Exploring Social Psychology Canadian 4th Edition Baron Test Bank

Exploring Social Psychology Canadian
4th Edition Baron Test Bank

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Module 10
Student: ___________________________________________________________________________
1. People who are motivated and able to think through an issue are best persuaded by
A. central route processing.

B. peripheral route processing.
C. heuristic route processing.
D. the elaboration likelihood model.
2. Persuasion that occurs when people are influenced by incidental cues, such as a speaker's
attractiveness, is referred to as the ____________ route to persuasion.
A. central
B. peripheral
C. subconscious
D. emotional
3. Which of the following is a characteristic of central route persuasion?
A. It uses systematic, strong, and compelling arguments.

B. It relies heavily on the communicator's attractiveness.
C. It employs rule-of-thumb heuristics to persuade.
D. Its effectiveness depends on a two-step flow of communication.
4. The process by which a message changes a person's attitude or behaviour is called
A. condensation.
B. persuasion.
C. communication.
D. compression.
5. A computer manufacturer who produces advertisements comparing his product with other
competing models on key features and prices is most likely using
A. central route persuasion.

B. peripheral route persuasion.
C. attitude inoculation.
D. sleeper effect.
6. Two primary components of credibility are
A. confidence and attractiveness.

B. confidence and trustworthiness.
C. expertise and trustworthiness.
D. expertise and similarity.
7. Over time, the impact of a message from a non-credible source may _______ a phenomenon
known as the _______.
A. decrease; sleeper effect

B. increase; sleeper effect
C. decrease; status effect
D. increase; status effect
8. Physical appeal and similarity are two important factors that determine a communicator's
A. credibility.
B. status.
C. attractiveness.
D. trustworthiness.
9. You remember that, a few weeks ago, someone told you that "Bright" toothpaste is really good.
But now you cannot remember who told you. You are a prime candidate for
A. persuasion by numbers.
B. a fear message.
C. the sleeper effect.
D. delayed mental attention.
10. Janis and his colleagues found that if Yale students were allowed to consume peanuts and Pepsi
while reading persuasive messages, they
A. felt manipulated and resisted influence.

B. were more convinced by the messages.
C. were distracted and showed poorer comprehension of the messages.
D. viewed the communicator as more attractive but less credible.
11. Compared to happy people, unhappy people ruminate more before reacting to a persuasive
message and thus are
A. more vulnerable to emotional appeals.

B. less easily swayed by weak arguments.
C. less involved in judging persuasive messages.
D. more vulnerable to one-sided messages.
12. If you can't make a strong case to persuade, it would be a good idea to try to
A. forewarn your audience about the position you'll be arguing.

B. acknowledge to your audience that your arguments are weak.
C. put your audience in a good mood.
D. put your audience in an unhappy mood.
13. Forewarning people about persuasive messages reduces persuasion
A. in all contexts.
B. when people are able and willing to counterargue.
C. for positively framed messages.
D. for negatively framed messages.
14. Fear-arousing messages are more effective if they
A. also tell people how to avoid the danger.

B. raise a moderate but not high level of fear.
C. are presented by similar rather than dissimilar communicators.
D. follow the peripheral rather than the central route of persuasion.
15. The idea that attitudes change as people grow older is known as the _____ explanation of age
differences in attitudes.
A. life cycle
B. generational
C. belief differentiation
D. psychosocial crisis
16. In the study of age differences in attitudes, there is very little evidence for
A. maturation effects.
B. life cycle effects.
C. generational effects.
D. conservatism effects.
17. Which of the following is TRUE regarding age differences in attitudes?
A. People's racial attitudes tend to be most liberal in their 30s and 40s.
B. People in their 50s and 60s tend to have more conservative sexual attitudes than they had in
their 30s and 40s.
C. Attitudes formed in the teens and 20s tend to be stable thereafter.
D. All of these choices are correct.
18. The generational explanation for why people tend to have different political and social attitudes
depending on their age states that
A. older people's unchanged attitudes are different than those attitudes adopted by young people
today.
B. older people's attitudes change due to social and political events.
C. people's attitudes change as they get older.
D. all of these choices are correct.
19. In the central route theory of persuasion, what matters most is
A. what we think in response to a message.

B. how much knowledge we have about the speaker.
C. how we feel about the communicator.
D. how many times the message is repeated.
20. Freedman and Sears found that California high-school students did not change their attitudes in
response to a talk entitled "Why Teenagers Should Not Be Allowed to Drive" if they
A. had a moderate, rather than a high or low, level of self-esteem.

B. were of lower intelligence.
C. were male.
D. had been forewarned that the talk was coming.
21. Keela wants to persuade her parents to help pay for a study trip abroad this summer. She will be
more persuasive with strong arguments if
A. she anticipates their arguments and prepares counter-arguments.

B. she forewarns her parents she is going to ask for money.
C. she focuses on making her message clear.
22. Jennifer, a single mom, needs to ask her parents for money. To minimize their objections to her
request, she should
A. warn them ahead of time of her need.

B. have her busy, distracting little toddler along when she makes her request.
C. write out her request for them to consider.
D. make her request over the phone.
23. Political ads that use words to promote the candidate while visual images keep the viewer
occupied to prevent analysis of the words are most clearly employing
A. the technique of classical conditioning.

B. the two-step flow of communication.
D. distraction to inhibit counterarguing.
24. Analytical people tend to
A. have a high need for cognition.

B. have a low need for cognition.
C. have peripheral route processors.
D. not be persuaded by the central route.
25. The use of fear will likely work in a message in all of the following except
A. stopping smoking.
B. not texting while driving.
C. getting tested for various types of cancer.
26. Which of the following techniques has been used to stimulate people's thinking in response to a
persuasive message?
A. using fear.
B. trying to put people in a good mood.
C. using rational appeals.
27. Subliminal messages are persuasive when
A. people are less-educated.

B. people are analytical.
C. people are already motivated to engage in a behaviour.
D. people are in a bad mood.
28. In a therapy session, clients who are motivated to take the ______ route would think deeply about
their problems under the therapist's guidance.
A. indirect
B. peripheral
C. unconscious
D. central
29. A study conducted by the Canadian Cancer Society in 2002 found that _____ percent of smokers
interviewed said that the new graphic ads made them think about the health effects of smoking.
A. 100
B. 87
C. 58
D. 25
30. When trying to persuade well-educated people, which type of argument is more effective?
A. rational arguments
B. both rational and emotional arguments
C. two-side arguments
D. subliminal arguments
31. According to the Elaboration Likelihood Model of Persuasion, when people are motivated and
able to think systematically about an issue they are likely to take:
A. the peripheral route to persuasion

B. the central route to persuasion
C. the analytical route to persuasion
D. both of the classic routes to persuasion.
32. The Elaboration Likelihood Model of Persuasion predicts that when elaboration is low and we are
distracted or uninvolved, it is very likely that we
A. take the central route to persuasion.

B. take the peripheral route to persuasion.
C. accept the message.
D. overly reject or ignore the message.
33. Peripheral route to persuasion is persuasion that occurs when people
A. focus on the arguments.

B. respond with favorable thoughts.
C. are influenced by incidental cues.
D. are analytical and motivated.
34. Messages that are presented so that they are below a person's threshold of conscious
awareness are examples of
A. the sleeper effect.

B. the attractiveness effect.
C. credibility.
D. subliminal messages.
35. Which of the following two characteristics are important to those who receive a message?
A. their attractiveness and their age

B. their age and their thoughtfulness
C. their credibility and their age
D. their thoughtfulness and their credibility
36. When people are motivated and able to think systematically about an issue, the most likely route
to persuasion is the peripheral route.
True False
37. The sleeper effect suggests that persuading people while they are really tired will be more
effective than when they are awake.
True False
38. Whether it is more persuasive to present reasoned arguments or to use an emotional approach to
persuade depends on the audience.
True False
39. The life cycle explanation for age differences in attitudes argues that attitudes change as people
grow older.
True False
40. The crucial aspect of central route persuasion is not the message but the responses it evokes.
True False
41. Verbal persuasion is enhanced by distracting people with an object that attracts their attention but
only just enough to inhibit the possibility of them presenting a counterargument.
True False
42. Soft-drink ads that feature happy polar bears are most clearly using the central route to
persuasion.
True False
43. Messages that match the type of message to the best route for the recipients are likely to get the
greatest amount of attention.
True False
44. The credibility of a source is determined by its expertise and trustworthiness.
True False
45. The life cycle explanation for age differences in social and political attitudes argues that the
attitudes of older people have not changed much from when they were young.
True False
46. The effects of source credibility often diminish after a month or so.
True False
47. What is the difference between the central and peripheral routes to persuasion? Provide
examples of each.
Module 10 Key
1. People who are motivated and able to think through an issue are best persuaded by
A. central route processing.

B. peripheral route processing.
C. heuristic route processing.
D. the elaboration likelihood model.
Accessibility: Keyboard Navigation
Bloom's: Remember
Learning Objective: 10-01 Describe the central and peripheral routes to persuasion.
Myers - Module 10 #1
Section: The Central and Peripheral Routes
2. Persuasion that occurs when people are influenced by incidental cues, such as a speaker's
attractiveness, is referred to as the ____________ route to persuasion.
A. central
B. peripheral
C. subconscious
D. emotional
Bloom's: Remember
3. Which of the following is a characteristic of central route persuasion?
A. It uses systematic, strong, and compelling arguments.

B. It relies heavily on the communicator's attractiveness.
C. It employs rule-of-thumb heuristics to persuade.
D. Its effectiveness depends on a two-step flow of communication.
Bloom's: Remember
4. The process by which a message changes a person's attitude or behaviour is called
A. condensation.
B. persuasion.
C. communication.
D. compression.
Bloom's: Remember
5. A computer manufacturer who produces advertisements comparing his product with other
competing models on key features and prices is most likely using
A. central route persuasion.

B. peripheral route persuasion.
C. attitude inoculation.
D. sleeper effect.
Bloom's: Understand
6. Two primary components of credibility are
A. confidence and attractiveness.

B. confidence and trustworthiness.
C. expertise and trustworthiness.
D. expertise and similarity.
Bloom's: Remember
Learning Objective: 10-02 Understand the role of the source of the message in persuasion.
Section: Who Says It? The Role of the Communicator
7. Over time, the impact of a message from a non-credible source may _______ a phenomenon
known as the _______.
A. decrease; sleeper effect

B. increase; sleeper effect
C. decrease; status effect
D. increase; status effect
Bloom's: Remember
8. Physical appeal and similarity are two important factors that determine a communicator's
A. credibility.
B. status.
C. attractiveness.
D. trustworthiness.
Bloom's: Remember
9. You remember that, a few weeks ago, someone told you that "Bright" toothpaste is really
good. But now you cannot remember who told you. You are a prime candidate for
A. persuasion by numbers.
B. a fear message.
D. delayed mental attention.
Bloom's: Understand
10. Janis and his colleagues found that if Yale students were allowed to consume peanuts and
Pepsi while reading persuasive messages, they
A. felt manipulated and resisted influence.

B. were more convinced by the messages.
C. were distracted and showed poorer comprehension of the messages.
D. viewed the communicator as more attractive but less credible.
Bloom's: Remember
Learning Objective: 10-03 Understand the role of the message content in persuasion.
Section: The Role of Mood
11. Compared to happy people, unhappy people ruminate more before reacting to a persuasive
message and thus are
A. more vulnerable to emotional appeals.

B. less easily swayed by weak arguments.
C. less involved in judging persuasive messages.
D. more vulnerable to one-sided messages.
Bloom's: Remember
12. If you can't make a strong case to persuade, it would be a good idea to try to
A. forewarn your audience about the position you'll be arguing.

B. acknowledge to your audience that your arguments are weak.
C. put your audience in a good mood.
D. put your audience in an unhappy mood.
Bloom's: Remember
13. Forewarning people about persuasive messages reduces persuasion
A. in all contexts.
B. when people are able and willing to counterargue.
C. for positively framed messages.
D. for negatively framed messages.
Bloom's: Remember
Learning Objective: 10-04 Understand the role of the audience in persuasion.
Section: To Whom is it Said? The Role of the Audience
14. Fear-arousing messages are more effective if they
A. also tell people how to avoid the danger.

B. raise a moderate but not high level of fear.
C. are presented by similar rather than dissimilar communicators.
D. follow the peripheral rather than the central route of persuasion.
Bloom's: Remember
Section: The Effect of Arousing Fear
15. The idea that attitudes change as people grow older is known as the _____ explanation of age
differences in attitudes.
A. life cycle
B. generational
C. belief differentiation
D. psychosocial crisis
Bloom's: Remember
16. In the study of age differences in attitudes, there is very little evidence for
A. maturation effects.
B. life cycle effects.
C. generational effects.
D. conservatism effects.
Bloom's: Remember
17. Which of the following is TRUE regarding age differences in attitudes?
A. People's racial attitudes tend to be most liberal in their 30s and 40s.
B. People in their 50s and 60s tend to have more conservative sexual attitudes than they had
in their 30s and 40s.
C. Attitudes formed in the teens and 20s tend to be stable thereafter.
D. All of these choices are correct.
Bloom's: Remember
18. The generational explanation for why people tend to have different political and social attitudes
depending on their age states that
A. older people's unchanged attitudes are different than those attitudes adopted by young
people today.
B. older people's attitudes change due to social and political events.
C. people's attitudes change as they get older.
Bloom's: Remember
19. In the central route theory of persuasion, what matters most is
A. what we think in response to a message.

B. how much knowledge we have about the speaker.
C. how we feel about the communicator.
D. how many times the message is repeated.
Bloom's: Remember
20. Freedman and Sears found that California high-school students did not change their attitudes
in response to a talk entitled "Why Teenagers Should Not Be Allowed to Drive" if they
A. had a moderate, rather than a high or low, level of self-esteem.

B. were of lower intelligence.
C. were male.
D. had been forewarned that the talk was coming.
Bloom's: Remember
21. Keela wants to persuade her parents to help pay for a study trip abroad this summer. She will
be more persuasive with strong arguments if
A. she anticipates their arguments and prepares counter-arguments.

B. she forewarns her parents she is going to ask for money.
C. she focuses on making her message clear.
Bloom's: Understand
22. Jennifer, a single mom, needs to ask her parents for money. To minimize their objections to
her request, she should
A. warn them ahead of time of her need.

B. have her busy, distracting little toddler along when she makes her request.
C. write out her request for them to consider.
D. make her request over the phone.
Bloom's: Understand
23. Political ads that use words to promote the candidate while visual images keep the viewer
occupied to prevent analysis of the words are most clearly employing
A. the technique of classical conditioning.

B. the two-step flow of communication.
D. distraction to inhibit counterarguing.
Bloom's: Understand
24. Analytical people tend to
A. have a high need for cognition.

B. have a low need for cognition.
C. have peripheral route processors.
D. not be persuaded by the central route.
Bloom's: Remember
Section: The Role of Personality in Elaboration
25. The use of fear will likely work in a message in all of the following except
A. stopping smoking.
B. not texting while driving.
C. getting tested for various types of cancer.
Bloom's: Understand
26. Which of the following techniques has been used to stimulate people's thinking in response to
a persuasive message?
A. using fear.
B. trying to put people in a good mood.
C. using rational appeals.
Bloom's: Remember
Section: What is Said? The Role of Message Content
27. Subliminal messages are persuasive when
A. people are less-educated.

B. people are analytical.
C. people are already motivated to engage in a behaviour.
D. people are in a bad mood.
Bloom's: Remember
Section: Applying Social Psychology
28. In a therapy session, clients who are motivated to take the ______ route would think deeply
about their problems under the therapist's guidance.
A. indirect
B. peripheral
C. unconscious
D. central
Bloom's: Understand
29. A study conducted by the Canadian Cancer Society in 2002 found that _____ percent of
smokers interviewed said that the new graphic ads made them think about the health effects of
smoking.
A. 100
B. 87
C. 58
D. 25
Bloom's: Remember
30. When trying to persuade well-educated people, which type of argument is more effective?
A. rational arguments
B. both rational and emotional arguments
C. two-side arguments
D. subliminal arguments
Bloom's: Remember
31. According to the Elaboration Likelihood Model of Persuasion, when people are motivated and
able to think systematically about an issue they are likely to take:
A. the peripheral route to persuasion

B. the central route to persuasion
C. the analytical route to persuasion
D. both of the classic routes to persuasion.
Bloom's: Understand
32. The Elaboration Likelihood Model of Persuasion predicts that when elaboration is low and we
are distracted or uninvolved, it is very likely that we
A. take the central route to persuasion.

B. take the peripheral route to persuasion.
C. accept the message.
D. overly reject or ignore the message.
Bloom's: Understand
33. Peripheral route to persuasion is persuasion that occurs when people
A. focus on the arguments.

B. respond with favorable thoughts.
C. are influenced by incidental cues.
D. are analytical and motivated.
Bloom's: Understand
34. Messages that are presented so that they are below a person's threshold of conscious
awareness are examples of
A. the sleeper effect.

B. the attractiveness effect.
C. credibility.
D. subliminal messages.
Bloom's: Remember
Section: What is Said? The Role of the Communicator
35. Which of the following two characteristics are important to those who receive a message?
A. their attractiveness and their age

B. their age and their thoughtfulness
C. their credibility and their age
D. their thoughtfulness and their credibility
Bloom's: Remember
36. When people are motivated and able to think systematically about an issue, the most likely
route to persuasion is the peripheral route.
FALSE
Bloom's: Remember
37. The sleeper effect suggests that persuading people while they are really tired will be more
effective than when they are awake.
FALSE
Bloom's: Remember
38. Whether it is more persuasive to present reasoned arguments or to use an emotional

approach to persuade depends on the audience.
TRUE
Bloom's: Remember
39. The life cycle explanation for age differences in attitudes argues that attitudes change as
people grow older.
TRUE
Bloom's: Remember
40. The crucial aspect of central route persuasion is not the message but the responses it
evokes.
TRUE
Bloom's: Remember
41. Verbal persuasion is enhanced by distracting people with an object that attracts their attention
but only just enough to inhibit the possibility of them presenting a counterargument.
TRUE
Bloom's: Remember
42. Soft-drink ads that feature happy polar bears are most clearly using the central route to
persuasion.
FALSE
Bloom's: Remember
43. Messages that match the type of message to the best route for the recipients are likely to get
the greatest amount of attention.
TRUE
Bloom's: Remember
44. The credibility of a source is determined by its expertise and trustworthiness.
TRUE
Bloom's: Remember
45. The life cycle explanation for age differences in social and political attitudes argues that the
attitudes of older people have not changed much from when they were young.
FALSE
Bloom's: Understand
46. The effects of source credibility often diminish after a month or so.
TRUE
Bloom's: Remember
47. What is the difference between the central and peripheral routes to persuasion? Provide
examples of each.
See The Central and Peripheral Routes.
Bloom's: Understand
Module 10 Summary
Category # of Questions
Accessibility: Keyboard Navigation 46
Bloom's: Remember 35
Bloom's: Understand 12
Learning Objective: 10-01 Describe the central and peripheral routes to persuasion. 14
Learning Objective: 10-02 Understand the role of the source of the message in persuasion. 7
Learning Objective: 10-03 Understand the role of the message content in persuasion. 11
Learning Objective: 10-04 Understand the role of the audience in persuasion. 15
Myers - Module 10 47
Section: Applying Social Psychology 1
Section: The Central and Peripheral Routes 14
Section: The Effect of Arousing Fear 3
Section: The Role of Mood 3
Section: The Role of Personality in Elaboration 1
Section: To Whom is it Said? The Role of the Audience 14
Section: What is Said? The Role of Message Content 3
Section: What is Said? The Role of the Communicator 1
Section: Who Says It? The Role of the Communicator 7

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Exploring Social Psychology Canadian

4th Edition Baron Test Bank

A. central route processing.

3. Which of the following is a characteristic of central route persuasion?

A. It uses systematic, strong, and compelling arguments.

4. The process by which a message changes a person's attitude or behaviour is called

A. central route persuasion.

A. confidence and attractiveness.

A. decrease; sleeper effect

A. felt manipulated and resisted influence.

A. more vulnerable to emotional appeals.

A. forewarn your audience about the position you'll be arguing.

13. Forewarning people about persuasive messages reduces persuasion

14. Fear-arousing messages are more effective if they

A. also tell people how to avoid the danger.

17. Which of the following is TRUE regarding age differences in attitudes?

19. In the central route theory of persuasion, what matters most is

A. what we think in response to a message.

A. had a moderate, rather than a high or low, level of self-esteem.

A. she anticipates their arguments and prepares counter-arguments.

A. warn them ahead of time of her need.

A. the technique of classical conditioning.

24. Analytical people tend to

A. have a high need for cognition.

27. Subliminal messages are persuasive when

A. people are less-educated.

A. the peripheral route to persuasion

A. take the central route to persuasion.

33. Peripheral route to persuasion is persuasion that occurs when people

A. focus on the arguments.

A. the sleeper effect.

A. their attractiveness and their age

44. The credibility of a source is determined by its expertise and trustworthiness.

A. central route processing.

3. Which of the following is a characteristic of central route persuasion?

A. It uses systematic, strong, and compelling arguments.

A. central route persuasion.

6. Two primary components of credibility are

A. confidence and attractiveness.

A. decrease; sleeper effect

A. felt manipulated and resisted influence.

A. more vulnerable to emotional appeals.

A. forewarn your audience about the position you'll be arguing.

13. Forewarning people about persuasive messages reduces persuasion

14. Fear-arousing messages are more effective if they

A. also tell people how to avoid the danger.

17. Which of the following is TRUE regarding age differences in attitudes?

19. In the central route theory of persuasion, what matters most is

A. what we think in response to a message.

A. had a moderate, rather than a high or low, level of self-esteem.

A. she anticipates their arguments and prepares counter-arguments.

A. warn them ahead of time of her need.

A. the technique of classical conditioning.

24. Analytical people tend to

A. have a high need for cognition.

27. Subliminal messages are persuasive when

A. people are less-educated.

A. the peripheral route to persuasion

A. take the central route to persuasion.

33. Peripheral route to persuasion is persuasion that occurs when people

A. focus on the arguments.

A. the sleeper effect.

A. their attractiveness and their age