Social Psychology 8Th Edition Aronson Test Bank Full Chapter PDF

Social Psychology 8th Edition Aronson
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Chapter 7
Attitudes and Attitude Change
Total Assessment Guide (T.A.G.)
Question
Topic Factual Conceptual Applied
Type
Multiple Choice 1,3 2
Introduction Essay
The Nature Multiple Choice 9,11,12,14,15,16,42,49, 5,8,13,19,21,24,29,30,31, 4,6,7,10,17,18,20,22,23,
55,59 32,33,34,35,36,37,39, 25,26,27,28,38,40,
and Origin of
41,44,46,51,52,54,57,58 43,45,47,48,50,53,56,60
Attitudes Essay 249 248
How Do Multiple Choice 63,64,65,69,77,79,84, 61,62,66,68,70,72, 67,71,75,78,81,82,85,

88,89,92,94,98,106,116,128, 73,74,76,80,83,86,90, 87,95,97,99,101,103,109,
Attitudes
136,139,,141,150,153,154,155 91,93,96,100,102,104, 112,114,123,129,131,133,
Change? 105,107,108,110,111,113, 135,140,142,143,146,147,
115,117,118,119,120,121, 148,149,151,152,157,158,159
122,124,125,126,127,130,
132,134,137,138,
,144,145,156,171
Essay 250,251,255 ,252,253 254,256,257
Resisting Multiple Choice 160,162,165,167,175,178, 164,169,171,172,174, 161,163,166,168,170,
181,183 176,177,179,184,185 173,180,182
Persuasive
Messages Essay 258,259
When Do Multiple Choice 190,197,199,200,201, 186,187,188,189, 192,193,196,198,204,
205,209,212,213, 191,194,195,202, 206,207,208,210,211
Attitudes
214 203
Predict
Behavior? Essay 260 261
The Power of Multiple Choice 215,216,217,218,223, 219,220,221,222, 227,229,230,239,240
Advertising 226,228,232,233, 224,225,231,234,
235,236,237, 241,242,243,247
238,244
Essay 262 264 263
1
Copyright © 2013, 2010, 2007 Pearson Education, Inc. All rights reserved.
CHAPTER 7 ATTITUDES AND ATTITUDE CHANGE:
INFLUENCING THOUGHTS AND FEELINGS
_____________________________________________________
Multiple Choice
Choose the one alternative that best completes the statement or answers the question.
1. According to the authors, what originally spurred the development of advertising for cigarettes and other
products?
a. the development of the ability to mass-produce products
b. the development of new forms of media
c. the growing desire of the public for information about the product
d. the development of the entertainment industry
Answer: A
Difficulty: 2
Page(s) in Text: 165
Topic: Introduction
Skill: FACTUAL
2. According to the brief social history of the cigarette presented in the introduction to Chapter 7 (Attitudes and
Attitude Change), the way the industry has increased its business is primarily by
a. improving its product.
b. producing more of its product.
c. getting new populations of people to buy its product.
d. decreasing the price of its product.
Answer: C
Difficulty: 2
Topic: Introduction
Skill: CONCEPTUAL
3. Around the turn of the century, cigarette advertisers began to appeal to women as a new market for their product.
They did this by making the connection between smoking and
a. weight loss.
b. sophistication and glamour.
c. women’s liberation.
d. all of the above
Answer: D
Difficulty: 2
Topic: Introduction
Skill: FACTUAL
4. The family whose house is across the street from you subscribes to every paper they can have delivered. They are
constantly reading and talking about the news. They, like most people, tend to evaluate what they see in the world
a. rarely.
b. only when motivated.
c. only when they are not distracted or cognitively busy.
d. constantly.
Answer: D
Difficulty: 1
2
Topic: The Nature and Origin of Attitudes
Skill: APPLICATION
5. According to the authors of your text, why are attitudes important?

a. They determine what we do.
b. They are a crucial part of the self.
c. They are key to eliminating prejudice.
d. They are malleable in different situations.
Answer: A
Difficulty: 3
Skill: CONCEPTUAL
6. Brenna’s attitude about shoes would be composed of all of the following components except
a. emotional reactions.
b. behavioral tendencies.
c. self-perceptions.
d. thoughts and beliefs.
Answer: C
Difficulty: 2
Skill: APPLICATION
7. Doty is out weeding her petunias when she sees a garden snake. She feels fear and jumps up and runs back to the
house, all the while thinking, “I know that garden snakes are not dangerous.” This example illustrates an
inconsistency between the ________ component of attitudes and the ________ components.
a. affective; behavioral and cognitive
b. behavioral; affective and cognitive
c. cognitive; affective and behavioral
d. There is no inconsistency between the components.
Answer: C
Difficulty: 3
Skill: APPLICATION
8. The ________ component of attitudes is to emotional reactions as the ________ component is to knowledge and
beliefs.
a. evaluative; behavioral
b. affective; behavioral
c. evaluative; cognitive
d. affective; cognitive
Answer: D
Difficulty: 2
Skill: CONCEPTUAL
9. The three parts that form our evaluations of attitude objects are
a. affective, cognitive, and evaluative.
b. cognitive, behavioral, and evaluative.
c. affective, behavioral, and cognitive.
d. affective, behavioral, and evaluative.
Answer: C
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Difficulty: 1
Skill: FACTUAL
10. Erin just bought Brand X jeans. Purchasing that brand specifically illustrates the ________ component of
attitudes.
a. cognitive
b. affective
c. positive
d. behavioral
Answer: D
Difficulty: 2
Skill: APPLICATION
11. Based on studies of twins, some attitudes are linked to

a. parental discipline.
b. peer group and sibling influence.
c. genetic influences.
d. the amount of television people watch.
Answer: C
Difficulty: 2
Skill: FACTUAL
12. Tesser (1993) and other researchers suggest that some attitudes are linked to genetic influences. According to
these researchers, how is it possible that we might inherit from our parents a love of something like classical
music?
a. The influence of genes is modified by early childhood experiences.
b. Genes influence temperament and personality, which are in turn related to attitudes.
c. Genes that influence attitudes are dominant genes, not recessive genes.
d. There are specific genes related to musical preferences, but not to other attitudes.
Answer: B
Difficulty: 3
Skill: FACTUAL
13. Work by Tesser (1993) and others suggests that the genetic “component” of attitudes is due to the fact that genes
influence
a. everyday behaviors.
b. personality and temperament.
c. the situations we select.
d. our evaluations of all attitude objects.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
14. Recent findings that ________ tend to have similar attitudes is the strongest evidence suggesting that attitudes are
in part genetic.
a. fraternal twins
b. identical twins reared apart
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c. adoptive siblings
d. cousins
Answer: B
Difficulty: 2
Skill: FACTUAL
15. ________ attitudes are based primarily on people’s beliefs about properties of attitude objects.
a. Affectively based
b. Intention-based
c. Evaluatively based
d. Cognitively based
Answer: D
Difficulty: 1
Skill: FACTUAL
16. The function of cognitively based attitudes is

a. evaluation.
b. object appraisal.
c. the use of logic.
d. decision-making.
Answer: B
Difficulty: 2
Skill: FACTUAL
17. Kenneth believes that Funny-O’ s cereal is good because it has no sugar, it contains all of the recommended
vitamins and minerals, and it has no artificial flavors. Kenneth’s attitude toward Funny-O’s is a(n)
a. object appraisal.
b. affectively based attitude.
c. undifferentiated attitude.
d. behaviorally based attitude.
Answer: A
Difficulty: 2
Skill: APPLICATION
18. At the new-car dealership, Josh asks the salesperson a number of questions: “How good is the gas mileage on this
model? What does Consumer Reports say about this make and model? Does this car hold its resale value?” The
________ component of Josh’s attitude toward the car is most likely to inform his questions.
a. affective
b. cognitive
c. dissonant
d. behavioral
Answer: B
Difficulty: 2
Skill: APPLICATION
19. The purpose of cognitively based attitudes is to

a. classify the pluses and minuses of an object to make a quick decision.
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b. evaluate one’s feelings about the attitude object.
c. decide on the best behavioral response to an attitude object.
d. create new feelings about attitude objects.
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
20. Consider the lyrics to Smokey Robinson’s “You’ve Really Got a Hold on Me”: “I don’t like you, but I love you /
Seems that I’m always thinking of you / You treat me badly / I love you madly / You’ve really got a hold on me.”
The sentiments reflected in these lyrics best capture the ________ component of the singer’s attitude.
a. cognitive
b. ambivalent
c. behavioral
d. affective
Answer: D
Difficulty: 2
Page(s) in Text: 166-167
Skill: APPLICATION
21. It is estimated that one-third of the electorate knows almost nothing about specific politicians. Nonetheless, these
people hold very strong opinions about them. This pattern of findings suggests that people’s attitudes toward
politicians may be largely
a. ambivalent.
b. affectively based.
c. behaviorally based.
d. cognitively based.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
22. André is not at all familiar with a presidential candidate’s stand on the issues or with his proposed policies, but
André likes “his” candidate and plans to vote for him anyway. This example illustrates that people’s attitudes
toward politicians are often
a. cognitively based.
b. affectively based.
c. behaviorally based.
d. classically conditioned.
Answer: B
Difficulty: 2
Skill: APPLICATION
23. Miguel recaptures the freedom of his youth when he test-drives the new Volkswagen “Bug.” He feels twenty-five
years younger, and remembers cruising the beaches of California in his old 1970 Bug when he was in college. He
decides to purchase that new VW model. Miguel’s positive attitude toward the car is primarily driven by
a. a cognitive component.
b an affective component.
c. operant conditioning.
d. classical conditioning.
Answer: B
Difficulty: 2
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Skill: APPLICATION
24. The function of affectively based attitudes is to

a. paint an accurate picture of the world.
b. express and validate one’s basic value system.
c. behave in accordance with one’s attitudes.
d. weigh the pluses and minuses of an attitude object.
Answer: B
Difficulty: 3
Skill: CONCEPTUAL
25. When Myra looks at the ceiling of the Sistine Chapel for the first time and sees the gorgeous art, she is awestruck,
and even moved to tears by the beauty of it. Her affective-based attitude is a result of
a. her system of beliefs.
b. her values as a pagan.
c. classical conditioning.
d. a sensory reaction.
Answer: D
Difficulty: 3
Skill: APPLICATION
26. If Little Joey gets punished every time he plays with matches, Joey may develop a negative attitude toward
matches. What would best explain Joey’s negative attitude toward them?
a. classical conditioning
b. operant conditioning
c. personal values
d. attitude conditioning
Answer: B
Difficulty: 2
Skill: APPLICATION
27. Claude had an unpleasant experience during his last visit to Dallas, Texas. He was approached by two men with
strong Texas accents who wielded a sharp knife, roughed him up, cracked a rib, and stole all his money. Ever
since Claude was mugged, he has taken an instant dislike to anyone who speaks with a Texas twang. Claude’s
negative attitude toward Texas accents is most probably a result of
a. instrumental conditioning.
b. attitude accessibility.
c. classical conditioning.
d. cognitive dissonance reduction.
Answer: C
Difficulty: 2
Skill: APPLICATION
28. Paul has a very positive reaction to the smell of wood smoke. In all likelihood, this is because the smell of a fire
reminds him of wonderful winter days he spent as a child in front of the fireplace at his grandparents’ cabin in the
north woods. This example illustrates ________ as a basis for affectively based attitudes.
a. operant conditioning
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b. systematic processing
c. classical conditioning
d. nostalgia
Answer: C
Difficulty: 2
Skill: APPLICATION
29. The Rolling Stones’ “Satisfaction” was playing on the radio when Margaret’s fiancé broke off their engagement.
Margaret was heartbroken, of course, and can no longer stand the Rolling Stones or their songs, and turns them
off every time they come on the radio. Margaret’s attitude toward the Rolling Stones and their songs is affectively
based in that it was
a. linked to her deeply held values.
b. classically conditioned by a traumatic experience.
c. generated by a rational examination of the issues.
d. highly accessible when her fiancé broke the engagement.
Answer: B
Difficulty: 3
Skill: CONCEPTUAL
30. A positive attitude can be formed via classical conditioning when an attitude object is repeatedly paired with
a. a pleasant stimulus/experience.
b. rewards for a simple behavior.
c. punishments for misbehavior.
d. arousal and cognition.
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
31. In all likelihood, attitudes toward _______ are affectively based, and stem from _______.
a. cleaning products; people’s values
b. instant coffee; instrumental conditioning
c. abortion; a logical examination of the facts
d. the death penalty; people’s values
Answer: D
Difficulty: 3
Skill: CONCEPTUAL
32. Why are affectively based attitudes so resistant to logical persuasive attempts to change them? Affectively based
attitudes are
a. often linked to values, which are difficult to change.
b. governed by knowledge of the issues.
c. the result of the same illogical source.
d. acquired by automatic processes.
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
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33. Although affectively based attitudes can be derived from a number of different sources, they are alike in that they
tend to be
a. based on rational examination of relevant information.
b. logically organized.
c. linked to personal values.
d. unrelated to past experience.
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
34. Affectively based attitudes tend to stem from any of the following sources except
a. rational appraisal of costs and benefits.
b. personal values.
c. sensory experiences.
d. conditioning.
Answer: A
Difficulty: 3
Skill: CONCEPTUAL
35. An attitude based on operant conditioning is formed when a behavior toward an attitude object is
a. positively reinforced.
b. performed unconsciously.
c. done privately, then publicly.
d. paired with a negative stimulus.
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
36. Cognitively based attitude is to ________ as ________ attitude is to emotion.

a. evaluation; behaviorally based
b. evaluation; value-based
c. appraisal; affectively based
d. values; affectively based
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
37. An attitude is usually considered to be affectively based if it is

a. entirely a result of rational examination.
b. governed by logic.
c. a strong predictor of behavior.
d. linked to values.
Answer: D
Difficulty: 2
Skill: CONCEPTUAL
38. Samantha really enjoys Gummy Bears. Her attitude did not stem from any rational examination of the nutritional
value of this food, and isn’t governed by logic (she can’t be persuaded to stop eating them). Samantha’s attitude
9
about Gummy Bears is most likely ________ based.
a. affectively
b. cognitively
c. behaviorally
d. intuitively
Answer: A
Difficulty: 2
Skill: APPLICATION
39. All of the following are characteristics of affectively based attitudes except that they are
a. not a result of rational examination.
b. often linked to values.
c. a central part of one’s self.
d. governed by logic.
Answer: D
Difficulty: 2
Skill: CONCEPTUAL
40. Aicha’s whole family loves the Red Sox. Recently, Aicha has begun rooting for the Yankees. When she’s at
home, she receives a lot of jokes and disapproval from her family. This reaction to her behavior is a(n)
a. reinforcement
b. punishment
c. implicit attitude
d. fear-arousing communication
Answer: B
Difficulty: 2
Skill: APPLICATION
41. Which of the following statements is true?

a. “I like my toaster because you can toast four pieces of bread at one time” reflects a behaviorally based
attitude.
b. “I hate all politicians because they represent pure evil” represents a cognitively based attitude.
c. “I guess I like junk food, because I’m always eating it” represents a behaviorally based attitude.
d. “I’d like to get rid of this car because it’s always in the shop” represents an affectively based attitude.
Answer: C
Difficulty: 3
Skill: CONCEPTUAL
42. Daryl Bem’s self-perception theory suggests that we form attitudes about an object based more on our ________
toward that object than our ________ toward that object.
a. behavior; thoughts and feelings
b. thoughts and feelings; behavior
c. beliefs; past experience
d. social group’s behavior; own behavior
Answer: A
Difficulty: 2
Skill: FACTUAL
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43. Winnie suddenly left the bar when Adam asked for her number. She realizes afterward that she must really have
disliked Adam because of the way she behaved. By inferring her attitude from her observation of her behavior,
she has a(n) ________ attitude.
a. affectively based
b. behaviorally based
c. cognitively based
d. explicit
Answer: B
Difficulty: 1
Skill: APPLICATION
44. Which of the following is most closely related to the notion of behaviorally based attitudes?
a. self-persuasion theory
b. self-perception theory
c. the Yale Attitude Change approach
d. the elaboration likelihood model
Answer: B
Difficulty: 1
Skill: CONCEPTUAL
45. Jane is asked what kind of computer she prefers. She says, “Well, I always seem to be working on a Macintosh, so
I guess I like them best.” In this case, Jane’s attitude appears to be
a. affectively based.
b. cognitively based.
c. value-based.
d. behaviorally based.
Answer: D
Difficulty: 2
Skill: APPLICATION
46. People are most likely to form behaviorally based attitudes when the initial attitude is ________ and there are no
________ justifications for the behavior .
a. weak or ambiguous; external
b. weak or ambiguous; internal
c. strong and clear; external
d. strong and clear; internal
Answer: A
Difficulty: 3
Skill: CONCEPTUAL
47. Who is most likely to form a behaviorally based attitude?

a. Lucinda, who tastes sushi for the first time because she is curious and hates it
b. Carmen, who goes clogging with her friends because they insist on her accompanying them
c. Jeremiah, who finds himself spending hours on the Internet for no good reason
d. Paco, who goes to the gym five days a week because the doctor ordered him to lose weight and exercise
Answer: C
Difficulty: 3
11
Skill: APPLICATION
48. Which of the following is the best example of a behaviorally based attitude?
a. Sheila tastes chocolate for the first time and loves it!
b. Millicent finds herself sketching in her spare time and realizes she must love to draw.
c. Bill exercises every day because he knows that it is good for his health.
d. Dahlia votes for her state representative because she likes him.
Answer: B
Difficulty: 2
Skill: APPLICATION
49. Explicit attitudes are ________, while implicit attitudes are ________.
a. public statements; private beliefs
b. in conscious awareness; involuntary and sometimes unconscious
c. affectively based; usually cognitively based
d. involuntary; voluntary
Answer: B
Difficulty: 2
Skill: FACTUAL
50. Which of the following best illustrates an implicit attitude?

a. when Tracy checks off her opinion on a survey questionnaire
b. when Randi experiences a flash of discomfort around her lesbian friends
c. when Sarah sees Schindler’s List and concludes that it is anti-Semitic
d. when Jodi, who is white, marries Percy, who is black
Answer: B
Difficulty: 3
Skill: APPLICATION
51. Explicit attitudes influence our behavior when ________, while implicit attitudes influence our behavior when
________.
a. we are not monitoring our behavior; we are monitoring our behavior
b. we are monitoring our behavior; we are not monitoring our behavior
c. we make public statements, we consider our private beliefs
d. our behavior is nonverbal; our behavior is verbal
Answer: B
Difficulty: 3
Skill: CONCEPTUAL
52. People tend to be less aware of their ________ attitudes, which are more likely to influence behaviors they are not
monitoring.
a. explicit
b. cognitively based
c. implicit
d. self-perceived
Answer: C
Difficulty: 2
12
Skill: CONCEPTUAL
53. Lenoir is taking a test to see if she’s prejudiced toward elderly people. Because it’s difficult to assess her implicit
attitudes, she’s most likely
a. completing the Implicit Associations Test (IAT).
b. completing a survey or questionnaire.
c. having a structured interview.
d. reporting about her controllable behaviors.
Answer: A
Difficulty: 2
Skill: APPLICATION
54. Complete the following analogy: explicit attitude is to implicit attitude as

a. behaviorally based attitude is to cognitively based attitude.
b. controlled behavior is to unconscious behavior.
c. affect is to evaluation.
d. self-perception theory is to the IAT.
Answer: B
Difficulty: 3
Skill: CONCEPTUAL
55. Research by Rudman and her colleagues (2007) suggests that implicit attitudes are rooted in ________
experiences, whereas explicit attitudes are based in ________ experiences.
a. current; childhood
b. traumatic; normal
c. childhood; present
d. emotional; cognitive
Answer: C
Difficulty: 2
Skill: FACTUAL
56. Oliver is participating in a research study of implicit attitudes. He was an overweight child but is a healthy-weight
adult. If his results are similar to the participants in the study by Rudman and her colleagues (2007), he will have
a ________ implicit attitude about overweight people.
a. more positive
b. more negative
c. neutral
d. more conscious
Answer: A
Difficulty: 2
Skill: APPLICATION
57. Complete the analogy about attitudes: implicit: ________:: explicit: ________.
a. childhood; present
b. current; future
c. controlled; cognitive
d. automatic; nonconscious
Answer: A
Difficulty: 2
13
Skill: CONCEPTUAL
58. In a recent study of implicit attitudes by Rudman and her colleagues (2007), people who were close to their
mothers and whose mothers were ________ tended to have more positive implicit attitudes about overweight
people.
a. not prejudiced
b. especially critical of their appearance
c. overweight
d. self-confident
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
59. In a recent study of implicit attitudes by Rudman and her colleagues (2007), people who were overweight
________ but were not overweight ________ tended to have more positive implicit attitudes and negative explicit
attitudes about overweight people.
a. currently; as children
b. as children; as adolescents
c. as children; currently
d. currently; by very much
Answer: C
Difficulty: 3
Skill: FACTUAL
60. Jenny was obese as a child, but is currently a normal weight for her height. Based on research by Rudman and her
colleagues (2007) presented in your text, Jenny is most likely to have a ________ attitude about overweight
people.
a. favorable implicit
b. unfavorable implicit
c. favorable explicit
d. neutral
Answer: A
Difficulty: 3
Skill: APPLICATION
61. Just after the tragic events of September 11, 2001, President George W. Bush’s performance ratings soared from a
low of 50 percent to a high of 82 percent, only to fall back to 53 percent a month later. This phenomenon suggests
that
a. political attitudes are especially volatile.
b. although relatively stable, attitudes can and do change.
c. political ads are not as effective as politicians would hope.
d. the electorate had no internal justification for voting for Clinton.
Answer: B
Difficulty: 1
Topic: How Do Attitudes Change?
Skill: CONCEPTUAL
62. Attitudes are of course an individual internal phenomenon, yet they are of tremendous interest to social
psychologists. Why?
a. Many attitudes are shared by groups of people.
14
b. Attitude change is often due to social influence.
c. Attitude change is often self-serving.
d. Attitudes are the most powerful predictor of social behaviors.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
63. According to the tenets of cognitive dissonance theory, people are most likely to change their attitudes when they
have ________ justification for an attitude-discrepant behavior.
a. ample external
b. ample internal
c. insufficient external
d. insufficient internal
Answer: C
Difficulty: 3
Skill: FACTUAL
64. Cognitive dissonance theory suggests that when you cannot find sufficient external justification for your actions,
you will attempt to find _________, which can lead to attitude change.
a. implicit attitudes about your behavior
b. self-perceptions
c. internal justification
d. cognitively based attitudes
Answer: C
Difficulty: 2
Skill: FACTUAL
65. Counterattitudinal advocacy results in attitude change when

a. there is minimal external justification for the statement.
b. there is minimal internal justification for the statement.
c. the attitude is accessible.
d. the attitude is initially very strong.
Answer: A
Difficulty: 2
Skill: FACTUAL
66. Your friend wears bell-bottoms constantly, a behavior that offends your sense of style. If you wanted to apply
cognitive dissonance theory to get your friend to change her attitude toward bell-bottoms, you should encourage
her to give a public speech ________ under conditions of ________ external justification.
a. against bell-bottoms; low
b. in favor of bell-bottoms; low
c. against bell-bottoms; high
d. in favor of bell-bottoms; high
Answer: A
Difficulty: 3
Skill: CONCEPTUAL
15
67. Emerson’s boss wants to use cognitive dissonance to sell a new type of emergency cell phone. Emerson is not
convinced that the campaign is going to be successful. What should Emerson tell his boss?
a. Cognitive dissonance advertising is too expensive.
b. Cognitive dissonance is not effective in changing people’s attitudes and subsequent behavior.
c. Cognitive dissonance techniques are difficult to implement on a mass scale.
d. Cognitive dissonance has fallen out of favor with the advent of the computer as a model for human behavior.
Answer: C
Difficulty: 2
Skill: APPLICATION
68. Although cognitive dissonance is a very powerful way to change someone’s attitude, it is not implemented on
mass scales. Why not?
a. Most people are resistant to persuasion attempts.
b. Very few people ever experience cognitive dissonance.
c. People would become psychologically reactive to the persuasion attempt and do the opposite.
d. It would be difficult to create a situation of low external justification on a mass scale.
Answer: D
Difficulty: 3
Skill: CONCEPTUAL
69. Communication such as a speech or television advertisement that advocates a particular side of an issue is
considered
a. propaganda.
b. persuasive communication.
c. external justification.
d. marketing research.
Answer: B
Difficulty: 1
Skill: FACTUAL
70. In order to change attitudes about something on a mass scale, whether it is a product, a social problem, or a
political candidate, it would be best to use
a. dissonance reduction techniques.
b. persuasive communication.
c. insufficient external justification.
d. counterattitudinal advocacy.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
71. Next week, you’re going to give a lecture to the psychology club about the Yale Attitude Change approach to
persuasion. What will be your three main topics?
a. the source; the nature of the communication; the nature of the audience
b. the source; the need for cognition; the implicit attitudes of the audience
c. the source; the nature of the communication; the route of processing (central/peripheral)
d. the personality of the audience; the nature of the message; the social status of the speaker
Answer: A
Difficulty: 2
16
Skill: APPLICATION
72. The Yale Attitude Change approach focused on a number of factors that influence the success of a persuasive
message. Which of the following best exemplifies source variables as one of those factors?
a. high- versus low-quality argument
b. one-sided versus two-sided messages
c. long versus short appeals
d. expert versus novice speakers
Answer: D
Difficulty: 2
Skill: CONCEPTUAL
message. Which of the following best exemplifies communication variables as one of those factors?
a. hostile versus receptive audiences
b. attentive versus inattentive listeners
c. long versus short appeals
d. expert versus novice speakers
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
message. Which of the following best exemplifies audience variables as one of those factors?
a. attentive versus inattentive listeners
b. high-quality versus low-quality arguments
c. expert versus novel speakers
d. one-sided versus two-sided messages
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
75. Reza and Eyad are both salesmen. Eyad is more persuasive than Reza. According to research the Yale Attitude
Change approach he’s probably ________ than Reza.
a. more attractive
b. less experienced
c. less credible
d. younger
Answer: A
Difficulty: 2
Topic: Figure 7.2
Skill: APPLICATION
76. The Yale Attitude Change approach to persuasion yielded a great deal of information about the attitude change
process, but there was one major problem with the approach; it
a. was not clear when one factor should be emphasized over others.
b. only accounted for implicit attitudes.
c. only applied to women between the ages of eighteen and twenty-five.
d. is unclear as to who exactly is a source and who is an audience member.
Answer: A
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Difficulty: 3
Skill: CONCEPTUAL
77. Persuasion from the perspective of “who says what to whom” is best associated with the
a. elaboration likelihood model.
b. heuristic-systematic model of persuasion.
c. use of the central route to persuasion.
d. Yale Attitude Change approach.
Answer: D
Difficulty: 2
Skill: FACTUAL
78. Corey and Jennifer engage in a debate in speech class. Corey goes first and Jennifer goes second. Most students
thought that Corey did a better job in the debate. Assuming that the quality of the arguments and presentation by
the two speakers was equally good, this would be an example of a(n) ________ effect.
a. primacy
b. recency
c. accessibility
d. central route
Answer: A
Difficulty: 2
Skill: APPLICATION
79. Work stemming from the Yale Attitude Change approach indicates that all of the following statements are true
except
a. people low in intelligence tend to be more easily influenced than people high in intelligence.
b. one-sided messages are generally more effective than two-sided messages.
c. people are particularly susceptible to attitude change during the ages of eighteen to twenty-five.
d. people are more persuaded by messages that do not seem to be designed to influence them.
Answer: B
Difficulty: 3
Skill: FACTUAL
80. The elaboration likelihood model explains under what conditions someone will
a. be influenced by what the speech says, and when influence occurs by superficial cues.
b. change their implicit attitude, and when he or she will resist change to the explicit attitude.
c. be persuaded by a subliminal message, and when he or she will resist attitude change.
d. elaborate on a dissonance-evoking situation, and when he or she will resolve dissonance.
Answer: A
Difficulty: 3
Skill: CONCEPTUAL
81. Armando is listening carefully to a persuasive communication and thinking about the arguments. He is using the
________ route to persuasion.
a. peripheral
b. heuristic
c. central
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d. direct
Answer: C
Difficulty: 1
Skill: APPLICATION
82. Donald didn’t attend carefully to the substance of the persuasive communication, but instead paid attention to
some irrelevant cues. He’s using the ________ route to persuasion.
a. peripheral
b. systematic
c. central
d. indirect
Answer: A
Difficulty: 1
Skill: APPLICATION
83. The central route to persuasion is to ________ as the peripheral route is to ________.
a. ability; motivation
b. logical arguments; surface characteristics
c. heuristic processing; systematic processing
d. attitude change; no attitude change
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
84. According to the elaboration likelihood model of persuasion, people who ________ are most likely to take the
________ route to persuasion.
a. are motivated to pay attention; central
b. are motivated to pay attention; peripheral
c. do not pay close attention; central
d. do not care about the issue; central
Answer: A
Difficulty: 2
Skill: FACTUAL
85. A commercial comes on for an arthritis crème. Lachlan has been having some pain in his knees lately, so he’s
both motivated and able to attend to the commercial. Therefore, he is more likely to use the ________ route to
persuasion.
a. peripheral
b. heuristic
c. central
d. relevant
Answer: C
Difficulty: 2
Skill: APPLICATION
86. All of the following except the ________ are examples of peripheral cues that might influence people taking the
peripheral route to persuasion.
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a. length of a persuasive message
b. strength of a persuasive argument
c. credibility of the presenter of the message
d. attractiveness of the speaker
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
87. Chloe voted for the first time in the 2008 elections. She was very motivated to understand campaign issues and to
make an informed choice at the polls. She read the newspapers and watched the television debates between the
candidates. Motivated and informed when she watched the presidential debates between John McCain and
Barrack Obama, Chloe was most likely to pay attention to
a. how stiff John McCain appeared on camera.
b. the candidates’ disagreements on education issues.
c. Barrack Obama’s relaxed delivery.
d. John McCain’s references to “Joe the Plumber.”
Answer: B
Difficulty: 2
Skill: APPLICATION
88. According to the elaboration likelihood model of persuasion, you are more likely to be influenced by the central
route when you are
a. preoccupied with other matters.
b. willing and able to give your full attention to the message.
c. not invested in the topic at hand.
d. impressed with the speaker’s credentials and manner.
Answer: B
Difficulty: 2
Skill: FACTUAL
89. All other things being equal, when a communication is more ________, people are more likely to pay attention to
it and process it through the central route.
a. lengthy
b. full of buzz words and catchy phrases
c. emotional
d. self-relevant
Answer: D
Difficulty: 2
Skill: FACTUAL
90. Who is more likely to use the central route to persuasion when attending to a communication about health
insurance reform?
a. Tammy, who is doing her homework as she watches Anderson Cooper: 360
b. James, who is undergoing extensive treatment after his auto accident
c. Rachel, who has never had any health problems
d. Raul, who has little interest in public policy issues
Answer: B
Difficulty: 3
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Skill: CONCEPTUAL
91. Your municipality is in need of tax revenues, and a volunteer asks you to sign a petition that supports raising taxes
on liquor and cigarettes rather than increasing property taxes to generate revenue. You neither drink nor smoke,
and you do not own property. If the volunteer wants to persuade you to sign the petition, she should
a. use strong logical arguments rather than weak ones.
b. present both sides of the issue rather than only one side.
c. be attractive.
d. use a rational rather than an emotional appeal.
Answer: C
Difficulty: 3
Skill: CONCEPTUAL
92. Researchers systematically varied the quality of persuasive communications that advocated comprehensive exams
for college students, and also varied the prestige of the communicator. These researchers found that when some
students believed that their university was considering such examination, those students used the ________ route
to persuasion, and were influenced by ________.
a. central; quality of the persuasive arguments
b. central; prestige of the communicator
c. peripheral; quality of the persuasive arguments
d. peripheral; prestige of the communicator
Answer: A
Difficulty: 3
Skill: FACTUAL
93. Researchers systematically varied the quality of persuasive communications that advocated comprehensive exams
for college students, and also varied the prestige of the communicator. Further, some student participants were led
to believe that such academic reforms might be carried out in the near future, whereas others were led to believe
that such reforms wouldn’t occur until long after they had already graduated. Those students who believed that
the reforms were a long time in coming were more influenced by communicator prestige than by the quality of the
persuasive arguments. These findings support the assertion that ________ route to persuasion.
a. people high in need for cognition use the central
b. message relevance influences whether people use the central or peripheral
c. weak arguments are less persuasive when people use the peripheral
d. strong arguments are less persuasive when people use the central
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
94. Research by Petty, Cacioppo, and Goldman (1981) found that when students are not involved in an issue, their
opinions are influenced more by the ________ than by the ________.
a. quality of the arguments; credibility of the speaker
b. credibility of the speaker; quality of the arguments
c. quality of the arguments; surface characteristics of the message
d. content of the message; expertise of the speaker
Answer: B
Difficulty: 3
Skill: FACTUAL
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95. “Don’t bother me with the so-called facts,” asserts your Uncle Joe. “If it’s good enough for Barack Obama, it’s
good enough for me.” Which of the following statements about your Uncle Joe is most likely true? He will
a. note inconsistencies in Obama’s arguments.
b. process Obama’s messages systematically.
c. continue to hold enduring attitudes toward Obama’s policies.
d. pay less attention to what Obama says, and more attention to how he says it.
Answer: D
Difficulty: 3
Skill: APPLICATION
96. Based on research about the effectiveness of argument strength versus prestige of the source, which of the
following is true about the importance of argument strength?
a. Weaker arguments are more effective when the message is of low relevance.
b. Stronger arguments are always more effective than weaker arguments, all other things being equal.
c. Weaker arguments presented by prestigious sources are more persuasive.
d. Stronger arguments are only more effective when there is low personal relevance.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
97. Consider the following statements: “I would prefer complex to simple problems” and “I like tasks that require
little thought once I’ve learned them.” People’s responses to those statements capture their
a. attitudes toward intelligence.
b. need for cognition.
c. reliance on peripheral cues.
d. cognitive complexity.
Answer: B
Difficulty: 2
Skill: APPLICATION
98. In general, people who are ________ are more likely to use the central route when attending to a persuasive
communication.
a. low in need for cognition
b. high in need for cognition
c. not involved in the issue in question
d. ambivalent about the issue in question
Answer: B
Difficulty: 2
Skill: FACTUAL
99. Imagine that you are trying to promote a new type of low-fat snack food to a group of people in the grocery store.
You know that these people are high in the need for cognition. What type of persuasive communication would
you deliver?
a. a message with several high-quality arguments
b. a message that appeals to their feelings
c. a message given by a very attractive speaker
d. a balanced message containing both high-quality and low-quality arguments
Answer: A
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Difficulty: 3
Skill: APPLICATION
100. As a persuasive communicator, your goal is to influence the opinions of your audience. You are most likely to
benefit from an audience that is slightly distracted when
a. your arguments are strong.
b. your arguments are rather weak.
c. you are not an acknowledged expert on the topic.
d. your audience holds a weak attitude toward the issue.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
101. You work for an advertising agency. You have been assigned to come up with an advertising campaign for a new
brand of designer water, which in reality is standard city reservoir water in a fancy bottle. In this case, you are
best off using the ________ route, because ________.
a. central; you have strong arguments for why your product is superior
b. central; your audience is going to be highly motivated
c. peripheral; you do not have strong arguments for why your product is superior
d. peripheral; your audience is going to be low in the need for cognition
Answer: C
Difficulty: 2
Skill: APPLICATION
102. Who is most likely to remember the prominent writer of an editorial advocating the abolishment of mandatory
minimum sentencing for drug offenses, but to forget the arguments in that editorial?
a. Orrin, who has jetlag from his quick trip back and forth from Utah
b. Harvey, who smokes marijuana
c. Bob, who is a lawyer representing drug offenders
d. Linda, who organizes drug education in schools
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
103. You have agreed to make a speech in front of the Student Union building to convince students of the necessity of
tuition increases. You haven’t had a lot of time to rehearse your arguments, and you know if you had another two
days you could construct and deliver a more logical, well-reasoned persuasive message. In order to increase the
odds that the audience will be persuaded by your less-than-ideal speech, you should ________ to ensure that the
audience processes your message ________.
a. persuade your friends to move through the crowd, heckling to distract them; centrally
b. speak on the side of the building where noisy construction is underway; peripherally
c. convince them that the issue is relevant to them; peripherally
d. convince them of what they stand to gain if tuition increases are enacted; heuristically
Answer: B
Difficulty: 2
Skill: APPLICATION
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104. People are more likely to pay attention to characteristics of the communicator, rather than to the contents of the
message, when
a. they are personally involved in the issue.
b. the issues are too complex to comprehend fully.
c. the stakes are high.
d. they are high in the need for cognition.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
105. Sometimes even when people want to pay attention to a message, they cannot. Which of the following is not
something that would prohibit someone from paying attention to a message?
a. feeling tired
b. being distracted
c. the issue is too complex
d. having a high need for cognition
Answer: D
Difficulty: 1
Skill: CONCEPTUAL
106. People who base their attitudes on ________ are most likely to maintain their new attitudes over time.
a. a logical analysis of the arguments
b. the presence of peripheral cues
c. the peripheral route to persuasion
d. emotional feelings about the attitude object
Answer: A
Difficulty: 2
Skill: FACTUAL
107. The ________ route to persuasion is to enduring attitude change as the ________ route to persuasion is to
transient change.
a. central; systematic
b. peripheral; heuristic
c. central; peripheral
d. systematic; central
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
108. All of the following are true except that people who have been influenced by the
a. central route experience longer-lasting attitude change.
b. central route are more likely to act consistently with their attitudes.
c. peripheral route are more likely to resist counter-persuasion.
d. peripheral route are more likely to change their minds again later.
Answer: C
Difficulty: 3
Skill: CONCEPTUAL
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109. Kara has been a die-hard Republican since she was old enough to vote. She votes Republican, is an active
member of Young Republicans, and when she encounters arguments from Democrats, she is resistant to their
persuasion attempts. Given the information about attitude change, it is most likely that Kara bases her attitude on
a. her explicit attitude.
b. cognitions and affect.
c. careful analysis of arguments.
d. religious beliefs.
Answer: C
Difficulty: 2
Skill: APPLICATION
110. According to your textbook, one reason why many ads try to play on our emotions is that
a. techniques that play to our emotions also tend to grab our attention.
b. everyone has a schema for emotions, but not everyone has a schema for the products advertised.
c. emotions are always more memorable than other kinds of information.
d. emotions help us fill in the blanks about the product in the short time interval of the ad.
Answer: A
Difficulty: 1
Skill: CONCEPTUAL
111. If you are constructing an ad, a basic principle to remember is that you must
a. always construct your arguments carefully.
b. appeal only to viewers high in the need for cognition.
c. distract your audience because no one pays attention to arguments anyway.
d. try to ensure that your audience will pay attention to your ad.
Answer: D
Difficulty: 2
Skill: CONCEPTUAL
112. A marketing agency is trying to put together an ad for a new pain medication. How might they best grab the
attention of their audience?
a. present highly cognitive arguments
b. play to their emotions
c. appeal to the central route of processing
d. have a prestigious doctor lecture on the benefits of the medication
Answer: B
Difficulty: 2
Skill: APPLICATION
113. Why would anyone want to use fear in a commercial?

a. Advertisers find it increases sales by appealing to cognitively based attitudes.
b. Advertisers want to grab the attention of the target audience.
c. Advertisers do not use fear unless mandated by the government.
d. Scaring people into healthy behaviors is highly effective.
Answer: B
Difficulty: 2
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Skill: CONCEPTUAL
114. Public service ads often try to raise fear in an audience to induce people to change unhealthy behaviors. If fear
appeals are used, it is crucial to provide the audience with _______ to increase the likelihood of behavior change.
a. as much fear-evoking information as possible
b. specific recommendations for how to reduce the unhealthy behaviors
c. statistics about the number of people who will die from performing the behaviors
d. specific information about the consequences of continuing the unhealthy behaviors
Answer: B
Difficulty: 2
Skill: APPLICATION
115. Fear-arousing communications are most likely to result in attitude change when
a. they are sufficiently strong to induce perceptions of threat.
b. people think that attending to a message will reduce the fear.
c. people process fear appeals peripherally.
d. people are in a good mood, and the message takes them by surprise.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
116. In an effort to use fear to persuade people to live a healthier lifestyle, the government of Canada went so far as to
mandate that
a. cigarette packs display graphic pictures of diseased gums and body parts.
b. all bottles of alcohol have pictures of children with fetal alcohol syndrome.
c. every ten kilometers, a roadside billboard shows graphic pictures of car accident victims who did not wear
seatbelts.
d. junk food packages show photos of obese people in the hospital.
Answer: A
Difficulty: 2
Skill: FACTUAL
117. Fear-arousing persuasive messages are targeted to the ________ basis of attitudes.
a. peripheral
b. cognitive
c. central
d. affective
Answer: D
Difficulty: 2
Page(s) in Text: 166, 176
Topic: The Nature and Origin of Attitudes; How Do Attitudes Change?
Skill: CONCEPTUAL
118. Research by Leventhal and his colleagues (1967) was described in the text. In the experiment, the researchers
showed one group of smokers a film depicting the ravages of lung cancer, gave another group of smokers a
pamphlet with instructions on how to quit smoking, and exposed a third group to both the film and the pamphlets.
People in the last group reduced their smoking significantly more than people in the other two groups because
a. fear was aroused and they were provided a means to reduce that fear.
b. they were relatively light smokers.
c. the combination increased their confidence in their ability to quit.
d. prior to the study, they reported more failed attempts to quit.
Answer: A
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Difficulty: 2
Skill: CONCEPTUAL
showed one group of smokers a film depicting the ravages of lung cancer, gave another group of smokers a
pamphlet with instructions on how to quit smoking, and exposed a third group to both the film and the pamphlets.
People in the last group reduced their smoking significantly more than people in the other two groups because
people who only
a. received the pamphlets became afraid they couldn’t follow the instructions.
b. received the pamphlets weren’t sufficiently motivated to read them.
c. watched the film were not sufficiently frightened by it.
d. watched the film were too frightened to ask for a pamphlet.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
showed some smokers a graphic film about lung cancer and gave them a pamphlet with instructions on how to
quit; other smokers received either the pamphlet alone, or watched the grisly film. After three months, those
smokers who received only the pamphlet with instructions were smoking significantly more than those who both
saw the film and received the pamphlet. Why?
a. Information alone is not sufficient if people are not motivated to use it.
b. Fear alone is not sufficient if people don’t know how to reduce it.
c. A message must be relevant to people if they are to pay attention to it.
d. Fear, like other negative moods, encourages people to pay attention to the message.
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
saw the film and received the pamphlet. What is the independent variable of this research?
a. type of intervention: pamphlet only, movie only, or pamphlet and movie
b. amount that they smoked
c. type of participants: smokers, non-smokers
d. fear they felt while watching the movie
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
saw the film and received the pamphlet. What is the dependent variable of this research?
a. type of intervention: pamphlet only, movie only, or pamphlet and movie
b. amount that they smoked
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c. type of participants: smokers, non-smokers
d. fear they felt while watching the movie
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
123. You’ve just learned that your younger brother has begun having sex. You are concerned about his health and the
health of his partner, and because abstinence doesn’t seem reasonable to expect, you have decided to have a
serious talk with him. What is the best thing to do?
a. Describe in vivid detail the ravages of AIDS and other sexually transmitted diseases to scare him into safe
sex practices.
b. Instill enough fear into him to get his attention, and then explain where to get condoms and how to use them.
c. Show him statistics about the increase in AIDS among students in high school.
d. Buy him a book about responsible sex at the local bookstore, and mark the appropriate pages with a condom.
Answer: B
Difficulty: 3
Skill: APPLICATION
124. “I like sex, but not enough to die for it,” says a young woman in an ad designed to persuade people to use
condoms if they are sexually active. Why might this approach be ineffective? If people are
a. too frightened, they won’t think rationally about the issue.
b. in a bad mood when they see the ad, they won’t pay attention.
c. sexually active, the ad will be low in personal relevance.
d. not sexually active, the ad will put them in a bad mood.
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
125. It can be tricky to use fear-arousing communication properly; a moderate amount can lead people to ________
and too much can lead people to ________.
a. become defensive; be persuaded through the peripheral route
b. be persuaded through the central route; become defensive
c. be persuaded through the peripheral route; be persuaded through the central route
d. become bored and lose interest; be defensive about their beliefs
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
126. Chaiken (1987) and other proponents of the heuristic-systematic model of persuasion assert that emotions often
signal us as to our true attitudes. By this they mean that
a. emotional responses are the basis of most attitudes.
b. emotions often inform our “How do I feel about it?” heuristic.
c. careful analysis of message contents invokes strong emotions.
d. positive emotions are used as a heuristic but negative emotions are not.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
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127. According to the heuristic-systematic model of persuasion, when people use the peripheral route of persuasion,
they rely on
a. cognitive arguments.
b. strength of the argument.
c. heuristics.
d. dissonance reduction.
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
128. The ________ model of persuasion asserts that attitudes may change because people attend to the merits of an
argument, or because they use such cognitive shortcuts as “The faster a person talks, the more she knows about
the issue.”
a. elaboration likelihood
b. Yale
c. self-perception
d. heuristic-systematic
Answer: D
Difficulty: 2
Skill: FACTUAL
129. Sandy is trying to decide which new soft drink to try. She decides to try “Bliss Mist” because it has a prettier
bottle and the theme song is running through her head. Sandy is using the ________ heuristic to make her
decision.
a. availability
b. “length equals strength”
c. “How do I feel about it?”
d. anchoring and adjustment
Answer: C
Difficulty: 2
Skill: APPLICATION
130. When we seek to infer our attitudes, one reason that relying on moods or emotions as heuristics can mislead us is
that
a. we seldom know what we’re really feeling.
b. we may not know the true source of our emotions.
c. moods or emotions interfere with our motivation and ability to attend to relevant information.
d. different attitudes generate different emotions.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
131. Reggie is busy trying to prepare a complicated recipe for dinner when his sons come in asking him who can use
the computer first. One son, Jason, gives a long explanation about why he needs it, and goes on for some time.
The other son, Cameron, just gives a short explanation. If Reggie is processing these arguments via the heuristic
route, who is he most likely to give computer privileges to first?
a. He would make them decide between themselves.
b. He would disallow them both from using the computer because he is in a bad mood.
c. Jason
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d. Cameron
Answer: C
Difficulty: 3
Skill: APPLICATION
132. “Experts are always right” and “Expensive means quality” are some examples of how ________ can be used in
persuasion.
a. systematic processes
b. affect
c. implicit attitudes
d. heuristics
Answer: D
Difficulty: 1
Skill: CONCEPTUAL
133. George is trying to decide which of two used cars to buy. He test drives each, listening to the radio while he does
so. While he is test driving the Honda, his favorite song comes on the radio. George tells his friend, “I know the
Toyota is a bit better of a deal, but somehow the Honda just feels better to me.” If the reason that the Honda feels
better is that George liked the song that he heard while driving it, his decision is being influenced by
a. misattribution of emotion.
b. central route processing.
c. dissonance reduction.
d. schematic processing.
Answer: A
Difficulty: 3
Skill: APPLICATION
134. Using the “How do I feel about it?” heuristic can be problematic because we can make mistakes about what is
causing our feelings. This idea is related to which other ideas in social psychology?
a. schematic processing; fundamental attribution error
b. misattribution; reasons-generated attitude change
c. biased scanning; self-fulfilling prophecy
d. self-serving biases; dissonance reduction
Answer: B
Difficulty: 3
Skill: CONCEPTUAL
135. In most stores, owners provide background music for shoppers. Now, this music may not be to everyone’s taste,
but from the perspective of social psychologists who study routes to persuasion, it is probably designed to
________, and thus to ________.
a. distract them; ensure they spend more time in the store
b. put them in a bad mood; make them want to spend their money as quickly as possible
c. put them in a good mood; make products more attractive to them
d. distract them; get them to forget to use their money-saving coupons
Answer: C
Difficulty: 2
Skill: APPLICATION
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136. The authors of your text suggest that when trying to determine our attitude about something, we often rely on the
________ heuristic.
a. “What the heck is it?”
b. “How do I feel about it?”
c. “What do I know about it?”
d. “What will I do with it?”
Answer: B
Difficulty: 2
Skill: FACTUAL
137. There is an exception to the general rule that logical, informative messages will be highly persuasive when the
issue is relevant to the audience. What is that exception?
a. Logical, informative messages will not work well when values and feelings are the basis of the attitude in
question.
b. When people are in a bad mood, they do not see information as relevant to their attitudes.
c. When people are in a good mood, any and all information seems relevant to their attitudes.
d. When people are in a bad mood, they are skeptical about all information, including logical information.
Answer: A
Difficulty: 3
Skill: CONCEPTUAL
138. When it comes to designing a persuasive message, the authors assert that “It is best to fight fire with fire.” By this,
they mean that
a. emotion is a much more powerful persuasive force than is logic.
b. it is effective to match the type of message appeal to the basis of the attitude.
c. before trying to persuade people, be sure to get their attention first.
d. before people can be persuaded, they must be convinced to abandon prior attitudes.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
139. If an attitude is cognitively based, it is best to use rational arguments. What types of arguments work best to
change an affectively based attitude?
a. implicit associations
b. logical arguments
c. emotional appeals
d. heuristics
Answer: C
Difficulty: 1
Skill: FACTUAL
140. Which of the following represents the utilitarian aspect of an attitude object, such as a consumer product?
a. the gas mileage of a car
b. the image portrayed in a perfume ad
c. the humor contained in a greeting card
d. the flattering appearance of a pair of jeans
Answer: A
Difficulty: 2
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Skill: APPLICATION
141. According to research presented in the chapter, consumers’ attitudes toward products such as perfumes and
greeting cards are ________ based because they are informed by ________.
a. affectively; values and the self-concept
b. behaviorally; past product purchases
c. cognitively; logical appraisals of the product
d. cognitively; social identity concerns
Answer: A
Difficulty: 2
Skill: FACTUAL
142. In “phone wars” with MCI, Sprint, and other carriers, AT&T has switched from heartwarming ads that show
family members sharing love and support via phone (“It’s the next best thing to being there.”) to ads that focus on
long-distance savings. This is most likely because AT&T advertisers have discovered that
a. phone service is viewed by most consumers as a social identity product.
b. sad or nostalgic moods cause people to process ad contents in a biased way.
c. phone service is viewed by most consumers as a utilitarian product.
d. most consumers do not view long-distance companies as a relevant concern.
Answer: C
Difficulty: 2
Skill: APPLICATION
143. “Feel great. Smell great.” goes the warm, lilting theme song of a television ad for perfume, as the model dances
through a field of flowers. Why would this ad be most likely to work?
a. These ads convincingly demonstrate the good performance of the perfume at covering odor.
b. One-sided messages are more effective with social identity products.
c. Cognitive appeals work best with most consumer products.
d. Emotional appeals work well with social identity products.
Answer: D
Difficulty: 3
Skill: APPLICATION
144. Most automobile ads on television convey very little objective information about the models shown; indeed, one
auto maker launched a series of television ads that contained no words at all. The design of these automobile
advertisements is based on the advertisers’ premise that cars are
a. social identity products.
b. utilitarian products.
c. a near necessity in the United States.
d. “disposable” consumer products.
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
145. Recent advertisements for Chrysler automobiles focus on notions like “computer generated” design features, “cab
forward design” for better gas mileage, and “steel reinforced” side door construction for safety. This focus on
objective attributes of Chrysler cars
a. causes people to process information peripherally.
32
b. focuses on the utilitarian aspects of the cars.
c. appeals to viewers who are low in the need for cognition.
d. stresses the identity implications of owning a Chrysler car.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
146. For which of the following products would advertisers be most likely to use emotional appeals?
a. mufflers
b. jewelry
c. vacuum cleaner
d. lumber
Answer: B
Difficulty: 2
Skill: APPLICATION
147. Imagine that you are trying to persuade an audience to buy your brand of toothbrush. You know that the
audience’s attitudes about toothbrushes are cognitively based. You should construct an argument that emphasizes
the
a. good feelings that result from using your toothbrush.
b. important health features of your toothbrush.
c. value of clean teeth and gums.
d. merits of competitors’ toothbrushes.
Answer: B
Difficulty: 2
Skill: APPLICATION
148. According to research by Han and Shavitt (1994), what are the cultural differences in the kinds of attitudes people
hold about the same consumer product?
a. People in Asian cultures are more receptive to ads for utilitarian products.
b. People in Asian cultures are less consumer-oriented than are people in the United States.
c. Ads that focus on individuality and self-improvement work better in Western cultures than in Asian cultures.
d. Ads that focus on emotions and values work better in Asian cultures than in the United States.
Answer: C
Difficulty: 2
Skill: APPLICATION
149. Which of the following ad slogans for an automobile would be more effective in Tokyo than in Chicago?
a. “Drive to a Different Tune”
b. “Comfort for Your Family”
c. “A Sign That You’ve Made It”
d. “They’ll Eat Your Dust”
Answer: B
Difficulty: 2
Skill: APPLICATION
150. Researchers showed Americans and Koreans advertisements that stressed either independence or
33
interdependence. They found that ________ were persuaded most by ads that stressed ________.
a. Americans; emotional appeals
b. Koreans; logical arguments
c. Americans; independence
d. Koreans; independence
Answer: C
Difficulty: 2
Skill: FACTUAL
151. Flipping through a magazine and looking at the ads, you notice that they tend to emphasize individuality and self-
improvement. Based on research on cultural differences in persuasion, where is this magazine likely to be sold?
a. Tokyo, Japan
b. Da Lat, Vietnam
c. Mumbai India
d. Montreal, Canada
Answer: D
Difficulty: 2
Skill: APPLICATION
152 You are reading a billboard that says, “L&H shoes: comfort and style for your whole family.” Where would such
an ad be most effective, according to research on cultural differences in persuasion?
a. Chicago in the U.S.
b. London in the U.K.
c. Shanghai in China
d. Toronto in Canada
Answer: C
Difficulty: 2
Skill: APPLICATION
153. When trying to persuade people, it is useful to make sure they have ________ in their thoughts on the matter.
a. confidence
b. salience
c. complexity
d. logic
Answer: A
Difficulty: 2
Skill: FACTUAL
154. Briñol and Petty (2003) conducted a study in which participants were presented strong or weak arguments on an
issue while they were either shaking their head or nodding their head. Someone listening to a weak argument
would be more persuaded if they were ________.
a. nodding their head
b. shaking their head
c. paying close attention
d. doing a related visual task
Answer: B
Difficulty: 3
34
Skill: FACTUAL
155. Researchers Briñol & Petty (2003) conducted a study in which participants were presented strong or weak
arguments on an issue while they were either shaking their heads or nodding their heads to test the durability of
headphones. Someone nodding his or her head would be more persuaded if presented a(n) ________ argument.
a. strong
b. weak
c. emotional
d. fear-inducing
Answer: A
Difficulty: 2
Skill: FACTUAL
156. Briñol and Petty (2003) conducted a study in which participants were presented strong or weak arguments on an
issue while they were either shaking or nodding their heads to test the durability of headphones. Why did head
movements matter?
a. It was a subtle way to make participants feel more or less confident.
b. It kept participants alert during the lengthy message they heard.
c. It was to test the durability of the headphones in the study.
d. It was to distract participants from the message.
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
157. Based on research by Briñol and Petty (2003) in which participants were presented strong or weak arguments on
an issue while they were either shaking their heads or nodding their heads, which of the following people would
be most persuaded by an argument?
a. Jack, who hears a weak argument
b. Sam, who hears a strong argument
c. Nick, who is very confident in the argument
d. Al, who is not very confident in the argument he hears
Answer: C
Difficulty: 2
Skill: APPLICATION
158. Suppose you are trying to persuade a group of people to purchase a new kitchen gadget. If you are presenting
mostly weak arguments, which of the following techniques would help people feel more confident in their
attitudes?
a. getting people to applaud
b. asking them “yes” questions to get them to nod their heads
c. using a cognitive approach
d. asking them “no” questions to get them to shake their heads
Answer: D
Difficulty: 3
Skill: APPLICATION
159. Tyler nods his head quite often during a speech from a politician. Based on the information from your text about
confidence and persuasion, Tyler would be most likely to be most persuaded by
a. a weak argument.
35
b. a strong argument.
c. an emotional appeal.
d. peripheral cues.
Answer: B
Difficulty: 2
Skill: APPLICATION
160. Attitude inoculation is the process of making people immune to persuasion attempts by
a. exposing them to arguments against their position.
b. exposing them to arguments in support of their position.
c. encouraging them to feel positive about the position that they hold.
d. encouraging them to keep an open mind.
Answer: A
Difficulty: 2
Topic: Resisting Persuasive Messages
Skill: FACTUAL
161. Politicians often preface their remarks with such statements such as “I know that my opponent will try to tell you
that I’m weak on crime.” This strategy is an example of
a. low self-esteem.
b. use of the central route to persuasion.
c. attitude inoculation.
d. fear-based persuasion.
Answer: C
Difficulty: 2
Skill: APPLICATION
162. Attitude inoculation is a way to

a. make fear-arousing messages more persuasive.
b. increase resistance to attitude change.
c. induce people to use heuristic processing.
d. bring attitudes into line with values.
Answer: B
Difficulty: 1
Skill: FACTUAL
163. A public service ad on television shows a young boy resisting the attempts of someone off-camera to persuade
him to accept drugs. The boy resists each and every enticement (e.g., “It’ll make you fly!” or “Come on, this
one’s free!”). The camera then pans back, and the boy’s father hugs him and says, “Good job, son!” This ad
illustrates the use of ________ to increase resistance to attitude change.
a. psychological reactance
b. priming
c. fear appeals
d. attitude inoculation
Answer: D
Difficulty: 2
Skill: APPLICATION
36
164. Why, according to research by McGuire (1964), does attitude inoculation work to increase resistance to
subsequent persuasion attempts? Attitude inoculation
a. generates psychological reactance, so people ignore subsequent messages.
b. encourages people to think about the issues and to generate counterarguments.
c. raises self-esteem, and thus makes people less vulnerable to later persuasion attempts.
d. increases fear, and thus make people less responsive to logical arguments.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
165. In a persuasion study conducted by McGuire (1964), participants exposed to weak arguments that contradicted
common knowledge or beliefs were _______ likely to be persuaded by ________ two days later.
a. more; fear appeals
b. less; emotional appeals
c. less; stronger arguments
d. more; weaker arguments
Answer: C
Difficulty: 3
Skill: FACTUAL
166. You want to have a talk with your younger sister about the dangers of drugs. You begin the discussion by saying,
“Now, your friends are probably going to tell you that only people with problems to begin with get into trouble
with drugs, and that you’re a chicken if you don’t get high with them, but....” You have just used ________ to
persuade her to avoid experimenting with drugs.
a. a fear-based appeal
b. a one-sided argument
c. attitude accessibility
d. attitude inoculation
Answer: D
Difficulty: 2
Skill: APPLICATION
167. Product placement refers to

a. where on a page the product being advertised appears.
b. whether or not the product being advertised actually appears in the ad.
c. where in a store aisle a product is situated.
d. the display of a particular consumer product in a movie or TV show.
Answer: D
Difficulty: 1
Skill: FACTUAL
168. When the manufacturers such as Microsoft pay to have their products clearly used by the main characters of a TV
show or movie, the technique being used is called
a. subtle persuasion.
b. product placement.
c. brand merchandising.
d. implicit attitude.
Answer: B
Difficulty: 1
37
Skill: APPLICATION
169. In the movie E.T., a child uses Reese’s Pieces to coax E.T. to come out. This is an example of a type of
advertisement called
a. heuristic processing.
b. split cable marketing.
c. attitude inoculation.
d. product placement.
Answer: D
Difficulty: 2
Skill: CONCEPTUAL
170. The makers of different over-the-counter pain relievers will be using product placement to market their products.
Which of the following best exemplifies where one would see these persuasive messages?
a. being used by an actor on a primetime TV show
b. different shelves at the drug store or supermarket
c. posters and pamphlets in doctors’ offices
d. ads on the radio and TV
Answer: A
Difficulty: 2
Skill: APPLICATION
171. According to the elaboration likelihood model in your textbook, one reason that product placement is so
successful as an advertising technique is that
a. when it is used, people don’t try to defend themselves against the influence.
b. it increases the frequency of exposure to ads.
c. it makes the source appear more credible.
d. it makes the source appear more likeable.
Answer: A
Difficulty: 3
Page(s) in Text: 172, 182
Topic: How Do Attitudes Change?; Resisting Persuasive Messages
Skill: CONCEPTUAL
172. The reason that forewarning tends to prevent attitude change is that it
a. causes people to pay more attention to their preexisting attitude.
b. causes people to analyze persuasive appeals much more carefully.
c. prevents the occurrence of cognitive dissonance.
d. increases the experience of cognitive dissonance.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
173. Based on the effects of attitude forewarning, whose attitude is likely to change the most?
a. Terrence, who is attending a lecture entitled “Why War Now” in order to receive course credit
b. Jonathon, who is going to visit a used-car showroom
c. Larry, who is preparing to talk to his soon-to-be-ex-wife’s attorney
d. Marvin, who goes to see a comedy film and listens to an appeal from a charity before the movie is shown
Answer: D
38
Difficulty: 3
Skill: APPLICATION
174. Because adolescents in particular are very susceptible to the emotional appeals of their peers, the textbook authors
suggest that attitude inoculation attempts should take the form of
a. one-sided appeals.
b. two-sided appeals.
c. eliciting a public commitment to resist peer pressure.
d. role-playing responses to peers’ appeals.
Answer: D
Difficulty: 3
Skill: CONCEPTUAL
175. Peer pressure is effective because it plays on adolescents’

a. fear of rejection and desire for autonomy.
b. desire to be right and desire to be liked.
c. fear of rejection and desire to be loved.
d. need for autonomy and need for esteem.
Answer: A
Difficulty: 2
Skill: FACTUAL
176. The use of role-playing as a technique for preventing attitude change is based on the idea that
a. forewarned is forearmed.
b. it makes the logical arguments against change easier to remember.
c. it helps people build resistance to the kinds of emotional appeals used by peers.
d. behaviorally based attitudes are easily reinforced.
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
177. In order to help teens resist peer pressure, it is important to inoculate their attitudes not only with cognitive
arguments but with
a. implicit attitudes.
b. fear-arousing communications.
c. emotional appeals.
d. physical humor.
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
178. Several programs have been designed to prevent teen smoking in which researchers used role-playing to help
inoculate antismoking attitudes. The results of such programs are
a. that role-playing is ineffective against peer pressure.
b. these teens were less likely to start underage smoking.
c. these teens were likely to experience external justification for smoking.
d. that attitude inoculation only works for cognitively based attitudes.
39
Answer: B
Difficulty: 2
Skill: FACTUAL
179. Peer pressure is a form of persuasion which generally utilizes

a. cognitive appeals.
b. behavioral ploys.
c. emotional appeals.
d. propaganda techniques.
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
180. You have observed that there is more litter around signs that say “$500 fine for littering” than around signs that
say “Please keep our state clean.” What social psychological theory would you use to explain this observation?
a. reactance theory
b. cognitive dissonance theory
c. attitude inoculation theory
d. elaboration likelihood model
Answer: A
Difficulty: 2
Skill: APPLICATION
181. ________ theory posits that when people feel their freedom threatened, they will work to restore it by performing
the threatened behavior.
a. Cognitive dissonance
b. Attitude inoculation
c. Reactance
d. Heuristic processing
Answer: C
Difficulty: 1
Skill: FACTUAL
182. According to reactance theory, which of the following persuasion attempts will meet with the least resistance
when a parent tries to convince his child to keep her room clean?
a. “Please try to remember to put your toys away when you’ve finished playing with them.”
b. “How many times have I told you to keep your room clean?”
c. “The next time I find your room in such a mess, I’ll send you to bed without television.”
d. “I’m going to tell you one more time: Clean up this room, or else!”
Answer: A
Difficulty: 3
Skill: APPLICATION
183. Recall that researchers (Pennebaker & Sanders, 1976) placed one of two signs in the bathrooms on a college
campus. One was a strong warning (“Do not write on these walls under any circumstances”) and the other was a
milder admonition (“Please don’t write on these walls”). Two weeks later, what were they likely to find in the
bathrooms containing the strong warnings?
40
a. scrawls that read “Says Who?” and “What Are You Going to Do About This?”
b. graffiti in the stalls, but not on the walls where the sign was posted
c. walls that were relatively clean
d. less graffiti, but signs posted everywhere
Answer: A
Difficulty: 2
Skill: FACTUAL
184. On the campus of the University of Minnesota, there are signs near large expanses of grass that read, “Lie on me,
play on me, but please don’t walk on me.” These signs are more likely to protect the grass than signs that read
“Stay off the grass!” because the Minnesota signs
a. are likely to generate less psychological reactance.
b. contain a longer persuasive message.
c. contain an emotional appeal rather than a logical appeal.
d. contain a logical appeal rather than an emotional appeal.
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
185. Based on the principles of psychological reactance, what should a mother say to her daughter who wants to have
her nose pierced?
a. “I won’t be seen with you in public if you pierce your nose.”
b. “Wait until your father hears about this!”
c. “You’d hate it if I took away your driving privileges.”
d. “Please think about how you’ll feel when you’re thirty with a hole in your nose.”
Answer: D
Difficulty: 3
Skill: CONCEPTUAL
186. Why are millions of dollars a year spent on advertising?

a. because otherwise TV shows would need to be longer, and actors would need to be paid more
b. because it is assumed that attitude change leads to behavioral change
c. because advertising is effective when it is done subliminally
d. because attitude change leads people to be more willing to spend money frivolously
Answer: B
Difficulty: 2
Topic: When Do Attitudes Predict Behavior?
Skill: CONCEPTUAL
187. Recall that in the l930s, when anti-Asian prejudice was commonplace in the United States, LaPiere (1934) had no
trouble finding pleasant accommodations for himself and his Chinese traveling companions. Surprised, LaPiere
later sent letters to the establishments they visited, asking whether Chinese visitors would be welcome. More than
90 percent of those who responded replied that they definitely would not accommodate Chinese. This study is
noteworthy because it suggested that
a. rational persuasive appeals reduce prejudice.
b. the link between attitudes and behaviors is often tenuous.
c. people often “tell” more than they can know.
d. contact with people against whom we are prejudiced can actually reduce prejudice.
Answer: B
Difficulty: 2
41
Skill: CONCEPTUAL
188. Recall that in the 1930s, when anti-Asian prejudice was commonplace in the United States, LaPiere (1934) had no
trouble finding pleasant accommodations for himself and his Chinese traveling companions. Surprised, LaPiere
later sent letters to the establishments they visited, asking whether Chinese visitors would be welcome. More than
90 percent of those who responded replied that they definitely would not accommodate Chinese. Although
LaPiere’s study suggests that there is a weak link between attitudes and behavior, his results should be interpreted
with caution. Why?
a. Later, more systematic research revealed that there is generally a strong relation between attitudes and
behavior.
b. Prejudice has generally declined in the United States since the 1930s.
c. His sample of proprietors was not randomly selected.
d. Proprietors’ attitudes might have changed between LaPiere’s visit and the time he sent the letters.
Answer: D
Difficulty: 3
Skill: CONCEPTUAL
189. Social psychologists have found that attitudes do predict behavior, but only under certain specifiable conditions.
One key factor is knowing whether the behavior in question is
a. positive or negative.
b. spontaneous or deliberate.
c. easy or difficult.
d. a current or future behavior.
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
190. What type of attitudes best predict spontaneous behavior?

a. highly accessible attitudes
b. emotion-based attitudes
c. cognition-based attitudes
d. weak attitudes
Answer: A
Difficulty: 2
Skill: FACTUAL
191. Why are highly accessible attitudes more likely to predict spontaneous behaviors than are less accessible
attitudes?
a. People are more likely to be thinking of accessible attitudes when they are called on to act.
b. Emotion-based attitudes are both more accessible and more likely to influence behaviors.
c. People with accessible attitudes are more likely to be influenced by arbitrary aspects of the situation.
d. Actually, attitude accessibility does not influence the link between attitudes and behaviors.
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
192. If you stand in the checkout line of any discount store, you’ll see a very odd assortment of items on display:
42
disposable razors, batteries, ballpoint pens, playing cards, trail mix, combination locks, and so on. Retailers call
these items “impulse buys,” meaning that although people may not come to the store looking for cards, pens, or
trail mix, when they see them near the checkout, they’ll buy them. An attitude researcher might say that people
buy these items because
a. consumers’ attitudes toward such utilitarian items are emotionally based.
b. these items reflect people’s social identity concerns, so they will deliberate quickly about whether to purchase
them.
c. attitudes toward these items may be highly accessible.
d. intentions are relatively unimportant when people engage in deliberative behaviors like purchases.
Answer: C
Difficulty: 3
Skill: APPLICATION
193. Based on research by Fazio regarding the ability of highly accessible attitudes to predict behaviors, which of the
following people would be most likely to stop and donate to a homeless person who approaches and asks for
money?
a. Christina, who was just thinking about her sister’s eviction
b. Josefina, who had just found a quarter on the sidewalk
c. Paul, who was trying to remember where he parked his car
d. Ramon, who just got a new roommate whom he dislikes
Answer: A
Difficulty: 2
Skill: APPLICATION
194. Raymond’s attitude is more likely to be highly accessible if he has ________ the attitude object.
a. thought in more depth about
b. more firsthand experience with
c. a neutral perspective about
d. only read about
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
195. ________ is to predicting spontaneous behavior as ________ is to predicting deliberative behavior.

a. Attitude accessibility; intention
b. Affect; cognition
c. Dissonance reduction; self-perception
d. Utility; social identity
Answer: A
Difficulty: 2
Skill: CONCEPTUAL
196. According to the theory of planned behavior, the best predictor of riding a roller coaster would be
a. one’s intention to ride the roller coaster.
b. one’s attitude toward amusement parks.
c. one’s fear of heights.
d. the number of other people waiting in line.
Answer: A
Difficulty: 2
43
Skill: APPLICATION
197. The theory of planned behavior states that the best predictors of deliberate behaviors are
a. behavioral intentions, subjective norms, and attitude accessibility.
b. attitude salience, behavioral patterns, and perceived behavior control.
c. behavioral intentions, subjective norms, and perceived behavior control.
d. behavioral intentions, attitude accessibility, and perceived behavior control.
Answer: C
Difficulty: 2
Skill: FACTUAL
198. Your best friend Nina may or may not visit New York this weekend. According to the theory of planned
behavior, what information would be most useful in helping you predict whether Nina will actually travel to New
York?
a. Nina’s attitude about traveling
b. Nina’s intention to visit New York
c. Nina’s attitude toward New York
d. Nina’s intention to get away this weekend
Answer: B
Difficulty: 2
Skill: APPLICATION
199. According to the theory of planned behavior, the best predictor of people’s deliberative behavior is
a. the social situation.
b. their intention to behave in a certain way.
c. their assumptions about how others will evaluate their behavior.
d. whether the behavior is spontaneous or planned.
Answer: B
Difficulty: 1
Skill: FACTUAL
200. Researchers (Davidson & Jaccard, 1979) studied the relationship between women’s attitudes and their use of the
birth control pill. They found that the best predictor of whether women were using the birth control pill two years
after reporting their attitudes was the women’s
a. attitude toward unwanted pregnancy.
b. belief about their partners’ attitudes toward the pill.
c. attitude toward using birth control pills during the two-year period.
d. attitudes toward abortion.
Answer: C
Difficulty: 3
Skill: FACTUAL
201. Researchers (Davidson & Jaccard, 1979) studied the relationship between women’s attitudes and their use of the
birth control pill. The results of this study indicated that general attitudes were _______ of behavior.
a. accurate predictors
b. moderately good predictors
c. poor predictors
44
d. reliable predictors
Answer: C
Difficulty: 2
Skill: FACTUAL
202. Recall that LaPiere (1934) found a discrepancy between proprietors’ reported attitudes toward accommodating
Chinese and their willingness to provide services to a Chinese couple that accompanied him on his travels. The
discrepancy between proprietors’ attitudes and actual behaviors might have been reduced had LaPiere written and
asked them,
a. “Would you let members of the Chinese race eat at your restaurant?”
b. “Would you serve dinner to a Chinese couple accompanied by an American professor?”
c. “On a one-to-five scale, how do you feel about Chinese visitors to the United States?”
d. “Would you say that you have a positive attitude toward Asian visitors to the United States?”
Answer: B
Difficulty: 2
Skill: CONCEPTUAL
203. Based on research presented in your text about attitudes predicting behavior, it could be said that ________
attitudes best predict actual behavior.
a. general
b. abstract
c. specific
d. intrinsic
Answer: C
Difficulty: 2
Skill: CONCEPTUAL
204. Even though Mario dislikes roller coasters, he may decide to take a ride because his best friend really wants him
to ride the new Tidal Wave. This example shows the importance of _______ on our behavioral decisions.
a. subjective norms
b. the reciprocity norm
c. altruism
d. persuasive communication
Answer: A
Difficulty: 2
Skill: APPLICATION
205. The concept of subjective norms refers to people’s

a. perceptions of the rules or expectations that guide social behavior.
b. evaluations of the reasonableness of their attitudes.
c. intentions to use their attitudes to guide their behaviors.
d. beliefs about what important others will think of their behavior.
Answer: D
Difficulty: 1
Skill: FACTUAL
206. Before Jane schedules an appointment to undergo plastic surgery, she asks herself, “But what will my husband
45
Another random document with
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opposed and commended by physicians, condemned and eulogized
by priests and kings[18], and proscribed and protected by
governments, whilst, at length, this once insignificant production of
a little island, or an obscure district, has succeeded in diffusing itself
through every climate, and in subjecting the inhabitants of every
country to its dominion. The Arab cultivates it in the burning desert;
—the Laplander and Esquimaux risk their lives to procure a
refreshment so delicious in their wintry solitude;—the seaman, grant
him but this luxury, and he will endure with cheerfulness every other
privation, and defy the fury of the raging elements;—and, in the
higher walk of civilized society, at the shrine of fashion, in the palace
and in the cottage, the fascinating influence of this singular plant,
commands an equal tribute of devotion and attachment. Nor is the
history of the potatoe less extraordinary or less strikingly illustrative
of the imperious influence of authority. In fact, the introduction of
this valuable plant received, for more than two centuries, an
unprecedented opposition from vulgar prejudice, which all the
philosophy of the age was unable to dissipate, until Louis XV. wore a
bunch of the flowers of the potatoe in the midst of his court, on a day
of mirth and festivity. The people then, for the first time,
obsequiously acknowledged its utility, and began to express their
astonishment at the apathy which had so long prevailed with regard
to its general cultivation.
The history of the warm bath furnishes us with another curious
instance of the vicissitudes to which the reputation of our valuable
resources are so uniformly exposed. That, in short, which for so
many ages was esteemed the greatest luxury in health, and the most
efficacious remedy in disease, fell into total disrepute in the reign of
Augustus, for no other reason than because Antonius Musa had
cured the emperor of a dangerous malady by the use of the cold bath.
The coldest water, therefore, was recommended on every occasion.
This practice, however, was but of short duration. The popularity of
the warm bath soon lost all its premature and precocious popularity;
for, though it had restored the emperor to health, it shortly
afterwards killed his nephew and son-in-law Marcellus; an event
which at once deprived the remedy of its credit, and the physician of
his popularity.[19]
An illustration of the overbearing influence of authority, in giving
celebrity to a medicine, or in depriving it of that reputation to which
its virtues entitle it, might be furnished in the history of the Peruvian
bark. This heroic remedy was first brought to Spain in the year 1632,
where it remained seven years before any trial was made of its
powers. An ecclesiastic of Alcala was the first to whom it was
administered, in the year 1639; but even at this period, its use was
limited, and it would have sunk into oblivion, but for the supreme
power of the Roman church, by whose protecting auspices it was
enabled to gain a temporary triumph over the passions and
prejudices which opposed its introduction. Innocent the Tenth, at the
intercession of Cardinal de Lugo, who was formerly a Spanish jesuit,
ordered that its nature and effects should be duly examined, and on
its being reported both innocent and salutary, it immediately rose
into public notice. Its career, however, was suddenly arrested by its
having unfortunately failed in the autumn 1652 to cure Leopold,
Archduke of Austria, of a quartan intermittent: from this
circumstance it had nearly fallen into disrepute.
As years and fashion revolve, so have these neglected remedies,
each in its turn, risen again into favour and notice; whilst old
receipts, like old almanacks, are abandoned, until the period may
arrive that will once more adapt them to the spirit and fashion of the
times. Thus it happens, that most of the new discoveries in medicine
have turned out to be no more than the revival and readoption of
ancient practices.
During the last century, the root of the male fern was retailed as a
secret nostrum, by Madame Nouffleur, a French empiric, for the cure
of the tapeworm: the secret was purchased for a considerable sum of
money by Lewis XV. The physicians then discovered, that the same
remedy had been administered in that complaint by Galen.
The history of popular remedies for the cure of gout, also furnishes
ample matter for the elucidation of this subject.
The celebrated powder of the Duke of Portland, was no other than
the diacentaureon of Cœlius Aurelianus, or the antidotos ex duobus
centaureæ generibus of Ætius, the receipt for which a friend of his
Grace brought with him from Switzerland; into which country, in all
probability, it had been introduced by the early medical writers, who
had transcribed it from the Greek volumes, soon after their arrival
into the western parts of Europe.
The active ingredient of a no less celebrated remedy for the same
disease, the eau médicinale, a medicine brought into fashion by M.
Husson, whose name it bears, a military officer in the service of the
King of France, about fifty years ago, has been discovered to be the
colchicum autumnale, or meadow saffron. Upon investigating the
virtues of this medicine, it was observed that similar effects in the
cure of the gout were ascribed to a certain plant, called
Hermodactyllus, by Oribasius[20] and Ætius[21], but more particularly
by Alexander of Tralles, a physician of Asia Minor, whose
prescription consisted of hermodactyllus, ginger, pepper, cummin-
seed, aniseed, and scammony, which, he says, will enable those who
take it, to walk immediately. An inquiry was immediately instituted
after this unknown plant, and upon procuring a specimen of it from
Constantinople, it was actually found to be a species of colchicum.
The use of Prussic acid in the cure of consumptions, lately
proposed by Dr. Majendie, a French physiologist, is little else than
the revival of the Dutch practice in this complaint; for we are
informed by Lumæus, in the fourth volume of his “Amenitates
Acadamicæ,” that distilled laurel water was frequently used in
Holland in the cure of pulmonary consumption. The celebrated Dr.
James’s fever powder was evidently not his original composition, but
an Italian nostrum, invented by a person of the name of Lisle, a
receipt for the preparation of which is to be found at length in
Colborne’s complete English Dispensary for the year 1756. The
various secret preparations of opium which have been lauded as the
discovery of modern times, may be recognised in the works of
ancient authors.
ALCHYMY[22].
The science, if it deserves to be distinguished by the name of

Alchymy, or the transmutation of metals into gold, has doubtless
been an imposition, which, striking on the feeblest part of the human
mind, has so frequently been successful in carrying on its delusions.
The Corrina of Dryden (Mrs. Thomas) during her life, has recorded
one of these delusions of Alchymy. From the circumstances, it is very
probable the sage was not less deceived than his patroness. An
infatuated lover of this delusive art met one who pretended to have
the power of transmuting lead to gold; that is, in their language, the
imperfect metals to the perfect one. This Hermetic philosopher
required only the materials and time, to perform his golden
operations. He was taken to the country residence of his patroness, a
long laboratory was built, and that his labours might not be impeded
by any disturbance, no one was permitted to enter into it. His door
was contrived to turn on a pivot; so that, unseen and unseeing, his
meals were conveyed to him without distracting the sublime
contemplations of the sage.
During a residence of two years he never condescended to speak
but two or three times in the year to his infatuated patroness. When
she was admitted into the laboratory, she saw with pleasing
astonishment, stills, immense cauldrons, long flues, and three or
four Vulcanian fires, blazing at different corners of this magical
mine: nor did she behold with less reverence the venerable figure of
the dusty philosopher. Pale and emaciated with daily operations and
nightly vigils, he revealed to her, in unintelligible jargon, his
progress; and having sometimes condescended to explain the
mysteries of the Arcana, she beheld or seemed to behold, streams of
fluid, and heaps of solid ore, scattered around the laboratory.
Sometimes he required a new still, and sometimes vast quantities of
lead. She began now to lower her imagination to the standard of
reason. Two years had now elapsed, vast quantities of lead had gone
in, and nothing but lead had come out. She disclosed her sentiments
to the philosopher; he candidly confessed he was himself surprised at
his tardy processes; but that now he would exert himself to the
utmost, and that he would venture to perform a laborious operation,
which hitherto he had hoped not to have been necessitated to
employ. His patroness retired, and the golden visions of expectation
resumed all their lustre.
One day as they sat at dinner, a terrible shriek, and one crack
followed by another loud as the report of cannon, assailed their ears.
They hastened to the laboratory; two of the greatest stills had burst,
and one part of the laboratory and the house were in flames. We are
told that after another adventure of this kind, this victim to Alchymy,
after ruining another patron, in despair swallowed poison.
Even more recently we have a history of an Alchymist in the life of
Romney, the painter. This Alchymist, after bestowing much time and
money on preparations for the grand projection, and being near the
decisive hour, was induced, by the too earnest request of his wife, to
quit his furnace one evening, to attend some of her company at the
tea-table. While the projector was attending the ladies, his furnace
blew up! In consequence of this event, he conceived such an
antipathy against his wife, that he could not endure the idea of living
with her again.
Henry IV. was so reduced by his extravagancies, that Evelyn
observes in his Numismata, he endeavoured to recruit his empty
coffers by an Alchymical speculation. The record of this singular
proposition, contains “the most solemn and serious account of the
feasibility and virtues of the philosopher’s stone, encouraging the
search after it, and dispensing with all statutes and prohibitions to
the contrary.” This record was very probably communicated (says an
ingenious antiquary) by Mr. Selden to his beloved friend Ben Jonson,
when he was writing his comedy of the Alchymist.
After this patent was published, many promised to answer the
King’s expectations so effectually (adds the same writer) that the
next year he published another patent; wherein he tells his subjects,
that the happy hour was drawing nigh, and by means of the STONE,
which he should be master of, he would pay all the debts of the
nation in real gold and silver. The persons picked out for his new
operations were as remarkable as the patent itself, being a most
“miscellaneous rabble” of friars, grocers, mercers, and fishmongers!
This patent was likewise granted authoritate parliamenti.
Prynne, who has given this patent in his Aurum Reginæ, p. 135,
concludes with this sarcastic observation:—“A project never so
seasonable and necessary as now!” And this we repeat, and our
successors will no doubt imitate us!
Alchymists were formerly called multipliers; as appears from a
statute of Henry IV. repealed in the preceding record. The statute
being extremely short, we shall give it for the reader’s satisfaction.
“None from henceforth shall use to multiply gold or silver, or use
the craft of multiplication; and if any the same do, he shall incur the
pain of felony.”
Every philosophical mind must be convinced that Alchymy is not
an art, which some have fancifully traced to the remotest times; it
may rather be regarded, when opposed to such a distance of time, as
a modern imposture. Cæsar commanded the treatises of Alchymy to
be burnt throughout the Roman dominions—Cæsar, who is not less
to be admired as a philosopher than as a monarch.
Mr. Gibbon has the following succinct passage relative to Alchymy:
“The ancient books of Alchymy, so liberally ascribed to Pythagoras,
to Solomon, or to Hermes, were the pious frauds of more recent
adepts. The Greeks were inattentive either to the use or abuse of
chemistry. In that immense register, where Pliny has deposited the
discoveries, the arts and the errors of mankind, there is not the least
mention of the transmutation of metals; and the persecution of
Dioclesian is the first authentic event in the history of Alchymy. The
conquest of Egypt by the Arabs diffused that vain science over the
globe. Congenial to the avarice of the human heart, it was studied in
China as in Europe, with equal eagerness and equal success. The
darkness of the middle ages ensured a favourable reception to every
tale of wonder; and the revival of learning gave new vigour to hope,
and suggested more specious arts to deception. Philosophy, with the
aid of experience, has at length banished the study of Alchymy; and
the present age, however desirous of riches, is content to seek them
by the humbler means of commerce and industry.”
Elias Ashmole writes in his diary—“May 13, 1653. My father
Backhouse (an Astrologer who had adopted him for his son—a
common practice with these men) lying sick in Fleet Ditch, over
against St. Dunstan’s church, and not knowing whether he should
live or die, about eleven of the clock told me in Syllables the true
matter of the Philosopher’s Stone, which he bequeathed to me as a
legacy.” By this we learn that a miserable wretch knew the art of
making gold, yet always lived a beggar; and that Ashmole really
imagined he was in possession of the Syllables of a secret! he has
however built a curious monument of the learned follies of the last
century, in his “Theatrum Chemicum Britannicum.” Though
Ashmole is rather the historian of this vain science than an adept, it
may amuse literary leisure to turn over his quarto volume, in which
he has collected the works of several English Alchymists, to which he
has subjoined his Commentary. It affords a curious specimen of
Rosicrucian Mysteries; and Ashmole relates stories, which vie for the
miraculous, with the wildest fancies of Arabian invention. Of the
Philosopher’s Stone, he says, he knows enough to hold his tongue,
but not enough to speak. This Stone has not only the power of
transmuting any imperfect earthy matter into its utmost degree of
perfection, and can convert the basest metals into gold, flints into
stones, &c. but it has still more occult virtues, when the arcana have
been entered into, by the choice fathers of hermetic mysteries. The
vegetable stone has power over the natures of man, beast, fowls,
fishes, and all kinds of trees and plants, to make them flourish and
bear fruit at any time. The magical stone discovers any person
wherever he is concealed; while the angelical stone gives the
apparitions of angels, and a power of conversing with them. These
great mysteries are supported by occasional facts, and illustrated by
prints of the most divine and incomprehensible designs, which we
would hope were intelligible to the initiated. It may be worth
shewing, however, how liable even the latter were to blunder on
these Mysterious Hieroglyphics. Ashmole, in one of his chemical
works, prefixed a frontispiece, which, in several compartments,
exhibited Phœbus on a lion, and opposite to him a lady, who
represented Diana, with the moon in one hand and an arrow in the
other, sitting on a crab; Mercury on a tripod, with the scheme of the
heavens in one hand, and his caduceus in the other. They were
intended to express the materials of the Stone, and the season for the
process. Upon the altar is the bust of a man, his head covered by an
astrological scheme dropped from the clouds; and on the altar are
these words, Mercuriophilus Anglicus, i. e. the English lover of
hermetic philosophy. There is a tree and a little creature gnawing the
root, a pillar adorned with musical and mathematical instruments,
and another with military ensigns. This strange composition created
great inquiry among the chemical sages. Deep mysteries were
conjectured to be veiled by it. Verses were written in the highest
strain of the Rosicrucian language. Ashmole confessed he meant
nothing more than a kind of pun on his own name, for the tree was
the ash, and the creature was a mole. One pillar tells his love of
music and freemasonry, and the other his military preferment and
astrological studies! He afterwards regretted that no one added a
second volume to his work, from which he himself had been
hindered, for the honour of the family of Hermes, and “to shew the
world what excellent men we had once of our nation, famous for this
kind of philosophy, and masters of so transcendant a secret.”
Modern chemistry is not without a hope, not to say a certainty, of
verifying the golden visions of the Alchymists. Dr. Gertänner, of
Gottingen, has lately adventured the following prophecy: “In the
nineteenth century the transmutation of metals will be generally
known and practised. Every chemist and every artist will make gold;
kitchen materials will be of silver, and even gold, which will
contribute more than any thing else to prolong life, poisoned at
present by the oxyds of copper, lead, and iron, which we daily
swallow with our food[23].” This sublime chemist, though he does not
venture to predict that universal Elixir[24], which is to prolong life at
pleasure, yet approximates to it. A chemical friend observed, that
“the metals seem to be composite bodies, which nature is perpetually
preparing; and it may be reserved for the future researches of
Science to trace, and perhaps to imitate, some of these curious
operations.”
Origin, Objects, and Practice of Alchymy, &c.
We find the word Alchymy occurring, for the first time, in Julius
Firmicus Maternus, an author who lived under Constantine the
Great, who in his Mathesis, iii. 35, speaking of the influence of the
heavenly bodies, affirms, “that if the Moon be in the house of Saturn,
at the time a child is born, he shall be skilled in Alchymy.”
The great objects or ends pursued by Alchymy, are, 1st, To make
gold; which is attempted by separation, maturation; and by
transmutation, which is to be effected by means of the Philosopher’s
stone. With a view to this end, Alchymy, in some writers, is also
called ποιητκη, poetice, and χρυσοποιητικη, chryso poetice, i. e. the
art of making gold; and hence also, by a similar derivation, the artists
themselves are called gold-makers.
2d. An universal medicine, adequate to all diseases.
3d. An universal dissolvent or alkahest. (See Alkahest.)
4. An universal ferment, or a matter, which being applied to any
seed, shall increase its fecundity to infinity. If, for example, it be
applied to gold, it shall change the gold into the philosopher’s stone
of gold,—if to silver, into the philosopher’s stone of silver,—and if to
a tree, the result is, the philosopher’s stone of the tree; which
transmutes every thing it is applied to, into trees.
The origin and antiquity of Alchymy have been much controverted.
If we may credit legend and tradition, it must be as old as the flood;
nay, Adam himself, is represented by the Alchymist, as an adept. A
great part, not only of the heathen mythology, but of the Jewish and
Christian Revelations, are supposed to refer to it. Thus Suidas will
have the fable of the Philosopher’s Stone, to be alluded to in the fable
of the Argonauts; and others find it in the book of Moses, &c. But if
the æra of the art be examined by the monument of history, it will
lose much of this fancied antiquity. The learned Dane, Borrichius,
has taken immense pains to prove that it was not unknown to the
ancient Greeks and Egyptians. Crounguis, on the contrary, with
equal address, undertakes to show its novelty. Still not one of the
ancient poets, philosophers, or physicians, from the time of Homer
till four hundred years after the birth of Christ, mention any thing
about it.
The first author who speaks of making gold, is Zosimus the
Pomopolite, who lived about the beginning of the fifth century, and
who has a treatise express upon it, called, “the divine art of making
gold and silver,” in manuscript, and is, as formerly, in the King of
France’s library. The next is Æneas Gazeus, another Greek writer,
towards the close of the same century, in whom we find the following
passage:—“Such as are skilled in the ways of nature, can take silver
and tin, and changing their nature, can turn them into gold.” The
same writer tells us, that he was “wont to call himself χρυσοχοος,
gold melter, and χημευτης, chemist.” Hence we may conclude, that a
notion of some such art as Alchymy was in being at that age; but as
neither of these artists inform us how long it had been previously
known, their testimony will not carry us back beyond the age in
which they lived.
In fact, we find no earlier or plainer traces of the universal
medicine mentioned any where else; nor among the physicians and
naturalists, from Moses to Geber the Arab, who is supposed to have
lived in the seventh century. In that author’s work, entitled the
“Philosopher’s Stone,” mention is made of a medicine that cures all
leprous diseases. This passage, some authors suppose, to have given
the first hint of the matter; though Geber himself, perhaps, meant no
such thing; for by attending to the Arabic style and diction of this
author, which abounds in allegory, it is highly probable, that by man
he means gold; and by leprous, or other diseases, the other metals;
which, with relation to gold, are all impure.
The manner in which Suidas accounts for this total silence of old
authors with regard to Alchymy, is, that Dioclesian procured all the
books of the ancient Egyptians to be burnt; and that it was in these
that the great mysteries of chymistry were contained. Corringius calls
this statement in question, and asks how Suidas, who lived but five
hundred years before us, should know what happened eight hundred
years before him? To which Borrichius answers, that he had learnt it
of Eudemus, Helladius, Zosimus, Pamphilius, &c. as Suidas himself
relates.
Kercher asserts, that the theory of the Philosopher’s Stone, is
delivered at large in the table of Hermes, and that the ancient
Egyptians were not ignorant of the art, but declined to prosecute it.
They did not appear to transmute gold; they had ways of separating
it from all kinds of bodies, from the very mud of the Nile, and stones
of all kinds: but, he adds, these secrets were never written down, or
made public, but confined to the royal family, and handed down
traditionally from father to son.
The chief point advanced by Borrichius, and in which he seems to
lay the principal stress, is, the attempt of Caligula, mentioned by
Pliny, for procuring gold from Orpiment, (Hist. Nat. 1. xxxiii. c. 4.)
But this, it may be observed, makes very little for that author’s
pretensions; there being no transmutations, no hint of any
Philosopher’s Stone, but only a little gold was extracted or separated
from the mineral.
The principal authors on Alchymy are, Geber, Friar Bacon, Sully,
John and Isaac Hallandus, Basil Valentine, Paracelsus, Van Zuchter,
and Sendirogius.
ALKAHEST, OR ALCAHEST,
In Chemistry, means a most pure and universal menstruum or

dissolvent, with which some chemists have pretended to resolve all
bodies into their first matter, and perform other extraordinary and
unaccountable operations.
Paracelsus and Van Helmont, expressly declare, that there is a
certain fluid in nature, capable of reducing all sublunary bodies, as
well hemogeneous as mixed, into their ens primum, or original
matter of which they are composed; or into an uniform equable and
potable liquor, that will unite with water, and the juices of our
bodies, yet will retain its radical virtues; and if mixed with itself
again, will thereby be converted into pure elementary water. This
declaration, seconded by the asseveration of Van Helmont, who
solemnly declared himself possessed of the secret, excited succeeding
Chemists and Alchymists to the pursuit of so noble a menstruum.
Mr. Boyle was so much attracted with it, that he frankly
acknowledged he had rather been master of it, than of the
Philosopher’s Stone. In short, it is not difficult to conceive, that
bodies might originally arise from some first matter, which was once
in a fluid form. Thus, the primitive matter of gold is, perhaps,
nothing more than a ponderous fluid, which, from its own nature, or
a strong cohesion or attraction between its particles, acquires
afterwards a solid form. And hence there does not appear any
absurdity in the notion of an universal ens, that resolves all bodies
into their Ens Genitate.
The Alcahest is a subject that has been embraced by many anthers;
e. g. Pantatem, Philalettes, Tachenius, Ludovicus, &c. Boerhaave
says, a library of them might be collected; and Werdenfelt, in his
treatise de Secretis Adeptorum, has given all the opinions that have
been entertained concerning it.
The term Alcahest is not peculiarly found in any language:
Helmont declares, he first observed it in Paracelsus, as a word that
was unknown before the time of that author, who in his second book,
De Viribus Membrorum, treating of the liver, has these rather
remarkable words: Est etiam alkahest liquor, magnam sepates
conservandi et confortandi, &c. “There is also the liquor Alkerhest, of
great efficacy in preserving the liver; as also in curing hydropsical
and all other diseases arising from disorders of that part. If it have
once conquered its like, it becomes superior to all other hepatic
medicines; and though the liver itself was broken and dissolved, this
medicine should supply its place.”
It was this passage alone, quoted from Paracelsus, that stimulated
succeeding chemists to an enquiry after the Alkahest; there being
only another indirect expression, in all his work, relating to it.
As it was a frequent practice with Paracelsus to transpose the
letters of his words, and to abbreviate or otherwise conceal them; e.
g. for tartar, he would write Sutratur; for Nitrum, Mutrin, &c. it is
supposed that Alcahest must be a word disguised in the same
manner. Hence some imagine it, and with much probability, to be
formed of alkali est; consequently that it was the Alkaline salt of
tartar salatilized. This appears to have been Glauber’s opinion; who,
in fact, performed surprising things with such a menstruum, upon
subjects of all the three kingdoms. Others will have it derived from
the German word algeist, that is, wholly spirituous or volatile; others
are of opinion, that the word Alcahest is taken from saltz-geist, which
signifies spirit of salt; for the universal menstruum, it is said, is to be
wrought from water: and Paracelsus himself calls salt the centre of
water, wherein metals ought to die, &c. In fact, spirit of salt was the
great menstruum he used on most occasions.
The Commentator on Paracelsus, who gave a Latin edition of his
works at Delft, assures us that the alcahest was mercury, converted
into a spirit. Zwelfer judged it to be a spirit of vinegar rectified from
verdigris, and Starkey thought he discovered it in his soap.
There have nevertheless been some synonimous and more
significant words used for the Alkahest. Van Helmont, the elder,
mentions it by the compound name of ignis-aqua, fire-water: but he
here seems to allude to the circulated liquor of Paracelsus, which he
terms fire, from its property of consuming all things; and water, on
account of its liquid form. The same author calls it liqoer Gehennæ,
infernal fire; a word also used by Paracelsus. He also entitles it,
“Summun et felicismum omnium salium,” “the highest and most
successful of all salts; which having obtained the supreme degree of
simplicity, purity, and subtilty, enjoys alone the faculty of remaining
unchanged and unimpaired by the subjects it works upon, and of
dissolving the most stubborn and untractable bodies; as stones,
gems, glass, earth, sulphur, metals, &c. into real salt, equal in weight
to the matter dissolved; and this with as much ease as hot water
melts down snow.”—“This salt,” continues he, “by being several times
cohabited with Paracelsus’, Sal circulatum, loses all its fixedness, and
at length becomes an insipid water, equal in quantity to the salt it
was made from.”
Van Helmont positively expresses that this salt is the product of
art and not of nature. “Though, says he, a homogeneal part of
elementary earth may be artfully converted into water, yet I deny
that the same can be done by nature alone; for no natural agent is
able to transmute one element into another.” And this he offers as a
reason why the Elements always remain the same.
It may throw some light into this affair, to observe, that Van
Helmont, as well as Paracelsus, took water for the universal
instrument of chymistry and natural philosophy; and earth for the
unchangeable basis of all things—that fire was assigned as the
sufficient cause of all things—that seminal impressions were lodged
in the mechanism of the earth—that water, by dissolving and
fermenting with this earth, as it does by means of fire, brings forth
every thing; whence originally proceeded the animal, vegetable, and
mineral kingdoms: even man himself, according to Moses, was thus
at first created.
The great characteristic or property of the Alkahest, as has already
been observed, is to dissolve and change all sublunary bodies—water
alone excepted.——The changes it induces proceed in the following
manner, viz.
1. The subject exposed to its operation, is converted into its three
principles, salt, sulphur, and mercury; and afterwards into salt alone,
which then becomes volatile; and, at length, is wholly turned into
insipid water.—The manner in which it is applied, is by touching the
body proposed to be dissolved; e. g. gold, mercury, sand, glass, or the
like, once or twice with the pretended alkahest; and if the liquor be
genuine, the body will on this application be converted into its own
quality of salt.
2. It does not destroy the seminal virtues of the bodies thereby
dissolved.—For instance,—gold, by its action, is reduced to a salt of
gold; antimony, to a salt of antimony; saffron, to a salt of saffron, &c.
of the same seminal virtues, or characters with the original concrete.
By seminal virtues, Van Helmont means those virtues which depend
upon the structure or mechanism of a body, and which constitutes it
what it actually is. Hence an actual and general aurum potabile
might readily be gained by the alkahest, as converting the whole
body of gold into salt, retaining its seminal virtues, and being withal
soluble in water.
3. Whatever it dissolves may be rendered volatile by a sand-heat;
and if, after volatilizing the solvent, it be distilled therefrom, the
body is left pure insipid water, equal in quantity to its original self,
but deprived of its seminal virtues. Then, if gold be dissolved by the
Alkahest, the metal first becomes salt, which is potable gold; but
when the menstruum, by a further application of fire, is distilled
therefrom, it is left mere elementary water. Whence it appears, that
pure water is the last production or effect of the alkahest.
4. It suffers no change or diminution of force by dissolving the
bodies it works in; consequently sustains no reaction from them;
being the only immutable menstruum in nature.
5. It is incapable of mixture, and therefore remains free from
fermentation and putrefaction; coming off as pure from the body it
has dissolved, as when first applied to it; without leaving the least
foulness behind.
MAGICIAN.
One who practises the art of Magic. (Vide Divination, Sorcery,

and Magic.)
The ancient magicians pretended to extraordinary powers of
interpreting dreams, foretelling future events, and accomplishing
many wonderful things, by their superior knowledge of the secret
powers of nature, of the virtues of plants and minerals, and of the
motions and influences of the stars. And as the art of magic among
Pagan nations was founded on their system of theology, and the magi
who first exercised it were the priests of the gods, they pretended to
derive these extraordinary powers from the assistance of the gods,
which assistance they sought by a variety of rites and sacrifices,
adapted to their respective natures, by the use of charms and
superstitious words, and also by ceremonies and supplications: they
pretended, likewise, in the proper use of their art, to a power of
compelling the gods to execute their desires and commands. An
excellent writer has shewn, that the Scripture brands all these
powers as a shameless imposture, and reproaches those who
assumed them with an utter inability of discovering, or
accomplishing, any thing supernatural. (See Isaiah, xlvii. 11, 12, 13.
chap. xli. 23, 24. chap. xliv. 25. Jeremiah, x. 2, 3, 8, 14. chap xiv. 14.
chap, xxvii. 9, 10. chap. i. 36. Ps. xxi. 6. Jonah, ii. 8.) Nevertheless,
many of the Christian fathers, as well as some of the heathen
philosophers, ascribed the efficacy of magic to evil dæmons; and it
was a very prevailing opinion in the primitive, that magicians and
necromancers, both among the Gentiles and heretical Christians, had
each their particular dæmons perpetually attending on their persons,
and obsequious to their commands, by whose help they could call up
the souls of the dead, foretel future events, and perform miracles. In
support of this opinion, it has been alleged that the names by which
the several sorts of diviners are described in scripture, imply a
communication with spiritual beings; that the laws of Moses (Exod.
xxii. 18. Lev. xix. 26, 31. chap. xx. 27. Deut. xviii. 10, 11.) against
divination and witchcraft, prove the efficacy of these arts, though in
reality they prove nothing more than their execrable wickedness and
impiety; and that pretensions to divination could not have supported
their credit in all the heathen nations, and through all ages, if some
instances of true divination had not occurred. But the strongest
argument is derived from the scripture history of the Egyptian
magicians who opposed Moses. With regard to the works performed
by these magicians, some have supposed that God himself
empowered them to perform true miracles, and gave them an
unexpected success; but the history expressly ascribes the effects
they produced, not to God, but to their own enchantments. Others
imagine, that the devil assisted the magicians, not in performing true
miracles, but in deceiving the senses of the spectators, or in
presenting before them delusive appearances of true miracles:
against which opinion it has been urged, that it tends to disparage
the credit of the works of Moses. The most common opinion, since
the time of St. Austin, has been, that they were not only performed
by the power of the devil, but were genuine miracles, and real
imitations of those of Moses. In a late elaborate enquiry into the true
sense and design of this part of scripture history, it has been shewn
that the names given to magicians seem to express their profession,
their affectation of superior knowledge, and their pretensions both to
explain and effect signs and wonders, by observing the rules of their
art; and therefore, that they are the persons, whose ability of
discovering or effecting any thing supernatural, the scripture
expressly denies. The learned author farther investigates the design
for which Pharaoh employed them on this occasion: which, he
apprehends, was to learn from them, whether the sign given by
Moses was truly supernatural, or only such as their art was able to
accomplish. Accordingly it is observed, that they did not undertake
to outdo Moses, or to controul him, by superior or opposite arts of
power, but merely to imitate him, or to do the same works with his,
with a view of invalidating the argument which he drew from his
miracles, in support of the sole divinity of Jehovah, and of his own
mission. The question on this was not, are the gods of Egypt superior
to the gods of Israel, or can any evil spirits perform greater miracles
than those which Moses performed by the assistance of Jehovah? but
the question is, are the works of Moses proper proofs, that the god of
Israel is Jehovah, the only sovereign of nature, and consequently that
Moses acts by his commission; or, are they merely the wonders of
nature, and the effects of magic? In this light Philo, (de Vita Mosis,
lib. i. p. 616.) and Josephus, (Antiq. Jud. lib. ii. cap. 13.) place the
subject. Moreover, it appears from the principles and conduct of
Moses, that he could not have allowed the magicians to have
performed real miracles; because the scripture represents the whole
body of magicians as impostors; the sacred writers, Moses in
particular, describe all the heathen deities, in the belief of whose
existence and influence the magic art was founded, as unsupported
by any invisible spirit, and utterly impotent and senseless: the
religion of Moses was built on the unity and sole dominion of God,
and the sole divinity of Jehovah was the point which Moses was now
about to establish, in direct opposition to the principles of idolatry;
so that if he had allowed that the heathen idols, or any evil spirit
supporting their cause, enabled the magicians to turn rods into
serpents, and water into blood, and to create frogs, he would have
contradicted the great design of his mission, and overthrown the
whole fabric of his religion; besides, Moses appropriates all Miracles
to God, and urges his own, both in general and separately, as an
absolute and authentic proof, both of the sole divinity of Jehovah,
and of his own mission; which he could not justly have done, if his
opposers performed miracles, and even the same with his. On the
other hand, it has been urged, that Moses describes the works of the
magicians in the very same language as he does his own, (Exod. vii.
11, 12. chap. v. 22. chap. viii. 7.) and hence it is concluded, that they
were equally miraculous. To this objection it is replied, that it is
common to speak of professed Jugglers, as doing what they pretend
and appear to do; but that Moses does not affirm that there was a
perfect conformity between his works and those of the magicians, but
they did so, or in like manner, using a word which expresses merely a
general similitude; and he expressly refers all they did, or attempted
in imitation of himself, not to the invocation of the power of
dæmons, or of any superior beings, but to human artifice and
imposture. The original words, translated enchantments, (Exod. vii.
11, 22. and chap. viii. 7, 18.) import deception and concealment, and
ought to have been rendered, secret slights or jugglings. Our learned
writer farther shews, that the works performed by the magicians did
not exceed the cause, or human artifice, to which they are ascribed.
Farmer’s Diss. on Miracles, 1771, chap. 3. § 3. chap. 4. § 1. (See
Magii.)
MAGI, OR MAGEANS,
A title which the ancient Persians gave to their wise men or

philosophers.
The learned are in great perplexity about the word magus, μαγ ος.
Plato, Xenophon, Herodotus, Strabo, &c. derive it from the Persian
language, in which it signifies a priest, or person appointed to
officiate in holy things; as druid among the Gauls; gymnosophist
among the Indians; and Levite, among the Hebrews. Others derive it
from the Greek μεγας, great; which they say, being borrowed of the
Greeks, by the Persians, was returned in the form μαγος; but
Vossius, with more probability, brings it from the Hebrew ‫ הגה‬haga,
to meditate; whence ‫מהגים‬, maaghim, in Latin, meditabundi, q. d.
people addicted to meditation.
Magi, among the Persians, answers to σοφοι, or φιλοσοφοι, among
the Greeks; sapientes, among the Latins; druids, among the Gauls;
gymnosophists, among the Indians; and prophets or priests among
the Egyptians.
The ancient magi, according to Aristotle and Laertius, were the
sole authors and conservators of the Persian philosophy; and the
philosophy principally cultivated by them, was theology and politics;
they being always esteemed as the interpreters of all law, both divine
and human; on which account they were wonderfully revered by the
people. Hence, Cicero observes, that none were admitted to the
crown of Persia, but such as were well instructed in the discipline of
the magi; who taught τα βασιλικα, and showed princes how to
govern.
Plato, Apuleius, Laertius, and others, agree, that the philosophy of
the magi related principally to the worship of the gods: they were the
persons who were to offer prayers, supplications, and sacrifices, as if
the gods would be heard by them alone. But according to Lucian,

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Social Psychology 8th Edition Aronson

How Do Multiple Choice 63,64,65,69,77,79,84, 61,62,66,68,70,72, 67,71,75,78,81,82,85,

5. According to the authors of your text, why are attitudes important?

11. Based on studies of twins, some attitudes are linked to

16. The function of cognitively based attitudes is

19. The purpose of cognitively based attitudes is to

24. The function of affectively based attitudes is to

36. Cognitively based attitude is to ________ as ________ attitude is to emotion.

37. An attitude is usually considered to be affectively based if it is

41. Which of the following statements is true?

47. Who is most likely to form a behaviorally based attitude?

50. Which of the following best illustrates an implicit attitude?

54. Complete the following analogy: explicit attitude is to implicit attitude as

65. Counterattitudinal advocacy results in attitude change when

113. Why would anyone want to use fear in a commercial?

162. Attitude inoculation is a way to

167. Product placement refers to

175. Peer pressure is effective because it plays on adolescents’

179. Peer pressure is a form of persuasion which generally utilizes

186. Why are millions of dollars a year spent on advertising?

190. What type of attitudes best predict spontaneous behavior?

195. ________ is to predicting spontaneous behavior as ________ is to predicting deliberative behavior.

205. The concept of subjective norms refers to people’s

The science, if it deserves to be distinguished by the name of

In Chemistry, means a most pure and universal menstruum or

One who practises the art of Magic. (Vide Divination, Sorcery,

A title which the ancient Persians gave to their wise men or

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36. Cognitively based attitude is to as attitude is to emotion.

195. is to predicting spontaneous behavior as is to predicting deliberative behavior.