Chapter Seven

___ is the process by which a message induces change in beliefs, attitudes, or behaviors. A. compliance B. persuasion C. Inoculation D. Sleeper effect

The ____ route to persuasion occurs when interested people focus on arguments. A. peripheral B. central C. logical D. image

The ____ route to persuasion occurs when people are influenced by incidental cues, such as a speaker's attractiveness. A. peripheral B. central C. logical D. image

Which of the following is NOT one of the primary elements of persuasion that social psychologists have studied? A. the communicator B. the context C. the message D. how the message is communicated

A communicator is said to be _____ when he or she is perceived as both an expert and trustworthy. A. honest B. guileless C. honorable D. credible

When an initially discounted message becomes effective, a delayed impact of the message occurs. This is called the _____ effect. A. delayed reaction B. short-term memory C. sleeper D. longevity

Perceived expertise in a speaker includes all of the following EXCEPT A. someone speaking confidently B. being introduced as knowledgeable C. they begin with things that the audience agrees with D. someone speaking hesitantly

You are attending a lecture by a banker and you expect her to advocate bank savings accounts. However, she advocates stock investments instead. Since her message goes against her own self interest, you perceive her as _____ and the message as _____. A. sincere, persuasive B. insincere; not persuasive C. sincere; not persuasive D. insincere; persuasive

Perceived trustworthiness includes all of the following behaviors EXCEPT A. the communicator uses direct eye contact B. the audience believes the communicator is trying to persuade them C. the communicator argues against his or her own self-interest D. the communicator talks fast

We tend to like people who are like us. This exemplifies which characteristic of attractiveness? A. liking B. similarity C. consistency D. physical appeal

Arguments, especially emotional ones, are often more influential when they come from beautiful people. This exemplifies which characteristic of attractiveness? A. liking B. similarity C. consistency D. physical appeal

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

Werner and colleagues conducted a study on aluminum can recycling at the University of Utah and found that the most effective message was a A. one-sided one B. two-sided one C. discrepant one D. clear and unambiguous one

The ____ effect refers to how information that is presented first usually has the most influence. A. recency B. primacy C. channel D. initial

The _____ effect refers to how information that is presented last can have the most influence. A. recency B. primary C. channel D. final

The process by which media influence often occurs through opinion leaders, who in turn influence others, is referred to as A. the sleeper effect B. an indirect channel of communication C. the opinion leader effect D. a two-step flow of communication

A cult has all of the following characteristics EXCEPT A. a distinctive ritual and beliefs that are related to its devotion to a god or a person B. the use of mind-altering drugs C. isolation from the surrounding culture D. a charismatic leader

People most vulnerable to cults are usually A. under the age of 15 B. over the age of 30 C. lower class D. under the age of 25 and facing a personal crisis

Kiesler recommended that one way to stimulate people's thinking so that they become more committed to their positions is to A. mildly attack their position B. strongly attack their position C. mildly support their position D. strongly support their position

Generally speaking, the most persuasive channel of communication seems to be A. written B. audiotaped C. videotaped D. live

A person's perceived expertise and trustworthiness comprise their overall A. convinceability B. intelligence C. credibility D. persuasiveness