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Aronson, Wilson, Sommers: Social Psychology, 10th edition
Chapter 7
Attitudes and Attitude Change:
Influencing Thoughts and Feelings
Total Assessment Guide (TAG)
Question Remember Understand Apply What

Topic Analyze It
Type the Facts the Concepts You Know
Multiple Choice 1 2
Introduction
Essay
The Nature and Multiple Choice 3, 7, 9, 10, 29, 4, 8, 12, 13, 15, 5, 6 , 11, 14, 16,
Origin of 30, 34 19, 20, 21, 22, 17, 18, 23, 25,
Attitudes 24, 26, 27, 31, 28, 33, 35
32, 36
Essay 181 180
When Do Multiple Choice 40, 42, 50, 51, 37, 38, 39, 41, 44, 49, 53, 55,
Attitudes Predict 54, 56 43, 45, 46, 47, 57
Behaviors? 48, 52, 58
Essay 182
How Do Multiple Choice 60, 61, 62, 66, 59, 63, 65, 67, 64, 74, 76, 77,
Attitudes 78, 79, 82, 83, 68, 69, 70, 71, 80, 81, 88, 90,
Change? 85, 87, 89, 95, 72, 73, 75, 84, 92, 98, 105, 110,
100, 109, 117, 86, 91, 93, 94, 111, 113, 118,
119, 126, 127, 96, 97, 99, 101, 120, 121, 125,
128 102, 103, 104, 130, 131
106, 107, 108,
112, 114, 115,
116, 122, 123,
124, 129
Essay 185, 188 183, 186, 187, 184

189, 190, 191
The Power of Multiple Choice 132, 133, 138, 134, 135, 136, 141, 143, 147,
Advertising 142, 144, 146, 137, 139, 140, 150, 151, 153,
152, 155 145, 148, 149 154, 156
Essay 192 193

Resisting Multiple Choice 157, 160, 162, 159, 165, 166, 158, 161, 163,
Persuasive 172, 175, 177 168, 169, 170, 164, 167, 174,
Messages 171, 173, 178, 176
179
Essay 194, 195
1
Copyright © 2019, 2016, 2013 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 of your text, 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
Learning Objective: None
Topic: Introduction
Difficulty Level: Easy
Skill Level: Remember the Facts
APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology
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
Learning Objective: None
Topic: Introduction
Difficulty Level: Moderate
Skill Level: Understand the Concepts
APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.
3. 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
Learning Objective: 7.1 Describe the types of attitudes and what they are based on.
Topic: The Nature and Origin of Attitudes
4. Which of the following is NOT a component of attitude?

a. Emotional reactions
b. Behavioral tendencies
c. Self-perceptions
d. Thoughts and beliefs
2
Answer: C
5. 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 Level: Difficult
Skill Level: Apply What You Know
6. Crystal rushes into a store, needing to pick up some orange juice. She quickly picks the deepest orange-
colored juice that states “Not from concentrate” and is the cheapest. She is basing her decision on a(n)
__________.
a. emotionally based attitude
b. affectively based attitude
c. behaviorally based attitude
d. cognitively based attitude
Answer: D
7. According to your text, polls taken in the wake of the 2016 U.S. election showed that more than
__________ of voters did not realize that “Obamacare” was the same thing as the Affordable Care Act.
This resulted in their voting according to their affectively based attitude.
a. one-quarter
b. one-third
c. one-half
d. two-thirds
Answer: B
8. According to the text, which of the following pairs of individuals will most likely share the same attitudes?
a. Nanette and Janette, identical twins
b. Steffan and Hugo, fraternal twins
c. Brayden and his brother Diego
d. Ronan and his father Marco
Answer: A
3

9. 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
10. The function of cognitively based attitudes is __________.

a. evaluation
b. object appraisal
c. the use of logic
d. decision-making
Answer: B
11. 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
12. The purpose of cognitively based attitudes is to __________.

a. classify the pluses and minuses of an object to make a quick decision
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
4
13. 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
14. 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
15. 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
16. 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 affectively 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
17. 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?
5
a. Classical conditioning
b. Operant conditioning
c. Personal values
d. Attitude conditioning
Answer: B
18. Claude had an unpleasant experience during his last visit to Dallas, Texas. He was approached by two men
with strong Texas accents who wielded sharp knives, 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
19. 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
20. Why are affectively based attitudes so resistant to logical persuasive attempts to change them?
a. They are often linked to values, which are difficult to change.
b. They are governed by knowledge of the issues.
c. They are the result of the same illogical source.
d. They are acquired by automatic processes.
Answer: A
21. 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
6
d. unrelated to past experience

Answer: C
22. 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
23. 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 about Gummy Bears is most likely __________ based.
a. affectively
b. cognitively
c. behaviorally
d. intuitively
Answer: A
24. Which of the following is NOT a characteristic of an affective attitude?

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: C
25. Tanisha’s family loves the Chicago Bulls. Tanisha recently moved to California and now cheers for the
Lakers. When she goes home, her family sarcastically jokes with her and makes fun of her new love for the
Lakers. This reaction to her behavior is a(n) __________.
a. reinforcement
b. punishment
c. implicit attitude
d. fear-arousing communication
Answer: B
7

26. 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
27. 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
28. 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
29. 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
8
30. 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
31. 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
32. 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
33. 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
34. 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
9
d. emotional; cognitive
Answer: C
35. 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
36. 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
37. Advertising makes the assumption that __________ will lead to __________.
a. behavioral change; attitude change
b. improved understanding; attitude change
c. attitude change; behavioral change
d. behavioral change; improved understanding
Answer: C
Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.
Topic: When Do Attitudes Predict Behaviors?
38. 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
10
d. contact with people against whom we are prejudiced can actually reduce prejudice
Answer: B
39. 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
40. Attitude accessibility refers to __________.

a. the ability to remember the last time you thought of that object
b. the association between the object and an evaluation of it
c. the ability to evaluate an object quickly without being able to ask questions
d. the degree of experience people have with an object
Answer: B
41. 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
42. What type of attitudes best predict spontaneous behavior?

a. Highly accessible attitudes
b. Emotion-based attitudes
c. Cognition-based attitudes
d. Weak attitudes
11
Answer: A
43. 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
44. If you stand in the checkout line of any discount store, you’ll see a very odd assortment of items on display:
disposable razors, batteries, ballpoint pens, playing cards, trail mix, USB drives, 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
45. 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
46. __________ 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
12

47. “Why did the chicken cross the road?” is most associated with __________.
a. predicting spontaneous behaviors
b. the theory of planned behavior
c. subjective norms
d. perceived behavioral control
Answer: B
48. 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. attitudes toward the specific behavior, subjective norms, and perceived behavior control
d. behavioral intentions, attitude accessibility, and perceived behavior control
Answer: C
49. 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
50. 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
13
51. 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
d. reliable predictors
Answer: C
52. 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
53. 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
54. 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
55. Tom is trying to quit smoking. His parents, siblings, wife, children, and his doctor have all emphasized to
him how important it is for him to quit. According to the theory of planned behavior, what factor is most
14
likely to interfere with Tom’s forming a firm behavioral intention to quit?

a. His specific attitude toward quitting smoking
b. His subjective norms
c. His perceived behavior control
d. His attitude accessibility
Answer: C
56. The concept of __________ refers to the ease with which people believe that they can perform a behavior
in question.
a. subjective norms
b. perceived behavioral control
c. illusions of invulnerability
d. behavioral intentions
Answer: B
57. Eva’s friends and her husband think that it’s important that she get a mammogram at her next annual
checkup. Eva believes that it will be relatively easy for her to make time in her schedule for that extra
procedure. Thus, Eva has every intention of getting a mammogram as part of her annual checkup. This
example best reflects the power of __________ and __________, respectively, to influence behavioral
intentions and subsequent behaviors.
a. specific attitudes; perceived behavioral control
b. deliberative attitudes; subjective norms
c. subjective norms; affectively based attitudes
d. subjective norms; perceived behavioral control
Answer: D
58. Based on the theory of planned behavior, who is most likely to follow through on the intention to buy new
tires?
a. Bob, whose friends think it is important for his safety
b. Michelle, who is confident that she can afford them
c. Richie, whose parents put safety first and who will lend him the money
d. Nora, who holds positive attitudes toward Goodyear
Answer: C
59. Attitudes are of course an individual internal phenomenon, yet they are of tremendous interest to social
psychologists. Why?
15
a. Many attitudes are shared by groups of people.

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
Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.
Topic: How Do Attitudes Change?
60. 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
61. 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
62. 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
63. 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
16
Answer: A
64. 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
65. Although cognitive dissonance is a very powerful way to change someone’s attitude, it is not implemented
on a mass scale. 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
66. Persuasive communication is a message __________.

a. advocating a particular side of an issue
b. that presents both sides of an issue
c. intended to sell more product
d. that contains propaganda
Answer: A
67. 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
17

68. 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
69. 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-quality versus low-quality argument
b. One-sided versus two-sided messages
c. Long versus short appeals
d. Expert versus novice speakers
Answer: D
persuasive 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
persuasive 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
18
72. According to the Yale Attitude Change approach, a __________ salesperson would lead to higher sales.
a. more honest
b. younger
c. more attractive
d. less credible
Answer: C
73. 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
74. 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
75. 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
76. 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
77. 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
78. The peripheral route to persuasion indicates that people are paying attention to __________.
a. the content of the message
b. the logical arguments of the message
c. the surface characteristic of the message
d. their attitude change
Answer: C
79. 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
80. A commercial comes on for an arthritis cream. 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
20

81. Chloe voted for the first time in the 2016 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
Donald Trump and Hillary Clinton, Chloe was most likely to pay attention to __________.
a. how stiff Hillary Clinton appeared on camera
b. the candidates’ disagreements on education issues
c. Donald Trump’s relaxed delivery
d. Donald Trump’s rude interruptions
Answer: B
82. 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
83. 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
84. 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
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85. 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 the __________.
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
86. 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
87. 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
88. Your parents choose to purchase life insurance because it is advertised by Alex Trebek. After all, he is a
really smart guy and they trust him to lead them to a good product. They are basing their choice of this
insurance on the __________.
a. central route of persuasion
b. use of subjective norms
c. peripheral route of persuasion
d. implicit route of persuasion
Answer: C
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89. Behavior change that occurs after careful analysis of an argument will __________.
a. last longer
b. change again soon after a new argument is made
c. will involve more emotional responses
d. will be processed through the peripheral route
Answer: A
90. 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 paying attention and are motivated to process your message. 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
91. 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
92. 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
23
Skill Level: Apply What you Know

93. 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
94. 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
95. In advertising, one way to grab people’s attention is to __________.

a. pack as much information into thirty seconds as possible
b. play to their emotions
c. use bright colors and a lot of movement in the ad
d. include valid arguments
Answer: B
96. 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
97. 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.
24
c. Advertisers do not use fear unless mandated by the government.

d. Scaring people into healthy behaviors is highly effective.
Answer: B
98. 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
99. 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
100. 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
101. Fear-arousing persuasive messages are targeted to the __________ component of attitudes.
a. peripheral
b. cognitive
c. central
d. affective
Answer: D
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102. 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
researchers 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. 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
researchers 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. 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
c. Type of participants: smokers, non-smokers
d. Fear they felt while watching the movie
Answer: B
105. Your best friend has just begun smoking. You are concerned for her health and decide to have a talk with
26
her about her choices. What is the best way for you to approach this conversation?
a. Buy a self-help book from the bookstore that discusses overall strategies to live a healthy life
b. Provide enough description of the dangers of smoking to get her attention, and then provide her with
information about the Quitline, which helps people stop smoking
c. Provide her with vivid pictures of lung disease and mouth cancers to show her what will happen to her
d. Provide her with statistical information that makes it obvious she is going to die if she keeps smoking
Answer: B
106. “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?
a. If people are too frightened, they won’t think rationally about the issue.
b. If people are in a bad mood when they see the ad, they won’t pay attention.
c. If people are sexually active, the ad will be low in personal relevance.
d. If people are not sexually active, the ad will put them in a bad mood.
Answer: A
107. 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
108. According to the heuristic-systematic model of persuasion, when people use the peripheral route of
persuasion, they rely on __________.
a. cognitive arguments
b. the strength of the argument
c. heuristics
d. dissonance reduction
Answer: C
109. 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
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b. Yale
c. self-perception
d. heuristic-systematic
Answer: D
110. Carim is looking at buying a car. After seeing the car and driving it, he asks himself, “How do I feel about
it?” What may be the outcome of using this method?
a. He will go with his gut and buy the car with confidence.
b. He will decide to seek more information and not rely on just his feelings.
c. He can make errors in concluding what is causing his mood. He may misattribute his feelings to the car
when they were actually created by the compassionate salesperson.
d. He will fall victim to lowballing and end up paying more for the car.
Answer: C
111. 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
d. Cameron
Answer: C
112. “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
113. 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
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influenced by __________.
a. misattribution of emotion
b. central route processing
c. dissonance reduction
d. schematic processing
Answer: A
Skill Level: Apply What you Know
114. 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
115. 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
116. You are asked to create a persuasive message. It would be best if you __________.
a. begin with basic facts to engage them
b. give them information to change their attitude and then target the new attitude
c. match the type of message appeal to the basis of the attitude
d. remember to use facts over emotional appeal
Answer: C
117. 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
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c. Emotional appeals
d. Heuristics
Answer: C
118. 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
119. 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
120. In “phone wars” with MCI, Sprint, and other carriers, AT&T has switched from heart-warming 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
121. “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
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122. Most automobile ads on television convey very little objective information about the models shown;
indeed, one automaker 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
123. 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
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
124. You are asked to design advertisements for several products. For which of the following products would
you want to design an ad with an emotional appeal?
a. A car
b. Makeup
c. A can opener
d. Storage bags
Answer: B
125. 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
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126. 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
127. 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
128. 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
129. 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
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130. 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
131. 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
b. a strong argument
c. an emotional appeal
d. peripheral cues
Answer: B
132. The best evidence that advertisements do work to change attitudes and behaviors comes from __________.
a. people’s reports of the influence that ads have had on their purchasing
b. controlled laboratory experiments
c. successful public health campaigns
d. surveys of marketing executives
Answer: C
Learning Objective: 7.4 Describe how advertising changes people’s attitudes.
Topic: The Power of Advertising
133. A meta-analysis of studies to test the effects of media messages about substance use among adolescents
showed __________.
a. that adolescents are not responsive to media messages
b. that adolescents decreased their use of specific substances targeted in the media messages
c. that substance use is better targeted through print media than TV or radio
d. increases in the use of substances because they were brought to the awareness of adolescents
Answer: B
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134. An advertising executive once noted about soft drink advertisements, “The thing about soda commercials is
that they actually have nothing to say.” By this, he meant that __________.
a. soft drink companies often take an emotional approach to advertising
b. few soft drink ads contain voiceovers
c. soft drink ads rely on flashy visuals only
d. few soft drink ads actually influence consumers’ purchasing behaviors
Answer: A
135. Why do ads for heartburn medications spend so much time talking about how quickly the product works
and whether there is calcium or magnesium in the product?
a. Such medications are highly relevant to people who suffer from indigestion.
b. The public is well informed about the causes of and treatments for heartburn.
c. Emotional appeals are not likely to work when people are already suffering.
d. Few celebrities would agree to appear in heartburn commercials.
Answer: A
136. Advertisers will be most successful in influencing our attitudes and behaviors if they __________.
a. utilize subliminal messages
b. present logical arguments in support of their products
c. tailor their strategies to the basis of consumers’ attitudes
d. distract consumers to encourage peripheral processing
Answer: C
137. According to the authors of your text, advertisers who market such products as deodorants, mouthwashes,
and room deodorizers succeed because they __________.
a. convince consumers that their products are relevant to them
b. use attractive spokespeople
c. use fear appeals to activate consumers’ subjective norms
d. use logical appeals to target consumers’ health concerns
Answer: A
138. Gerald Lambert invented Listerine as a surgical antiseptic for throat infections, but was able to market it to
a wider audience by __________.
a. using cognitively based arguments
b. publicizing the problem of halitosis
34
c. having doctors endorse the product

d. using fear-arousal
Answer: B
139. If you are employed to advertise a product, according to the text, the first thing you should consider in
planning your advertising campaign is __________.
a. the quality of the product
b. whether people’s attitudes toward the product are cognitively or affectively based
c. the cost of the product
d. whether the audience is likely to be motivated or not
Answer: B
140. The logical, fact-based approach is used in advertisements most effectively when the basis of the attitude is
__________ and __________.
a. cognitive; the problem the product can solve is important to viewers
b. cognitive; viewers are likely to be paying attention to the ad
c. affective; strong arguments for why people should use the product are available
d. affective; people are motivated to pay attention to the ad
Answer: A
141. Recent ads on television portray the embarrassment and social anxiety associated with the dreaded toenail
fungus. In all probability, the manufacturers are attempting to make a profit by __________.
a. using logical appeals
b. creating a problem so consumers will buy the product
c. appealing to the increased health consciousness of the public
d. inducing watchers to process information via the central route
Answer: B
142. When words or pictures are flashed on a screen too quickly to be consciously perceived, they may
influence people’s judgments, attitudes, and behaviors. These words and pictures are portraying
__________.
a. unconscious priming
b. unconscious perception
c. subliminal messages
d. subconscious persuasion
Answer: A
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143. Lori downloads and listens to MP3s to help her quit smoking. She cannot consciously detect any anti-
smoking messages. Chances are that the messages are __________.
a. implicit
b. subliminal
c. not there at all
d. superliminal
Answer: B
144. Researchers provided participants with audiotapes that contained subliminal messages to improve memory
or to raise self-esteem. After participants had listened to the tapes, the researchers assessed their memory or
self-esteem. Greenwald and his colleagues found that the subliminal messages __________.
a. worked, and people correctly thought that they did
b. worked, but people were skeptical about their success
c. did not work, but people thought that they did
d. did not work, and people were correctly skeptical
Answer: C
145. Most people believe that subliminal messages __________.

a. are perceivable if you concentrate hard enough
b. are ineffective
c. can shape attitudes and behavior
d. can reduce prejudice
Answer: C
146. Although controlled laboratory studies have shown that, under highly controlled conditions, subliminal
stimuli can affect people’s __________, they do not show that such stimuli affect __________.
a. behavior; personally relevant attitudes
b. attitudes about products; purchasing patterns against people’s wishes
c. purchasing patterns; beliefs about products
d. emotions about unfamiliar stimuli; behavior against people’s wishes
Answer: B
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147. Based on evidence from Karremans et al. (2006) about how subliminal messages can affect our product
choices, who would be most likely to purchase a Choco-Yum candy bar after seeing a subliminal message
flashed?
a. Eric, who is a health nut
b. Jessica, who was hungry for candy
c. Jason, who isn’t hungry
d. Tara, who paid very close attention to the ad
Answer: B
148. People’s beliefs about the influence of advertising are incorrect. People __________ they are influenced by
regular advertising, and they __________ they are influenced by subliminal advertising.
a. don’t think; do think
b. don’t think; don’t think
c. do think; do think
d. do think; don’t think
Answer: A
149. According to the authors of your text, consumers are advised to be less concerned about the presence of
subliminal messages in advertising and more concerned that ads __________.
a. often induce people to act counter to their wishes, values, and personalities
b. often shape and perpetuate cultural stereotypes
c. reduce our attention span and our ability to evaluate persuasive messages critically
d. consciously advocate socially destructive attitudes and behaviors
Answer: B
150. 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
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151. 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
152. Researchers showed Americans and Koreans advertisements that stressed either independence or
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
153. 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
154. 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, Illinois
b. London, England
c. Shanghai, China
d. Toronto, Canada
Answer: C
155. 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
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d. encouraging them to keep an open mind

Answer: A
156. Politicians often preface their remarks with 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
157. __________ is a way to increase resistance to attitude change.

a. Persuasion resistance
b. Heuristic rearrangement
c. Priming
d. Attitude inoculation
Answer: D
Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.
Topic: Resisting Persuasive Messages
158. 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
159. Why, according to research by McGuire (1964), does attitude inoculation work to increase resistance to
subsequent persuasion attempts?
a. Attitude inoculation generates psychological reactance, so people ignore subsequent messages.
b. Attitude inoculation encourages people to think about the issues and to generate counterarguments.
c. Attitude inoculation raises self-esteem, and thus makes people less vulnerable to later persuasion
attempts.
d. Attitude inoculation increases fear, and thus makes people less responsive to logical arguments.
Answer: B
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160. 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
161. 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
162. 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
163. You are watching your favorite movie, about a renegade vigilante trying to escape from the police.
Suddenly, your brother says, “I guess Dodge sent some money to the producers.” You then notice that all of
the cars in the exciting car chase are manufactured by Dodge. Dodge has used __________ in hopes of
influencing your next car purchase.
a. brand merchandising
b. explicit advertising
c. product placement
d. subliminal messaging
Answer: B
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164. 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
165. 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
166. 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
167. 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
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168. 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
169. 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
170. 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
171. 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
172. 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
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d. that attitude inoculation only works for cognitively based attitudes

Answer: B
173. Peer pressure is a form of persuasion that generally utilizes __________.

a. cognitive appeals
b. behavioral ploys
c. emotional appeals
d. propaganda techniques
Answer: C
174. 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
175. __________ 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
176. 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
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177. 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?
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
178. 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
179. Based on the principles of psychological reactance, what should a mother say to her daughter if she 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
Essay
180. In general, what is an attitude? Provide an example of an attitude toward some person or thing, and identify
the affective, cognitive, and behavioral components of that attitude.
Answer: An attitude is viewed by most social psychologists as an enduring positive or negative evaluation
of a person, object, or idea. [Note: Any example will do, so long as the example involves an enduring
positive or negative evaluation. An affective component must address emotional reactions or feelings such
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as fear, excitement, pleasure, distrust; a cognitive component must address beliefs about or knowledge we
hold about the target of the attitude; a behavioral component must address how an actor behaves in
response to the target of the attitude.]
181. An attitude can exist at two levels: implicit and explicit. Define an attitude at each level and explain the
distinctions between the two.
Answer: Explicit attitudes are conscious, and can easily be reported. Implicit attitudes are involuntary,
uncontrollable, and even unconscious. These types of attitudes are different in that one is easily detectable
and the other is not. Both can influence behavior, but usually implicit attitudes influence behaviors people
do not try to control, such as showing nervousness around an outgroup member.
182. Describe the theory of planned behavior as it relates to the power of attitudes to predict deliberative
behaviors.
Answer: The theory of planned behavior posits that intentions are the best predictors of behaviors.
Behavioral intentions are in turn influenced by three additional factors: our attitudes toward the behavior in
question, our perceptions of how other people we care about will view the behavior in question (subjective
norms), and our perception of how well we can control the behavior in question (perceived behavior
control). We are more likely to intend to act on our attitudes—and thus to behave in line with those
attitudes—when we hold a positive attitude toward the specific behavior in question (as opposed to the
general attitude domain), when we believe that people important to us will view the behavior positively,
and when we believe the behavior is something that we can successfully control.
183. How can cognitive dissonance create attitude change? Why isn’t it used on a mass scale in advertising?
Answer: When people advocate a point of view that goes against their attitude (counterattitudinal
advocacy) and have little external justification for this action, they tend to experience dissonance, which
motivates them to reduce it by changing their attitude to fall in line with their behaviors. It is not usually
implemented on a large scale because it is difficult to find a way to make people engage in
counterattitudinal advocacy and lack external justification.
184. In the Yale Attitude Change approach, there are three components to attitude change. Identify and describe
these three parts of the model. Then state the major criticism of this model.
Answer: The three components are: aspects of the source (level of expertise, for instance); aspects of the
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communication (for instance, the strength of the argument); and aspects of the audience (for instance, are
they high in the need for cognition). The main criticism of this model is that there is little evidence to tell
when or how sources may be more important than message characteristics or audience characteristics.
Skill Level: Analyze It
185. Briefly compare the classic Yale Attitude Change approach of Hovland and his colleagues with more
contemporary approaches such as Petty and Cacioppo’s (1986) elaboration likelihood model.
Answer: In essence, the Yale approach focused on “who says what to whom,” focusing on the source of the
communication, message characteristics, and the nature of the audience. Although this approach identified
situational determinants of attitude change, contemporary researchers have turned their attention to the
processes by which attitude change occurs. Models such as the elaboration likelihood model focus on how
audience members process persuasive messages, and thus tell us what kinds of messages will be more
effective and when.
186. Describe when people are more likely to use the central route to persuasion, and when they are more likely
to use the peripheral route. When people are using the central route, what will make an appeal more
persuasive? When they are using the peripheral route, what will make an appeal more persuasive?
Answer: People are more likely to use the central route (to attend to, think about, and elaborate on
messages’ contents) when they have the ability and motivation to attend; they are more likely to use the
central route when they are not distracted or tired, when the issue is personally relevant to them, and when
they are high in need for cognition. People are more likely to use the peripheral route (to pay more attention
to peripheral cues) when they lack the ability or motivation to attend to the message; they are more likely to
use the peripheral route when the message is hard to comprehend, when they are tired or distracted, or
when the issue is not personally relevant. When people use the central route, argument quality is especially
important; when people use the peripheral route, such irrelevant factors as communicator attractiveness,
message length, or communicator status become more important.
187. Imagine you want to change someone’s attitude on what car to purchase. Describe how you would form
your arguments if you wanted to use central routes of persuasion. Then describe how you could form your
arguments using peripheral routes of persuasion. Which type of persuasion would lead to long-lasting
attitude change?
Answer: You can persuade someone using central routes by providing factual information such as how
efficient the car is, how safe it is according to the ratings, the car’s reliability ratings, or how much utility
the car would bring. On the other hand, peripheral routes of persuasion would emphasize how beautiful the
car is, who else drives the car, or in which country it was produced. This type of information is less relevant
to evaluating how good a car purchase would be relative to the reasons given in the central route of
persuasion. According to the text, using central routes of persuasion lead to longer-lasting attitude change
relative to peripheral routes of persuasion. This may be due to the fact that individuals using central routes
of information processing are actually paying attention to and processing messages. Therefore, the opinions
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they form would have a strong foundation and be memorable.

188. Do fear-arousing messages work? A social psychologist would probably say, “It depends.” It depends on
what?
Answer: It depends on how much fear is aroused. If fear is strong enough to motivate people to attend (e.g.,
films about lung cancer shown to smokers), people will attend and process message contents centrally, so
strong arguments will work well. If, however, too much fear is induced, people will grow defensive and
will not attend or process the arguments, so few if any messages of any kind will work. It also depends on
whether the message contains useful information. Fear-arousing messages can work well when they are
accompanied by information that explains to the audience what to do to avoid a fear-arousing outcome
(e.g., providing information on how to quit smoking).
189. Imagine you are trying to convince someone to buy a computer of Brand X using what you know about the
association between emotions and persuasion. Describe how you could create an advertisement or a store
environment that would persuade individuals to buy your computer. More importantly, explain how your
procedures would be persuading individuals at a psychological level. That is, how would individuals be
processing your message that would lead to persuasion?
Answer: According to the heuristic-systematic model of persuasion, individuals can misattribute the source
of their emotional experiences. Therefore, one way to persuade individuals is to make them feel good while
watching an ad or in a store. For example, one could play pleasant music in a store to make people happy.
People would then feel good in the store, and hopefully misattribute their good mood to the product they
are evaluating, in this case a computer of a specific brand. This misattribution of the source of their
emotions could then lead people to buy your computer. Additionally, the ad should aim appeals to
emotions, behaviors, and cognitions revolving around the product. Computers can be considered social
identity products, thus some emotional elements should be used in this ad.
190. You work for an advertising agency that has just acquired the account for a new software product. Your
goal, of course, is to design a television and print campaign to persuade your audience to hold positive
attitudes toward the product—and to purchase the product. What factors would you think about in
designing your persuasive ads?
Answer: First, you would hope that the people view the product as relevant to their lives. If not, you are in
trouble. Assuming that the product is relevant, you would be wise first to consider the basis of people’s
attitudes toward such products. Are their attitudes based primarily on emotions or on cognitions? If their
attitudes are based primarily on emotions, you would want to design an ad that makes them feel good about
the product; you might use upbeat music or interesting images, or appeal to their feelings or values. If their
attitudes are based primarily on cognitions, then you should consider whether the product is likely to be
personally relevant to the viewers. If the product is likely to be personally relevant (e.g., you are advertising
a new organic brand of baby food in a magazine for new mothers), you would be wise to focus more on the
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contents of the message itself. You might provide “logical” information about how your product is better
than other products (e.g., less expensive, higher quality, etc.). If the product is not likely to be personally
relevant to many viewers (e.g., treatment for bad breath), you should attempt to make it relevant (e.g., by
creating ads in which people lose out on love because of their breath) and then play to people’s feelings.
191. Discuss the kinds of effects that subliminal presentation of stimuli have in the laboratory and what the
implications are for real-world applications such as subliminal advertising.
Answer: Evidence from strictly controlled laboratory experiments shows that attitudes can indeed be
subject to some subliminal influence. For example, researchers found that a subliminal presentation of the
name “Lipton Ice” affected participants’ choice of a beverage, if they were already thirsty. Despite the
evidence of subliminal effects, we shouldn’t be worried about advertisers being able to use these in the real
world for two reasons: (1) the effects occur only under highly controlled conditions which are unlikely to
be replicated in the real world, and (2) the effects shown are only subtle influences on neutral stimuli; there
is no evidence that subliminal messages ever override people’s conscious wishes and desires.
192. You’re convinced that if your self-esteem were only higher, you would achieve more in your work and be
happier in your life. Should you purchase an audiotape containing subliminal messages to raise your self-
esteem? Why or why not?
Answer: Although subliminal visual images can affect attitudes in the laboratory (e.g., subliminally
presented words “Lipton Ice”), there is no scientific evidence that subliminal messages influence attitudes
or behaviors in everyday life. Although researchers found that participants given tapes to enhance self-
esteem or memory thought that the tapes worked, objective measures of self-esteem and memory failed to
demonstrate any differences between experimental conditions. You would do better to spend your $29.95
on something else.
193. According to the authors of your text, culture can play a role in both how advertisements are designed and
how they perpetuate stereotypes. Explain how culture can play both of these roles in persuasion.
Answer: Culture can influence what types of ads work most effectively. Specifically, research has shown
that in interdependent cultures, ads that emphasize that a product will benefit one’s social group and/or
family tend to be more successful, but in cultures that emphasize independence, ads that emphasize
independence and goal attainment tend to be more successful. Culture can also be perpetuated by ads.
Specifically, ads often portray what is considered normative for a family structure and for gender roles in a
given culture. In fact, in several cultures across the world, women are portrayed in the dependent role
consistently more often than men are. In both of these ways, culture influences advertising and advertising
in turn influences culture.
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194. You strongly suspect that your younger brother is no longer a virgin, so you want to persuade him to use
condoms each and every time he has sex. How would you use McGuire’s (1964) concept of attitude
inoculation and the work on resisting peer pressure to make your younger brother immune to later attempts
to persuade him to engage in risky sexual activities?
Answer: Attitude inoculation involves exposing people to small doses of arguments counter to their initial
attitudes, like a vaccination against disease. In this case, you would expose your brother to weak versions of
arguments that he might hear later from his peers (e.g., condoms look stupid, or condoms ruin the sensation
of sex), and encourage him to refute those arguments (“I can enjoy the feeling of sex a lot more if I don’t
have to worry about illnesses or getting you pregnant”). In addition, you might give him some practice role-
playing and show him ways to combat these pressures. This should make him more immune to more
powerful persuasive messages later.
195. You are hired by a group concerned with sex and violence in the media. This group wants to persuade
children to behave morally, and therefore wants to ban all images and messages of violence or sex in the
media. From what you know about reactance theory, what would you tell this group?
Answer: Reactance theory posits that when people feel their freedom is threatened, an unpleasant state of
reactance is aroused. One way people can reduce this unpleasant state is to engage in the prohibited
behavior. Therefore, a message that is too strong can backfire and cause individuals to become more likely
to engage in those behaviors. Thus, one tactic is to use subtle messages that do not make individuals feel as
though their freedoms are being threatened.
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Revel Quizzes
The following questions appear at the end of each module and at the end of the chapter in Revel for Social
Psychology, Tenth Edition.
Quiz 7.1: The Nature and Origin of Attitudes
EOM_Q7.1.1
Which of the following conclusions is the most consistent with research on the heritability of attitudes?
a) Our attitudes are shaped by our surroundings and do not seem to have any genetic component to them.
Consider This: Specific genes do not determine specific attitudes, but attitudes are often an indirect
function of genetic makeup. LO 7.1: Describe the types of attitudes and the way they are formed.
b) Our attitudes are inherited and dictated by our genetic makeup, with little influence from environmental
factors.
c) We often inherit a temperament or personality that renders us likely to develop similar attitudes to those
held by our genetic relatives.
d) Fraternal twins are just as likely to share attitudes as are identical twins.
Answer: c
Learning Objective: LO 7.1: Describe the types of attitudes and the way they are formed.
Topic: Heritability of Attitudes
EOM_Q7.1.2
People’s emotional reaction to a target is referred to as the __________ component of attitudes.
a) affective
b) behavioral
Consider This: Sometimes attitudes are not based on logical reasoning or rational calculations. LO 7.1:
Describe the types of attitudes and the way they are formed.
c) cognitive
d) operant
Answer: a
Topic: Nature of Attitudes
EOM_Q7.1.3
Which component of an attitude is most related to the process of examining facts and weighing the objective merits
of a target?
a) affective
Consider This: Operant conditioning has to do with the effects of rewards or punishments on behavior. LO
7.1: Describe the types of attitudes and the way they are formed.
b) behavioral
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c) cognitive
d) operant
Answer: c
Topic: Nature of Attitudes
EOM_Q7.1.4
Adults’ tendency to experience happy, nostalgia-filled feelings when they hear the music of an ice cream truck can
be best explained by the relationship of attitudes to __________.
a) classical conditioning
b) operant conditioning
Consider This: Attitudes can take on positive or negative affect through the process of conditioning. LO
c) self-perception
d) values
Answer: a
Topic: Conditioning and Attitudes
EOM_Q7.1.5
Newman is currently overweight, but as a child he was quite thin. His current explicit attitude toward the overweight
is likely to be more __________ and his current implicit attitude toward the overweight is likely to be more
__________.
a) behaviorally based; cognitively based
Consider This: Implicit attitudes often have their origins in people’s childhood experiences. LO 7.1:
b) cognitively based; behaviorally based
c) negative; positive
d) positive; negative
Answer: d
Topic: Implicit Attitudes
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Quiz 7.2: When Do Attitudes Predict Behaviors?
EOM_Q7.2.1
The major finding of LaPiere’s (1934) classic study on attitudes and behavior involving prejudice and
hotel/restaurant owners is that __________.
a) people are more prejudiced than their self-reported attitudes would lead us to believe
Consider This: In LaPiere’s study, almost every owner was willing to serve his Chinese friends when they
arrived in person. LO 7.2: Analyze the conditions in which attitudes can predict behavior.
b) people’s attitudes are not always reliable predictors of their behaviors
c) the less accessible an attitude is, the more likely it is to shape behavior
d) when it comes to racial prejudice, people’s attitudes are particularly strong predictors of their behaviors
Answer: b
Learning Objective: LO 7.2: Analyze the conditions in which attitudes can predict behavior.
Topic: Attitudes Predicting Behavior
EOM_Q7.2.2
When is attitude accessibility a particularly good predictor of behavior?
a) when the behavior in question is spontaneous
b) when the behavior in question is deliberative
Consider This: Attitude accessibility is often measured by the speed with which people can report how they
feel about something. LO 7.2: Analyze the conditions in which attitudes can predict behavior.
c) when the attitude in question is general
d) when the attitude in question is an unpopular one
Answer: a
Topic: Predicting Spontaneous Behaviors
EOM_Q7.2.3
Which of the following is the best example of a deliberative behavior?
a) buying a candy bar from the rack next to the check-out line at the grocery store
Consider This: A deliberative behavior is the opposite of a spontaneous behavior. LO 7.2: Analyze the
conditions in which attitudes can predict behavior.
b) telling a salesman who calls you on the phone that you aren’t interested in the item he’s selling
c) deciding at the last minute to skip a class because your friends just told you that they’re going to a movie
you want to see
d) making a decision regarding where you want to travel over your next vacation break
Answer: d
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Topic: Predicting Deliberative Behaviors

EOM_Q7.2.4
Wendy is a member of a political group on your campus and is interested in finding out how many students plan to
vote in the next presidential election. According to the theory of planned behavior, which of the following attitude
questions Wendy could ask would be the best predictor of whether or not a particular student will vote in the next
presidential election?
a) “What are your attitudes about U.S. politics?”
Consider This: The theory of planned behavior suggests that specific attitudes correlate more strongly with
actual behaviors than do general attitudes. LO 7.2: Analyze the conditions in which attitudes can predict behavior.
b) “What are your attitudes about voting?”
c) “What are your attitudes about voting in the next U.S. presidential election?”
d) “What are your attitudes about former U.S. President George W. Bush?”
Answer: c
Topic: Theory of Planned Behavior
EOM_Q7.2.5
In trying to predict deliberative behaviors, what three considerations must we evaluate?
a) cognitively based attitudes, behaviorally based attitudes, affectively based attitudes
Consider This: Deliberative behaviors take more time to decide upon, rendering attitude accessibility less
important. LO 7.2: Analyze the conditions in which attitudes can predict behavior.
b) attitude specificity, subjective norms, perceived behavioral control
c) classical conditioning, operant conditioning, self-perception theory
d) attitude accessibility, explicit attitudes, implicit attitudes
Answer: b
Topic: Predicting Deliberative Behaviors
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Quiz 7.3: How Do Attitudes Change?
EOM_Q7.3.1
One way to change someone’s attitude is to get that person to give a speech arguing against his or her actual
viewpoint. This strategy can lead to attitude change through cognitive dissonance as long as __________ is/are
present.
a) peripheral cues to persuasion
Consider This: A clear external reason for engaging in a behavior will reduce cognitive dissonance. LO 7.3:
Explain how internal and external factors lead to attitude change.
b) a motivated audience that feels a sense of personal relevance
c) two-sided arguments
d) insufficient justification for making the speech
Answer: d
Learning Objective: LO 7.3: Explain how internal and external factors lead to attitude change.
Topic: Cognitive Dissonance and Attitude Change
EOM_Q7.3.2
Which of the following is not one of the three factors considered by the Yale Attitude Change Approach?
a) nature of the audience
Consider This: The Yale Attitude Change Approach focuses on the question of who says what to whom?
LO 7.3: Explain how internal and external factors lead to attitude change.
b) message source
c) fear
d) nature of the communication itself
Answer: c
Topic: Yale Attitude Change Approach
EOM_Q7.3.3
A debate breaks out at the town hall meeting over whether local real estate taxes should be raised in order to pay for
a new public school building. Which of the following individuals is most likely to process the persuasive
information raised during this debate through the peripheral route?
a) Gob, who has no school-aged children of his own and owns no real estate
b) Lindsay, whose daughter still has 3 years left of public school
Consider This: Central route processing is more likely as an issue becomes more personally relevant to an
individual. LO 7.3: Explain how internal and external factors lead to attitude change.
c) Michael, who is a real estate executive whose business is affected by local tax rates
d) Buster, a local teacher, who is working in a temporary classroom because the current school building is
too small for the number of students enrolled
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Answer: a
Topic: Elaboration-Likelihood Model
EOM_Q7.3.4
The physical attractiveness of the source of a persuasive communication would be best described as which of the
following?
a) systematic cue
Consider This: A source’s attractiveness is typically not truly relevant to assessment of the strength of his
or her message. LO 7.3: Explain how internal and external factors lead to attitude change.
b) central cue
c) peripheral cue
d) rational cue
Answer: c
Topic: Elaboration-Likelihood Model
EOM_Q7.3.5
Fear-arousing persuasive communication is most likely to be effective when __________.
a) very high levels of fear are induced
Consider This: While fear can motivate people to take action, the risk is that it can also convince them that
action is pointless. LO 7.3: Explain how internal and external factors lead to attitude change.
b) very low levels of fear are induced
c) a plan for reducing the fear is provided
d) the target of the communication is a utilitarian or functional object
Answer: c
Topic: Fear-Arousing Communication
EOM_Q7.3.6
Briñol and Petty (2003) conducted a study in which participants tried on headphones while listening to a persuasive
editorial. Half of the participants shook their head side-to-side while listening; the other half nodded up-and-down
while listening. Which group of participants expressed the greatest agreement with the arguments expressed in the
editorial at the end of the study?
a) the head-shakers who heard weak arguments in the editorial
Consider This: Body movements that we have come to associate with certain attitudes can also, when they
occur, also make those attitudes more likely to emerge. LO 7.3: Explain how internal and external factors lead to
attitude change.
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b) the head-shakers who heard strong arguments in the editorial

attitude change.
c) the head-nodders who heard weak arguments in the editorial
attitude change.
d) the head-nodders who heard strong arguments in the editorial
Answer: d
Topic: Attitude Change and the Body
56
Quiz 7.4: The Power of Advertising
EOM_Q7.4.1
Research on public service ads designed to promote healthy behavior indicates that such efforts __________.
a) almost always fail
Consider This: Public health campaigns have been found to be successful, particularly when tailored to the
particular target audience. LO 7.4: Describe how advertising changes people’s attitudes.
b) are more effective at changing the attitudes of men versus women
c) are more effective via television than print ads when their target is young people
d) are most effective when they are subliminal
Answer: c
Learning Objective: LO 7.4: Describe how advertising changes people’s attitudes.
Topic: Advertising and Attitude Change
EOM_Q7.4.2
The best way for an advertisement to change an affectively-based attitude is to use a(n) __________ appeal.
a) cognitive
Consider This: A fact-based argument will be most persuasive when the audience holds cognitively based
attitudes. LO 7.4: Describe how advertising changes people’s attitudes.
b) behavioral
c) affective
d) fact-filled
Answer: c
Topic: Advertising and Attitude Change
EOM_Q7.4.3
Serafina, an advertising executive, is trying to figure out the best way to market a product that does not evoke a
strong emotional, personal response from people. Her most effective strategy would be to adopt a campaign that
focuses on __________.
a) creating such an emotional connection
Consider This: Advertising has been found to shape as well as reflect people’s attitudes and cultural norms.
LO 7.4: Describe how advertising changes people’s attitudes.
b) logical, fact-based arguments
c) avoiding behavioral references
d) subliminal strategies
Answer: b
57
Topic: Advertising and Gender Stereotypes

EOM_Q7.4.4
Research on subliminal influence in advertising demonstrates that subliminal efforts at persuasion are __________.
a) less effective than people assume them to be
b) more effective than people assume them to be
Consider This: Many claims regarding the effectiveness of subliminal advertising have not been supported
by empirical evidence. LO 7.4: Describe how advertising changes people’s attitudes.
c) more effective in individualistic versus collectivistic cultures
d) more effective in collectivistic versus individualistic cultures
Answer: a
Topic: Subliminal Advertising
EOM_Q7.4.5
Which of the following is true regarding cross-cultural comparisons of advertising?
a) Korean ads are more likely than American ads to focus on utilitarian products like shoes.
Consider This: Cross-cultural differences in thinking style and views of the self also manifest themselves in
terms of advertising tendencies. LO 7.4: Describe how advertising changes people’s attitudes.
b) Korean ads are more likely than American ads to portray women and men in a state of complete or
partial undress.
c) Korean ads are more likely than American ads to focus on family and concern for others.
d) Korean magazines have fewer ads than American magazines.
Answer: c
Topic: Culture and Advertising
58
Quiz 7.5: Resisting Persuasive Messages
EOM_Q7.5.1
The concept of attitude inoculation indicates that we are better able to resist a later attempt to change our attitudes
when we are first exposed to arguments that __________.
a) support our existing attitude
Consider This: The phrase “attitude inoculation” comes from similarities between this process and medical
efforts to vaccinate against disease. LO 7.5: Identify strategies for resisting efforts at persuasion.
b) are weakened versions of arguments we might hear later
c) prevent us from considering alternative viewpoints ahead of time
d) lead us to pay more attention to peripheral cues
Answer: b
Learning Objective: LO 7.5: Identify strategies for resisting efforts at persuasion.
Topic: Attitude Inoculation
EOM_Q7.5.2
Which of the following is the best explanation for why product placement can be effective at changing attitudes?
a) It tends to operate via the central route to persuasion.
Consider This: Being warned that product placement is forthcoming often renders the technique less
persuasive. LO 7.5: Identify strategies for resisting efforts at persuasion.
b) The audience is often unaware that an effort at attitude change is occurring.
c) It usually leads to a reactance response.
d) Cognitively based efforts at persuasion tend to have longer-lasting effects.
Answer: b
Topic: Product Placement
EOM_Q7.5.3
Peer pressure effects tend to be linked most often to what type of attitude?
a) cognitively based attitudes
Consider This: Peer pressure is not usually based on logical or rational arguments. LO 7.5: Identify
strategies for resisting efforts at persuasion.
b) affectively based attitudes
c) inoculated attitudes
d) negative attitudes
Answer: b
Topic: Peer Pressure
59

EOM_Q7.5.4
Which of the following concepts relates to the ironic research finding that the stronger the warning against a certain
attitude or behavior, the more people sometimes wish to exhibit it?
a) attitude inoculation
Consider This: Restricting people’s sense of freedom can lead a persuasion attempt to boomerang. LO 7.5:
Identify strategies for resisting efforts at persuasion.
b) peer pressure
c) implicit attitude
d) reactance theory
Answer: d
Topic: Reactance Theory
EOM_Q7.5.5
Cameron and Mitchell want to convince their daughter to stop leaving her toys scattered all around the floor, so they
leave her a sign by her toy box. According to reactance theory, which of the following signs would be most
effective?
a) “Please try to remember to clean up your toys when you are done with them”
b) “All toys MUST be put away after they are used”
Consider This: Feeling as if your freedom is being restricted is often unpleasant and can lead to efforts to
reassert independence. LO 7.5: Identify strategies for resisting efforts at persuasion.
c) “Do not leave toys lying around!”
d) “Your job is to clean up after yourself”
Answer: a
60
Chapter 7 Quiz: Attitudes and Attitude Change: Influencing Thoughts and Feelings
EOC_Q7.1
All of the following are true about attitudes except one. Which one is false?
a) Attitudes are related to our temperament and personality.
Consider This: Both internal and external factors can lead to attitude change. LO 7.3: Explain how internal
and external factors lead to attitude change.
b) Attitudes rarely change over time.
c) Attitudes can be changed with persuasive communications.
d) Under the right conditions attitudes predict people’s behavior.
Answer: b
Topic: The Nature of Attitudes
EOC_Q7.2
Paige wants to buy a puppy. She does some research and decides to buy an English Springer Spaniel rather than a
Great Dane because they are smaller, more active, and good with children. Which type of attitude influenced her
decision?
a) affectively based attitude
Consider This: Sometimes an attitude comes from compiling a mental list of pros and cons, pluses and
minuses. LO 7.1: Describe the types of attitudes and the way they are formed.
b) behaviorally based attitude
c) explicitly based attitude
d) cognitively based attitude
Answer: d
Topic: The Nature of Attitudes
EOC_Q7.3
On a survey, Marquel reports that he agrees with wearing a seatbelt. According to the theory of planned behavior,
which of the following would be the best predictor of whether Marquel will wear a seatbelt on a given day?
a) He generally agrees that safe driving is important.
Consider This: The theory of planned behavior suggests that we consider how specific and accessible
attitudes are, as well as think about subjective norms regarding the behavior in question. LO 7.2: Analyze the
b) His best friend, Trevor, who is always talking about how important it is to wear a seatbelt, is in the car
with him.
c) His attitude toward seatbelts is not very accessible.
d) Marquel believes that it is hard to remember to wear his seatbelt.
61
Answer: b
Topic: Theory of Planned Behavior
EOC_Q7.4
People will be most likely to change their attitudes about smoking if an antismoking advertisement __________.
a) uses extremely graphic pictures of how smoke can harm the body and warns of the risks of smoking
Consider This: Negative emotion-based persuasive messages can backfire if they do not also provide the
audience with a way to reduce the negative emotion. LO 7.4: Describe how advertising changes people’s attitudes.
b) gives people subliminal messages about the risks of smoking as well as recommendations of how to quit
c) uses graphic pictures of the damages of smoking on the body and then provides specific
recommendations on how to quit smoking
d) uses success stories of how people quit smoking
Answer: c
Topic: Power of Advertising and Fear-Arousing Communication
EOC_Q7.5
Emilia would be most likely to pay attention to facts about the danger of AIDS during a school assembly and
remember the facts for a long time if __________.
a) the speaker emphasized statistical information about AIDS throughout the world
Consider This: The key to the central versus peripheral route to persuasion is the perceiver’s level of
motivation and cognitive ability in a particular set of circumstances. LO 7.3: Explain how internal and external
factors lead to attitude change.
b) the speaker emphasized how the disease has spread in her community and there isn’t anything distracting
Emilia from listening
c) the speaker emphasized how the disease has spread in her community and at the same time Emilia’s best
friend is whispering to her about a big party that weekend
d) the speaker is a nationally known expert on AIDS
Answer: b
Topic: Persuasive Communications
EOC_Q7.6
62
You are trying to sell a new electronic toothbrush at the airport to busy, distracted travelers. Which of the following
strategies is least likely to be successful at getting people to buy a toothbrush?
a) Make up a flier that gives convincing reasons why the toothbrush is so good.
b) Make a large sign that says, “9 out of 10 dentists recommend this toothbrush!”
Consider This: When people are hurried or distracted they often lack the cognitive capacity needed for the
central route to persuasion. LO 7.3: Explain how internal and external factors lead to attitude change.
c) Put up a large banner featuring a picture of your friend who looks like Brad Pitt posing with the
toothbrush.
d) Stop people and say, “Do you know that this is the toothbrush that is used the most by Hollywood
stars?”
Answer: a
Topic: Persuasive Communications
EOC_Q7.7
Under which of the following conditions would people be most likely to vote for a political candidate? They
__________.
a) like the candidate’s policies but have negative feelings toward him or her
Consider This: Research suggests that voting decisions are often driven by affectively based attitudes. LO
b) know little about the candidate’s policies but have positive feelings toward him or her
c) see subliminal ads supporting the candidate on national television
d) see television ads supporting the candidate while they are distracted by their children
Answer: b
Topic: Affectively Based Attitudes
EOC_Q7.8
Suppose that while you are watching a film at a movie theater the words “Drink Coke” are flashed on the screen at
speeds too quick for you to see consciously. According to research on subliminal perception, which of the following
is true?
a) You will get up and buy a Coke, but only if other people start to do so first.
Consider This: Evidence for the influence of subliminal influence typically is limited to carefully controlled
laboratory conditions. LO 7.4: Describe how advertising changes people’s attitudes.
b) You will get up and buy a Coke, but only if you prefer Coke to Pepsi.
c) You will be less likely to get up and buy a Coke.
d) You will be no more likely to buy a Coke than if the subliminal messages were not flashed.
Answer: d
63
Test Bank For Social Psychology 10th Editionby Elliot Aronson

Topic: Subliminal Advertising
EOC_Q7.9
All of the following are examples of ways to resist persuasion except __________.
a) making people immune to change of opinions by initially exposing them to small doses of arguments
against their position
Consider This: Forewarning and attitude inoculation allow individuals to prepare counterarguments and
analyze persuasive messages more carefully. LO 7.5: Identify strategies for resisting efforts at persuasion.
b) warning people about advertising techniques such as product placement
c) forbidding people to buy a product
d) role-playing using milder versions of real-life social pressures
Answer: c
EOC_Q7.10
According to reactance theory, which of the following public service messages would be least likely to get people to
wear seatbelts?
a) “Please wear your seatbelt every time you drive.”
Consider This: Reactance theory suggests that when people feel that their independence is being threatened,
a persuasion attempt often backfires. LO 7.5: Identify strategies for resisting efforts at persuasion.
b) “Wear your seatbelt to save lives.”
c) “It’s the law—you must wear your seatbelt.”
d) “Buckle up your children—you might save their lives.”
Answer: c
64
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Es ist bestimmt
Es ist bestimmt in Gottes Rat,

Daß man, was man am liebsten hat,
Muß meiden!
Wiewohl nichts in dem Lauf der Welt
Dem Herzen, ach! so sauer fällt,
Als Scheiden, ja Scheiden!
Feuchtersleben
Nach einem Volksliede
Sternennacht
Die Sterne die begehrt man nicht,

Man freut sich ihrer Pracht,
Und mit Entzücken blickt man auf
In jeder heitern Nacht.
Goethe
Abendlied
Nun ruhen alle Wälder,

Vieh, Menschen, Städt’ und Felder,
Es schläft die ganze Welt:
Ihr aber, meine Sinnen,
Auf, auf! ihr sollt beginnen,
Was eurem Schöpfer wohlgefällt.
Der Tag ist nun vergangen,

Die güldnen Sternlein prangen
Am blauen Himmelssaal:
Also werd’ ich auch stehen,
Wenn mich wird heißen gehen
Mein Gott aus diesem Jammertal.
Paul Gerhardt
Der Mond ist aufgegangen,
Die goldnen Sternlein prangen
Am Himmel hell und klar;
Der Wald steht schwarz und schweiget,
Und aus den Wiesen steiget
Der weiße Nebel wunderbar.
Wie ist die Welt so stille

Und in der Dämm’rung Hülle
So traulich und so hold
Als eine stille Kammer,
Wo ihr des Tages Jammer
Verschlafen und vergessen sollt.
Seht ihr den Mond dort stehen?

Er ist nur halb zu sehen
Und ist doch rund und schön!
So sind wohl manche Sachen,
Die wir getrost belachen,
Weil unsre Augen sie nicht sehn.
So legt euch denn, ihr Brüder,

In Gottes Namen nieder;
Kalt ist der Abendhauch.
Verschon’ uns, Gott, mit Strafen
Und laß uns ruhig schlafen,
Und unsern kranken Nachbar auch!
Matthias Claudius
Ein Lied hinterm Ofen zu singen
Der Winter ist ein rechter Mann,

Kernfest und auf der Dauer;
Sein Fleisch fühlt sich wie Eisen an,
Er scheut nicht Süß noch Sauer.
Aus Blumen und aus Vogelsang

Weiß er sich nichts zu machen,
Haßt warmen Trank und warmen Klang
Und alle warmen Sachen.
Doch wenn die Füchse bellen sehr,

Wenn’s Holz im Ofen knittert
Und an dem Ofen Knecht und Herr
Die Hände reibt und zittert;
Wenn Stein und Bein vor Frost zerbricht

Und Teich’ und Seen krachen:
Das klingt ihm gut, das haßt er nicht,
Dann will er tot sich lachen.
Sein Schloß von Eis liegt ganz hinaus
Beim Nordpol an dem Strande;
Doch hat er auch ein Sommerhaus
Im lieben Schweizerlande.
Da ist er denn bald dort, bald hier,

Gut Regiment zu führen;
Und wenn er durchzieht, stehen wir
Und sehn ihn an und frieren.
Matthias Claudius
Ludwig Richters
Lebenserinnerungen
eines deutschen Malers
A u s g a b e d e s E i n h o r n - Ve r l a g e s
Mit rund 100 Holzschnitten in Originalgröße
12.00, in Halbleinen 17.00, in Halbleder 35.00.
Richters Lebenserinnerungen gehören zu den lautersten
Offenbarungen des deutschen Geistes und niemand wird sich
dem Zauber dieser schönsten Jugenderinnerungen eines großen
Künstlers entziehen können. Zu den Schilderungen treten die
Holzschnitte von Richters eigener Hand, die ja längst Volksbesitz
geworden sind, und so entsteht ein deutsches H a u s - und
F a m i l i e n b u c h , das wohl nicht seinesgleichen hat.
Hebels alemannische Gedichte mit etwa 100 Holzschnitten

Ludwig Richters. Auf Velinpapier in handbemaltem Pappband
20.00, Halbleder 35.00, Ganzleder 150.00.
Die bunten Einhorn-Bücher
Ein Winteridyll von Karl Stieler, mit vielen Illustrationen von
D. Brandenburg-Polster. 53. Tausend. Das Winteridyll ist die
reizvollste Dichtung ihrer Art, seit Jahren das Lieblingsbuch von
vielen Tausenden; in Pappband 3.00.
Das Matthäus-Evangelium. Mit 25 Holzschnitten Albrecht
Dürers; die einzige Taschenausgabe mit großem, kräftigen,
schönen Druck; die wundervollen Holzschnitte Dürers und der
schöne Einband machen das Büchlein zu einem kleinen
Prachtwerk; in handbemaltem Pappband 3.00.
Der Kaiser im Kriege. Mit 26 photographischen Bildnissen

und Aufnahmen des Kaisers auf allen Kriegsschauplätzen; in
Pappband 3.00.
Das kleine Kochbuch für die fleischlose Küche, mit 275
wohlschmeckenden und nahrhaften Gerichten für die Jetztzeit.
Mit vielen humorvollen Zeichnungen von Otto Wirsching; in
handbemaltem Pappband 3.00.
Friedrich Naumann, Glauben und Hoffen. Andachten für
suchende Menschen. Mit vielen holzschnittartigen
Schmuckstücken von Otto Wirsching; in handbemaltem
Pappband 3.00.
Ludwig Richter-Büchlein. Mit 50 Holzschnitten Ludwig
Richters; in handbemaltem Pappband 3.00.
Gustav Meyrink, Der Löwe Alois und andere Geschichten
mit Illustrationen des Simplizissimus-Zeichners C. O. Petersen, in
handbemaltem Pappband 3.00. — Der Dichter des berühmten
„Golem“ als genialer Humorist.
Otto Julius Bierbaum, Leichtfertige Geschichten.
Illustrationen von F. Christophe; in handbemaltem Pappband
3.00. Die lustigsten Geschichten Bierbaums.
Peter Scher, Die Bruderschaft vom heiligen Wanst. Ernste
und heitere Zeitsatiren; in handbemaltem Pappband 3.00.
Theodor Storm, Immensee. In handbemaltem Pappband
3.00. — Die berühmteste Novelle Storms, ein wirkliches
Meisterwerk, trotz seines ungeheuren Erfolges.
Theodor Storm, Pole Poppenspäler. In handbemaltem

Pappband 3.00. Für Kinder so gut wie für Erwachsene.
Es waren zwei Königskinder

Novelle von Theodor Storm. In handbemaltem Pappband 3.00.
Sophie Hoechstetter, Aus blauer Vergessenheit. Novelle. In

handbemaltem Pappband 3.00.
Leander, Träumereien an französischen Kaminen;

mit vielen Illustrationen von H. v. Gumppenberg; kart. 3.00, geb.
4.00, in Halbleder 20.00. Das köstliche Werkchen ist in mehr als
fünfhunderttausend Exemplaren verbreitet worden und bedarf
keiner Empfehlung.
Einhorn-Drucke
Goethes Faust. Erster Teil. Mit Originalholzschnitten von
Professor Walter Klemm. Schrift und Druckanordnung von
Professor F. H. Ehmcke; in Halbpergament geb. 40.00, in
Ganzleder 250.00.
Shakespeares Hamlet. Mit Originalholzschnitten von Otto
Wirsching, gedruckt aus Ehmcke-Fraktur. Liebhaber-Ausgabe auf
Bütten, Holzschnitte handbemalt, in Ganzleder Nr. 1 bis C je
250.00; Ausgabe auf Velinpapier in Halbleder 40.00; die

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Question Remember Understand Apply What

Essay 181 180

Essay 185, 188 183, 186, 187, 184

Essay 192 193

Essay 194, 195

CHAPTER 7 ATTITUDES AND ATTITUDE CHANGE:

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

4. Which of the following is NOT a component of attitude?

Topic: The Nature and Origin of Attitudes

10. The function of cognitively based attitudes is __________.

12. The purpose of cognitively based attitudes is to __________.

15. The function of affectively based attitudes is to __________.

d. unrelated to past experience

24. Which of the following is NOT a characteristic of an affective attitude?

Topic: The Nature and Origin of Attitudes

26. Which of the following statements is TRUE?

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

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

40. Attitude accessibility refers to __________.

42. What type of attitudes best predict spontaneous behavior?

46. __________ is to predicting spontaneous behavior as __________ is to predicting deliberative behavior.

Topic: When Do Attitudes Predict Behaviors?

54. The concept of subjective norms refers to people’s __________.

likely to interfere with Tom’s forming a firm behavioral intention to quit?

a. Many attitudes are shared by groups of people.

62. Counterattitudinal advocacy results in attitude change when __________.

66. Persuasive communication is a message __________.

Skill Level: Understand the Concepts

Difficulty Level: Difficult

Skill Level: Apply What you Know

95. In advertising, one way to grab people’s attention is to __________.

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

c. Advertisers do not use fear unless mandated by the government.

Topic: How Do Attitudes Change?

Topic: How Do Attitudes Change?

Topic: How Do Attitudes Change?

c. having doctors endorse the product

Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

145. Most people believe that subliminal messages __________.

d. encouraging them to keep an open mind

157. __________ is a way to increase resistance to attitude change.

Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

162. Product placement refers to __________.

Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

169. Peer pressure is effective because it plays on adolescents’ __________.

d. that attitude inoculation only works for cognitively based attitudes

173. Peer pressure is a form of persuasion that generally utilizes __________.

Difficulty Level: Difficult

they form would have a strong foundation and be memorable.

Skill Level: Analyze It

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