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Exam 7: Persuasion

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Question 31

Multiple Choice

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An audience is more likely to perceive a speaker as credible when the speaker:

A) avoids eye contact.
B) talks slowly.
C) avoids being straightforward.
D) argues against his or her self-interest.

E) A) and C)
F) All of the above

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Question 32

Multiple Choice

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

A) recency
B) primacy
C) channel
D) sleeper

E) A) and B)
F) A) and C)

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Question 33

Multiple Choice

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A tactic for getting people to agree to something that is based on the fact that people who agree to an initial request will often still comply when the requester ups the ante is known as ________.

According to Cacioppo et al.(1983,1996) and Hovland et al.(1949) ,who is the most responsive to rational appeals?

Whether a one- or two-sided message is more persuasive depends on all of the following EXCEPT:

The mere repetition of a message can:

Which of the following helps in building resistance to persuasion?

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?

Chaiken and Eagly (1976) reasoned that if a message is difficult to comprehend,persuasion should be greatest when the message is:

People follow the peripheral route to persuasion when they ________.

________ occurs when we remember a message but forget the reason for discounting it.

When people deferred to credible experts,Cialdini (2008) called this the ________ principle of persuasion.

When people allowed the example of others to validate how to think,feel,and act,Cialdini (2008) called this the ________ principle of persuasion.

The process by which media influence often occurs through opinion leaders,who in turn influence others,is referred to as:

Carl,a 13-year-old,is overweight and is not motivated to lose weight.In order to persuade him to lose weight,Carl's parents first ask him to go for walks twice a day for an hour each.He flatly refuses.Alternatively,they ask him to play basketball once a day to which he readily agrees.In the context of psychology,this scenario illustrates ________.

In the context of persuasion,attractiveness and fame often matter most when ________.

People tend to have different social and political attitudes depending on their age because older people largely hold onto the attitudes they adopted when they were young.This refers to the ________ explanation for how age plays a role in persuasion.

Company A describes its cars' reliability,mileage,and durability.Company B's ads show people having a good time driving around in their cars.A's ads focus on ________-route processing,whereas B's ads focus on ________-route processing.

Bill is a car salesman.He is trying to sell a moderately expensive car to a client.In order to use the door-in-the-face technique effectively,Bill must ________.

Natalia has been using the skin care products of a popular brand since her adolescence.However,she reads in a health magazine that the products of this brand cause skin cancer.She ignores the article as a mere propaganda against the brand.Nonetheless,the next time she goes to the market to purchase sunscreen lotion,she opts for a new brand.In the context of persuasion,this scenario exemplifies ________.