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Music functions as a mnemonic device by


A) subliminal priming
B) decreasing cognitive involvement
C) creating a positive mood
D) stimulating brand recall

E) A) and D)
F) A) and C)

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Which theory states that is it the second or third member who is added to a group who exerts the greatest influence on group conformity?


A) Social Impact Theory
B) Social Judgment Theory
C) Group Locomotion Hypothesis
D) Social Influence Model

E) B) and D)
F) C) and D)

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A company is set to launch a new product line. At first, only the brand's logo is displayed in various media, without any explanation of what the brand is or what the brand does. Greater familiarity with the logo, in and of itself, tends to make consumers like the brand more. This strategy is known as:


A) social impact model
B) logo leveraging
C) mere exposure effect
D) brand seeding

E) B) and D)
F) All of the above

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Pictures from a store surveillance camera might prove that a shopper removed price tags from articles of clothing before placing them in a bag. This documentary aspect of images is called


A) iconicity.
B) indexicality.
C) symbolicity.
D) syntactic indeterminacy.

E) All of the above
F) C) and D)

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Dominic and his close companions are featured on a game show where travelers are asked questions in exchange for cash prizes. Dominic does not know the answer to a question but fears to be incorrect, so he relies on the group he is traveling with to make the decision for him. This best illustrates


A) social impact theory.
B) informational influence.
C) indoctrination.
D) a reference group.

E) B) and C)
F) None of the above

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Which concept is most closely associated with emotional marketing?


A) self-efficacy
B) response efficacy
C) attachment theory
D) self-objectification

E) A) and C)
F) A) and D)

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Gass & Seiter's view of using subliminal messages to persuade is that


A) subliminal messages are effective, but they are highly unethical.
B) subliminal messages are ineffective, so from an ethical standpoint, they are irrelevant.
C) product planting is ethical, but subliminal persuasion is not.
D) subliminal persuasion should be regulated by the government, not by the private sector.

E) B) and D)
F) B) and C)

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Which of the following is the best definition of a motivational appeal?


A) a message designed to induce fear in, or increase the anxiety of, a receiver
B) an appeal designed to elicit sympathy or guilt in a receiver
C) an external inducement to increase a receiver's drive to do something
D) an inspirational message designed to pull at the receiver's heartstrings

E) A) and D)
F) B) and C)

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To be effective, viral marketing relies on this tactic of persuasion.


A) groupthink
B) social loafing
C) social compensation
D) social proof

E) A) and D)
F) None of the above

Correct Answer

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The most difficult lies to tell


A) are prepared ahead of time, are short, and contain factual information.
B) are prepared ahead of time, are long, and contain emotional information.
C) are not prepared ahead of time, are long, and contain emotional information.
D) are not prepared ahead of time, are long, and contain factual information.

E) B) and D)
F) None of the above

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When German music was playing in the background in a wine store


A) customers bought more German wine
B) customers bought more French wine
C) background music had no effect on wine purchases
D) customers bought less wine and more beer

E) None of the above
F) A) and B)

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While snooping around at a local yard sale, you inquire about the price of an Elvis puppet. "That Elvis puppet," the homeowner says, "Costs 4 dollars. That's only 400 pennies. What a deal!" This is an example of which sequential request tactic?


A) lowball
B) disrupt then reframe
C) door in the face
D) foot in the mouth

E) C) and D)
F) All of the above

Correct Answer

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________________ suggests one of the ways individuals determine their identities and also explains the influence of others on individuals to stop certain behaviors and increase conformity.


A) Consistency (balance) Theory
B) Social Comparison Theory
C) Uncertainty avoidance
D) Normative influence

E) None of the above
F) All of the above

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A kindergarten teacher tries to "catch" kids in the act of behaving properly, rather than when they are misbehaving. For example, she says, "Tommy is doing a good job of keeping his hands to himself," "Jenny is being nice by sharing her crayons," or "Jeremy is being thoughtful by cleaning up his area." The use of such social labeling is a form of


A) fear appeals
B) guilt appeals
C) warmth appeals
D) ingratiation

E) B) and C)
F) A) and D)

Correct Answer

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Groups sometimes make bad decisions because members engage in consensus seeking and simply reinforce one another's opinions, rather than questioning or disagreeing. This is known as:


A) communication accommodation theory
B) groupthink
C) group locomotion hypothesis
D) social impact theory

E) A) and C)
F) B) and C)

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Which advertising strategy utilizes a norm violation to break through media clutter?


A) product placement
B) ingratiation
C) shock advertising
D) social modeling

E) B) and C)
F) None of the above

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According to the textbook, patient compliance and satisfaction occurs when physicians


A) use threatening and antisocial tactics.
B) express similarity.
C) use powerless language.
D) engage in bait and switch tactics.

E) B) and D)
F) B) and C)

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The fact that a source's credibility can change throughout a speech, a campaign, or even over a greater period of time reveals that


A) credibility is random
B) credibility is dynamic
C) credibility is situational
D) credibility is evolutionary

E) All of the above
F) A) and B)

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One way to help ensure that a persuasive message will have a lasting effect on receivers is to


A) decrease their motivation
B) increase their peripheral processing
C) decrease their perceived behavioral control
D) increase their involvement in the issue

E) A) and B)
F) A) and C)

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Familiar phrases such as "Money doesn't grow on trees" tend to be most persuasive when


A) audience members are carefully scrutinizing the persuasive message.
B) audience members don't agree on the meaning of the phrase.
C) the meaning of the phrase is arbitrary.
D) audience members are distracted.

E) A) and C)
F) None of the above

Correct Answer

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