer

In your marketing class,your assignment is to create an advertisement that will encourage people to buy condom X over condom Y.Given your knowledge of persuasion,which strategy would be most effective?

Correct AnswerverifiedShow Answer

When people are in a good mood they

Correct AnswerverifiedShow Answer

In the context of the central route to persuasion,it has been shown experimentally that people's thinking can be stimulated by

Correct AnswerverifiedShow Answer

Lately,James has noticed that pictures of his favorite athlete have started appearing on his cereal boxes,on highway billboards for sports beverages,and on television commercials for running shoes.In this scenario,James is being influenced by _____ to purchase the products.

Correct AnswerverifiedShow Answer

People tend to have different social and political attitudes depending on their age because attitudes change as people grow older.This refers to the _____ explanation for how age plays a role in persuasion.

Correct AnswerverifiedShow Answer

Alicia has a fairly weak case to present to her supervisor.In order to be more persuasive,she should

Correct AnswerverifiedShow Answer

_____ is defined as having qualities that appeal to an audience.

Correct AnswerverifiedShow Answer

The tendency for people who have first agreed to a small request to comply later with a larger request is known as the

Correct AnswerverifiedShow Answer

Surveys conducted on groups of young and old people over several years support the _____ explanation for how age plays a role in persuasion.

Correct AnswerverifiedShow Answer

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