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| 1 | |
Persuasion is |
| | A) | the process by which a message induces attitude change. |
| | B) | a change in behavior or belief as a result of real or imagined group pressure. |
| | C) | the process by which a message induces a change in behavior. |
| | D) | a change in behavior or belief as a result of a direct order from someone. |
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| 2 | |
As a general rule, people respond better to a message that comes from |
| | A) | someone who's younger than they are. |
| | B) | someone in their group. |
| | C) | someone of a different race than they are. |
| | D) | someone of a different gender than they are. |
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| 3 | |
When people are presented with information and they are naturally analytical or the information is highly involving, they are likely to be persuaded via the ________________ route to persuasion. When people are not engaged with the information or they tend to make snap judgments, they are more likely persuaded via the _______________ route. |
| | A) | peripheral; central |
| | B) | elaborative; peripheral |
| | C) | central; peripheral |
| | D) | central; elaborative |
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| 4 | |
Which of the following is more likely to produce change? |
| | A) | elaborative route persuasion |
| | B) | peripheral route persuasion |
| | C) | implicit route persuasion |
| | D) | central route persuasion |
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| 5 | |
Credibility is |
| | A) | the same as liking. |
| | B) | perceived expertise and trustworthiness. |
| | C) | the same as attractiveness. |
| | D) | how likely you are to be persuaded by someone. |
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| 6 | |
When someone speaks confidently and quickly, we assume they are |
| | A) | smart. |
| | B) | likable. |
| | C) | attractive. |
| | D) | credible. |
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| 7 | |
A two-sided appeal is most persuasive _______________ |
| | A) | with people who are (or will be) aware of opposing arguments. |
| | B) | with people who already agree with the position argued. |
| | C) | with younger people. |
| | D) | with older people. |
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| 8 | |
Jaime's mother died of a smoking-related illness. He is now fervently anti-smoking because of the strong emotional component of his attitude. What type of anti-smoking message is he more likely to be persuaded by? |
| | A) | a credible communicator |
| | B) | an attractive communicator |
| | C) | the reciprocity factor |
| | D) | an emotional appeal |
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| 9 | |
Which of the following is more likely to be persuasive? |
| | A) | positively framed messages |
| | B) | happiness-producing messages |
| | C) | fear-arousing messages |
| | D) | messages conveyed by an attractive communicator |
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| 10 | |
One of the problems with using fear-arousing messages is that they can be overwhelming. They lose effectiveness if they |
| | A) | don't include information on how to avoid the danger. |
| | B) | aren't realistic. |
| | C) | are presented by an attractive communicator. |
| | D) | are presented by someone in authority. |
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| 11 | |
You are going to meet someone who is intelligent, industrious, impulsive, critical, stubborn, and envious. Because I first described him as intelligent, you're more likely to feel favorably toward him than you would if I had started by saying he was envious. This is due to |
| | A) | a framing effect. |
| | B) | a primacy effect. |
| | C) | a serial-order effect. |
| | D) | a recency effect. |
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| 12 | |
Persuasion _______________ as the significance and familiarity of the issue _______________. |
| | A) | decreases; increases |
| | B) | stays the same; increases |
| | C) | increases; decreases |
| | D) | increases; stays the same |
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| 13 | |
One criticism of the studies on why people join cults is that those studies are subject to |
| | A) | self-identity factors. |
| | B) | the overconfidence effect. |
| | C) | the self-fulfilling prophecy. |
| | D) | the hindsight bias. |
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| 14 | |
Cults are also called |
| | A) | new religious movements. |
| | B) | wingnut groups. |
| | C) | nothing different than any other religion. |
| | D) | groups. |
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| 15 | |
A group characterized by distinctive religiosity that involves isolation from the rest of the world and has a charismatic leader is called a |
| | A) | groupthink. |
| | B) | fundamentalism. |
| | C) | cult. |
| | D) | crazy. |
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| 16 | |
Generally, cults gain new followers by inviting prospective members to dinner or warm weekend retreats, not by using overt or high-pressure tactics. In other words, they are using |
| | A) | a door-in-the-face technique. |
| | B) | the foot-in-the-door technique. |
| | C) | a low-ball technique. |
| | D) | a bogus pipeline technique. |
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| 17 | |
Dr. Kuhle is one of five professors who has been invited to interview for a tenure-track position in the psychology department at State U. The hiring committee will interview the five candidates over a five week period, after which they will immediately decide who to hire. Assuming that Dr. Kuhle wants the position, when is best for him to interview? |
| | A) | first |
| | B) | last |
| | C) | third (i.e., in the middle) |
| | D) | it doesn't matter |
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| 18 | |
Analytical people who enjoying thinking carefully, show |
| | A) | a high need to belong. |
| | B) | a low need for cognition. |
| | C) | a high sense of self-efficacy. |
| | D) | a high need for cognition. |
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| 19 | |
Which of the following messages is NOT likely to be as persuasive as the others? |
| | A) | messages conveyed by popular and attractive communicators |
| | B) | messages that appear to be designed to change our attitudes |
| | C) | messages that arouse strong emotions |
| | D) | messages presented by communicators who appear to be credible experts |
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| 20 | |
Which of the following correctly lists different media by their order of persuasiveness (from most effective to least effective)? |
| | A) | written, audiotaped, videotaped, live (face to face) |
| | B) | live (face to face), videotaped, audiotaped, written |
| | C) | live (face to face), audiotaped, videotaped, written |
| | D) | none of these |
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