Social Psychology 6th Canadian Edition By Myers – Test Bank

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Multiple Choice Questions – (139) Bloom’s: Remember – (114)

True/False Questions – (9) Bloom’s: Understand – (41)

Short Answer Questions – (9) Learning Objective: 05-01 What Paths Lead To Persuasion? – (30)

Odd Numbered – (79) Learning Objective: 05-02 What Are The Elements Of Persuasion? – (98)

Even Numbered – (78) Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate? – (19)

Accessibility: Keyboard Navigation – (148) Learning Objective: 05-04 How Can Persuasion Be Resisted? – (10)

Bloom’s: Apply – (2)

1. According to the text, persuasion efforts to change Canadian’s attitudes toward _____ have been successful.

seat belts wearing

teenage pregnancies

war

→ smoking

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

2. Good persuasion is called ____________; bad persuasion is called _____________.

the illusion of invulnerability; the availability heuristic

→ education; propaganda

the vivid appeal; emotion-arousing appeal

propaganda; education

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

3. According to the text, persuasion in everyday life is

diabolical.

→ inevitable.

avoidable.

none of the choices are correct.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

4. Petty, Cacioppo, and colleagues theorized that persuasion is likely to occur via two routes:

→ central and peripheral.

persuasion and conformity.

normative and informative.

none of the choices are correct.

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Bloom’s: Remember

Multiple Choice Question

whether

Learning Objective: 05-01 What Paths Lead To Persuasion?

5. According to the text, the factor that determines whether we call attempts at persuasion “education” or “propaganda” is

→ we believe them or not.

we know the communicator or not.

the message is rational or emotional in tone.

the message is one-sided or two-sided.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

6. ___________________ occurs when people are influenced by incidental cues.

The central route to persuasion

→ The peripheral route to persuasion

The fundamental route to persuasion

None of the choices are correct

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

7. People who are motivated and able to think through an issue are best persuaded by

→ central route processing.

peripheral route processing.

heuristic route processing.

the elaboration likelihood model.Page 2 of 21

Multiple Choice Question Accessibility: Keyboard Navigation

Bloom’s: Remember

Learning Objective: 05-01 What Paths Lead To Persuasion?

8. Marlene is a member of her school’s debate team and was watching the political debates on TV. She felt that Candidate A

had weak arguments about many issues important to her such as educational funding and crime control, and noticed that

Candidate B was a handsome man that had a real “honest” look about him. According to the routes to persuasion, which

candidate is Marlene most likely to vote for?

She will vote for Candidate A.

→ She will vote for Candidate B.

She will have no preference for either candidate.

She won’t choose either candidate and refrain from voting.

Accessibility: Keyboard Navigation

Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

9. A representative from “Mothers Against Drunk Driving” is visiting a high school to give a presentation about the dangers

of drinking and driving. What would be her best strategy to persuade the students to avoid driving while drunk?

→ Get the students to think deeply and seriously about the issue.

Give an entertaining presentation, with the real message disguised by an enjoyable format.

Bring in a glamorous spokesperson to appeal to the students.

Use simple and familiar language.

Accessibility: Keyboard Navigation

Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

10. Smart advertisers adapt ads to their consumers’ thinking, and the consumers respond with favourable thoughts. This

process is referred to as

the central route to persuasion.

→ the peripheral route to persuasion.

automatic persuasion.

the heuristic route to persuasion.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

11. When people are thinking carefully, they rely not just on the strength of persuasive appeals but on _____________ as well.

→ their own thoughts in response

what their friends think

the attractiveness of the speaker

the number of arguments

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

12. High effort is to ___________ as low effort is to ___________.

→ central; peripheral

peripheral; central

heuristics; incidental cues

persuasion; conformity

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

13. Which of the following is a hurdle that must be cleared before a message is likely to persuade?

→ Attention

Peripheral processing

Central processing

All of the choices are correct

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

14. According to the text, which of the following is one of the hurdles a persuasive message must clear in order to change

attitudes and behavioural intentions?

Is the message comprehended?

Is the message believed?

Is the message remembered?

→ All of the choices are correct.

Multiple Choice QuestionPage 3 of 21

Accessibility: Keyboard Navigation

Bloom’s: Remember

Learning Objective: 05-01 What Paths Lead To Persuasion?

15. If an ____________ source makes it more likely that you will pay attention to a message, then the message should have a

greater chance of ___________ you.

unattractive; persuading

unattractive; confusing

attractive; confusing

→ attractive; persuading

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

16. We know that an attractive source makes you pay more attention to the message and the message is subsequently more

persuasive. This fact provides us with a good understanding of ______ persuasion is likely to occur.

→ when

where

why

how much

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

17. According to Hovland and his colleagues, any factor that helps people clear hurdles in the persuasion process

→ increases the likelihood of persuasion.

decreases the likelihood of persuasion.

does not have any effect on the likelihood of persuasion.

sometimes increase and sometimes decrease the likelihood of persuasion.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

18. Persuasion that occurs when people are influenced by incidental cues, such as a speaker’s attractiveness, is referred to as

____________ route persuasion.

central

→ peripheral

subconscious

emotional

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

19. Which of the following is a characteristic of central route persuasion?

→ It uses systematic arguments.

It relies heavily on the communicator’s attractiveness.

It employs rule-of-thumb heuristics to persuade.

Its effectiveness depends on a two-step flow of communication.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

20. An automobile manufacturer who produces advertisements associating its cars with a young, attractive family enjoying

picnics is most clearly using

central route persuasion.

→ peripheral route persuasion.

two-step flow of communication.

social implosion.

Accessibility: Keyboard Navigation

Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

21. For people who think carefully about issues, persuasion

depends on the strength or cogency of the arguments.

depends on their own cognitive responses to the persuasive appeal.

does not depend much on the expertise of the source of the persuasive appeal.

→ all of the choices are correct.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

22. In terms of persuasion, which of the following is the best example of a peripheral heuristic?Page 4 of 21

The advertising phrase, “Be All That You Can Be”

A book being recommended by the Oprah Book Club

→ All of the choices are correct

None of the choices are correct

Accessibility: Keyboard Navigation

Bloom’s: Understand

Learning Objective: 05-01 What Paths Lead To Persuasion?

Multiple Choice Question

23. Attitude change that has followed the central route is more likely to

persist.

resist attack.

influence behaviour.

→ all of the choices are correct.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

24. If a message is clear and easy to comprehend but is full of unconvincing arguments, you will

not be easily able to counter-argue and the message will be more persuasive.

→ be easily able to counter-argue and the message will be less persuasive.

be easily able to counter-argue and the message and will be more persuasive.

not be easily able to counter-argue and the message will be less persuasive.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

25. We know if a message offers convincing arguments it will be more persuasive. This “cognitive response” approach helps

us understand

→ why persuasion occurs more in some situations than in others.

when persuasion occurs.

where persuasion occurs.

how much persuasion occurs.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

26. Computer ads are most likely to

employ Hollywood stars to appear in their commercials.

→ offer customer information on competitive features and prices.

use visual images more frequently.

employ great athletes to appear in their commercials.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

27. Compared to the central route, the peripheral route to persuasion is more likely to lead to

behaviour change.

more resistant attitudes.

→ superficial attitude change.

persistent attitude change.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Learning Objective: 05-01 What Paths Lead To Persuasion?

Multiple Choice Question

28. Two primary components of credibility are

confidence and attractiveness.

confidence and trustworthiness.

→ expertise and trustworthiness.

expertise and similarity.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

29. Your physician tells you to get more exercise. The same day, on a late-night infomercial, your brother watches a washed-

up celebrity tell the public they need to get more exercise. According to research on the sleeper effect, who is more likely

to be thinking about buying a gym membership about a month later?

You are

→ Your brother is

Neither you nor your brother

Both you and your brotherPage 5 of 21

Multiple Choice Question Accessibility: Keyboard Navigation

Bloom’s: Understand

Learning Objective: 05-02 What Are The Elements Of Persuasion?

30. Over time the impact of a message from a non-credible source may _____________, a phenomenon known as the

______________.

decrease; sleeper effect

→ increase; sleeper effect

decrease; status effect

increase; status effect

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

31. Why might a Canadian male hockey fan respond differently to a message about hockey depending on whether the message

comes from a female sportswriter or from Don Cherry?

Don Cherry is more attractive to the hockey fan than the female sportswriter.

Don Cherry is more trustworthy to the hockey fan than the female sportswriter.

Don Cherry is more similar to the hockey fan than the female sportswriter.

→ All of the choices are correct.

Accessibility: Keyboard Navigation

Bloom’s: Understand

Learning Objective: 05-02 What Are The Elements Of Persuasion?

Multiple Choice Question

32. You will be perceived as more credible if you

speak with a higher pitch.

speak with great emotion.

speak slowly, carefully articulating each phrase.

→ speak confidently, without hesitating.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

33. Speaking in a straightforward manner contributes to one’s being perceived as more ___________.

masculine

attractive

→ credible

consistent

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

34. Perceptions of trustworthiness can be increased by

→ giving direct eye contact to one’s audience.

telling the audience your intent to persuade.

arguing in a straightforward way for one’s own self-interest.

arguing for the position the audience expects of you.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

35. John doesn’t care at all about the legalization of marijuana, but in class he listened to a speech in favour of it. All else

being equal, John is most likely to be persuaded if

the message contains short, cogent arguments.

the message contains information about the benefits of marijuana use that he can think about and evaluate.

→ the message is delivered by a fast talker.

none of the choices are correct.

Accessibility: Keyboard Navigation

Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

36. A local charity is recruiting university students to help canvass to raise money. Of the following individuals, all of whom

are equally well known and popular on campus, who should be the most persuasive in raising funds?

→ Marcie, well known for her stinginess when it comes to money.

Jennifer, well known for her outgoing and fun-loving personality.

Mary, well known for her generosity and compassion.

Beth, well known for her leadership abilities.

Multiple Choice Question

Accessibility: Keyboard Navigation

Bloom’s: Understand

Learning Objective: 05-02 What Are The Elements Of Persuasion?

37.Page 6 of 21

An opposition Member of Parliament argues that the government should be more aggressive in its campaign to get citizens

to stop smoking. He will appear more credible and persuasive if he

→ represents a riding dependent on tobacco farming.

is a former employee of the Canadian Cancer Society.

has once been a lobbyist for the television industry.

represents a riding where most people believe it is wrong to smoke.

Accessibility: Keyboard Navigation

Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

38. Whose argument has the best chance of convincing you to choose Cuba over Mexico for a vacation?

Mathilde, who was born in Cuba and thinks you should go to Cuba.

Jeri, who vacations in Cuba every year and thinks you should go to Cuba.

→ Nola, who was born in Mexico and thinks you should go to Cuba.

Zoe, who has vacationed in both Mexico and Cuba, and thinks you should go to Cuba.

Accessibility: Keyboard Navigation

Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

39. A citizens’ group that favours strict restriction of gun sales is preparing a communication to present to various community

groups. If they want their message to seem most credible and sincere, which member of their group should present it?

→ Smitty, who owns a local sports store and sells guns

Betty, an x-ray technician who works at the local hospital

Jacob, whose son was killed by an accidental gunshot

Maurice, a psychologist and expert on human aggression

Accessibility: Keyboard Navigation

Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

40. In a study by Miller and colleagues, people who listened to tape-recorded messages on topics like “the dangers of drinking

coffee” rated fast speakers as being _____ than slow speakers.

less objective

less intelligent

→ more believable

more manipulative

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

41. According to research, when a speaker presents an unexpected rather than an expected position, we are more likely to

attribute the message to compelling evidence and thus

not be persuaded by it.

→ be persuaded by it.

respond emotionally to it.

be unaffected by it.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Learning Objective: 05-02 What Are The Elements Of Persuasion?

Multiple Choice Question

42. The best persuader on matters of subjective experience is

someone who minds his/her self-interest.

a male persuader.

a female persuader.

→ a similar communicator.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

43. A similar communicator would be most effective in changing beliefs about the

health benefits of eating fruits and vegetables.

dangers of marijuana use.

dangers of driving without wearing seat belts.

→ advantages of living in a small town versus the country or a large city.

Accessibility: Keyboard Navigation

Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

44. Physical appeal and similarity are two important factors that determine a communicator’s

credibility.

status.

→ attractiveness.Page 7 of 21

trustworthiness.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

45. When might you be more persuaded to agree with an argument made by your grade 8 school teacher than with an

argument made by your best friend?

When the argument is about the most important school subject

→ When the argument is over the outcome of the War of 1812

When the argument is about the merits of a professional basketball team

None of the choices are correct

Accessibility: Keyboard Navigation

Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

46. When the choice concerns matters of personal value, taste, or way of life, ______________ communicators have the most

influence.

attractive

→ similar

dissimilar

emotional

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

47. When it comes to matters of objective reality or fact, we are most influenced by

attractive others.

similar others.

trustworthy others.

→ dissimilar others.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

48. People who are similar to ourselves will be more influential than those who are dissimilar to us in persuading us about all

of the following questions except:

Which soft drink tastes best?

Is being honest more important than being loving?

Who would make the best Prime Minister?

→ Which Canadian city gets the most annual rainfall?

Accessibility: Keyboard Navigation

Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

49. ________________ audiences are more persuaded by _______________.

Well-educated; rational appeals

Uninvolved; how much they like the communicator

Highly involved; reasoned arguments

→ All of the choices are correct

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

50. Which is more influential: reason or emotion? Persuasion research has revealed that the best answer to this question is

reason is more influential.

emotion is more influential.

both reason and emotion together in a message are necessary to produce persuasion.

→ it depends on the audience.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

51. Janice is a lawyer and is listening to two of her colleagues discuss new legislation on dealing with young offenders. Bill is

discussing the issues by logically pointing out the facts of the legislation and implications of these changes, whereas

Charlene is emotional and recounts details of a case where a young male killed a single mother of four kids. Which of

Janice’s colleagues is most likely to influence her view on the legislation?

→ Bill

Charlene

Janice will rely on her own views and ignore her colleagues

Both of her colleagues will be equally influentialPage 8 of 21

Multiple Choice Question Accessibility: Keyboard Navigation

Bloom’s: Understand

Learning Objective: 05-02 What Are The Elements Of Persuasion?

52. Jim is not completely confident in the strength of the persuasiveness of his arguments. To increase his degree of influence,

Jim ought to

provide refreshments for his audience.

play pleasant background music as the audience gathers.

tell a few really good jokes at the beginning of his speech.

→ All of the choices are correct.

Accessibility: Keyboard Navigation

Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

53. Janis and his colleagues found that if university students were allowed to consume peanuts and Pepsi while reading

persuasive messages, they

felt manipulated and resisted influence.

→ were more convinced by the messages.

were distracted and showed poorer comprehension of the messages.

viewed the communicator as more attractive but less credible.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

54. Well-educated or analytical people are __________ responsive to rational appeals; less-educated or less analytical people

are ____________ responsive to rational appeals.

→ more; less

less; more

all of the choices are correct

none of the choices are correct

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

55. Good feelings ________ persuasion by: ________ and by ________.

→ enhance; enhancing positive thinking; linking good feelings with the message

diminish; diminish positive thinking; linking good feeling with the message

enhance; diminish positive thinking; not linking good feeling with the message

None of the choices are correct

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

56. Compared to happy people, unhappy people ruminate more before reacting to a persuasive message and thus are

more vulnerable to emotional appeals.

→ less easily swayed by weak arguments.

less involved in judging persuasive messages.

more vulnerable to one-sided messages.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Learning Objective: 05-02 What Are The Elements Of Persuasion?

Multiple Choice Question

57. Fear-arousing messages have proven potent in convincing people to

cut down on smoking.

brush their teeth more often.

drive carefully.

→ all of the choices are correct

Accessibility: Keyboard Navigation

Bloom’s: Remember

Learning Objective: 05-02 What Are The Elements Of Persuasion?

Multiple Choice Question

58. Fear-arousing messages are effective if they

→ tell people how to avoid the danger.

raise a moderate but not high level of fear.

are presented by similar rather than dissimilar communicators.

follow the peripheral rather than the central route of persuasion.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

59. What is the effect of a fear-arousing communication?

Fear renders a communication ineffective.Page 9 of 21

→ Generally, the more frightened people are, the more they respond.

Evoking a low level of fear is effective, but producing a high level of fear is not.

Fear appeals are effective with women but boomerang with men.

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

60. You have been asked to design an advertising campaign urging people to use protection when engaging in sexual activity.

To be most effective, your message should arouse

no fear.

a moderate level of fear.

a low level of fear.

→ a high level of fear.

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

61. What is the most convincing thing Sue can say if she wants the children she is babysitting to stay away from strange dogs

while they are playing outside?

“Don’t go near strange dogs!”

“Sometimes dogs attack and bite little children.”

“Some dogs are not as friendly as your dog, so you should be very careful if you see a dog you don’t know.”

→ “If you see a strange dog running loose in the neighbourhood, come home right away because the dog might

attack you or bite you.”

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Bloom’s: Understand

Learning Objective: 05-02 What Are The Elements Of Persuasion?

Multiple Choice Question

62. Nazi propaganda was effective because it

was vivid.

used emotional, often fear-arousing appeals.

gave specific instructions on how to deal with the “Jewish threat.”

→ all of the choices are correct.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

63. According to the text, health warnings on cigarette ads are effective because they

have source credibility.

→ include graphic labels depicting the hazards of smoking.

generate a moderate amount of fear.

have logical appeal.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

64. People who disagree with conclusions drawn by a newscaster rate the newscaster as being more

biased.

inaccurate.

untrustworthy.

→ all of the choices are correct

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

65. Which of the following is true?

Messages should always be extremely discrepant from the views of the audience.

Messages should never be extremely discrepant from the views of the audience.

The effect of discrepancy depends on the channel of communication.

→ The effect of discrepancy depends on communicator credibility.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

66. Aronson, Turner, and Carlsmith found that only a _____________ source elicited considerable opinion change when

advocating a position greatly discrepant from the recipient’s.

→ credible

physically appealing

fear-arousing

personally familiarPage 10 of 21

Multiple Choice Question Accessibility: Keyboard Navigation

Bloom’s: Remember

Learning Objective: 05-02 What Are The Elements Of Persuasion?

67. Communicators with little credibility are most effective in changing the opinions of other people when they advocate

positions that

arouse the emotions of the audience.

arouse intense dissonance in the audience.

→ differ only moderately from the positions of the audience.

differ markedly from the positions of the audience.

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

68. Which of the following statements best summarizes the effect of a highly discrepant message on an audience that disagrees

with it?

Discrepant messages cause discomfort in the audience, which then discounts all associated arguments

Discrepancy arouses audience attention and increases analysis and elaboration of the message, so it is

accepted.

→ Discrepancy and credibility interact, so that the effect of a large or small discrepancy depends on

communicator credibility.

None of the choices are correct.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

69. If you are a credible authority and your audience isn’t much concerned with your issue, you ought to

→ advocate an extremely discrepant view.

advocate a moderately discrepant view.

advocate a slightly discrepant view.

present a short message.

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

70. A highly discrepant message is least likely to be persuasive if the audience

→ is deeply involved in the issue.

is youthful.

views the communicator as credible.

is in a happy mood.

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

71. If you are a credible authority and your audience isn’t much concerned with your issue, chances are that you

→ may be able to persuade them.

will be unable to persuade them.

will make them more involved with the issue.

none of the choices are correct.

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

72. A message presenting only one side of an issue will be more effective than a two-sided communication if

the issue is of great personal significance to the audience and tends to elicit strong emotion.

the communicator has only moderate credibility or attractiveness.

→ the audience tends to agree with the advocated position and will not hear the opposing side.

the audience is well-informed and is already aware of the opposing arguments.

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

73. If your audience includes those with or those who will be exposed to opposing views, you should _______________ to be

persuasive.

→ offer a two-sided appeal

offer a one-sided appeal

offer yet one more view that has not been considered yet

none of the choices are correct

Multiple Choice Question

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Bloom’s: Remember

Learning Objective: 05-02 What Are The Elements Of Persuasion?Page 11 of 21

74. A group of concerned students who drive to school each day came to a meeting about the possibility of more parking

restrictions on campus. As a representative of the university administration in favour of the restrictions, you ought to

present only strong arguments in favour of the new restrictions.

present the most extreme version of the plan to restrict parking.

→ present both sides of the issue.

present an emotional appeal.

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Bloom’s: Understand

Learning Objective: 05-02 What Are The Elements Of Persuasion?

Multiple Choice Question

75. Persuasion research has revealed a number of

→ complex interaction effects.

simple main effects.

findings consistent with “Occam’s razor.”

common sense findings that could have easily been predicted.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

76. In the primacy effect, information presented _________ usually has the ________ influence.

last; most

first; least

→ first; most

none of the choices are correct

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

77. In experiments where people succeed on a guessing task half the time and fail half the time, people perceive those whose

successes come early as

likely to have cheated.

→ more able than those whose early experience is failure.

less attractive than those whose successes come later.

having lost interest in the task.

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

78. In an election campaign debate, Kelly makes her statement to the audience first and is immediately followed by her

opponent, Stuart. The election is not held until two weeks later. If both messages were persuasive and the debate was the

deciding factor, the election results should show the influence of

the recency effect.

→ the primacy effect.

a two-step flow of communication.

the credibility-discrepancy effect.

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

79. In an election campaign debate, Joanne makes her statement to the audience during the first week of campaigning. Her

opponent Deborah presents her campaign the next week. The election is the next day following Deborah’s statement. If

both messages were persuasive and the debate was the deciding factor, the election results should show the influence of

→ the recency effect.

the primacy effect.

a two-step flow of communication.

the credibility-discrepancy effect.

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

80. Using transcripts from an actual civil trial, Miller and Campbell found that when arguments by both the plaintiff and

defence were presented together, opinions of mock jurors reflected the ____________. When the testimony of the plaintiff

and defence were presented a week apart, mock jurors were more likely to form their opinions according to the

______________.

the recency effect; the primacy effect

the two-sided approach; the one-sided approach

→ the primacy effect; the recency effect

the one-sided approach; the two-sided approach

Multiple Choice Question

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Learning Objective: 05-02 What Are The Elements Of Persuasion?Page 12 of 21

81. In the recency effect, the information presented __________ has the _________ influence.

→ last; most

first; most

last; least

first; least

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

82. Which of the following statements about the recency effect is true?

Recency effects are more common than primacy effects.

It is more likely to occur when a delay occurs before the audience is asked to commit to a choice.

→ It probably occurs because early arguments have faded from memory.

All of the choices are correct.

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

83. When two messages are followed back to back, followed by a time gap, a _____________ effect usually occurs.

primary

recency

→ primacy

delayed

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

84. Persuasion messages get communicated through a ___________ of communication.

→ channel

route

flow

process

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

85. In comparing the actions of 180 different students before and after a “Let’s clean up our garbage” poster campaign,

Paloutzian found that ___________ more passers-by picked up test litter after the campaign than had done so before the

campaign.

no

→ only two

25 percent

80 percent

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

86. For minor issues, the impact of a persuasive appeal is likely to increase with

novelty.

complexity.

emotional intensity.

→ repetition.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

87. In order to get students to be more aware about the spread of germs when people are sick, a school launches an awareness

program with posters that say either “Wash Your Hands!” or “Coughs and Sneezes Spread Diseases!” Which poster will be

more effective at changing student behaviour?

The “Wash Your Hands!” poster.

→ The “Coughs and Sneezes Spread Diseases” poster.

Both posters will be equally ineffective.

Both posters will be equally effective.

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

88. A simple rule that summarizes the effects of the media’s influence on attitude change is that persuasion decreases

→ as the significance and familiarity of the issue increases.

as the complexity of the issue increases.

as the significance and familiarity of the issue decreases.Page 13 of 21

if the issue is trivial.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

89. Persuasion studies demonstrate that the major influence on important beliefs and attitudes appears to be

television.

print media like newspapers and magazines.

→ our contact with people.

major social institutions and the values they foster.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

90. During the last referendum on Quebec sovereignty, the federal government spent millions of dollars on an advertising

campaign to persuade Quebecers to vote in favour of unity. Which of the following statements most accurately describes

the probable effect of this campaign?

Repetition of the unity message made it more believable to voters.

Using simple clichés in the unity message persuaded voters to support unity.

Whichever side spent more in a referendum on sovereignty got the most votes.

→ People were not easily persuaded by advertising on a major issue such as a referendum.

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

91. According to Grush (1980), those political candidates that spent ___________ in any election usually got the

___________ votes.

most; least

→ most; most

least; most

least; least

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

92. According to research, mere repetition of a statement ___________ its fluency and believability.

→ increases

decreases

does not affect

affects

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

93. Persuasion ___________ as the significance and familiarity of the issue ___________.

increases; decrease

→ decreases; increase

increases; increase

decreases; decrease

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

94. Farquhar and Maccoby tried to reduce frequency of heart diseases among middle-aged adults in three small California

cities. After one, two, and three years the high-risk people in Tracy were

20% less at risk than before.

→ just as much at risk as before.

40% less at risk than before.

60% less at risk than before.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

95. Several research studies have compared the persuasive influence of mass media versus face-to-face appeals, and found that

people exposed to _________________ tended to experience the greatest changes in attitude and behaviour.

mass media

information brochures

→ personal contacts

any of these choices.

Multiple Choice QuestionPage 14 of 21

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Bloom’s: Understand

Learning Objective: 05-02 What Are The Elements Of Persuasion?

96. Media influence often occurs through opinion leaders, who in turn influence others. This is an example of

persuasion.

conformity.

foot-in-the door technique.

→ two-step flow of communication.

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Learning Objective: 05-02 What Are The Elements Of Persuasion?

Multiple Choice Question

97. The two-step flow of communication

oversimplifies issues.

reminds us that media influences penetrate the culture in subtle ways.

→ all of the choices are correct.

none of the choices are correct.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

98. Messages are best ___________ and ___________ when they are ___________.

→ comprehended; recalled; written

remembered; recognized; spoken

comprehended; recalled; spoken

None of the choices are correct

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

99. The idea that attitudes change as people grow older is known as the ___________ explanation of age differences in

attitudes.

→ life cycle

generational

belief differentiation

psychosocial crisis

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

100.Life cycle and generational explanations both attempt to explain

why the content of messages changes over time.

→ why people have different attitudes depending on their age.

why a particular communicator has a different effect on people of different ages.

how an emotional appeal builds to a climax in terms of its impact.

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Learning Objective: 05-02 What Are The Elements Of Persuasion?

Multiple Choice Question

101.In the study of age differences in attitudes, there is very little evidence for

maturation effects.

→ life cycle effects.

generational effects.

conservatism effects.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

102.Which of the following is true regarding age differences in attitudes?

People’s racial attitudes tend to be most liberal in their 30s and 40s.

People in their 50s and 60s tend to have more conservative sexual attitudes than they had in their 30s and 40s.

→ Attitudes formed in the teens and 20s tend to be stable thereafter.

All of the choices are correct.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

103.Your grandmother believes that she has gotten more conservative as she has grown older. Your grandfather says that your

grandmother has been conservative since she was young. According to the ___________ explanation, ___________ is

probably right.

generational; your grandmotherPage 15 of 21

→ generational; your grandfather

life cycle; your grandfather

none of the choices are correct

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

104.Schuman and Scott found that when they asked people to name the most important world events of the last half century,

most recalled

tragedies like war and assassinations.

achievements like peace accords and moon landings.

recent rather than long-ago news events.

→ events from their teens and early adulthood.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

105.Freedman and Sears found that high school students did not change their attitudes in response to a talk entitled “Why

Teenagers Should Not Be Allowed to Drive” if they

had a moderate, rather than a high or low, level of self-esteem.

were of lower intelligence.

were male.

→ had been forewarned that the talk was coming.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

106.Keela wants to persuade her parents to help pay for a study trip abroad this summer. She will have a more difficult time

succeeding if

→ her parents are forewarned of her intent to convince them.

she has the trip coordinator call to reassure them.

her parents are not particularly intelligent or analytical.

her parents have a moderate level of self-esteem.

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

107.Jennifer, a single mom, needs to ask her parents for money. To minimize their objections to her request, she should

warn them ahead of time of her need.

→ have her busy, distracting little toddler along when she makes her request.

write out her request for them to consider.

make her request over the phone.

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

108.Political ads that use words to promote the candidate while visual images keep the viewer occupied to prevent analysis of

the words are most clearly employing

the technique of classical conditioning.

the two-step flow of communication.

the sleeper effect.

→ distraction to inhibit counter-arguing.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

109.Analytical people are to _____________ as image-conscious people are to _______________.

→ central route persuasion; peripheral route persuasion

the primacy effect; the recency effect

life-cycle explanation; generational explanation

personal influence; media influence

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Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

110.Krista often relies on heuristics and snap-judgments, and will often make decisions based on images she sees or

endorsements from famous people. It is likely that Krista has a ________________ which is why she is more swayed by

the _______________ route to persuasion.

high need for cognition; peripheral

high need for cognition; central

→ low need for cognition; peripheralPage 16 of 21

low need for cognition; central

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

111.On which of the following issues would you be least likely to construct counter-arguments and most likely to accept the

premise suggested by the communicator?

The best career option for you to follow after university

→ Which brand of shampoo you should buy

Which car insurance policy you should choose

Whether eating your favourite food has negative health consequences

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

112.According to the text, students who were instructed to “think a lot” about their attitudes toward vegetarianism were most

persuaded by messages formed by

the peripheral route.

counterarguments.

weak arguments.

→ strong arguments.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

113.Which of the following techniques has been used to stimulate people’s thinking in response to a persuasive message?

Having different speakers present separate arguments rather than the same speaker present all the arguments

Using rhetorical questions such as, “Are you better off for having voted for so-and-so four years ago?”

Making people in the audience feel responsible for passing along the persuasive message

→ All of the choices are correct.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

114.In the central versus peripheral route theory of persuasion, what matters most is

→ what we think in response to a message.

how much knowledge we have about an issue.

how we feel about the communicator.

how many times the message is repeated.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

115.Ms. Frances is trying to get her grade 5 students to remember important events in Canadian history. What is her best

strategy for helping them not only to learn, but also to remember?

Challenge her students with difficult questions about Canadian history

Tell interesting stories about Canadian history

Have the students act out important events in Canadian history

→ All of the choices are correct

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Bloom’s: Understand

Multiple Choice Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

116.Cults like the Unification Church and Jim Jones’s People’s Temple typically recruit and retain members by exploiting

the sleeper effect.

→ the foot-in-the-door phenomenon.

the recency effect.

attitude inoculation.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

117.Kyle has recently become a member of an exclusive end-times cult, but is not initially sure he believes everything the

group endorses. As a new member, he is required to engage in rituals, public canvassing, and fund raising efforts for the

group. When asked about his beliefs after a few months, Kyle will likely

admit that he doesn’t really believe in the groups ideals now that he knows more about it.

→ come to strongly believe what he has been publicly advocating for the group.

still be unsure of what he believes but is strongly committed to the group.

have come to believe in the groups ideals but his personal commitment will have decreased.

Multiple Choice QuestionPage 17 of 21

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Bloom’s: Understand

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

118.You think your younger sister may be getting involved with a cult. What situation should make you the most worried on

her behalf?

They will kidnap her and force her to join the cult.

They will convince her to join the cult by using strong factual arguments.

→ She will be gradually drawn into the cult with patient encouragement by other cult members.

Her street-smarts will make her an easy target for the cult.

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Bloom’s: Understand

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

Multiple Choice Question

119.People most vulnerable to cults are usually

under age 25.

facing a personal crisis.

middle-class.

→ all of the choices are correct

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Multiple Choice Question

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

120.Cult leaders will be most effective and influential if they are

perceived as very attractive by female recruits.

demanding and require complete surrender of control to their will upon joining.

not seen as a threat and believed to be similar to the group members.

→ charismatic, perceived as an expert, and trustworthy.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

121.The success of religious cults is explained by their effective use of

escalating behavioural commitments.

persuasion principles.

isolating group members.

→ all of the choices are correct.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

122.According to Singer, _____________________ because they are more trusting.

→ middle-class Caucasian youths are more vulnerable to cult indoctrination

high-class Caucasian youths are less vulnerable to cult indoctrination

low-class Caucasian youths are more vulnerable to cult indoctrination

none of the choices are correct

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

123.According to research, which variable is not one of the four most known factors that influence the impact of persuasive

communications?

The communicator

→ The time of day

The message content

The channel

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Multiple Choice Question

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

124.Which of the following is NOT a factor associated with successful cults?

A credible communicator.

→ Logical arguments.

A charismatic leader.

Recruitment by trusted friends.

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Multiple Choice Question

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

125.According to the text, potential cult members are

old people.

→ people under 25.Page 18 of 21

all of the choices are correct.

none of the choices are correct.

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Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

Multiple Choice Question

126.According to the text, potential cult members are

often at a turning point in their life.

living away from home.

vacationing.

→ all of the choices are correct.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

127.According to the text, once you join a cult it is likely that

you will separate from your previous social support systems.

you will isolate yourself with other cultists.

you will cut yourself from family and friends.

→ all of the choices are correct.

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Bloom’s: Remember

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

Multiple Choice Question

128.Folie à deux is a French phrase that refers to

→ reinforcing each other’s aberrant thinking.

a beautiful sunny day.

conformist attitude.

tactics of persuasion.

Multiple Choice Question

129.Psychotherapy settings, like cults, provide

a supportive, confiding social relationship.

an offer of expertise and hope.

set of rituals.

→ all of the choices are correct.

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Bloom’s: Remember

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

Accessibility: Keyboard Navigation

Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

130.Charles Kiesler recommends that one way to stimulate people’s thinking so they become more committed to their

positions is to

→ mildly attack their position.

strongly attack their position.

mildly support their position.

strongly support their position.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-04 How Can Persuasion Be Resisted?

131.Research on attitude inoculation suggests that religious educators are wise to avoid

the two-step flow of communication.

forewarning followers that outsiders will question their beliefs.

using charismatic leaders to attract new converts.

→ creating a “germ-free ideological environment.”

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-04 How Can Persuasion Be Resisted?

132.Inoculation research suggests that

→ ineffective persuasion can harden people against later persuasive appeals.

children are helpless victims of television advertising.

the best way to inoculate attitudes is to mount an all-out strong attack on the attitude.

none of the choices are correct.

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-04 How Can Persuasion Be Resisted?

133.What does Cialdini’s concept of the “poison parasite” defence refer to?Page 19 of 21

Directly attacking the opponent’s view.

Actively ignoring the opponent’s view so that your perspective will not be “poisoned.”

→ Combining strong counter-arguments with retrieval cues that bring those arguments to mind when exposed to

the opponent’s view.

Working to better understand the opponent’s assertions leads to believing in them.

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Multiple Choice Question

Learning Objective: 05-04 How Can Persuasion Be Resisted?

134.Research studies on inoculation efforts with children against the peer pressure to smoke have found that

children are relatively immune to inoculation efforts and make their decisions based on factors other than peer

pressure.

children who are given anti-smoking inoculation efforts are more likely to smoke later on in life.

children who were inoculated became completely immune to peer pressure attempts later on in life, and none

of them started smoking.

→ children who were inoculated are half as likely to start smoking than uninoculated students.

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Multiple Choice Question

Learning Objective: 05-04 How Can Persuasion Be Resisted?

135.Darley and Cooper (1972) invited students to write essays advocating a strict dress code. Because this was against the

students’ own positions and the essays were to be published,

some chose not to write it.

most students chose to write it.

→ all chose not to write the essay.

all chose to write the essay.

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Bloom’s: Remember

Learning Objective: 05-04 How Can Persuasion Be Resisted?

Multiple Choice Question

136.Which of the following is an example of the use of persuasion?

the spread of weird beliefs

climate change skepticism

promoting healthier living

→ all of the choices are correct

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Bloom’s: Remember

Multiple Choice Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

137.Which of the following traits must a speaker have to be convincing to his audience?

charisma

energy

confidence

→ all of the choices are correct

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Learning Objective: 05-02 What Are The Elements Of Persuasion?

Multiple Choice Question

138.Which of the following strengthens people’s identities as members of a cult?

behavioural rituals

public recruitment

fundraising

→ all of the choices are correct

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Multiple Choice Question

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

139.A “poison parasite” defence includes which of the following?

strong counter-arguments

retrieval cues that bring such arguments to mind

→ all of the choices are correct

none of the choices are correct

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Multiple Choice Question

Learning Objective: 05-04 How Can Persuasion Be Resisted?

140.The central route to persuasion is more implicit and automatic while the peripheral route to persuasion is more explicit

and reflective.

True

→ False

True / False QuestionPage 20 of 21

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Bloom’s: Remember

Learning Objective: 05-01 What Paths Lead To Persuasion?

141.One of the many hurdles that a persuasive message must clear is that the message must be remembered.

→ True

False

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Bloom’s: Remember

True / False Question

Learning Objective: 05-01 What Paths Lead To Persuasion?

142.The primacy effect states that information presented last has the most influence.

True

→ False

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Bloom’s: Remember

Learning Objective: 05-02 What Are The Elements Of Persuasion?

True / False Question

143.Difficult messages are most persuasive when written.

→ True

False

True / False Question

144.The foot-in-the-door phenomenon is a recruitment strategy used by cult recruiters.

→ True

False

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Bloom’s: Remember

Learning Objective: 05-02 What Are The Elements Of Persuasion?

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Bloom’s: Remember

True / False Question

True

→ False

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

145.Maggie, a middle-class 18 year old, is less vulnerable to cult recruitment than Shelley, an upper-class 55 year old.

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Bloom’s: Understand

True / False Question

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

146.John is more likely to be recruited for a cult by a complete stranger than a friend or relative.

True

→ False

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Bloom’s: Understand

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

True / False Question

147.Counter-arguments are a less than ideal way to resist persuasion.

True

→ False

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Bloom’s: Remember

True / False Question

Learning Objective: 05-04 How Can Persuasion Be Resisted?

148.Exposing people to weak attacks on their attitudes so that when stronger attacks come they will have refutations available

is known as attitude inoculation.

→ True

False

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Bloom’s: Remember

True / False Question

Learning Objective: 05-04 How Can Persuasion Be Resisted?

149.Describe a familiar television commercial and analyze the elements of persuasion that it uses. Does it promote and/or

assume central or peripheral route processing?

Explanation:

Answers will vary

Bloom’s: Apply

Short Answer Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

150.Describe the ways in which a typical sales person (e.g., someone selling cars or insurance) will seek to enhance his or her

perceived credibility in your eyes. Keep in mind the two components of credibility when developing your answer.

Explanation:Page 21 of 21

Answers will vary

Bloom’s: Understand

Short Answer Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

151.When would it be best to present your persuasive appeal to an audience in a good mood versus one in a bad mood? Why?

Explanation:

Answers will vary

Bloom’s: Remember

Short Answer Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

152.You’ve been hired to develop an information campaign to prevent junior high school students from taking up smoking.

Your boss wants you to use a scare-tactic approach. What must you do to construct a fear appeal that is maximally

effective?

Explanation:

Answers will vary

Bloom’s: Apply

Short Answer Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

153.What are the primacy and recency effects? Which is most effective and when?

Explanation:

Answers will vary

Bloom’s: Remember

Short Answer Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

154.What is the influence of the media versus personal contact on persuasion?

Explanation:

Answers will vary

Bloom’s: Remember

Short Answer Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

155.In the central route to persuasion, what are the three factors that decrease counter-arguing?

Explanation:

Answers will vary

Bloom’s: Remember

Short Answer Question

Learning Objective: 05-02 What Are The Elements Of Persuasion?

156.Explain the principles and techniques you would use to become a cult leader.

Explanation:

Answers will vary

Bloom’s: Understand

Short Answer Question

Learning Objective: 05-03 Extreme Persuasion: How Do Cults Indoctrinate?

157.Discuss the major tactics that are used to resist persuasion.

Explanation:

Answers will vary

Short Answer Question

Bloom’s: Understand

Learning Objective: 05-04 How Can Persuasion Be Resisted?