60a91182-0f17-4f12-8e7e-c1fb36cb6834

Chapter 7: Persuasion (MULTIPLE CHOICE)
Study online at https://quizlet.com/_dvze77
1. 1. _____ is the process by which a message induces B

change in beliefs, attitudes, or behaviors.
A. Compliance
B. Persuasion
C. Inoculation
D. Perseverance
2. 2. Americans' support for the Iraq war increased after D

the war began mainly because of the
A. national support for our troops.

B. opposition from European countries.
C. discovery of weapons of mass destruction.
D. persuasive messages in the U.S. media.
3. 3. In the context of persuasion, education is more C

_____, whereas propaganda is more _____.
A. coercive; factual
B. important; useful
C. factual; coercive
D. useful; important
4. 108. Persuasive speakers must deliver messages that D

are all of the following EXCEPT
A. understandable.
B. memorable.
C. compelling.
D. one-sided
5. 4. In the context of persuasion, the factor that deter- A

mines if we call attempts at persuasion "education"
or "propaganda" is whether or not
A. we believe them.
B. we know the communicator.
1 / 26
C. the message is emotional in tone.
D. the message is one-sided
6. 109. Mere repetition of a message can A
A. make the message more believable.

B. decrease its fluency and credibility.
C. increase resistance to the message.
D. generate many arguments against it.
7. 5. Which of the following must take place before a A

message is likely to persuade?
A. attention to the message

B. peripheral processing
C. central processing
D. education rather than propaganda
8. 107. Which of the following is an example of a D

gain-framed message?
A. an anti-smoking ad that states "smoking will lead

to lung cancer"
B. a safe-sex ad that states "unprotected sex increas-
es your risk of contacting AIDS"
C. a dental-floss ad that states "if you don't floss
you'll have stained teeth"
D. a sunscreen ad that states "if you wear sunscreen
you'll have youthful skin"
9. 6. The _____ route to persuasion occurs when inter- B

ested people focus on arguments.
A. peripheral
B. central
C. logical
D. partial
10. 106. William McGuire found that, when participants C

were "immunized" by writing an essay refuting a mild
2 / 26
attack on a belief, they were better able to resist a
more powerful attack later. This exemplifies the con-
cept of _____.
A. attitude reactance
B. central route persuasion
C. attitude inoculation
D. peripheral route persuasion
11. 7. Sally is interested in purchasing a DVD player and B

is overwhelmed by the many different models avail-
able at her local electronics store. She decides to
consult a magazine devoted to reviewing the quality
of home electronics. After reading a number of arti-
cles stating the pros and cons of each model, she
decides on a DVD player. Sally has been persuaded
to purchase this particular DVD player because of the
_____ route to persuasion.
A. peripheral
B. central
C. logical
D. partial
12. 104. Ted is most likely to elicit opinion change from A

an audience whose opinion is greatly discrepant from
his own if Ted
A. is credible.
B. uses the peripheral route.
C. talks slowly.
D. uses a one-sided argument.
13. 8. The _____ route to persuasion occurs when people A

are influenced by incidental cues, such as a speaker's
attractiveness.
A. peripheral
B. central
3 / 26
C. logical
D. factual
14. 105. Stephanie believes that people become more B

conservative as they get older. Stephanie would most
likely agree with the _____ explanation of attitude
change.
A. generational
B. life cycle
C. lifespan
D. cohort
15. 9. Suzy is interested in purchasing a DVD player, A

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 persuad-
ed to purchase this particular DVD player because of
the _____ route to persuasion.
A. peripheral
B. central
C. logical
D. factual
16. 103. Kevin wants his parents to extend his curfew A

for one hour this weekend. Kevin is most likely to
persuade his parents if he
A. tells them about the A he got on his physics test

first.
B. has his friends call to convince them.
C. threatens to run away if they don't agree.
D. tells them after he shows them the dent he put in
their car the night before
17. 10. We are more likely to be persuaded by the _____ A

route to persuasion when we are distracted or busy.
4 / 26
A. peripheral
B. central
C. logical
D. factual
18. 11. In the context of paths that lead to persuasion, A

smart advertisers tend to adopt marketing strategies
that use the _____ route to persuasion on television
to change their customer's thinking.
A. peripheral
B. central
C. logical
D. factual
19. 102. In terms of persuasion, attractive people are B
A. beautiful.
B. likable.
C. expert.
D. credible
20. 101. A person's perceived expertise and trustworthi- C

ness comprise their overall
A. personality.
B. intelligence.
C. credibility.
D. persuasiveness
21. 12. _____ route processing more slowly builds implic- B

it attitudes through repeated associations between
an attitude object and an emotion.
A. Peripheral
B. Central
C. Logical
D. Factual
22. D
5 / 26
99. Sharon wants to talk to her teenage daughter
about the dangers of smoking. Which of the following
suggestions is LEAST likely to persuade Sharon's
daughter to resist the pressure to smoke?
A. Ask her to think about the negative effects of smok-

ing (e.g., cancer).
B. Ask her to make a public commitment to not
smoke.
C. Increase her fear of smoking by showing her pic-
tures of lung cancer.
D. Tell her she is forbidden from smoking and threaten
to take away her car if she ever tries it.
23. 13. Lately, you have noticed that your favorite athlete D
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?
A. intelligent
B. savvy
C. central route
D. peripheral route
24. 14. Central route processing often _____ explicit atti- B

tudes.
A. has no effect on
B. swiftly changes
C. slowly changes
D. never changes
25. 100. If a message's purpose and content elicits bad A

judgments, we call it
A. propaganda.
B. education.
6 / 26
C. channeled.
D. prejudiced.
26. 98. People who have a high need for cognition are B
likely to
A. prefer peripheral routes to persuasion.

B. prefer central routes to persuasion.
C. support the life cycle explanation for differences in
attitudes across age.
D. support the generational explanation for differ-
ences in attitudes across age
27. 15. Which route to persuasion is most likely to create B

long-lasting attitudes and behavioral changes?
A. peripheral
B. central
C. logical
D. partial
28. 97. Messages are best understood and remembered C

when they are
A. audiotaped.
B. live.
C. written.
D. videotaped.
29. 16. Individuals who are typically regarded as thinking C

people may be inclined to use the peripheral route to
persuasion if
A. the speaker is young and vibrant.

B. the speaker seems to have ulterior motives.
C. the speaker has apparently good motives.
D. they are paid to do so.
30. 96. Generally speaking, the most persuasive channel D

of communication seems to be
7 / 26
A. written.
B. audiotaped.
C. videotaped.
D. live.
31. 17. Which one of the following is NOT one of the con- D
ditions under which a thinking person would adopt
the peripheral route to persuasion?
A. when there is a lack of time and interest

B. when the speaker is articulate
C. when the speaker has several arguments
D. when the arguments are strong and compelling
32. 18. Which of the following is NOT one of the prima- B

ry elements of persuasion that social psychologists
have studied?
A. the communicator
B. the context
C. the message
D. the audience
33. 94. Stephanie is campaigning for the conservation D

of fossil fuels to a group of NASA engineers. To be
the most successful, Stephanie should incorporate
which type of arguments into her speech?
A. emotional
B. peripheral
C. neutral
D. rational
34. 95. If two messages are presented back to back, B

which message will likely hold the most influence?
A. the last message

B. the first message
8 / 26
C. it depends on the communicator
D. it depends on the channel of communication
35. 19. A communicator is said to be _____ when he or D

she is perceived as both an expert and trustworthy.
A. skilled
B. guileless
C. honorable
D. credible
36. 93. The credibility of a noncredible person may in- A

crease over time if people remember the message
more than the reason for discounting it in the first
place. This is known as
A. the sleeper effect.

B. the authority effect.
C. the primacy effect.
D. the recency effect
37. 20. If people remember the message better than the C

reason for discounting it, the impact of a noncredible
person may _____ over time.
A. fade
B. stay the same
C. increase
D. decrease
38. 92. The _____-route to persuasion is more likely to C

lead to long-term attitude and behavior changes than
is the _____-route.
A. cognitive; emotional
B. internal; external
C. central; peripheral
D. peripheral; centra
39. C
9 / 26
21. When an initially discounted message becomes
effective, a delayed impact of the message occurs.
This is called the _____.
A. paradox
B. short-term memory
C. sleeper effect
D. longevity
40. 91. Billboards and television commercials tend to B

use
A. the central route to persuasion.

B. the peripheral route to persuasion.
C. the indirect route to persuasion.
D. the direct route to persuasion.
41. 22. _____ occurs when we remember the message but C

forget the reason for discounting it.
A. Delayed reaction
B. Short-term memory
C. Sleeper effect
D. Attitude inoculation
42. 90. The best advice for persuasion is to D
A. use logic, regardless of the audience or the mes-

sage.
B. make a big request before asking for a small favor.
C. offer one-sided messages.
D. go first or last for best results.
43. 23. A message about tooth brushing from a dentist is A

more persuading than the same message from a stu-
dent who has done a project on dental hygiene. This
reflects the credibility of the communicator through
A. perceived expertise.
B. perceived attractiveness.
10 / 26
C. speaking style.
D. body language.
44. 89. Apparently, fear arousal facilitates persuasion D

when
A. fear is extremely high.

B. fear is extremely low.
C. the target has low self-esteem.
D. a way to avoid the almost certain danger is avail-
able.
45. 24. Whether pitching a business plan or giving advice, A

a(n) _____ is often more convincing.
A. charismatic person who speaks fluently

B. power-oriented authoritative person
C. overconfident person who occasionally stumbles
D. person who says "you know" or "uh" frequently
46. 87. Company A describes its cars' reliability, mileage, D

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.
A. cognitive; emotional
B. internal; external
C. stable; unstable
D. central; peripheral
47. 25. Credibility in a speaker includes all of the follow- D

ing EXCEPT
A. someone speaking confidently.

B. being introduced as knowledgeable.
C. saying things that the audience agrees with.
D. someone speaking hesitantly
48. C
11 / 26
88. Which factor decreases the persuasiveness of the
source of a message?
A. appearing to be credible
B. speaking confidently
C. speaking slowly and carefully
D. arguing against one's own self-interest
49. 26. Researchers have found that trustworthiness is B

_____ if the audience believes the communicator is
NOT trying to persuade them.
A. lower
B. higher
C. average
D. absent
50. 86. Persuasion can be resisted by B
A. keeping one's own opinions private.

B. making a public commitment to one's own posi-
tion.
C. attacking the opposite position.
D. being closed to all arguments
51. 27. An audience is more likely to perceive a speaker D

as credible when the speaker
A. avoids eye contact.

B. talks slowly.
C. avoids being straightforward.
D. argues against his or her self-interest
52. 85. Research on attitude inoculation suggests that D

religious educators are wise to avoid
A. the two-step flow of communication.

B. forewarnings to their followers that outsiders will
question their beliefs.
12 / 26
C. using charismatic leaders to attract new converts.
D. creating a "germ-free ideological environment."
53. 28. Communicators gain credibility if they appear to A

be _____.
A. expert and trustworthy

B. powerful and dominant
C. slow and hesitant
D. persuasive and shrewd
54. 84. Inoculation research suggests that children B
A. are not persuaded by television advertising.

B. fail to grasp the persuasive intent of commercials.
C. use the central route to persuasion.
D. are skeptical of television advertising
55. 29. An economist predicts an economic breakdown A

in a country. His message is initially discounted be-
cause people are resistant to change their thought
process. However, during economic breakdown, peo-
ple acknowledge the economist's message and take
his advice to counter the consequences of economic
breakdown. This is an example of _____.
A. the sleeper effect

B. the inoculation effect
C. the neutral effect
D. the curvilinear effect
56. 83. Exposing people to weak attacks on their attitudes B

so that when stronger attacks come, they will have
refutations available is known as
A. central route persuasion.

B. attitude inoculation.
C. psychological reactance.
D. the boomerang effect.
13 / 26
57. 30. Which of the following is most likely to improve D
persuasion?
A. when the communicator maintains direct eye con-

tact with the audience
B. when the audience believe that the communicator
is trying to persuade them
C. when the communicator says "you know" and "uh"
often while speaking
D. when the communicator has someone else convey
his or her expertise
58. 82. In the context of strengthening personal commit- A

ment, the right way to stimulate people's thinking so
that they become more committed to their positions
is to
A. mildly attack their position.

B. strongly attack their position.
C. mildly support their position.
D. strongly support their position.
59. 31. When people deferred to credible experts, Cialdini B

(2008) called this the _____ principle of persuasion.
A. liking
B. authority
C. social proof
D. reciprocity
60. 80. Identify a true statement about resisting persua- B

sion.
A. Belief in an assertion is a consequence of thor-

ough research.
B. To understand an assertion is to believe it, at least
temporarily.
C. An assertion is a beginning of belief.
14 / 26
D. Believing an assertion can lead to perceptual er-
rors
61. 32. When people allowed the example of others to C

validate how to think, feel, and act, Cialdini (2008)
called this the _____ principle of persuasion.
A. liking
B. authority
C. social proof
D. scarcity
62. 81. Which of the following helps in building resis- D

tance to persuasion?
A. the sleeper effect

B. the foot-in-the-door phenomenon
C. the recency effect
D. the attitude inoculation
63. 33. When people tended to honor their public commit- D

ments, Cialdini (2008) called this the _____ principle
of persuasion.
A. liking
B. authority
C. social proof
D. consistency
64. 79. Whether a one-sided or two-sided message is C

more persuasive depends on all of the following EX-
CEPT
A. whether the audience already agrees with the mes-

sage.
B. whether the audience is unaware of opposing ar-
guments.
C. whether the audience thinks information is being
shared in an appropriate way.
15 / 26
D. whether the audience is unlikely later to consider
the opposition.
65. 34. Perceived trustworthiness includes all of the fol- B

lowing behaviors EXCEPT
A. the communicator has someone else convey his or

her expertise.
B. the audience believes the communicator is trying
to persuade them.
C. the communicator argues against his or her own
self-interest.
D. the communicator talks fast
66. 35. We tend to like people who are like us. This exem- B
plifies which characteristic of attractiveness?
A. proximity
B. similarity
C. consistency
D. physical appeal
67. 78. Credible communicators have the best success D

in persuading. These are people that do all of the
following EXCEPT
A. speak unhesitatingly.
B. look listeners in the eye.
C. appear trustworthy.
D. argue with their own self-interest
68. 77. Which of the following is NOT an element of per- D

suasion?
A. the communicator
B. the channel
C. the audience
D. the place
69. D
16 / 26
36. Arguments, especially emotional ones, are often
more influential when they come from beautiful peo-
ple. This exemplifies which characteristic of attrac-
tiveness?
A. liking
B. similarity
C. consistency
D. physical appeal
70. 75. Research has concluded that stimulating think- B

ing makes stronger messages _____ persuasive and
(because of counterarguing) weak messages _____
persuasive.
A. less; more
B. more; less
C. moderately; equally
D. partially; extremely
71. 37. The Harry Potter series was not expected to be a A

best seller. It was kids talking to other kids that made
it so. This shows the effect of _____ on persuasion.
A. personal influence
B. media influence
C. educational influence
D. expert influence
72. 76. In the context of need for cognition, the most C

effective instructors
A. present information as simply as possible.

B. use fear-provoking tests to encourage study.
C. get their students to think actively.
D. are attractive and engaging
73. 38. Bailenson and Yee's research with virtual so- B

cial reality found a "person" whose expressions and
movements echoed the participant was
17 / 26
A. not liked but was persuasive.

B. liked and was persuasive.
C. not liked and was not persuasive.
D. liked but was not persuasive.
74. 74. Macy prefers classes with professors who are vi- A
sually appealing and entertaining, rather than classes
with professors who are knowledgeable and effective
communicators. Macy is probably _____ in the need
for cognition.
A. low
B. average
C. high
D. slightly above averag
75. 39. When a choice concerns matters of personal val- C

ue or taste, _____ communicators have more influ-
ence.
A. dissimilar
B. expert
C. attractive
D. energetic
76. 72. The motivation to think and analyze is referred to C

as the need for
A. contemplation.
B. inoculation.
C. cognition.
D. sublimation.
77. 40. Who is the most responsive to rational appeals? A
A. well-educated and analytical people

B. well-educated and non-analytical people
C. less educated and analytical people
D. less educated and non-analytical people
18 / 26
78. 73. People who are quick to respond to peripheral A

cues, such as a communicator's attractiveness, are
_____ in the need for cognition.
A. low
B. average
C. high
D. slightly above average
79. 41. Abelson and his colleagues (1982) found that vot- D
ing preferences in the United States could be reason-
ably predicted from voters'
A. political party of choice.

B. geographical residence.
C. beliefs about the candidates' traits and likely be-
haviors.
D. emotional reactions to the candidates.
80. 42. Alicia has a fairly weak case to present to her su- B
pervisor. In order to be more persuasive, she should
A. arouse a small amount of fear.

B. put him in a good mood.
C. convince him that her arguments are strong.
D. argue her own self-interests.
81. 71. Nora, a single mom, needs to ask her parents for B
money. To minimize their objections to her request,
she should
A. warn them ahead of time of her need.

B. have her busy, distracting little toddler along when
she makes her request.
C. write out her request for them to consider.
D. ask them on the telephone.
82. 70. Darla wants to persuade her parents to help pay A

for a study trip abroad. She will have a more difficult
19 / 26
time succeeding if
A. her parents are forewarned of her intent to con-

vince them.
B. she has the trip coordinator call to convince them.
C. her parents are not particularly analytical.
D. her parents have a moderate level of self-esteem
83. 43. What is the effect of a fear-arousing communica- B

tion?
A. Fear renders a communication ineffective.

B. Generally, the more frightened people are, the more
they respond.
C. Evoking a low level of fear is effective, but produc-
ing a high level of fear is not.
D. Fear appeals are effective with women but
boomerang with men.
84. 69. The Bennington College study revealed that D
A. views embraced at an impressionable time fade

over a lifetime of experience.
B. college makes "good little liberals" out of us all.
C. college produces liberals out of 75 percent of its
students.
D. views embraced at an impressionable time often
survive a lifetime of experience.
85. 44. Fear-arousing messages work best when they B
A. do not suggest a solution.

B. try to prevent a bad outcome, such as cancer.
C. try to promote a good outcome, such as fitness.
D. are framed in a positive manner
86. 68. In surveys conducted on groups of younger and A

older people over several years, the results support-
ed the _____ explanation for how age plays a role in
persuasion.
20 / 26
A. generational
B. life cycle
C. cognitive
D. social proof
87. 45. In your marketing class, your assignment is to A

create an advertisement that will encourage people to
buy condom X over condom Y. Given your knowledge
of persuasion, which strategy would be most effec-
tive?
A. an ad that reads "AIDS kills," along with a sugges-

tion that condom X prevents it
B. an ad that reads "AIDS kills," along with a sugges-
tion that condom Y does not prevent it
C. an ad that suggests condom X prevents AIDS
D. an ad that suggests condom Y does not prevent
AIDS
88. 67. People tend to have different social and political A

attitudes depending on their age because the atti-
tudes 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.
A. generational
B. life cycle
C. cognitive
D. social proof
89. 46. Fear-arousing messages are most effective when C

they
A. cause only mild fear.

B. involve pleasurable activities.
C. offer a preventive strategy.
D. are overwhelming.
21 / 26
90. 66. People tend to have different social and political B
attitudes depending on their age because attitudes
change as people grow older. This refers to the _____
explanation for how age plays a role in persuasion.
A. situational
B. life cycle
C. cognitive
D. social proof
91. 47. Since Carmen is not a particularly prestigious or C

authoritative source on exercise, she should encour-
age her father to exercise by suggesting he
A. completely overhaul his lifestyle.

B. complete a fitness program.
C. begin doing some limited exercises.
D. consult with a local gym.
92. 64. Chaiken and Eagly (1976) found that when a mes- A
sage was difficult to comprehend, persuasion was
greatest when the message was
A. written.
B. spoken.
C. nonverbal.
D. videotaped.
93. 48. Myra needs to ask her husband to buy her a B

gift. Which of the following strategies used by Myra
reflects the lowball technique?
A. Myra lets her husband know how much she loves

him.
B. Myra asks her husband to take her out some day.
C. Myra cooks good dinner for her husband when he
comes home late.
D. Myra takes her husband out for a dinner.
94. D
22 / 26
65. Which statement is NOT true about the best way
to deal with media information?
A. The more lifelike the medium, the more persuasive

the message.
B. Messages are best comprehended and recalled
when written.
C. When the message is difficult to comprehend, it is
best written.
D. Messages are best comprehended and recalled
when spoken.
95. 49. Bill is a car salesman. He is trying to sell a A

moderately expensive car to a client. In order to use
the door-in-theface technique effectively, Bill must
_____.
A. quote a high price first and reduce it later

B. make an initial offer and increase the price later
C. use a one-sided argument to convince
D. quote one price and stick to it
96. 63. Which of the following illustrates media influence D

through a two-step flow of communication?
A. A teenager buys a video game she saw advertised

both on television and in her favorite magazine.
B. A domestic car manufacturer sponsors a television
program about the defectiveness of many foreign
imports.
C. A candidate for political office answers questions
from members of a studio audience on live television.
D. A man buys a new laundry detergent after hav-
ing it recommended by a friend, who had read that
it was both effective and environmentally safe in a
consumer magazine article.
97. 50. Werner and her colleagues (2002) conducted a B

study on aluminum-can recycling at the University of
23 / 26
Utah and found that the most effective message was
a
A. one-sided one.
B. two-sided one.
C. discrepant one.
D. clear and unambiguous one
98. 51. When Werner and her colleagues (2002) placed A

signs on a campus with a two-sided message that
not only stated the importance of recycling but also
acknowledged the inconvenience of it, recycling
A. increased to 80 percent.
B. increased to 25 percent.
C. decreased by 40 percent.
D. decreased by 90 percent.
99. 62. The process by which media influence often oc- D

curs through opinion leaders, who in turn influence
others, is referred to as
A. the sleeper effect.

B. an indirect channel of communication.
C. the opinion leader effect.
D. a two-step flow of communication.
100. 61. Researchers found that difficult messages are C

most persuasive when _____, and easy messages are
most persuasive when _____.
A. audiotaped; videotaped
B. spoken; written
C. written; videotaped
D. given slowly; given quickly
101. 52. Studies have shown that if people are aware of B

opposing arguments, a(n) _____ presentation is more
persuasive and enduring.
24 / 26
A. one-sided
B. two-sided
C. discrepant
D. unambiguous
102. 60. Studies comparing different sources of media C

found that the more _____ the media, the more per-
suasive the message.
A. positive
B. negative
C. lifelike
D. intense
103. 53. The _____ effect refers to how information that is B

presented first usually has the most influence.
A. recency
B. primacy
C. channel
D. initial
104. 58. Forgetting creates the recency effect when A
A. enough time separates the two messages.

B. there is little time between the two messages.
C. the two messages are back to back.
D. there are two opposing messages
105. 54. The _____ effect refers to how information that is A

presented last can have the most influence.
A. recency
B. primacy
C. channel
D. final
106. 59. The way a message is delivered is what social psy- C

chologists refer to as the _____ of communication.
25 / 26
A. style
B. route
C. channel
D. method
107. 55. When Asch (1946) presented students with a de- B

scription of someone as "intelligent, industrious, im-
pulsive, critical, stubborn, and envious," they rated
the person _____ than if the opposite order of adjec-
tives was presented.
A. less positively
B. more positively
C. less attractive
D. more attractive
108. 57. When two messages are back to back, followed by B

a time gap, the _____ effect usually occurs.
A. recency
B. primacy
C. channel
D. sleeper
109. 56. When Asch (1946) presented students with a de- B

scription of someone as "intelligent, industrious, im-
pulsive, critical, stubborn, and envious," they rated
the person more positively than if the opposite order
of adjectives was presented. This demonstrates the
_____ effect.
A. recency
B. primacy
C. channel
D. sleeper
26 / 26

60a91182-0f17-4f12-8e7e-c1fb36cb6834

Uploaded by

Document Information

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

60a91182-0f17-4f12-8e7e-c1fb36cb6834

Uploaded by

Copyright:

Available Formats

Chapter 7: Persuasion (MULTIPLE CHOICE)

Study online at https://quizlet.com/_dvze77

1. 1. _____ is the process by which a message induces B

2. 2. Americans' support for the Iraq war increased after D

A. national support for our troops.

3. 3. In the context of persuasion, education is more C

4. 108. Persuasive speakers must deliver messages that D

5. 4. In the context of persuasion, the factor that deter- A

6. 109. Mere repetition of a message can A

A. make the message more believable.

7. 5. Which of the following must take place before a A

A. attention to the message

8. 107. Which of the following is an example of a D

A. an anti-smoking ad that states "smoking will lead

9. 6. The _____ route to persuasion occurs when inter- B

10. 106. William McGuire found that, when participants C

11. 7. Sally is interested in purchasing a DVD player and B

12. 104. Ted is most likely to elicit opinion change from A

13. 8. The _____ route to persuasion occurs when people A

14. 105. Stephanie believes that people become more B

15. 9. Suzy is interested in purchasing a DVD player, A

16. 103. Kevin wants his parents to extend his curfew A

A. tells them about the A he got on his physics test

17. 10. We are more likely to be persuaded by the _____ A

18. 11. In the context of paths that lead to persuasion, A

19. 102. In terms of persuasion, attractive people are B

20. 101. A person's perceived expertise and trustworthi- C

21. 12. _____ route processing more slowly builds implic- B

A. Ask her to think about the negative effects of smok-

24. 14. Central route processing often _____ explicit atti- B

25. 100. If a message's purpose and content elicits bad A

A. prefer peripheral routes to persuasion.

27. 15. Which route to persuasion is most likely to create B

28. 97. Messages are best understood and remembered C

29. 16. Individuals who are typically regarded as thinking C

A. the speaker is young and vibrant.

30. 96. Generally speaking, the most persuasive channel D

A. when there is a lack of time and interest

32. 18. Which of the following is NOT one of the prima- B

33. 94. Stephanie is campaigning for the conservation D

34. 95. If two messages are presented back to back, B

A. the last message

35. 19. A communicator is said to be _____ when he or D

36. 93. The credibility of a noncredible person may in- A

A. the sleeper effect.

37. 20. If people remember the message better than the C

38. 92. The _____-route to persuasion is more likely to C

40. 91. Billboards and television commercials tend to B

A. the central route to persuasion.

41. 22. _____ occurs when we remember the message but C

42. 90. The best advice for persuasion is to D

A. use logic, regardless of the audience or the mes-

43. 23. A message about tooth brushing from a dentist is A

44. 89. Apparently, fear arousal facilitates persuasion D

A. fear is extremely high.

45. 24. Whether pitching a business plan or giving advice, A

A. charismatic person who speaks fluently

46. 87. Company A describes its cars' reliability, mileage, D

47. 25. Credibility in a speaker includes all of the follow- D

A. someone speaking confidently.

49. 26. Researchers have found that trustworthiness is B

50. 86. Persuasion can be resisted by B

A. keeping one's own opinions private.

51. 27. An audience is more likely to perceive a speaker D