Question 1

When people are in a good mood they
A)make slower decisions.
B)make more impulsive decisions.
C)rely more on central cues.
D)like communicators more.

Accepted Answer

When people are in a good mood, they tend to make more impulsive decisions because they are less likely to process information deeply and more likely to rely on heuristics or mental shortcuts.

Question 2

Once a customer agrees to buy a new car because of its bargain price and begins completing the sales forms,the salesperson removes the price advantage by charging for options or by checking with a boss who disallows the deal because "we'd be losing money." This tactic for getting people to agree to something is known as the
A)illusion of control.
B)lowball technique.
C)overconfidence phenomenon.
D)sleeper effect.

Accepted Answer

The tactic described is the lowball technique, where the salesperson presents an attractive offer initially and then changes the terms to a less favorable one after the customer has become committed. The illusion of control involves giving people a false sense of control in a situation, the overconfidence phenomenon refers to people being too confident in their own abilities, and the sleeper effect is a communication phenomenon where people remember a message but forget its source over time.

Question 3

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.
A)generational
B)life cycle
C)age
D)time

Accepted Answer

The generational explanation suggests that societal events and experiences during formative years have a lasting impact on individual attitudes, leading to differences in attitudes between generations.

Question 4

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
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.

Accepted Answer

Anticipating arguments allows an individual to prepare counterarguments or mentally reinforce their stance, making them less susceptible to being persuaded.

Question 5

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.
A)generational
B)life cycle
C)age
D)time

Accepted Answer

The life cycle explanation suggests that attitudes change as people grow older and enter different life stages, leading to different social and political attitudes depending on age.

Question 6

What is the effect of a fear-arousing communication?
A)Fear renders a communication ineffective.
B)Generally the more frightened people are,the more they respond.
C)Evoking a low level of fear is effective,but producing a high level of fear is not.
D)Fear appeals are effective with women but boomerang with men.

Accepted Answer

Fear-arousing communication can be effective in inducing attitude and behavior change if it is not too overwhelming. Generally, the more frightened people are, the more they respond. This is known as the "fear appeal" effect, which suggests that moderate levels of fear can motivate behavior change. However, if the level of fear is too high or overwhelming, people may become defensive or try to avoid the situation altogether.

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?
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 AIDS

Accepted Answer

The answer of In your marketing class,your assignment is to...

Question 8

Darla wants to persuade her parents to help pay for a study trip abroad.She will have a difficult time succeeding if
A)her parents are forewarned of her intent to convince them.
B)she has the trip coordinator call to reassure her parents.
C)her parents are not particularly analytical.
D)her parents have a moderate level of self-esteem.

Accepted Answer

Forewarning an audience of an intent to persuade can lead to resistance, as it gives them time to form counterarguments or strengthen their initial position against the persuasion attempt.

Question 9

The tendency for people who have first agreed to a small request to comply later with a larger request is known as the
A)fundamental attribution error.
B)illusion of control.
C)overconfidence phenomenon.
D)foot-in-the-door phenomenon.

Accepted Answer

The phenomenon described is known as the foot-in-the-door phenomenon. This refers to the tendency for people to be more likely to comply with a larger request after first agreeing to a smaller request. The phrasing of the first request "opens the door" for compliance with the larger request.

Question 10

In the context of the central route to persuasion,it has been shown experimentally that people's thinking can be stimulated by
A)getting their undistracted attention.
B)preventing people from evaluating a message.
C)utilizing one speaker to present multiple arguments.
D)asking concise questions.

Accepted Answer

Getting the listener's undistracted attention is an important aspect of the central route to persuasion as it allows for more cognitive elaboration and critical thinking. This is supported by research that has shown that messages presented in an engaging manner and with a clear focus on the topic are more persuasive.

Question 11

Surveys conducted on groups of young and old people over several years support the _____ explanation for how age plays a role in persuasion.
A)generational
B)life cycle
C)age
D)time

Accepted Answer

The generational explanation suggests that attitudes formed during youth remain stable over time, leading to differences in persuasion between generations.

Question 12

Fear-arousing messages work best when they
A)do not suggest a solution.
B)try to prevent a bad outcome,such as cancer.
C)try to promote a good outcome,such as fitness.
D)are framed in a positive manner.

Accepted Answer

Fear-arousing messages work best when they try to prevent a bad outcome, such as cancer. This is because they create a sense of urgency and motivate individuals to take action to avoid the negative outcome. Fear-arousing messages that do not suggest a solution can actually be counterproductive as they may create a sense of helplessness and do not offer any guidance on how to avoid the negative outcome. Fear-arousing messages framed in a positive manner or that try to promote a good outcome may not be as effective as those that focus on preventing a negative outcome.

Question 13

Fear-arousing messages are most effective when they
A)cause only mild fear.
B)involve pleasurable activities.
C)offer a protective strategy.
D)are overwhelming.

Accepted Answer

Fear-arousing messages are most effective when they offer a protective strategy. This is because fear alone may lead to avoidance or denial, while presenting a protective strategy alongside the fear can motivate individuals to take action to protect themselves.

Question 14

According to Eaton and colleagues (2009),when does resistance to attitude change peak?
A)in adolescence
B)in early adulthood
C)in midlife
D)in late adulthood

Accepted Answer

The answer of According to Eaton and colleagues (2009),when does...

Quiz 15: Two Routes to Persuasion

When people are in a good mood they

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.

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

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.

What is the effect of a fear-arousing communication?

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?

Darla wants to persuade her parents to help pay for a study trip abroad.She will have a difficult time succeeding if

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

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

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

Fear-arousing messages work best when they

Fear-arousing messages are most effective when they

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