Question 1

In general, messages that present ____ arguments are effective in persuasion because that style of argument tends to increase the credibility of the source.

Accepted Answer

Two-sided arguments that acknowledge opposing views and then counter-argue against them tend to increase the credibility of the source because it shows they have considered multiple perspectives and have confidence in their position. One-sided arguments, on the other hand, may come across as biased or lacking in objectivity. Fear-arousing messages may be effective in some cases, but they can also backfire if the fear is deemed excessive or unrealistic. Emotion-calming messages may not necessarily enhance the persuasiveness of an argument.

Question 2

Which of the following is NOT one of the four basic elements involved in persuasion?

Accepted Answer

The four basic elements involved in persuasion are message (what is being communicated), source (who is communicating the message), channel (how the message is being communicated), and audience (for whom the message is intended). Conformity, while it can be a factor in persuasion, is not one of the core elements.

Question 3

Frequently, companies use professionals such as doctors and dentists to recommend products in advertisements since professionals are most likely to be perceived as having

Accepted Answer

The answer of Frequently, companies use professionals such as doctors...

Question 4

When a used-car salesman is trying to persuade a customer to buy a specific car because "It is a fine car at a great price," which characteristic related to the effectiveness of persuasion is MOST likely to hurt the salesman's success?

Accepted Answer

Trustworthiness is a critical characteristic of a persuasive communicator, and the lack of it can hurt the salesman's success in persuading the customer to buy the car. If the customer does not trust the salesman, they are unlikely to believe the claims about the car's quality and price.

Question 5

You feel very strongly that alcohol use in underage children is wrong. You re at a cocktail party at your bosses home and notice that your boss gives his 17-year-old son a beer. You decide not to say anything to your boss about his son's drinking because you do not want to question your bosses behavior. This illustrates which reason used to explain why attitudes and behavior do not always mesh?

Accepted Answer

Attitudes interact with situational constraints, and in this situation, the social norms and expectations at a cocktail party might make it more difficult for someone to openly criticize their boss's parenting decisions. Thus, the constraints of the situation might override the person's attitude towards underage drinking, resulting in non-matching behavior.

Question 6

Which of the following is NOT considered one of the basic elements of the persuasion process?

Accepted Answer

The basic elements of the persuasion process are source (who delivers the message), receiver (who receives the message), and channel (the means through which the message is delivered). Intensity is not considered a basic element of the persuasion process.

Question 7

Expertise and trustworthiness are two factors that affect the ____ of a source of a persuasive communication.

Accepted Answer

Expertise and trustworthiness are two of the main components of source credibility, which influences the perceived level of trust and reliability in the information being presented. Therefore, credibility is the most appropriate term to represent the impact of expertise and trustworthiness on the persuasiveness of a source. The other options, message and likability, are important aspects of persuasive communication, but are not directly related to the trustworthiness or expertise of the source. Honesty is related to source credibility, but it is only one component of it.

Question 8

Barbara's car has been running poorly lately. Whose advice is Barbara MOST likely to follow in order to make her car run better?

Accepted Answer

Barbara's car is a mechanical object, so it makes the most sense to follow the advice of a mechanic who specializes in fixing cars.

Question 9

Persuasion is MOST likely to be successful when the source of the persuasive communication

Accepted Answer

Trustworthiness is a crucial factor that enhances the effectiveness of persuasion. If the source of the persuasive message is perceived as trustworthy, then the receiver is more likely to believe the message and be persuaded by it. Trustworthiness can be established through credibility, expertise, sincerity, honesty, and likability. Therefore, option A is the best choice. Option B is incorrect because sources who personally benefit from the attitude change are often seen as biased and less trustworthy. Option C is incorrect because ingratiation can lead to suspicion and decrease trustworthiness. Option D is incorrect because similarity, rather than dissimilarity, is more likely to enhance persuasion.

Question 10

LaPiere's study from the 1930s concerning whether restaurants would serve a Chinese couple demonstrated that

Accepted Answer

LaPiere's study demonstrated that despite showing negative attitudes towards Chinese people, the restaurants still served the Chinese couple. This suggests a lack of consistency between attitudes and behavior, indicating that attitudes did not predict behavior very well.

Question 11

Research has revealed that attitudes are

Accepted Answer

While attitudes are correlated with behavior, they are only mediocre predictors of behavior. There are many other factors that can influence behavior, such as situational factors or personal values, which can override the influence of attitudes. Research has consistently shown that attitudes are not consistently strong predictors of behavior.

Question 12

Rick is very involved in his community and has a strong attitude concerning the mayor of his city. Which of the following statements illustrates the affective component of Rick's attitude concerning the mayor?

Accepted Answer

The affective component of Rick's attitude is related to his feelings or emotions towards the mayor. In this case, feeling proud when the mayor represents his city at the state capital indicates a positive emotion towards the mayor. Options A, B, and D are related to Rick's beliefs and actions towards the mayor, which are cognitive and behavioral components of attitude, respectively.

Question 13

Imagine a popular star baseball player with many endorsement contracts for sports drinks, athletic apparel, and personal care products is arrested for abusing his pregnant wife. The companies whose products he endorsed felt that as a result of his arrest ____ and cancelled his contracts and stopped showing the advertisements in which he appeared.

Accepted Answer

The scenario describes a situation where a popular baseball player is arrested for abusing his pregnant wife. This behavior is unacceptable and would result in a decrease in his likability among the public. Companies would not want to associate their brand with such negative behavior and would likely cancel their contracts with him. Option B is incorrect because there is no mention of his baseball performance being affected. Option C is also incorrect because there is no indication that his expertise is in question. Option D is irrelevant to the scenario.

Question 14

In persuasion, the person who sends or conveys the communication is referred to as the

Accepted Answer

The source is the person who sends or conveys the communication in persuasion. This can refer to an individual or an organization.

Question 15

A number of studies have shown that attitudes are only mediocre predictors of behavior. One explanation for this finding is that

Accepted Answer

The answer of A number of studies have shown that...

Question 16

Which of the following is NOT a factor that contributes to inconsistencies between attitudes and behavior?

Accepted Answer

Research has shown that people are not necessarily more honest in their behavior than they are in describing their attitudes. In fact, people may sometimes behave inconsistently with their true attitudes because they are trying to conform to social norms or please others. The other options (A, B, and D) all contribute to inconsistencies between attitudes and behavior.

Question 17

The beliefs people have concerning the object of an attitude describes the ____ component of an attitude.

Accepted Answer

The cognitive component of an attitude refers to the beliefs, thoughts, and knowledge that a person has about the object of the attitude. This component influences how a person perceives and evaluates the object. Affective refers to the emotional component, behavioral refers to the actions or behaviors exhibited toward the object, and perceptual is not a recognized component of attitude.

Question 18

Brianna's car has been running poorly lately. Brianna is most likely to follow the advice of her mechanic in order to make her car run better because, as a source he is high in

Accepted Answer

Brianna is likely to follow the advice of her mechanic because he is high in expertise. This means that she values his knowledge and experience in the field of car mechanics, and trusts that he will be able to fix her car's issues. While friendliness, likability, and physical attractiveness may also be important factors in building a rapport with a mechanic, they are less likely to influence Brianna's decision to follow his advice on how to fix her car.

Question 19

In persuasion, the information transmitted is referred to as the

Accepted Answer

In persuasion, the information that is being transmitted is called the message. The medium refers to the method or channel through which the message is conveyed (e.g. email, phone call, face-to-face conversation). The argument is the specific point or claim that is being made within the message. The sales pitch is a type of message that aims to persuade someone to purchase a product or service.

Question 20

A number of studies have shown that attitudes are only mediocre predictors of behavior. One explanation for this finding is that

Accepted Answer

Attitudes are often measured in broad terms, which may not accurately predict specific behaviors, leading to a weak correlation between the two.

Quiz 31: Social Behavior Part 1

In general, messages that present ____ arguments are effective in persuasion because that style of argument tends to increase the credibility of the source.

Which of the following is NOT one of the four basic elements involved in persuasion?

Frequently, companies use professionals such as doctors and dentists to recommend products in advertisements since professionals are most likely to be perceived as having

When a used-car salesman is trying to persuade a customer to buy a specific car because "It is a fine car at a great price," which characteristic related to the effectiveness of persuasion is MOST likely to hurt the salesman's success?

Which of the following is NOT considered one of the basic elements of the persuasion process?

Expertise and trustworthiness are two factors that affect the ____ of a source of a persuasive communication.

Barbara's car has been running poorly lately. Whose advice is Barbara MOST likely to follow in order to make her car run better?

Persuasion is MOST likely to be successful when the source of the persuasive communication

LaPiere's study from the 1930s concerning whether restaurants would serve a Chinese couple demonstrated that

Research has revealed that attitudes are

Rick is very involved in his community and has a strong attitude concerning the mayor of his city. Which of the following statements illustrates the affective component of Rick's attitude concerning the mayor?

In persuasion, the person who sends or conveys the communication is referred to as the

A number of studies have shown that attitudes are only mediocre predictors of behavior. One explanation for this finding is that

Which of the following is NOT a factor that contributes to inconsistencies between attitudes and behavior?

The beliefs people have concerning the object of an attitude describes the ____ component of an attitude.

Brianna's car has been running poorly lately. Brianna is most likely to follow the advice of her mechanic in order to make her car run better because, as a source he is high in

In persuasion, the information transmitted is referred to as the

A number of studies have shown that attitudes are only mediocre predictors of behavior. One explanation for this finding is that