Chapter 7
Reminder
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Which factor decreases the persuasiveness of the source of a message?
speaking slowly and carefully
Kiesler (1971) recommended that one way to stimulate people's thinking so that they become more committed to their positions is to
mildly attack their position.
The motivation to think and analyze is referred to as the need for
cognition
Alicia has a fairly weak case to present to her supervisor. In order to be more persuasive, she should
put him in a good mood
Which of the following is an example of a gain-framed message?
a sunscreen ad that states "if you wear sunscreen you'll have youthful skin"
When Asch (1946) presented students with a description of someone as "intelligent, industrious, impulsive, critical, stubborn, and envious," they rated the person _______ than if the opposite order of adjectives was presented.
more positively
The credibility of a noncredible person may increase over time if people remember the message more than the reason for discounting it in the first place. This is known as
the sleeper effect
Which one of the following is NOT one of the characteristics that listeners typically attribute to fast speakers?
humorous
Suzy is interested in purchasing a DVD player, and is overwhelmed by the many different models available at her local electronics store. She decides to purchase a shiny, metallic-looking model, as it is the best-looking one in the store. Suzy has been persuaded to purchase this particular DVD player because of the _______ route to persuasion.
peripheral
Ted is most likely to elicit opinion change from an audience whose opinion is greatly discrepant from his own if Ted
is credible
Lately you have noticed that your favorite athlete is on your cereal box, highway billboards for sports beverages, and television commercials for running shoes. What type of marketing strategy is being used to persuade you to purchase these products?
peripheral route
Kevin wants his parents to extend his curfew for one hour this weekend. Kevin is most likely to persuade his parents if he
tells them about the A he got on his physics test first.
ou are attending a lecture by a banker and you expect her to advocate bank savings accounts. However, she advocates stock investments instead. Since her message goes against her own self-interest, you perceive her as _______ and the message as _______.
sincere; persuasive
The Bennington College study revealed that
views embraced at an impressionable time often survive a lifetime of experience
Perceived expertise in a speaker includes all of the following EXCEPT
someone speaking hesitantly
Stephanie believes that people become more conservative as they get older. Stephanie would most likely agree with the _____ explanation of attitude change.
life cycle
Exposing people to weak attacks on their attitudes, which then stimulates thinking in support of the initial attitude, is known as
attitude innoculation
In surveys conducted on groups of younger and older people over several years, the results supported the _______ explanation for how age plays a role in persuasion.
generational
Werner and her colleagues (2002) conducted a study on aluminum can recycling at the University of Utah and found that the most effective message was a
two-sided one
The _______ route to persuasion occurs when interested people focus on arguments.
centeral
Which of the following must take place before a message is likely to persuade?
attention to the message
Forgetting creates the recency effect when
time has separated the two messages
People tend to have different social and political attitudes depending on their age because the attitudes older people adopted when they were young persist through life largely unchanged. This refers to the _______ explanation for how age plays a role in persuasion.
generational
The _____-route process is more likely to lead to long-term attitude and behavior changes than is the _____-route process
central; peripheral
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; B's ads use ____-route processing.
central; peripheral
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