Ch13 Exam Prep Persuasion And Social Influence

CHAPTER 13

PERSUASION AND SOCIAL INFLUENCE

1. ____________ occurs when we encounter new information, requiring some judgment or evaluation.
   1. Persuasion
   2. Response changing
   3. Response reinforcing
   4. Response shaping *
   5. Response realigning

Bloom’s: Remembering

A-head: What is Persuasion?

1. ____________ are people’s deeply held judgments about worth or importance of various aspects of their lives.
   1. Attitudes
   2. Values *
   3. Beliefs
   4. Motives
   5. Faiths

Bloom’s: Remembering

A-head: Values, Attitudes, Beliefs, and Behaviors

1. Psychologist Abraham Maslow argued that human beings are motivated to pursue a hierarchy of needs—that is, there are a number of fundamental human needs that people pursue to ensure their survival and happiness. Among them was self-actualization, the need to ___________.
   1. see yourself as others see you
   2. always present the same “face” across a variety of settings
   3. know yourself
   4. achieve your individual potential *
   5. have good self-esteem

Bloom’s: Remembering

A-head: What Factors Influence Persuasion?

1. In an attempt to use _________ to convince people to stop smoking, government officials have proposed removing all brand identification from packs of cigarettes, replacing it with graphic images of damaged lungs and cancerous mouths.
   1. response reinforcing
   2. dissonance
   3. balance
   4. feedback
   5. fear appeal *

Bloom’s: Analyzing

A-head: What Factors Influence Persuasion?

1. According to the Elaboration Likelihood model, the ______ route of information processing brings as much scrutiny and analysis to the message as possible.
   1. alternative
   2. central *
   3. peripheral
   4. backway
   5. unofficial

Bloom’s: Remembering

A-head: The Elaboration Likelihood Model of Persuasion

1. You want to learn as much as you can about the National Guard before you decide to enlist, and the packet of information you’ve been sent is quite detailed, but you are just too busy with school to give it your full attention. More than likely your processing of the information you’ve received will take place along the _________ route.
   1. alternative
   2. central
   3. peripheral *
   4. backway
   5. unofficial

Bloom’s: Analyzing

A-head: The Elaboration Likelihood Model of Persuasion

1. Compliance occurs when a person ____________.
   1. accepts influence in order to gain a favorable reaction from the persuader but there is no real change in original attitude *
   2. does not accept influence to intentionally disagree with the persuader
   3. wants to make a compromise with the persuader
   4. wants to argue with the persuader
   5. feels that the chosen option is the best of several options

Bloom’s: Remembering

A-head: Processes of Attitude Change

1. ___________is intentionally trying to shape, reinforce, or change the responses of others.
2. Compliance
3. Expertise
4. Persuasion *
5. Involvement
6. Influence

Bloom’s: Remembering

A-head: What is Persuasion?

1. Whenever we speak, we hope to accomplish some goal; that is, we have intentions. So your hearty “Hello” to your friends in the student union is clearly designed to do more than acknowledge their existence. You want them to think well of you. This is the basic premise behind___________.
   1. persuasion
   2. speech acts theory *
   3. balance theory
   4. dissonance theory
   5. the looking glass self

Bloom’s: Understanding

A-head: What is Persuasion?

1. When communication deepens our commitment to already-held attitudes or behaviors, ________ has occurred.
2. response reinforcing *
3. selective retention
4. rational argument
5. response changing
6. compliance

Bloom’s: Remembering

A-head: What is Persuasion?

1. Your parents had set a curfew of 10:00 p.m. But your demonstration of responsibility highlighted by your improving grades and helping around the house persuaded them to lift the curfew. This is an example of ___________.
2. selective perception
3. response changing *
4. response shaping
5. response reinforcing
6. compliance

Bloom’s: Analyzing

A-head: What is Persuasion?

1. Helpfulness, trust, family, freedom, education, truth, equal rights, security, and childhood are examples of ______________.
2. values *
3. belief
4. attitudes
5. behaviors
6. faiths

Bloom’s: Remembering

A-head: Values, Attitudes, Beliefs, and Behaviors

1. You have faith that your college basketball team is adhering to the strictest collegiate rules for academic eligibility. Because it can be proven or disproven, it is a _______ belief in your team.
   1. prescriptive
   2. descriptive *
   3. evaluative
   4. attitudinal
   5. faith-based

Bloom’s: Analyzing

A-head: Values, Attitudes, Beliefs, and Behaviors

1. “I believe otters sleep holding hands” is _______________.
2. a prescriptive belief
3. an evaluative belief
4. a descriptive belief *
5. a heuristic
6. a peripheral

Bloom’s: Understanding

A-head: Values, Attitudes, Beliefs, and Behaviors

1. Joe is strongly conservative and is likely to watch only Fox News reports that present his side of the issues in a favorable way and he avoids channels such as MSNBC that tilt to the political left. By doing so, Joe avoids uncomfortable feelings associated with contradictory information and is practicing ____________.
2. message sidedness
3. cognitive consistency *
4. perceived similarity
5. response reinforcing
6. peripheral route thinking

Bloom’s: Analyzing

A-head: Values, Attitudes, Beliefs, and Behaviors

1. Source credibility is a receiver’s perception of a source’s ___________________.
2. expertise and trustworthiness *
3. values and beliefs
4. attitudes and expertise
5. involvement and compliance
6. attractiveness and speaking skill

Bloom’s: Remembering

A-head: What Factors Influence Persuasion?

1. Tony’s Pizzeria runs radio commercials claiming that they make “America’s Best Pizza” in an obvious example of _______.
2. the halo effect
3. puffery *
4. evaluative beliefs
5. dissonance theory
6. hypercommercialization

Bloom’s: Understanding

A-head: What Factors Influence Persuasion?

1. Selective exposure is sometimes referred to as ____________.
2. selective process
3. selective understanding
4. intentional reasoning
5. selective attention *
6. belief protection

Bloom’s: Remembering

A-head: The Selective Processes

1. Expertise involves judgments of authoritativeness while trustworthiness involves judgments of _______________.
2. character and trust *
3. trust and attitude
4. trust and behavior
5. character and attitude
6. attractiveness and speaking skill

Bloom’s: Remembering

A-head: What Factors Influence Persuasion?

1. Perceived similarity is a function of a persuasive target’s perception of the persuader’s ______ similarity.
2. behavioral and membership
3. attitudinal and societal
4. membership and attitudinal *
5. social and behavioral
6. physical and moral

Bloom’s: Remembering

A-head: What Factors Influence Persuasion?

1. The three elements that make up a rational argument are the claim, the data, and the ______.
   1. position
   2. denial
   3. warrant *
   4. preparation
   5. heuristic

Bloom’s: Remembering

A-head: What Factors Influence Persuasion?

1. ________ occurs when communication moves our attitudes or behaviors from an existing or established position to another.
2. Persuasion
3. Response changing *
4. Response shaping
5. Identification
6. Response reinforcing

Bloom’s: Remembering

A-head: What is Persuasion?

1. ___________ are abstract goals that people consider to be important guiding principles in their lives.
2. Values *
3. Beliefs
4. Roles
5. Attitudes
6. Faiths

Bloom’s: Remembering

A-head: Values, Attitudes, Beliefs, and Behaviors

1. You like Sally; Sally likes to occasionally drink a little too much. You don’t like to drink at all. _________ says you will either have to change your feelings about Sally or your attitudes toward drinking.
   1. Dissonance theory
   2. The Elaboration Likelihood Model
   3. Balance theory *
   4. Social reinforcement theory
   5. Social cognitive theory

Bloom’s: Understanding

A-head: Values, Attitudes, Beliefs, and Behaviors

1. Chevy says buy a Camaro; Ford says buy a Mustang. Both are impressive cars, but the actors in the Mustang commercials are much better looking, so Mustang it is. You have used _________ to make your decision.
   1. heuristics *
   2. logic
   3. rational arguments
   4. the central processing route
   5. rational argument

Bloom’s: Analyzing

A-head: What Factors Influence Persuasion?

1. What differentiates descriptive beliefs from both prescriptive and evaluative beliefs is that descriptive beliefs ____________.
   1. are usually tied to personally significant attitudes
   2. can be proven or disproven *
   3. are particularly susceptible to dissonance reduction
   4. are based primarily on heuristics
   5. are usually tied to deeply held religious faith

Bloom’s: Understanding

A-head: Values, Attitudes, Beliefs, and Behaviors

1. It’s wrong that millions of poor American children go to bed hungry every night is _________ belief.
   1. a descriptive
   2. a prescriptive *
   3. an evaluative
   4. a heuristic
   5. an intersubjective

Bloom’s: Understanding

A-head: Values, Attitudes, Beliefs, and Behaviors

1. It saddens me that millions of poor American children go to bed hungry every night is _________ belief.
   1. a descriptive
   2. a prescriptive
   3. an evaluative *
   4. a heuristic
   5. an intersubjective

Bloom’s: Understanding

A-head: Values, Attitudes, Beliefs, and Behaviors

1. Attitudes are relatively stable clusters of_______ and they are _________.
   1. beliefs/predispositions to respond *
   2. values/ predispositions to respond
   3. behaviors/hard to change
   4. beliefs/hard to change
   5. faiths/hard to change

Bloom’s: Remembering

A-head: Values, Attitudes, Beliefs, and Behaviors

1. The basic argument behind balance theory is that people want to be _________ balanced; that is, they want the things and people in their lives to be in harmony.
   1. emotionally
   2. behaviorally
   3. intellectually
   4. cognitively *
   5. culturally

Bloom’s: Remembering

A-head: Values, Attitudes, Beliefs, and Behaviors

1. The basic argument behind dissonance theory is that information that is inconsistent with a person’s already-held attitudes and beliefs will create a psychological ______ that must be relieved.
   1. conflict
   2. discomfort *
   3. imbalance
   4. inconsistency
   5. heuristic

Bloom’s: Remembering

A-head: Values, Attitudes, Beliefs, and Behaviors

1. You and Arthur watched the big game together and he is convinced that the refs were clearly favoring your team. But you watched the very same game with the very same refs and you are equally sure that the refs favored his team. Clearly _________ is at work here.
   1. heuristics
   2. selective attention
   3. selective perception *
   4. peripheral route information processing
   5. social cognitive theory

Bloom’s: Analyzing

A-head: The Selective Processes

1. Your physician Dr. Volkman says you need to get more exercise. Your Mom says you are just fine; she likes you just the way you are. You’re probably going to take Dr. Volkman’s advice because ____________.
   1. you and your Mom are fighting at the moment
   2. she has a higher level of expertise *
   3. your Mom has a low level of trustworthiness
   4. your Mom and the doctor are quite similar
   5. Dr. Volkman is more attractive than your Mom

Bloom’s: Analyzing

A-head: What Factors Influence Persuasion?

1. Spanish-language magazines invariably use Hispanic- or Latino-looking models in their ads in order to build ____________.
   1. source credibility
   2. source expertise
   3. interpersonal attractiveness
   4. affiliation
   5. membership similarity *

Bloom’s: Analyzing

A-head: What Factors Influence Persuasion?

1. Models in almost all advertising tend to be quite physically attractive, as marketers hope to take advantage of _________ to persuade us to buy their products and services.
   1. the halo effect *
   2. source credibility
   3. interpersonal attractiveness
   4. affiliation
   5. membership similarity

Bloom’s: Understanding

A-head: What Factors Influence Persuasion?

1. Sometimes the models and actors in the advertising we see tend to look like everyday people as marketers hope to take advantage of _________ to persuade us to buy their products and services.
   1. the halo effect
   2. source credibility
   3. interpersonal attractiveness
   4. affiliation
   5. membership similarity *

Bloom’s: Understanding

A-head: What Factors Influence Persuasion?

1. Two-sided messages ­­­­­­­­­­­­­­­________________.
   1. tend not to be very effective
   2. tend to be quite effective
   3. present only the persuader’s position
   4. bring up and address opposing arguments *
   5. are perceived as untrue because they offer both sides

Bloom’s: Remembering

A-head: What Factors Influence Persuasion?

1. Involvement, the motivation to process persuasive communication because it is relevant to the receiver of a persuasive message, often takes the form of ___________ because it is the product of the receiver’s desire to produce or achieve a desired goal.
   1. outcome-relevant involvement *
   2. central processing
   3. a heuristic
   4. value-relevant involvement
   5. a two-sided argument

Bloom’s: Remembering

A-head: What Factors Influence Persuasion?

1. When people are confronted with a persuasive message, they will rely on the simplest analysis possible because humans are ____________.
   1. in general, not very bright
   2. usually seeking cognitive balance
   3. cognitive misers *
   4. value-laden
   5. front-of-brain thinkers

Bloom’s: Remembering

A-head: The Elaboration Likelihood Model of Persuasion

1. According to the Elaboration Likelihood Model, when people are confronted with a persuasive message, they will rely on the simplest analysis possible, but because they __________, the amount and nature of issue-relevant elaboration in which they are willing or able to engage to evaluate a message will vary with individual and situational factors.
   1. seek balance
   2. want to reduce dissonance
   3. work for compliance
   4. want to hold correct attitudes *
   5. want to comply

Bloom’s: Understanding

A-head: The Elaboration Likelihood Model of Persuasion

1. When people engage in issue-relevant thinking, the elaboration likelihood is _________.
   1. low
   2. medium
   3. high *
   4. unrelated
   5. faith-based

Bloom’s: Understanding

A-head: The Elaboration Likelihood Model of Persuasion

1. According to the Elaboration Likelihood Model, attitudes that are produced through elaboration will be more deeply held, more enduring, and more likely to _______.
   1. succumb to future reasoned arguments
   2. represent the recipient’s social and cultural values
   3. be in line with the recipient’s already-held attitudes
   4. be remembered
   5. predict the recipient’s subsequent behavior *

Bloom’s: Remembering

A-head: The Elaboration Likelihood Model of Persuasion

1. Compliance, because it is yielding to the argument rather than accepting it on its merits, produces ___________.
   1. negative feelings about the self
   2. positive evaluations from the persuader
   3. no attitude change *
   4. heuristics
   5. weak beliefs

Bloom’s: Remembering

A-head: Processes of Attitude Change

1. Behavioral change resulting from compliance ____________.
   1. will be short-lived *
   2. will be detrimental to interpersonal relationships
   3. will be detrimental to a person’s sense of self-worth
   4. will be in the direction of already-held attitudes
   5. will be in opposition to that demanded by the persuader

Bloom’s: Remembering

A-head: Processes of Attitude Change

1. All your sorority sisters are getting tattoos, and you really don’t want one, but you do want to fit in. So, wanting to ___________, you succumb to their arguments and get a little one on your ankle.
   1. hold the correct attitude
   2. identify with them *
   3. selectively perceive the value of tattoos
   4. engage in heuristics
   5. be different like everyone else

Bloom’s: Analyzing

A-head: Processes of Attitude Change

1. According to ethicist Austin Fagothey, deception is morally wrong because it is an abuse of humans’ natural ability of ____________.
   1. communication *
   2. compromise
   3. truth-seeking
   4. cognitive processing
   5. persuasion

Bloom’s: Remembering

A-head: Processes of Attitude Change

1. Efforts at persuasion are sometimes met with ___________, well-reasoned, potentially beneficial challenge to those persuasive appeals.
   1. destructive resistance
   2. dissembling
   3. constructive resistance *
   4. role reversal
   5. projection

Bloom’s: Remembering

A-head: Processes of Attitude Change

1. The TARES Test for ethical persuasion takes its name from the acronym made up by the five principles it lays out. The “R” refers to ____________.
   1. the Reasonableness of the argument
   2. Respect for the receiver *
   3. The Rational nature of the persuasive appeal
   4. the Reinforcement of the receiver’s values and beliefs
   5. the Reaction of the receiver

Bloom’s: Remembering

A-head: Processes of Attitude Change

1. ___________ work better with better-educated receivers and with those who have attitudes opposing those held by the persuader.
   1. Two-sided messages *
   2. One-sided messages
   3. Fear appeals
   4. Rational arguments
   5. Peripheral routes

Bloom’s: Remembering

A-head: What Factors Influence Persuasion?

1. You’ve seen several televised public service announcements that use fear appeals, showing graphic images of damaged lungs and cancerous mouths, but they have little effect on you, a non-smoker, because _________.
   1. you’ve always been a horror-film fan and enjoy images of guts and gore
   2. you reject their one-sided argument
   3. they aren’t relevant for you *
   4. you analyze them on the central processing route
   5. you turn away from the graphic images

Bloom’s: Understanding

A-head: What Factors Influence Persuasion?

SHORT ANSWER

1. What is Speech Acts theory? What does it have to do with persuasion? Give examples.

Main theme: Whenever we speak, we hope to accomplish some goal. When we speak, we have intentions.

Answer must have: Accurate description of the theory and how it and persuasion are connected: When we speak, we have intentions, so we choose how we want to express ourselves based on what we want others to think, accept, or do. In other words, we are always to some degree persuading. Persuasion, however, involves communication specifically intended to shape, reinforce, or change the responses of others.

Answer may have: Mention of response shaping, reinforcing, and changing.

A-head: What Is Persuasion?

1. What are the three types of beliefs? Briefly explain each and offer an example.

Main theme: A belief is a proposition about something, faith that something is real or is true, and there are three main types.

Answer must have: Correct listing and description of the 3 types—descriptive, prescriptive, and evaluative—and the examples must make sense.

Answer may have: Discussion of the relationship between values, beliefs, attitudes, and behaviors.

A-head: Values, Attitudes, Beliefs, and Behaviors

1. Three elements are necessary for the construction of a rational argument. What are they and offer an example of your use of each in making an argument for or against a public issue.

Main theme: Rational arguments are central components of a persuasive attempt and they contain three elements.

Answer must have: Correct listing and description of the 3 elements—claim, data, and warrant—and the argument offered must use all 3 properly to make its case.

Answer may have: Mention of the persuasive power of rational arguments or that receivers still must make meaning from those arguments.

A-head: What Factors Influence Persuasion?

1. What is the TARES Test? Explain what each letter of this acronym means.

Main theme: Deception is unethical. As such, the TARES Test (an acronym) for ethical persuasion lays out five principles that should be followed to avoid deception.

Answer must have: Correct listing and explanation of the 5 principles: Truthfulness, Authenticity, Respect, Equity, Social Responsibility.

Answer may have: Discussion of why deception is unethical.

A-head: Processes of Attitude Change

1. It is important to understand persuasion for two reasons. Identify and explain those reasons and give examples of that importance.

Main theme: We live in a world where we are constantly persuading and serving as the target of others’ persuasive efforts.

Answer must have: Correct listing of both reasons—it’s constant, so might as well get good at it; it’s constant, so need to decide which are worthy of response and which are not. Examples should be drawn from essential to interpersonal communication, building and maintenance of relationships, conduct and maintenance of social institutions, and operation and maintenance of mass media institutions.

Answer may have: Mention of intentionality and response shaping, reinforcing, and changing.

A-head: What is Persuasion?

ESSAY

1. The Elaboration Likelihood Model argues that there are two “routes” people can take when processing information, the central and peripheral routes. Describe the type of message processing that occurs along each and which factors come to determine the route someone might take when processing a persuasive attempt. Finally, offer a persuasive situation in which one might use the peripheral route to process and another when the choice is the central route.

Main theme: People are cognitive misers yet want to make good decisions, so they process information differently under different circumstances.

Answer must have: Accurate description of the 2 routes—peripheral is easier, more automatic, and relies on simple decision-making rules; central route characterized by carefully considered message elements, more scrutiny, and as much analysis as possible. Use of model in the example persuasive efforts must make sense.

Answer may have: Mention of response shaping, reinforcing, and changing and how ELM might affect each.

A-head: The Elaboration Likelihood Model of Persuasion

1. Balance Theory and Dissonance Theory share some common understandings about humans and how they deal with persuasion. Describe both theories and comment on what they have in common using examples.

Main theme: People want cognitive consistency; they seek harmony between others and themselves and between what they themselves think and how they themselves act.

Answer must have: Correct description of both theories. Balance theory says people want to be cognitively balanced; they want the things and people in their lives to be in harmony. Dissonance theory says information that is inconsistent with a person’s already-held attitudes and beliefs will create a psychological discomfort (a dissonance) that must be relieved. Examples must make sense.

Answer may have: Mention of selective processes or POX theory.

A-head: Values, Attitudes, Beliefs, and Behaviors

1. What are the three ways people can reduce dissonance? Describe and offer an example of each.

Main theme: If people know various things that are not psychologically consistent with one another, they will, in a variety of ways, try to make them more consistent. They do this in three ways.

Answer must have: Correct listing and description of 3 ways: alter their attitudes toward the dissonant behavior; alter the attitudes themselves; engage in various communication practices that protect from dissonance in the first place. Examples must make sense.

Answer may have: Discussion of selective processes or Festinger and Carlsmith experiment.

A-head: Values, Attitudes, Beliefs, and Behaviors

1. What are values, attitudes, beliefs, and behaviors? Explain how they are connected. Take a single issue (the text uses smoking) and show how it relates to your own values, attitudes, beliefs, and behaviors.

Main theme: Persuasion is intended to shape, reinforce, or change are people’s beliefs, attitudes, values, and behaviors. They are each distinct but closely related.

Answer must have: Accurate description of values (deeply held judgments about the worth or importance), attitudes (enduring organization of beliefs around an object or situation), beliefs (a proposition about something), and behaviors (concrete, observable action). Linkage and example must fit descriptions and make sense.

Answer may have: Mention of three factors to keep in mind when making a connection between attitudes and behaviors.

A-head: Values, Attitudes, Beliefs, and Behaviors

1. What characteristics of the source of a persuasive attempt, the nature of that attempt itself, and of the target of the persuasive effort will influence the likely success of that persuasive effort?

Main theme: Persuasion is sometimes a difficult task as it requires creating a message that can move people to change their values, beliefs, attitudes, or behaviors while allowing those people to remain cognitively balanced.

Answer must have: Thorough and accurate description of source characteristics (credibility, personal similarity, physical attractiveness), message characteristics (rational arguments, evidence, sided appeals, fear, and explicit and explicit appeals), and receiver characteristics (gender and involvement).

Answer may have: Discussion of relative strength of different characteristics and their positive or negative value to the persuasive effort.

A-head: What Factors Influence Persuasion?