Question 1

Suppose that Elvis is opposed to smoking. And suppose that, even though his friends try to persuade him to try cigarettes, he stays true to his beliefs and resists their pressure. Research suggests that, as a result, Elvis is likely to ____.

Accepted Answer

According to the concept of cognitive dissonance, when people are faced with a conflict between their beliefs and behavior, they experience discomfort and are motivated to reduce the dissonance. In this case, Elvis's behavior (resisting the pressure to try smoking) is consistent with his belief (opposition to smoking), which reduces the dissonance. This reinforcement of his beliefs is likely to make him more firm in his anti-smoking stance.

Question 2

Research suggests that a number of conditions must be met in order for a person to process a persuasive message using the central route (rather than the peripheral route). Which of the following is one of those conditions?

Accepted Answer

According to the elaboration likelihood model, the central route is a high-involvement processing route that is characterized by careful consideration of the message content. In order for a person to use the central route, they must be motivated to process the message carefully. Factors such as credibility and trustworthiness of the source may influence persuasion, but they are not necessarily sufficient conditions for using the central route. Similarly, a person may have an existing attitude that they are willing to change, but if they are not motivated to process the message carefully, they may rely on peripheral cues instead.

Question 3

The negative emotional response of ____ often precedes negative attitude change.

Accepted Answer

Psychological reactance refers to the negative emotional response and resistance that can occur when individuals feel their freedom or autonomy is being threatened. This can lead to a reversal of attitude, in which they become more entrenched in their beliefs and resistant to persuasion.

Question 4

Suppose that you were attending a lecture on global warming. In evaluating the integrity of the lecture, which of the following would least likely be a peripheral cue?

Accepted Answer

The statistics cited by the speaker when comparing year-to-year temperatures are directly related to the topic of global warming and would be considered a central cue. A peripheral cue is something that is not directly related to the topic, such as the number of people attending or the length of the lecture. The speaker's credentials (B) could be a peripheral cue depending on how much weight one gives to them.

Question 5

People are more likely to engage in central processing than peripheral processing when ____.

Accepted Answer

Central processing involves thinking deeply about the message and its arguments. When a topic is of personal relevance, people are more likely to engage in central processing because it is seen as personally important.

Question 6

Which of the following is NOT an example of someone relying on a peripheral cue?

Accepted Answer

Anya is relying on a central cue, which involves processing information in a systematic and analytical manner, rather than relying on peripheral cues such as price, popularity, or appearance.

Question 7

_____ posits that there are two major routes to persuasion: central and peripheral.

Accepted Answer

The elaboration likelihood model posits that there are two major routes to persuasion: central and peripheral. The central route involves careful consideration of the message and its arguments, while the peripheral route involves focusing on superficial cues, such as the speaker's appearance, to make a decision.

Question 8

Suppose that Walter is undergoing an interview training seminar in which he repeatedly practices coming up with responses to the statement, "You're not qualified." For example, he practices rebutting with, "Actually if you'll take a closer look at my resume..." and "If you'll just give me a chance..." It would appear that Walter's interview training seminar is teaching him how to avoid rejections based on the idea of ____.

Accepted Answer

The statement "You're not qualified" can be seen as a potential rejection, and Walter's training in coming up with responses to this statement is an example of inoculation. Inoculation is a technique used to prevent persuasion by exposing individuals to weakened forms of arguments in order to strengthen their resistance to stronger versions of those arguments. In this case, Walter is being exposed to the rejection of "You're not qualified" in a controlled training environment so that he can build up his resistance to it and be better prepared to handle it in a real interview setting.

Question 9

In the terminology of the elaboration likelihood model, people relying on automatic, nonconscious processing are using the ____ route.

Accepted Answer

The peripheral route involves automatic, nonconscious processing where people are influenced by cues such as the attractiveness or credibility of the source of the message, rather than the actual content of the message itself.

Question 10

Compared to persuasion via the peripheral route, persuasion via the central route ____.

Accepted Answer

Persuasion via the central route involves processing information more deeply and thoughtfully, leading to stronger and more durable attitude change compared to persuasion via the peripheral route, which relies on superficial cues and often produces weaker and more vulnerable attitude change. The sleeper effect, which refers to delayed persuasion from a low-credibility source, is associated with persuasion via the peripheral route. The discontinuity effect, which suggests a lessening of an effect over time due to interruption, is not directly related to the mode of persuasion.

Question 11

In the terminology of the elaboration likelihood model, people relying on conscious, careful processing of information are using the ____ route.

Accepted Answer

The elaboration likelihood model proposes two routes to persuasion: the central route, which involves careful and conscious processing of information, and the peripheral route, which involves less effortful and conscious processing of peripheral cues such as attractiveness or credibility of the source. Therefore, people relying on conscious, careful processing of information are using the central route. Choices A, C, and D are not correct because they do not refer to the two distinct routes proposed by the elaboration likelihood model.

Question 12

McGuire's work on resisting persuasion is known as ____ theory.

Accepted Answer

McGuire's work on resisting persuasion is known as the inoculation theory.

Question 13

When people process persuasive messages using the central route (rather than the peripheral route), they expend ____ energy and, if they change their attitudes as a result of the message, are likely to end up with ____ attitude change.

Accepted Answer

When people process persuasive messages using the central route, they put in more cognitive effort and engage in extensive evaluation of the arguments presented. If they change their attitudes as a result, it is likely to be a stronger and more enduring change.

Question 14

Which of the following statements about speed of speech and persuasion is most accurate?

Accepted Answer

Fast talkers are often perceived as more confident and knowledgeable, which can enhance their persuasiveness.

Question 15

As described in the text, the elaboration likelihood model is almost identical to another model, known as ____.

Accepted Answer

The text states that the elaboration likelihood model (ELM) is "almost identical" to the heuristic/systematic model. While the other options may have some similarities or connections to persuasion, they are not specifically mentioned in relation to the ELM in the text.

Question 16

When persuasion researchers refer to a persuasive message as having "personal relevance" for someone, what they mean is that ____.

Accepted Answer

Personal relevance means that the issue at stake will have significant consequences for the person's life. It is an issue that directly affects the person and is important to them.

Question 17

The speed at which the source speaks can serve as a(n) ____ cue to persuasion.

Accepted Answer

The speed at which the source speaks is a peripheral cue to persuasion, meaning it is not directly related to the content of the message but can influence the audience's perception and acceptance of the message.

Question 18

When people believe that someone is trying to persuade them of something (and thus take away their freedom of choice), they experience a negative emotional response called ____.

Accepted Answer

Psychological reactance is the negative emotional response people feel when they perceive that their freedom of choice is being threatened or eliminated. This can occur when people believe they are being persuaded or coerced into making a particular choice. Options B, C, and D are not relevant to this concept.

Question 19

One potential problem with fast talking and persuasion is that ____.

Accepted Answer

The answer of One potential problem with fast talking and...

Question 20

If people are motivated to process a persuasive message, then ____.

Accepted Answer

Motivation is only one factor that impacts the likelihood of processing a persuasive message. The second factor is ability. If a person is not able to process the message, it doesn't matter how motivated they are. Therefore, it is more accurate to say that people who are both motivated and able to process a message are more likely to do so.

Quiz 8: Social Influence and Persuasion

Suppose that Elvis is opposed to smoking. And suppose that, even though his friends try to persuade him to try cigarettes, he stays true to his beliefs and resists their pressure. Research suggests that, as a result, Elvis is likely to ____.

Research suggests that a number of conditions must be met in order for a person to process a persuasive message using the central route (rather than the peripheral route) . Which of the following is one of those conditions?

The negative emotional response of ____ often precedes negative attitude change.

Suppose that you were attending a lecture on global warming. In evaluating the integrity of the lecture, which of the following would least likely be a peripheral cue?

People are more likely to engage in central processing than peripheral processing when ____.

Which of the following is NOT an example of someone relying on a peripheral cue?

_____ posits that there are two major routes to persuasion: central and peripheral.

In the terminology of the elaboration likelihood model, people relying on automatic, nonconscious processing are using the ____ route.

Compared to persuasion via the peripheral route, persuasion via the central route ____.

In the terminology of the elaboration likelihood model, people relying on conscious, careful processing of information are using the ____ route.

McGuire's work on resisting persuasion is known as ____ theory.

When people process persuasive messages using the central route (rather than the peripheral route) , they expend energy and, if they change their attitudes as a result of the message, are likely to end up with attitude change.

Which of the following statements about speed of speech and persuasion is most accurate?

As described in the text, the elaboration likelihood model is almost identical to another model, known as ____.

When persuasion researchers refer to a persuasive message as having "personal relevance" for someone, what they mean is that ____.

The speed at which the source speaks can serve as a(n) ____ cue to persuasion.

When people believe that someone is trying to persuade them of something (and thus take away their freedom of choice) , they experience a negative emotional response called ____.

One potential problem with fast talking and persuasion is that ____.

If people are motivated to process a persuasive message, then ____.

Quiz 8: Social Influence and Persuasion

Suppose that Elvis is opposed to smoking. And suppose that, even though his friends try to persuade him to try cigarettes, he stays true to his beliefs and resists their pressure. Research suggests that, as a result, Elvis is likely to ____.

Research suggests that a number of conditions must be met in order for a person to process a persuasive message using the central route (rather than the peripheral route) . Which of the following is one of those conditions?

The negative emotional response of ____ often precedes negative attitude change.

Suppose that you were attending a lecture on global warming. In evaluating the integrity of the lecture, which of the following would least likely be a peripheral cue?

People are more likely to engage in central processing than peripheral processing when ____.

Which of the following is NOT an example of someone relying on a peripheral cue?

_____ posits that there are two major routes to persuasion: central and peripheral.

In the terminology of the elaboration likelihood model, people relying on automatic, nonconscious processing are using the ____ route.

Compared to persuasion via the peripheral route, persuasion via the central route ____.

In the terminology of the elaboration likelihood model, people relying on conscious, careful processing of information are using the ____ route.

McGuire's work on resisting persuasion is known as ____ theory.

When people process persuasive messages using the central route (rather than the peripheral route) , they expend ____ energy and, if they change their attitudes as a result of the message, are likely to end up with ____ attitude change.

Which of the following statements about speed of speech and persuasion is most accurate?

As described in the text, the elaboration likelihood model is almost identical to another model, known as ____.

When persuasion researchers refer to a persuasive message as having "personal relevance" for someone, what they mean is that ____.

The speed at which the source speaks can serve as a(n) ____ cue to persuasion.

When people believe that someone is trying to persuade them of something (and thus take away their freedom of choice) , they experience a negative emotional response called ____.

One potential problem with fast talking and persuasion is that ____.

If people are motivated to process a persuasive message, then ____.

When people process persuasive messages using the central route (rather than the peripheral route) , they expend energy and, if they change their attitudes as a result of the message, are likely to end up with attitude change.