Test Bank for Social Psychology, 7th Edition: DeLamater

Test Bank for Social Psychology, 7th Edition:

DeLamater

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Chapter 7: Social Influence and Persuasion

Student: ___________________________________________________________________________

1. All of the following are influence attempts, except

A. open
B. manipulative
C. based on language
D. based on authority

2. When one person’s behavior causes another person to change his or her attitude or behavior, it is referred to
as
A. social influence
B. persuasion
C. threat
D. social manipulation

3. Conformity by the target to the source’s requests or demands is referred to as

A. conformity
B. compliance
C. fulfillment
D. promise

4. A systematic attempt by a source to use the media to change attitudes and beliefs of a target audience is
referred to as a
A. media blitz
B. media persuasion
C. media campaign
D. media threat

5. Miranda decides that her local newspaper is too liberal given that it endorsed a candidate that she does not
like. Her response to this persuasion attempt can best be classified as
A. derogating the source
B. suspending judgment
C. distorting the message
D. attempting counterpersuasion
6. The person making the influence attempt is the
A. target
B. source
C. perpetrator
D. speaker

7. The person whose attitude or action another person is trying to manipulate is the
A. target
B. victim
C. source
D. subject

8. The extent to which the target perceives the source as a credible source of information is referred as
A. message veracity
B. communicator credibility
C. messenger credibility
D. source honesty

9. Joan is sharing her view on healthcare reform with Sara. In this scenario, Sara is the
A. messenger
B. source
C. target
D. subject

10. The study cited in the text concerning the effects of personal involvement on persuasion illustrate that the
students in the low-involvement condition were most affected by
A. strength of the argument
B. expertise of the source
C. appearance of the source
D. skill of the source

11. The study cited in the text concerning the effects of personal involvement on persuasion illustrate that the
students in the high-involvement condition were most affected by
A. strength of the argument
B. expertise of the source
C. appearance of the source
D. skill of the source
12. Donna is a pro-choice advocate of abortion. Doug argues a pro-life position to her. This is an example of a
A. compliant message
B. subjected expected value
C. discrepant message
D. social impact theory

13. Media campaigns tend to produce small amounts of change because of

A. selective exposure
B. derogation of the source
C. counterpressures
D. all of the above

14. The effectiveness of a reward depends on

A. its magnitude and credibility
B. the target’s power and the threat’s magnitude
C. the credibility of the threat and the target’s power
D. the target’s power and the threat’s potential impact

15. All of the following are characteristic of threats as a form of persuasion, except
A. establishing source credibility
B. the need for surveillance
C. arousing hostility in the target
D. threats work only on weak targets

16. When someone proposes a reward for compliance to another person, it is referred to as a(n)
A. promise
B. threat
C. exchange
D. bilateral threat

17. Problems with the use of threats include

A. the need to maintain surveillance
B. the creation of hostility in the target
C. the general ineffectiveness of threats
D. a and b
18. When someone proposes a punishment for noncompliance to another person, it is referred to as a(n)
A. promise
B. threat
C. exchange
D. bilateral threat

19. The subjective expected value (SEV) is

A. the credibility of a threat and its magnitude
B. the fear of a threat and its type or form
C. the credibility of a threat and its type or form
D. the fear of a threat and its magnitude

20. A situation in which both persons can issue threats and punishments is referred to as a(n)
A. conflict spiral
B. dual threat event
C. equal strength threat
D. bilateral threat

21. All of the following yield compliance, except

A. direct display of authority symbols
B. extent to which authority can back up their claims
C. magnitude of potential punishment
D. the ethnicity of the authority figure

22. If you obey a police officer’s commands because of the fact that s/he is a police officer, you are relying on
A. promise of reward
B. referent power
C. coercion through threat
D. legitimate power

23. Fear appeals are ineffective when

A. they show that negative consequences are highly probable
B. the message recommends specific action to take
C. they fail to assure the target that the negative consequences can be avoided
D. the message emphasizes the negative outcomes when no action is taken
24. The capacity of an individual to direct or regulate the behavior of others by invoking rights vested in his or
her role is
A. power of persuasion
B. social persuasion
C. role influence
D. authority

25. What is the most common response to authority?

A. defiance
B. obedience
C. revolt
D. aggression

26. Stanley Milgram’s experiments were classic ones focused on

A. depression
B. fear
C. obedience
D. defiance

27. In Milgram’s study, what percent of participants complied?

A. 30
B. 45
C. 50
D. 65

28. A persuasion attempt wherein the opposite effect takes place is referred to as
A. reactance
B. target
C. source
D. authority

29. Persuasion is a form of open influence.

True False

30. Compliance occurs when the target’s behavior conforms to the source’s requests or demands.
True False
31. When attempting to persuade, the target uses information to change the source’s attitudes and beliefs about
some issue, person, or situation.
True False

32. According to the social impact theory, the impact of an influence attempt is a direct function of the authority
of the influencing sources.
True False

33. Media campaigns produce large amounts of attitude change

True False

34. If the target dismisses the communicator as poorly informed, the target is distorting the message.
True False

35. One-sided messages are more effective than two-sided messages when the audience is not well informed on
the issue.
True False

36. Targets may face counter-pressures that inhibit attitude change.

True False

37. Slightly discrepant messages from high-credibility sources are not persuasive.
True False

38. Highly discrepant messages from low-credibility sources are not persuasive.
True False

39. The sleeper effect refers to the notion that the target eventually remembers the source of the argument and
the argument itself.
True False
40. High self-interest increases a communicator’s credibility.
True False

41. The most common emotional appeals are those involving rewards.
True False

42. The effectiveness of a threat depends on the target’s power.

True False

43. Authority refers to the capacity of one member to issue orders to others.
True False

44. When we seek to be more like a valued social group, we are coming under the affects of legitimate power.
True False

45. In Milgram’s study, very few participants continued to the end of the shock series (i.e., 450 volts).
True False

46. You want to change your parents’ attitudes toward the purchase of a new car. They have made up their
minds about helping you purchase a nice, reliable used car. Give examples of how you might change their
attitudes and persuade them to help you purchase a new car. What kind of rational and emotional appeals would
you use? Which ones would be most effective? Explain the approaches you would take and what concerns you
would need to address to avoid having your appeals rejected.
47. Create a persuasive anti-gang campaign using the communication-persuasion paradigm. Identify its
fundamental components (source, message, target, response), and provide a description of each. What
assumptions can you make about your target and your message? What kinds of responses do you anticipate?
Explain.

48. Nike and Skechers are famous for multi-million dollar media campaigns. Given what we know about the
effectiveness of media campaigns, what can these companies expect in return (for elaborate campaigns?) What
might be the consequence(s) of not doing media campaigns? Explain.

49. Provide a summary of Stanley Milgram’s experiment(s). What was Milgram attempting to study? What
were the independent and dependent variables? What manipulations did he perform? If someone wanted to
replicate his experiments, what kinds of ethical challenges would s/he face? Explain.
50. You are the campaign manager for a popular candidate who is beginning to lose political ground to his or
her opponent. What influence attempts would you use to persuade the voters to elect him or her as their next
Congressperson? Briefly describe the ways that targets react to persuasive messages and how these might be
impacting your campaign. Suggest ways to overcome reactance.
Chapter 7: Social Influence and Persuasion Key

1. All of the following are influence attempts, except

A. open
B. manipulative
C. based on language
D. based on authority

2. When one person’s behavior causes another person to change his or her attitude or behavior, it is referred to
as
A. social influence
B. persuasion
C. threat
D. social manipulation

3. Conformity by the target to the source’s requests or demands is referred to as

A. conformity
B. compliance
C. fulfillment
D. promise

4. A systematic attempt by a source to use the media to change attitudes and beliefs of a target audience is
referred to as a
A. media blitz
B. media persuasion
C. media campaign
D. media threat

5. Miranda decides that her local newspaper is too liberal given that it endorsed a candidate that she does not
like. Her response to this persuasion attempt can best be classified as
A. derogating the source
B. suspending judgment
C. distorting the message
D. attempting counterpersuasion
6. The person making the influence attempt is the
A. target
B. source
C. perpetrator
D. speaker

7. The person whose attitude or action another person is trying to manipulate is the
A. target
B. victim
C. source
D. subject

8. The extent to which the target perceives the source as a credible source of information is referred as
A. message veracity
B. communicator credibility
C. messenger credibility
D. source honesty

9. Joan is sharing her view on healthcare reform with Sara. In this scenario, Sara is the
A. messenger
B. source
C. target
D. subject

10. The study cited in the text concerning the effects of personal involvement on persuasion illustrate that the
students in the low-involvement condition were most affected by
A. strength of the argument
B. expertise of the source
C. appearance of the source
D. skill of the source

11. The study cited in the text concerning the effects of personal involvement on persuasion illustrate that the
students in the high-involvement condition were most affected by
A. strength of the argument
B. expertise of the source
C. appearance of the source
D. skill of the source
12. Donna is a pro-choice advocate of abortion. Doug argues a pro-life position to her. This is an example of a
A. compliant message
B. subjected expected value
C. discrepant message
D. social impact theory

13. Media campaigns tend to produce small amounts of change because of

A. selective exposure
B. derogation of the source
C. counterpressures
D. all of the above

14. The effectiveness of a reward depends on

A. its magnitude and credibility
B. the target’s power and the threat’s magnitude
C. the credibility of the threat and the target’s power
D. the target’s power and the threat’s potential impact

15. All of the following are characteristic of threats as a form of persuasion, except
A. establishing source credibility
B. the need for surveillance
C. arousing hostility in the target
D. threats work only on weak targets

16. When someone proposes a reward for compliance to another person, it is referred to as a(n)
A. promise
B. threat
C. exchange
D. bilateral threat

17. Problems with the use of threats include

A. the need to maintain surveillance
B. the creation of hostility in the target
C. the general ineffectiveness of threats
D. a and b
18. When someone proposes a punishment for noncompliance to another person, it is referred to as a(n)
A. promise
B. threat
C. exchange
D. bilateral threat

19. The subjective expected value (SEV) is

A. the credibility of a threat and its magnitude
B. the fear of a threat and its type or form
C. the credibility of a threat and its type or form
D. the fear of a threat and its magnitude

20. A situation in which both persons can issue threats and punishments is referred to as a(n)
A. conflict spiral
B. dual threat event
C. equal strength threat
D. bilateral threat

21. All of the following yield compliance, except

A. direct display of authority symbols
B. extent to which authority can back up their claims
C. magnitude of potential punishment
D. the ethnicity of the authority figure

22. If you obey a police officer’s commands because of the fact that s/he is a police officer, you are relying on
A. promise of reward
B. referent power
C. coercion through threat
D. legitimate power

23. Fear appeals are ineffective when

A. they show that negative consequences are highly probable
B. the message recommends specific action to take
C. they fail to assure the target that the negative consequences can be avoided
D. the message emphasizes the negative outcomes when no action is taken
24. The capacity of an individual to direct or regulate the behavior of others by invoking rights vested in his or
her role is
A. power of persuasion
B. social persuasion
C. role influence
D. authority

25. What is the most common response to authority?

A. defiance
B. obedience
C. revolt
D. aggression

26. Stanley Milgram’s experiments were classic ones focused on

A. depression
B. fear
C. obedience
D. defiance

27. In Milgram’s study, what percent of participants complied?

A. 30
B. 45
C. 50
D. 65

28. A persuasion attempt wherein the opposite effect takes place is referred to as
A. reactance
B. target
C. source
D. authority

29. Persuasion is a form of open influence.

TRUE

30. Compliance occurs when the target’s behavior conforms to the source’s requests or demands.
TRUE
31. When attempting to persuade, the target uses information to change the source’s attitudes and beliefs about
some issue, person, or situation.
FALSE

32. According to the social impact theory, the impact of an influence attempt is a direct function of the authority
of the influencing sources.
FALSE

33. Media campaigns produce large amounts of attitude change

FALSE

34. If the target dismisses the communicator as poorly informed, the target is distorting the message.
FALSE

35. One-sided messages are more effective than two-sided messages when the audience is not well informed on
the issue.
TRUE

36. Targets may face counter-pressures that inhibit attitude change.

TRUE

37. Slightly discrepant messages from high-credibility sources are not persuasive.
FALSE

38. Highly discrepant messages from low-credibility sources are not persuasive.
TRUE

39. The sleeper effect refers to the notion that the target eventually remembers the source of the argument and
the argument itself.
FALSE
40. High self-interest increases a communicator’s credibility.
FALSE

41. The most common emotional appeals are those involving rewards.
FALSE

42. The effectiveness of a threat depends on the target’s power.

FALSE

43. Authority refers to the capacity of one member to issue orders to others.
TRUE

44. When we seek to be more like a valued social group, we are coming under the affects of legitimate power.
FALSE

45. In Milgram’s study, very few participants continued to the end of the shock series (i.e., 450 volts).
FALSE

46. You want to change your parents’ attitudes toward the purchase of a new car. They have made up their
minds about helping you purchase a nice, reliable used car. Give examples of how you might change their
attitudes and persuade them to help you purchase a new car. What kind of rational and emotional appeals would
you use? Which ones would be most effective? Explain the approaches you would take and what concerns you
would need to address to avoid having your appeals rejected.

Not Given

47. Create a persuasive anti-gang campaign using the communication-persuasion paradigm. Identify its
fundamental components (source, message, target, response), and provide a description of each. What
assumptions can you make about your target and your message? What kinds of responses do you anticipate?
Explain.

Not Given
Test Bank for Social Psychology, 7th Edition: DeLamater

48. Nike and Skechers are famous for multi-million dollar media campaigns. Given what we know about the
effectiveness of media campaigns, what can these companies expect in return (for elaborate campaigns?) What
might be the consequence(s) of not doing media campaigns? Explain.

Not Given

49. Provide a summary of Stanley Milgram’s experiment(s). What was Milgram attempting to study? What
were the independent and dependent variables? What manipulations did he perform? If someone wanted to
replicate his experiments, what kinds of ethical challenges would s/he face? Explain.

Not Given

50. You are the campaign manager for a popular candidate who is beginning to lose political ground to his or
her opponent. What influence attempts would you use to persuade the voters to elect him or her as their next
Congressperson? Briefly describe the ways that targets react to persuasive messages and how these might be
impacting your campaign. Suggest ways to overcome reactance.

Not Given

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