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07
Student: ___________________________________________________________________________
1. _______ is the process by which a message induces change in beliefs, attitudes, or behaviors.
A. Compliance
B. Persuasion
C. Inoculation
D. Sleeper effect
2. Americans' support for the Iraq war increased after the war began mainly because of the
A. national support for our troops.
B. opposition from European countries.
C. discovery of weapons of mass destruction.
D. persuasive messages in the U.S. media.
3. Attitudes regarding the war with Iraq differ significantly depending on
A. the personality factors.
B. the gender.
C. the differing information received.
D. the type of persuasion used.
4. As an example of how persuasion can be used to promote healthier living, the CDC has reported that
smoking in the U.S. has ______ over the last 40 years.
A. stabilized
B. decreased to 21 percent
C. become more popular with teens
D. increased to 21 percent
5. By the definitions in the book, education is more _____, whereas propaganda is more _____.
A. coercive; factual
B. important; useful
C. factual; coercive
D. useful; important
6. According to the text, the factor that determines if we call attempts at persuasion "education"
or "propaganda" is whether or not
A. we believe them.
B. we know the communicator.
C. the message is emotional in tone.
D. the message is one-sided.
7. Which of the following must take place before a message is likely to persuade?
A. attention to the message
B. peripheral processing
C. central processing
D. education rather than propaganda
8. You are more likely to be persuaded when a message is
A. clear and easy to comprehend and the arguments are unconvincing.
B. difficult to comprehend and the arguments are unconvincing.
C. clear and easy to comprehend and the arguments are convincing.
D. difficult to comprehend and the arguments are convincing.
9. The _______ route to persuasion occurs when interested people focus on arguments.
A. peripheral
B. central
C. logical
D. image
10. Sally is interested in purchasing a DVD player, and is overwhelmed by the many different models
available at her local electronics store. She decides to consult a magazine devoted to reviewing the quality
of home electronics. After reading a number of articles stating the pros and cons of each model, she
decides on a DVD player. Sally has been persuaded to purchase this particular DVD player because of the
_______ route to persuasion.
A. peripheral
B. central
C. logical
D. image
11. The _____ route to persuasion occurs when people are influenced by incidental cues, such as a speaker's
attractiveness.
A. peripheral
B. central
C. logical
D. image
12. Suzy is interested in purchasing a DVD player, and is overwhelmed by the many different models
available at her local electronics store. She decides to purchase a shiny, metallic-looking model, as it
is the best-looking one in the store. Suzy has been persuaded to purchase this particular DVD player
because of the _______ route to persuasion.
A. peripheral
B. central
C. logical
D. image
13. We are more likely to be persuaded by the _______ route to persuasion when we are distracted or
busy.
A. peripheral
B. central
C. logical
D. image
14. According to Myers, advertisers for beverages and clothing tend to adopt marketing strategies that use the
_______ route to persuasion.
A. peripheral
B. central
C. logical
D. image
15. According to Myers, advertisers for computers tend to adopt marketing strategies that use the ____ route
to persuasion.
A. peripheral
B. central
C. logical
D. image
16. Lately you have noticed that your favorite athlete is on your cereal box, highway billboards for sports
beverages, and television commercials for running shoes. What type of marketing strategy is being used
to persuade you to purchase these products?
A. intelligent
B. savvy
C. central route
D. peripheral route
17. Central route processing often _____ explicit attitudes.
A. has no effect on
B. swiftly changes
C. slowly changes
D. never changes
18. Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes?
A. peripheral
B. central
C. logical
D. image
19. Individuals who are typically regarded as thinking people may be inclined to use the peripheral route to
persuasion if
A. the speaker is young and vibrant.
B. the speaker seems to have ulterior motives.
C. the speaker has apparently good motives.
D. they are paid to do so.
20. Which one of the following is NOT one of the conditions under which a thinking person would adopt the
peripheral route to persuasion?
A. when there is a lack of time and interest
B. when the speaker is articulate
C. when the speaker has several arguments
D. when the arguments are strong and compelling
21. Which of the following is NOT one of the primary elements of persuasion that social psychologists have
studied?
A. the communicator
B. the context
C. the message
D. how the message is communicated
22. A communicator is said to be _______ when he or she is perceived as both an expert and trustworthy.
A. honest
B. guileless
C. honorable
D. credible
23. If people remember the message better than the reason for discounting it, the impact of a noncredible
person may _______ over time.
A. change
B. stay the same
C. increase
D. decrease
24. When an initially discounted message becomes effective, a delayed impact of the message occurs. This is
called the _______ effect.
A. delayed reaction
B. short-term memory
C. sleeper
D. longevity
25. The _______ effect occurs when we remember the message but forget the reason for discounting it.
A. delayed reaction
C. sleeper
D. longevity
26. Speaking to a labor union, a pro-union professor's expertise seems to
A. increase.
B. decrease.
C. stay the same.
D. lose credibility.
27. Speaking to a huge anti-union retail store, an anti-union political candidate's expertise seems to
A. increase.
B. decrease.
C. stay the same.
28. Perceived expertise in a speaker includes all of the following EXCEPT
A. someone speaking confidently
B. being introduced as knowledgeable
C. they begin with things that the audience agrees with
D. someone speaking hesitantly
29. Researchers have found that trustworthiness is _______ if the audience believes the communicator is
NOT trying to persuade them.
A. lower
B. higher
C. average
D. absent
30. Eagly, Wood, and Chaiken (1978) found that when an anti-business speech was said to be given by a pro-
environmentalist, it was perceived as _______ and _______.
A. biased; persuasive
B. unbiased; persuasive
C. biased; unpersuasive
D. unbiased; unpersuasive
31. An audience is more likely to perceive a speaker as sincere when
A. they avert their eyes.
B. they talk slowly.
C. the speaker argues an expected position.
D. the speaker argues against their own self-interest.
32. You are attending a lecture by a banker and you expect her to advocate bank savings accounts. However,
she advocates stock investments instead. Since her message goes against her own self-interest, you
perceive her as _______ and the message as _______.
A. sincere; persuasive
B. insincere; not persuasive
C. sincere; not persuasive
D. insincere; persuasive
33. Miller and his colleagues (1976) reported a _______ relationship between trustworthiness and the rate at
which people speak.
A. positive
B. negative
C. neutral
D. curvilinear
34. Research has found that _______ speakers are rated as more objective, intelligent, and
knowledgeable.
A. dull
B. exciting
C. fast
D. slow
35. Which one of the following is NOT one of the characteristics that listeners typically attribute to fast
speakers?
A. objective
B. humorous
C. intelligent
D. knowledgeable
36. When people deferred to credible experts, Cialdini (2008) called this the _______ principle of
persuasion.
A. liking
B. authority
C. social proof
D. reciprocity
37. When people allowed the example of others to validate how to think, feel, and act, Cialdini (2008) called
this the _______ principle of persuasion.
A. liking
B. authority
C. social proof
D. scarcity
38. When people tended to honor their public commitments, Cialdini (2008) called this the _______ principle
of persuasion.
A. liking
B. authority
C. social proof
D. consistency
39. Perceived trustworthiness includes all of the following behaviors EXCEPT
A. The communicator uses direct eye contact.
B. The audience believes the communicator is trying to persuade them.
C. The communicator argues against his or her own self-interest.
D. The communicator talks fast.
40. We tend to like people who are like us. This exemplifies which characteristic of attractiveness?
A. liking
B. similarity
C. consistency
D. physical appeal
41. Arguments, especially emotional ones, are often more influential when they come from beautiful people.
This exemplifies which characteristic of attractiveness?
A. liking
B. similarity
C. consistency
D. physical appeal
42. Brock (1965) found that paint store customers were more influenced by the testimony of an
A. ordinary person who recently bought the same amount of paint as them.
B. expert who recently bought 20 times as much as them.
C. ordinary person who recently bought 20 times as much as them.
D. expert who recently bought the same amount of paint as them.
43. Bailenson and Yee's research with virtual social reality found a "person" whose expressions and
movements echoed the participant was
A. not liked but was persuasive.
B. liked and was persuasive.
C. not liked and was not persuasive.
D. liked and was not persuasive.
44. When a choice concerns matters of personal value or ways of life, _______ communicators have more
influence.
A. dissimilar
B. expert
C. similar
D. disinterested
45. Who is the most responsive to rational appeals?
A. well-educated and analytical people
B. well-educated and non-analytical people
C. less educated and analytical people
D. less educated and non-analytical people
46. Abelson and his colleagues (1982) found that voting preferences in the United States could be reasonably
predicted from voters'
A. political party of choice.
B. geographical residence.
C. beliefs about the candidates' traits and likely behaviors.
D. emotional reactions to the candidates.
47. Alicia has a fairly weak case to present to her supervisor. In order to be more persuasive, she should
A. arouse a small amount of fear.
B. put him in a good mood.
C. convince him that her arguments are strong.
D. argue her own self-interests.
48. What is the effect of a fear-arousing communication?
A. Fear renders a communication ineffective.
B. Generally the more frightened people are, the more they respond.
C. Evoking a low level of fear is effective, but producing a high level of fear is not.
D. Fear appeals are effective with women but boomerang with men.
49. Fear-arousing messages work best when they
A. do not suggest a solution.
B. try to prevent a bad outcome, such as cancer.
C. try to promote a good outcome, such as fitness.
D. are framed in a positive manner.
50. In your marketing class, your assignment is to create an advertisement that will encourage people to
buy condom X over condom Y. Given your knowledge of persuasion, which strategy would be most
effective?
A. an ad that reads "AIDS kills," along with a suggestion that condom X prevents it
B. an ad that reads "AIDS kills," along with a suggestion that condom Y does not prevent it
C. an ad that suggests condom X prevents AIDS
D. an ad that suggests condom Y does not prevent AIDS
51. Fear-arousing messages are most effective when they
A. cause only mild fear.
B. involve pleasurable activities.
C. offer a protective strategy.
D. are overwhelming.
52. According to Aronson, Turner, and Carlsmith (1963), the effect of a large versus a small discrepancy
between the communicator and the receiver of a message depends on whether or not the
A. receiver of the message is emotionally invested in the topic.
B. receiver of the message is interested in the topic.
C. communicator of the message is credible.
D. communicator of the message is articulate.
53. Since Carmen is not a particularly prestigious or authoritative source on exercise, she should encourage
her father to exercise by suggesting he
A. completely overhaul his lifestyle.
B. complete a fitness program.
C. begin doing some limited exercises.
D. consult with a local gym.
54. Werner and her colleagues (2002) conducted a study on aluminum can recycling at the University of Utah
and found that the most effective message was a
A. one-sided one.
B. two-sided one.
C. discrepant one.
D. clear and unambiguous one.
55. When Werner and her colleagues (2002) placed signs on a campus with a two-sided message that not
only stated the importance of recycling but also acknowledged the inconvenience of it, recycling
A. increased to 80 percent.
B. increased to 25 percent.
C. decreased by 40 percent.
D. decreased by 90 percent.
56. Studies have shown that if people are aware of opposing arguments, a _______ presentation is more
persuasive and enduring.
A. one-sided
B. two-sided
C. discrepant
D. clear and unambiguous
57. The _______ effect refers to how information that is presented first usually has the most influence.
A. recency
B. primacy
C. channel
D. initial
58. The _______ effect refers to how information that is presented last can have the most influence.
A. recency
B. primacy
C. channel
D. final
59. When Asch (1946) presented students with a description of someone as "intelligent, industrious,
impulsive, critical, stubborn, and envious," they rated the person _______ than if the opposite order of
adjectives was presented.
A. less positively
B. more positively
C. less attractive
D. more attractive
impulsive, critical, stubborn, and envious," they rated the person more positively than if the opposite
order of adjectives was presented. This demonstrates the _______ effect.
A. recency
B. primacy
C. channel
D. sleeper
61. When two messages are back to back, followed by a time gap, the _______ effect usually occurs.
A. recency
B. primacy
C. channel
D. sleeper
62. Forgetting creates the recency effect when
A. time has separated the two messages.
B. there is little time between the two messages.
C. the two messages are back to back.
D. there are two opposing messages.
63. The way a message is delivered is what social psychologists refer to as the _______ of
communication.
A. mode
B. route
C. channel
D. method
64. As a general rule of thumb, persuasion _______ as the significance and familiarity of the issue
______.
A. increases; decreases
B. decreases; increases
C. increases; increases
D. decreases; decreases
65. The Eldersveld and Dodge (1954) study identified which group casting the most votes in an election?
A. The one that was exposed to mass media and mailings.
B. The one that was exposed to mass media.
C. The one that was exposed to mass media and visited personally.
D. There were no differences in the voting groups.
66. Studies comparing different sources of media found that the more _______ the media, the more
persuasive the message.
A. positive
B. negative
C. lifelike
D. intense
67. Researchers found that difficult messages are most persuasive when _______, and easy messages are
most persuasive when _______.
A. audiotaped; videotaped
B. spoken; written
C. written; videotaped
D. given slowly; given quickly
68. The process by which media influence often occurs through opinion leaders, who in turn influence others,
is referred to as
A. the sleeper effect.
B. an indirect channel of communication.
C. the opinion leader effect.
D. a two-step flow of communication.
69. Which of the following illustrates media influence through a two-step flow of communication?
A. A teenager buys a video game she saw advertised both on television and in her favorite magazine.
B. A domestic car manufacturer sponsors a television program about the defectiveness of many foreign
imports.
C. A candidate for political office answers questions from members of a studio audience on live
television.
DA man buys a new laundry detergent after having it recommended by a friend, who had read that it was
. both effective and environmentally safe in a consumer magazine article.
70. Chaiken and Eagly (1976) found that when a message was difficult to comprehend, persuasion was
greatest when the message was
A. written.
B. spoken.
C. written and spoken.
D. videotaped.
71. Which statement is NOT true about the best way to deal with media information?
A. The more lifelike the medium, the more persuasive the message.
B. Messages are best comprehended and recalled when written.
C. When the message is difficult to comprehend it is best written.
D. Messages are best comprehended and recalled when spoken.
72. People tend to have different social and political attitudes depending on their age because attitudes
change as people grow older. This refers to the _______ explanation for how age plays a role in
persuasion.
A. generational
B. life cycle
C. age
D. time
73. People tend to have different social and political attitudes depending on their age because the attitudes
older people adopted when they were young persist through life largely unchanged. This refers to the
_______ explanation for how age plays a role in persuasion.
A. generational
B. life cycle
C. age
D. time
74. In surveys conducted on groups of younger and older people over several years, the results supported the
A. generational
B. life cycle
C. age
D. time
75. The Bennington College study revealed that
A. views embraced at an impressionable time fade over a lifetime of experience.
B. college makes "good little liberals" out of us all.
C. college produces liberals out of 75 percent of its students.
D. views embraced at an impressionable time often survive a lifetime of experience.
76. Darla wants to persuade her parents to help pay for a study trip abroad. She will have a more difficult
time succeeding if
A. her parents are forewarned of her intent to convince them.
B. she has the trip coordinator call to reassure them.
C. her parents are not particularly analytical.
D. her parents have a moderate level of self-esteem.
77. Nora, a single mom, needs to ask her parents for money. To minimize their objections to her request, she
should
A. warn them ahead of time of her need.
B. have her busy, distracting little toddler along when she makes her request.
C. write out her request for them to consider.
D. ask them on the telephone.
78. The motivation to think and analyze is referred to as the need for
A. contemplation.
B. thinking.
C. cognition.
D. central routes.
79. People who are quick to respond to peripheral cues, such as a communicator's attractiveness, are _______
in the need for cognition.
A. low
B. average
C. high
D. slightly above average
80. Macy prefers classes with professors who are visually appealing and entertaining, rather than classes with
professors who are knowledgeable and effective communicators. Macy is probably _______ in the need
for cognition.
A. low
B. average
C. high
81. Research has concluded that stimulating thinking makes stronger messages _______ persuasive and
(because of counterarguing) weak messages _______ persuasive.
A. less; more
B. more; less
C. extremely; not at all
D. not at all; extremely
82. According to Myers, the most effective instructors
A. present information as simply as possible.
B. use fear-provoking tests to encourage study.
C. get their students to think actively.
D. are attractive and engaging.
83. Which is NOT an element of persuasion?
A. the communicator
B. the channel
C. the audience
D. the medium
84. Credible communicators have the best success in persuading. These are people that do all of the following
EXCEPT
A. speak unhesitatingly.
B. look listeners in the eye.
C. use appropriate taste and personal values.
D. argue with their own self-interest.
85. Whether a one-sided or two-sided message is more persuasive depends on all of the following
EXCEPT
A. whether the audience already agrees with the message.
B. whether the audience is unaware of opposing arguments.
C. whether the audience thinks information is being shared in an appropriate way.
D. whether the audience is unlikely later to consider the opposition.
86. Another term for a cult is a(n)
A. spinoff from a major religion.
B. sect.
C. new religious movement.
D. evil culture.
87. A cult has all of the following characteristics EXCEPT
A. a distinctive ritual and beliefs that are related to its devotion to a god or a person.
B. the use of mind-altering drugs.
C. isolation from the surrounding culture.
D. a charismatic leader.
88. Cults like Jim Jones's People's Temple typically recruit and retain members by using
B. the foot-in-the-door phenomenon.
C. the recency effect.
D. the attitude inoculation.
89. People most vulnerable to cults are usually
A. under the age of 15.
B. over the age of 30.
C. lower-class.
D. under the age of 25 and facing a personal crisis.
90. Frank (1982) noted that psychotherapy is similar to cults and zealous self-help groups because they
provide all of the following EXCEPT
A. isolation from the outside world.
B. supportive, confiding social relationships.
C. an offer of expertise and hope.
D. a set of rituals and learning experiences that promises a new sense of happiness.
91. Kiesler (1971) recommended that one way to stimulate people's thinking so that they become more
committed to their positions is to
A. mildly attack their position.
B. strongly attack their position.
C. mildly support their position.
D. strongly support their position.
92. Exposing people to weak attacks on their attitudes, which then stimulates thinking in support of the initial
attitude, is known as
A. central route persuasion.
B. attitude inoculation.
C. psychological reactance.
D. the boomerang effect.
93. Inoculation research suggests that children
A. are not persuaded by television advertising.
B. fail to grasp the persuasive intent of commercials.
C. use the central route to persuasion.
D. are skeptical of television advertising.
94. Research on attitude inoculation suggests that religious educators are wise to avoid
A. the two-step flow of communication.
B. forewarnings to their followers that outsiders will question their beliefs.
C. using charismatic leaders to attract new converts.
D. creating a "germ-free ideological environment."
95. Darley and Cooper (1972) found that when students were invited to write essays advocating a strict dress
code, which was against the students' own positions, the students were
A. willing to write the essays.
B. willing to write the essays if they were paid.
C. not willing to write the essays.
D. not willing to write the essays even if they were paid.
96. Darley and Cooper (1972) found that when students were invited to write essays advocating a strict dress
code, which was against the students' own positions, the students were not willing to write the essays
even if they were paid. After turning down the money, the students became
A. agitated.
B. less confident in their decision.
C. more confident in their decision.
D. annoyed at those students who were willing to write the essay.
97. Persuasion can be resisted by
A. keeping one's own opinions private.
B. making a public commitment to one's own position.
C. attacking the opposite position.
D. being closed to all arguments.
98. Company A describes its cars' reliability, mileage, and durability. Company B's ads show people having
a good time driving around in their cars. A's ads focus on ____-route processing; B's ads use ____-route
processing.
A. cognitive; emotional
B. internal; external
C. stable; unstable
D. central; peripheral
99. Which factor decreases the persuasiveness of the source of a message?
A. appearing to be credible
B. speaking confidently
C. speaking slowly and carefully
D. arguing against one's own self-interest
100.Apparently, fear arousal facilitates persuasion when
A. fear is extremely high.
B. fear is moderately high.
C. the target has low self-esteem.
D. a way to avoid the almost certain danger is available.
101.When your audience ____, a one-sided argument is most effective for changing attitudes.
A. has experienced reactance
B. already knows that there are two sides to the argument
C. already agrees with you
D. is highly educated
102.Leaders of cults who get individuals to engage in unusual types of behavior
A. possess a powerful, mysterious control over followers.
B. prey upon weak-willed individuals who are easy victims.
C. use common, but multiple, methods of persuasion.
D. rely heavily on fear appeals.
103.Billboards and television commercials tend to use
A. the central route to persuasion.
B. the peripheral route to persuasion.
C. the sleeper effect
D. the direct route to persuasion.
104.The _____-route process is more likely to lead to long-term attitude and behavior changes than is the
_____-route process.
C. central; peripheral
D. peripheral; central
105.The credibility of a noncredible person may increase over time if people remember the message more
than the reason for discounting it in the first place. This is known as
B. the authority effect.
C. the primacy effect.
D. the recency effect.
106.Stephanie is campaigning for the conservation of fossil fuels to a group of NASA engineers. To be the
most successful, Stephanie should incorporate which type of arguments into her speech?
A. emotional
B. peripheral
C. neutral
D. rational
107.If two messages are presented back to back, which message will likely hold the most influence?
A. the last message
B. the first message
C. it depends on the communicator
D. it depends on the channel of communication
108.Generally speaking, the most persuasive channel of communication seems to be
A. written.
B. audiotaped.
C. videotaped.
D. live.
109.Messages are best understood and remembered when they are
A. audiotaped.
B. live.
C. written.
D. videotaped.
110.People who have a high need for cognition are likely to
A. prefer peripheral routes to persuasion.
B. prefer central routes to persuasion.
C. support the life cycle explanation for differences in attitudes across age.
D. support the generational explanation for differences in attitudes across age.
111.Sharon wants to talk to her teenage daughter about the dangers of smoking. Which of the following
suggestions is LEAST likely to persuade Sharon's daughter to resist the pressure to smoke?
A. Ask her to think about the negative effects of smoking (e.g., cancer).
B. Ask her to make a public commitment to not smoke.
C. Increase her fear of smoking by showing her pictures of lung cancer.
D. Tell her she is forbidden from smoking and threaten to take away her car if she ever tries it.
112.If a message's purpose and content elicits bad judgments we call it
A. propaganda.
B. education.
C. channeled.
D. prejudiced.
113.A person's perceived expertise and trustworthiness comprise their overall
A. convince ability.
B. intelligence.
C. credibility.
D. persuasiveness.
114.In terms of persuasion, attractive people are
A. beautiful.
B. likable.
C. expert.
D. credible.
115.Kevin wants his parents to extend his curfew for one hour this weekend. Kevin is most likely to persuade
his parents if he
A. tells them about the A he got on his physics test first.
B. promises to do his homework before he goes out.
C. threatens to run away if they don't agree.
D. tells them after he shows them the dent he put in their car the night before.
116.Ted is most likely to elicit opinion change from an audience whose opinion is greatly discrepant from his
own if Ted
A. is credible.
B. uses a fear arousing message.
C. first puts them in a good mood.
D. uses a one-sided argument.
117.Stephanie believes that people become more conservative as they get older. Stephanie would most likely
agree with the _____ explanation of attitude change.
A. generational
B. life cycle
C. lifespan
D. cohort
118._____ exposes people to weak attacks on their attitudes so that when stronger attacks come, they have
refutations available.
A. Attitude reactance
B. Central route persuasion
C. Attitude inoculation
D. Peripheral route persuasion
119.Which of the following is an example of a gain-framed message?
A. an anti-smoking ad that states "smoking will lead to lung cancer"
B. a safe-sex ad that states "unprotected sex increases your risk of contacting AIDS"
C. a dental-floss ad that states "if you don't floss you'll have stained teeth"
D. a sunscreen ad that states "if you wear sunscreen you'll have youthful skin"
120.When are vivid stories most useful?
A. when they convey the central message
B. when they distract from the central message
C. when they are opposite the central message
D. when they convey the peripheral message
121.Persuasive speakers must deliver messages that do all of the following except
A. are understandable.
B. are memorable.
C. are compelling.
D. are fear inducing.
122.Mere repetition of a message can
A. increase its fluency and make the message more believable.
B. decrease its fluency and believability.
C. decrease its impact but increase its believability.
D. Increase its impact but decrease its fluency.
123.Define both central and peripheral routes to processing. Provide an example of each, and suggest when
each is most appropriate.
124.Describe a familiar television commercial and analyze the elements of persuasion that it uses. Does it
promote and/or assume central or peripheral route processing?
125.Describe the ways in which a television salesperson will seek to enhance his or her perceived credibility
in your eyes. Keep in mind the two components of credibility when developing your answer.
126.When would it be best to present a persuasive appeal to an audience that was in a good mood versus a bad
mood? Why?
127.You have been hired to develop an informational campaign to prevent junior high school students from
taking up smoking. Your boss wants you to use a scare-tactic approach. What must you do to construct a
fear-appeal that is maximally effective?
128.Describe how the two-step flow of communication would operate if you were about to purchase an
automobile.
129.Describe how age plays a role in persuasion. Be sure to compare and contrast the life cycle explanation
and the generational explanation.
130.Explain the principles and techniques you would use to become a cult leader.
131.Explain attitude inoculation and how it affects persuasive appeals.
07 Key
1. _______ is the process by which a message induces change in beliefs, attitudes, or behaviors.
(p. 226) A. Compliance
B. Persuasion
C. Inoculation
D. Sleeper effect
Bloom's Taxonomy: Knowledge
Difficulty Level: Basic
Learning Goals: Identify two paths leading to influence. Describe the type of cognitive processing each involves-and its effects.
Myers - Chapter 07 #1
2. Americans' support for the Iraq war increased after the war began mainly because of the
(p. 225) A. national support for our troops.
B. opposition from European countries.
C. discovery of weapons of mass destruction.
D. persuasive messages in the U.S. media.
3. Attitudes regarding the war with Iraq differ significantly depending on
(p. 225) A. the personality factors.
B. the gender.
C. the differing information received.
D. the type of persuasion used.
Difficulty Level: Moderate
4. As an example of how persuasion can be used to promote healthier living, the CDC has reported that
(p. 227) smoking in the U.S. has ______ over the last 40 years.
A. stabilized
B. decreased to 21 percent
C. become more popular with teens
D. increased to 21 percent
5. By the definitions in the book, education is more _____, whereas propaganda is more _____.
(p. 227) A. coercive; factual
B. important; useful
C. factual; coercive
D. useful; important
6. According to the text, the factor that determines if we call attempts at persuasion "education"
(p. 227) or "propaganda" is whether or not
A. we believe them.
B. we know the communicator.
C. the message is emotional in tone.
D. the message is one-sided.
7. Which of the following must take place before a message is likely to persuade?
(p. 228) A. attention to the message
B. peripheral processing
C. central processing
D. education rather than propaganda
8. You are more likely to be persuaded when a message is
(p. 228) A. clear and easy to comprehend and the arguments are unconvincing.
B. difficult to comprehend and the arguments are unconvincing.
C. clear and easy to comprehend and the arguments are convincing.
D. difficult to comprehend and the arguments are convincing.
9. The _______ route to persuasion occurs when interested people focus on arguments.
(p. 228) A. peripheral
B. central
C. logical
D. image
10. Sally is interested in purchasing a DVD player, and is overwhelmed by the many different models
(p. 228) available at her local electronics store. She decides to consult a magazine devoted to reviewing the
quality of home electronics. After reading a number of articles stating the pros and cons of each
model, she decides on a DVD player. Sally has been persuaded to purchase this particular DVD player
A. peripheral
B. central
C. logical
D. image
Bloom's Taxonomy: Application
11. The _____ route to persuasion occurs when people are influenced by incidental cues, such as a
(p. 228) speaker's attractiveness.
A. peripheral
B. central
C. logical
D. image
12. Suzy is interested in purchasing a DVD player, and is overwhelmed by the many different models
(p. 228) available at her local electronics store. She decides to purchase a shiny, metallic-looking model, as it
is the best-looking one in the store. Suzy has been persuaded to purchase this particular DVD player
A. peripheral
B. central
C. logical
D. image
13. We are more likely to be persuaded by the _______ route to persuasion when we are distracted or
(p. 228) busy.
A. peripheral
B. central
C. logical
D. image
14. According to Myers, advertisers for beverages and clothing tend to adopt marketing strategies that use
(p. 229) the _______ route to persuasion.
A. peripheral
B. central
C. logical
D. image
15. According to Myers, advertisers for computers tend to adopt marketing strategies that use the ____
(p. 229) route to persuasion.
A. peripheral
B. central
C. logical
D. image
16. Lately you have noticed that your favorite athlete is on your cereal box, highway billboards for sports
(p. 229) beverages, and television commercials for running shoes. What type of marketing strategy is being
used to persuade you to purchase these products?
A. intelligent
B. savvy
C. central route
D. peripheral route
17. Central route processing often _____ explicit attitudes.
(p. 229) A. has no effect on
B. swiftly changes
C. slowly changes
D. never changes
18. Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes?
(p. 229) A. peripheral
B. central
C. logical
D. image
19. Individuals who are typically regarded as thinking people may be inclined to use the peripheral route
(p. 230) to persuasion if
A. the speaker is young and vibrant.
B. the speaker seems to have ulterior motives.
C. the speaker has apparently good motives.
D. they are paid to do so.
20. Which one of the following is NOT one of the conditions under which a thinking person would adopt
(p. 229- the peripheral route to persuasion?
230)
A. when there is a lack of time and interest
B. when the speaker is articulate
C. when the speaker has several arguments
D. when the arguments are strong and compelling
21. Which of the following is NOT one of the primary elements of persuasion that social psychologists
(p. 231) have studied?
A. the communicator
B. the context
C. the message
D. how the message is communicated
Learning Goals: Describe how the factors that comprise persuasion affect the likelihood that we will take either the central or the peripheral route to persuasion.
22. A communicator is said to be _______ when he or she is perceived as both an expert and
(p. 231) trustworthy.
A. honest
B. guileless
C. honorable
D. credible
23. If people remember the message better than the reason for discounting it, the impact of a noncredible
(p. 231- person may _______ over time.
232)
A. change
B. stay the same
C. increase
D. decrease
24. When an initially discounted message becomes effective, a delayed impact of the message occurs.
(p. 232) This is called the _______ effect.
A. delayed reaction
C. sleeper
D. longevity
25. The _______ effect occurs when we remember the message but forget the reason for discounting
(p. 232) it.
A. delayed reaction
C. sleeper
D. longevity
26. Speaking to a labor union, a pro-union professor's expertise seems to
(p. 232) A. increase.
B. decrease.
C. stay the same.
27. Speaking to a huge anti-union retail store, an anti-union political candidate's expertise seems to
(p. 232) A. increase.
B. decrease.
C. stay the same.
28. Perceived expertise in a speaker includes all of the following EXCEPT
(p. 232) A. someone speaking confidently
B. being introduced as knowledgeable
C. they begin with things that the audience agrees with
D. someone speaking hesitantly
29. Researchers have found that trustworthiness is _______ if the audience believes the communicator is
(p. 232) NOT trying to persuade them.
A. lower
B. higher
C. average
D. absent
30. Eagly, Wood, and Chaiken (1978) found that when an anti-business speech was said to be given by a
(p. 232- pro-environmentalist, it was perceived as _______ and _______.
233)
A. biased; persuasive
B. unbiased; persuasive
C. biased; unpersuasive
D. unbiased; unpersuasive
31. An audience is more likely to perceive a speaker as sincere when
(p. 232) A. they avert their eyes.
B. they talk slowly.
C. the speaker argues an expected position.
D. the speaker argues against their own self-interest.
32. You are attending a lecture by a banker and you expect her to advocate bank savings accounts.
(p. 232) However, she advocates stock investments instead. Since her message goes against her own self-
interest, you perceive her as _______ and the message as _______.
A. sincere; persuasive
B. insincere; not persuasive
C. sincere; not persuasive
D. insincere; persuasive
33. Miller and his colleagues (1976) reported a _______ relationship between trustworthiness and the rate
(p. 233) at which people speak.
A. positive
B. negative
C. neutral
D. curvilinear
Bloom's Taxonomy: Comprehension
34. Research has found that _______ speakers are rated as more objective, intelligent, and
(p. 233) knowledgeable.
A. dull
B. exciting
C. fast
D. slow
35. Which one of the following is NOT one of the characteristics that listeners typically attribute to fast
(p. 233) speakers?
A. objective
B. humorous
C. intelligent
D. knowledgeable
36. When people deferred to credible experts, Cialdini (2008) called this the _______ principle of
(p. 234) persuasion.
A. liking
B. authority
C. social proof
D. reciprocity
37. When people allowed the example of others to validate how to think, feel, and act, Cialdini (2008)
(p. 234) called this the _______ principle of persuasion.
A. liking
B. authority
C. social proof
D. scarcity
38. When people tended to honor their public commitments, Cialdini (2008) called this the _______
(p. 234) principle of persuasion.
A. liking
B. authority
C. social proof
D. consistency
39. Perceived trustworthiness includes all of the following behaviors EXCEPT
(p. 232- A. The communicator uses direct eye contact.
233)
B. The audience believes the communicator is trying to persuade them.
C. The communicator argues against his or her own self-interest.
D. The communicator talks fast.
40. We tend to like people who are like us. This exemplifies which characteristic of attractiveness?
(p. 233) A. liking
B. similarity
C. consistency
D. physical appeal
41. Arguments, especially emotional ones, are often more influential when they come from beautiful
(p. 233) people. This exemplifies which characteristic of attractiveness?
A. liking
B. similarity
C. consistency
D. physical appeal
42. Brock (1965) found that paint store customers were more influenced by the testimony of an
(p. 234) A. ordinary person who recently bought the same amount of paint as them.
B. expert who recently bought 20 times as much as them.
C. ordinary person who recently bought 20 times as much as them.
D. expert who recently bought the same amount of paint as them.
43. Bailenson and Yee's research with virtual social reality found a "person" whose expressions and
(p. 235) movements echoed the participant was
A. not liked but was persuasive.
B. liked and was persuasive.
C. not liked and was not persuasive.
D. liked and was not persuasive.
44. When a choice concerns matters of personal value or ways of life, _______ communicators have more
(p. 235) influence.
A. dissimilar
B. expert
C. similar
D. disinterested
45. Who is the most responsive to rational appeals?
(p. 236) A. well-educated and analytical people
B. well-educated and non-analytical people
C. less educated and analytical people
D. less educated and non-analytical people
46. Abelson and his colleagues (1982) found that voting preferences in the United States could be
(p. 236) reasonably predicted from voters'
A. political party of choice.
B. geographical residence.
C. beliefs about the candidates' traits and likely behaviors.
D. emotional reactions to the candidates.
47. Alicia has a fairly weak case to present to her supervisor. In order to be more persuasive, she
(p. 237) should
A. arouse a small amount of fear.
B. put him in a good mood.
C. convince him that her arguments are strong.
D. argue her own self-interests.
48. What is the effect of a fear-arousing communication?
(p. 238) A. Fear renders a communication ineffective.
B. Generally the more frightened people are, the more they respond.
C. Evoking a low level of fear is effective, but producing a high level of fear is not.
D. Fear appeals are effective with women but boomerang with men.
49. Fear-arousing messages work best when they
(p. 238) A. do not suggest a solution.
B. try to prevent a bad outcome, such as cancer.
C. try to promote a good outcome, such as fitness.
D. are framed in a positive manner.
50. In your marketing class, your assignment is to create an advertisement that will encourage people to
(p. 239) buy condom X over condom Y. Given your knowledge of persuasion, which strategy would be most
effective?
A. an ad that reads "AIDS kills," along with a suggestion that condom X prevents it
B. an ad that reads "AIDS kills," along with a suggestion that condom Y does not prevent it
C. an ad that suggests condom X prevents AIDS
D. an ad that suggests condom Y does not prevent AIDS
51. Fear-arousing messages are most effective when they
(p. 239) A. cause only mild fear.
B. involve pleasurable activities.
C. offer a protective strategy.
D. are overwhelming.
52. According to Aronson, Turner, and Carlsmith (1963), the effect of a large versus a small discrepancy
(p. 240) between the communicator and the receiver of a message depends on whether or not the
A. receiver of the message is emotionally invested in the topic.
B. receiver of the message is interested in the topic.
C. communicator of the message is credible.
D. communicator of the message is articulate.
53. Since Carmen is not a particularly prestigious or authoritative source on exercise, she should
(p. 240) encourage her father to exercise by suggesting he
A. completely overhaul his lifestyle.
B. complete a fitness program.
C. begin doing some limited exercises.
D. consult with a local gym.
54. Werner and her colleagues (2002) conducted a study on aluminum can recycling at the University of
(p. 240) Utah and found that the most effective message was a
A. one-sided one.
B. two-sided one.
C. discrepant one.
D. clear and unambiguous one.
55. When Werner and her colleagues (2002) placed signs on a campus with a two-sided message that not
(p. 241) only stated the importance of recycling but also acknowledged the inconvenience of it, recycling
A. increased to 80 percent.
B. increased to 25 percent.
C. decreased by 40 percent.
D. decreased by 90 percent.
56. Studies have shown that if people are aware of opposing arguments, a _______ presentation is more
(p. 241) persuasive and enduring.
A. one-sided
B. two-sided
C. discrepant
D. clear and unambiguous
57. The _______ effect refers to how information that is presented first usually has the most
(p. 242) influence.
A. recency
B. primacy
C. channel
D. initial
58. The _______ effect refers to how information that is presented last can have the most influence.
(p. 242) A. recency
B. primacy
C. channel
D. final
(p. 242) impulsive, critical, stubborn, and envious," they rated the person _______ than if the opposite order of
adjectives was presented.
A. less positively
B. more positively
C. less attractive
D. more attractive
(p. 242) impulsive, critical, stubborn, and envious," they rated the person more positively than if the opposite
order of adjectives was presented. This demonstrates the _______ effect.
A. recency
B. primacy
C. channel
D. sleeper
61. When two messages are back to back, followed by a time gap, the _______ effect usually occurs.
(p. 242) A. recency
B. primacy
C. channel
D. sleeper
62. Forgetting creates the recency effect when
(p. 242) A. time has separated the two messages.
B. there is little time between the two messages.
C. the two messages are back to back.
D. there are two opposing messages.
63. The way a message is delivered is what social psychologists refer to as the _______ of
(p. 244) communication.
A. mode
B. route
C. channel
D. method
Difficulty Level: Difficult
64. As a general rule of thumb, persuasion _______ as the significance and familiarity of the issue
(p. 245) ______.
A. increases; decreases
B. decreases; increases
C. increases; increases
D. decreases; decreases
65. The Eldersveld and Dodge (1954) study identified which group casting the most votes in an election?
(p. 245)
A. The one that was exposed to mass media and mailings.

B. The one that was exposed to mass media.
C. The one that was exposed to mass media and visited personally.
D. There were no differences in the voting groups.
66. Studies comparing different sources of media found that the more _______ the media, the more
(p. 247) persuasive the message.
A. positive
B. negative
C. lifelike
D. intense
67. Researchers found that difficult messages are most persuasive when _______, and easy messages are
(p. 247) most persuasive when _______.
A. audiotaped; videotaped
B. spoken; written
C. written; videotaped
D. given slowly; given quickly
68. The process by which media influence often occurs through opinion leaders, who in turn influence
(p. 246) others, is referred to as
B. an indirect channel of communication.
C. the opinion leader effect.
D. a two-step flow of communication.
69. Which of the following illustrates media influence through a two-step flow of communication?
(p. 246) A. A teenager buys a video game she saw advertised both on television and in her favorite magazine.
B. A domestic car manufacturer sponsors a television program about the defectiveness of many
foreign imports.
C. A candidate for political office answers questions from members of a studio audience on live
television.
DA man buys a new laundry detergent after having it recommended by a friend, who had read that it
. was both effective and environmentally safe in a consumer magazine article.
70. Chaiken and Eagly (1976) found that when a message was difficult to comprehend, persuasion was
(p. 247) greatest when the message was
A. written.
B. spoken.
C. written and spoken.
D. videotaped.
71. Which statement is NOT true about the best way to deal with media information?
(p. 247) A. The more lifelike the medium, the more persuasive the message.
B. Messages are best comprehended and recalled when written.
C. When the message is difficult to comprehend it is best written.
D. Messages are best comprehended and recalled when spoken.
72. People tend to have different social and political attitudes depending on their age because attitudes
(p. 248) change as people grow older. This refers to the _______ explanation for how age plays a role in
persuasion.
A. generational
B. life cycle
C. age
D. time
73. People tend to have different social and political attitudes depending on their age because the attitudes
(p. 248) older people adopted when they were young persist through life largely unchanged. This refers to the
A. generational
B. life cycle
C. age
D. time
74. In surveys conducted on groups of younger and older people over several years, the results supported
(p. 248) the _______ explanation for how age plays a role in persuasion.
A. generational
B. life cycle
C. age
D. time
75. The Bennington College study revealed that
(p. 249) A. views embraced at an impressionable time fade over a lifetime of experience.
B. college makes "good little liberals" out of us all.
C. college produces liberals out of 75 percent of its students.
D. views embraced at an impressionable time often survive a lifetime of experience.
76. Darla wants to persuade her parents to help pay for a study trip abroad. She will have a more difficult
(p. 249) time succeeding if
A. her parents are forewarned of her intent to convince them.
B. she has the trip coordinator call to reassure them.
C. her parents are not particularly analytical.
D. her parents have a moderate level of self-esteem.
77. Nora, a single mom, needs to ask her parents for money. To minimize their objections to her request,
(p. 250) she should
A. warn them ahead of time of her need.
B. have her busy, distracting little toddler along when she makes her request.
C. write out her request for them to consider.
D. ask them on the telephone.
78. The motivation to think and analyze is referred to as the need for
(p. 250) A. contemplation.
B. thinking.
C. cognition.
D. central routes.
79. People who are quick to respond to peripheral cues, such as a communicator's attractiveness, are
(p. 250) _______ in the need for cognition.
A. low
B. average
C. high
80. Macy prefers classes with professors who are visually appealing and entertaining, rather than classes
(p. 250) with professors who are knowledgeable and effective communicators. Macy is probably _______ in
the need for cognition.
A. low
B. average
C. high
81. Research has concluded that stimulating thinking makes stronger messages _______ persuasive and
(p. 250) (because of counterarguing) weak messages _______ persuasive.
A. less; more
B. more; less
C. extremely; not at all
D. not at all; extremely
82. According to Myers, the most effective instructors
(p. 250) A. present information as simply as possible.
B. use fear-provoking tests to encourage study.
C. get their students to think actively.
D. are attractive and engaging.
83. Which is NOT an element of persuasion?
(p. 251) A. the communicator
B. the channel
C. the audience
D. the medium
84. Credible communicators have the best success in persuading. These are people that do all of the
(p. 251) following EXCEPT
A. speak unhesitatingly.
B. look listeners in the eye.
C. use appropriate taste and personal values.
D. argue with their own self-interest.
85. Whether a one-sided or two-sided message is more persuasive depends on all of the following
(p. 251) EXCEPT
A. whether the audience already agrees with the message.
B. whether the audience is unaware of opposing arguments.
C. whether the audience thinks information is being shared in an appropriate way.
D. whether the audience is unlikely later to consider the opposition.
86. Another term for a cult is a(n)
(p. 252) A. spinoff from a major religion.
B. sect.
C. new religious movement.
D. evil culture.
Learning Goals: State some persuasion and group influence principles that have been harnessed by new religious movements ("cults").
87. A cult has all of the following characteristics EXCEPT
(p. 252) A. a distinctive ritual and beliefs that are related to its devotion to a god or a person.
B. the use of mind-altering drugs.
C. isolation from the surrounding culture.
D. a charismatic leader.
88. Cults like Jim Jones's People's Temple typically recruit and retain members by using
(p. 254) A. the sleeper effect.
B. the foot-in-the-door phenomenon.
C. the recency effect.
D. the attitude inoculation.
89. People most vulnerable to cults are usually
(p. 255) A. under the age of 15.
B. over the age of 30.
C. lower-class.
D. under the age of 25 and facing a personal crisis.
90. Frank (1982) noted that psychotherapy is similar to cults and zealous self-help groups because they
(p. 256) provide all of the following EXCEPT
A. isolation from the outside world.
B. supportive, confiding social relationships.
C. an offer of expertise and hope.
D. a set of rituals and learning experiences that promises a new sense of happiness.
91. Kiesler (1971) recommended that one way to stimulate people's thinking so that they become more
(p. 258) committed to their positions is to
A. mildly attack their position.
B. strongly attack their position.
C. mildly support their position.
D. strongly support their position.
Learning Goals: Identify some tactics for resisting influence. How might we prepare people to resist unwanted persuasion?
92. Exposing people to weak attacks on their attitudes, which then stimulates thinking in support of the
(p. 258) initial attitude, is known as
A. central route persuasion.
B. attitude inoculation.
C. psychological reactance.
D. the boomerang effect.
93. Inoculation research suggests that children
(p. 260) A. are not persuaded by television advertising.
B. fail to grasp the persuasive intent of commercials.
C. use the central route to persuasion.
D. are skeptical of television advertising.
94. Research on attitude inoculation suggests that religious educators are wise to avoid
(p. 262) A. the two-step flow of communication.
B. forewarnings to their followers that outsiders will question their beliefs.
C. using charismatic leaders to attract new converts.
D. creating a "germ-free ideological environment."
95. Darley and Cooper (1972) found that when students were invited to write essays advocating a strict
(p. 262) dress code, which was against the students' own positions, the students were
A. willing to write the essays.
B. willing to write the essays if they were paid.
C. not willing to write the essays.
D. not willing to write the essays even if they were paid.
96. Darley and Cooper (1972) found that when students were invited to write essays advocating a strict
(p. 262) dress code, which was against the students' own positions, the students were not willing to write the
essays even if they were paid. After turning down the money, the students became
A. agitated.
B. less confident in their decision.
C. more confident in their decision.
D. annoyed at those students who were willing to write the essay.
97. Persuasion can be resisted by
(p. 262) A. keeping one's own opinions private.
B. making a public commitment to one's own position.
C. attacking the opposite position.
D. being closed to all arguments.
98. Company A describes its cars' reliability, mileage, and durability. Company B's ads show people
(p. 228- having a good time driving around in their cars. A's ads focus on ____-route processing; B's ads use
229)
____-route processing.
C. stable; unstable
D. central; peripheral
99. Which factor decreases the persuasiveness of the source of a message?
(p. 233) A. appearing to be credible
B. speaking confidently
C. speaking slowly and carefully
D. arguing against one's own self-interest
100. Apparently, fear arousal facilitates persuasion when
(p. 239) A. fear is extremely high.
B. fear is moderately high.
C. the target has low self-esteem.
D. a way to avoid the almost certain danger is available.
101. When your audience ____, a one-sided argument is most effective for changing attitudes.
(p. 240) A. has experienced reactance
B. already knows that there are two sides to the argument
C. already agrees with you
D. is highly educated
102. Leaders of cults who get individuals to engage in unusual types of behavior
(p. 253- A. possess a powerful, mysterious control over followers.
254)
B. prey upon weak-willed individuals who are easy victims.
C. use common, but multiple, methods of persuasion.
D. rely heavily on fear appeals.
103. Billboards and television commercials tend to use
(p. 229) A. the central route to persuasion.
B. the peripheral route to persuasion.
C. the sleeper effect
D. the direct route to persuasion.
104. The _____-route process is more likely to lead to long-term attitude and behavior changes than is the
(p. 230) _____-route process.
C. central; peripheral
D. peripheral; central
105. The credibility of a noncredible person may increase over time if people remember the message more
(p. 231- than the reason for discounting it in the first place. This is known as
232)
B. the authority effect.
C. the primacy effect.
D. the recency effect.
106. Stephanie is campaigning for the conservation of fossil fuels to a group of NASA engineers. To be the
(p. 236) most successful, Stephanie should incorporate which type of arguments into her speech?
A. emotional
B. peripheral
C. neutral
D. rational
107. If two messages are presented back to back, which message will likely hold the most influence?
(p. 242) A. the last message
B. the first message
C. it depends on the communicator
D. it depends on the channel of communication
108. Generally speaking, the most persuasive channel of communication seems to be
(p. 247) A. written.
B. audiotaped.
C. videotaped.
D. live.
109. Messages are best understood and remembered when they are
(p. 247) A. audiotaped.
B. live.
C. written.
D. videotaped.
110. People who have a high need for cognition are likely to
(p. 250) A. prefer peripheral routes to persuasion.
B. prefer central routes to persuasion.
C. support the life cycle explanation for differences in attitudes across age.
D. support the generational explanation for differences in attitudes across age.
111. Sharon wants to talk to her teenage daughter about the dangers of smoking. Which of the following
(p. 259) suggestions is LEAST likely to persuade Sharon's daughter to resist the pressure to smoke?
A. Ask her to think about the negative effects of smoking (e.g., cancer).
B. Ask her to make a public commitment to not smoke.
C. Increase her fear of smoking by showing her pictures of lung cancer.
D. Tell her she is forbidden from smoking and threaten to take away her car if she ever tries it.
112. If a message's purpose and content elicits bad judgments we call it
(p. 227) A. propaganda.
B. education.
C. channeled.
D. prejudiced.
113. A person's perceived expertise and trustworthiness comprise their overall
(p. 231) A. convince ability.
B. intelligence.
C. credibility.
D. persuasiveness.
114. In terms of persuasion, attractive people are
(p. 233) A. beautiful.
B. likable.
C. expert.
D. credible.
115. Kevin wants his parents to extend his curfew for one hour this weekend. Kevin is most likely to
(p. 237) persuade his parents if he
A. tells them about the A he got on his physics test first.
B. promises to do his homework before he goes out.
C. threatens to run away if they don't agree.
D. tells them after he shows them the dent he put in their car the night before.
116. Ted is most likely to elicit opinion change from an audience whose opinion is greatly discrepant from
(p. 231) his own if Ted
A. is credible.
B. uses a fear arousing message.
C. first puts them in a good mood.
D. uses a one-sided argument.
117. Stephanie believes that people become more conservative as they get older. Stephanie would most
(p. 248) likely agree with the _____ explanation of attitude change.
A. generational
B. life cycle
C. lifespan
D. cohort
118. _____ exposes people to weak attacks on their attitudes so that when stronger attacks come, they have
(p. 258) refutations available.
A. Attitude reactance
B. Central route persuasion
C. Attitude inoculation
D. Peripheral route persuasion
119. Which of the following is an example of a gain-framed message?
(p. 239) A. an anti-smoking ad that states "smoking will lead to lung cancer"
B. a safe-sex ad that states "unprotected sex increases your risk of contacting AIDS"
C. a dental-floss ad that states "if you don't floss you'll have stained teeth"
D. a sunscreen ad that states "if you wear sunscreen you'll have youthful skin"
120. When are vivid stories most useful?
(p. 239) A. when they convey the central message
B. when they distract from the central message
C. when they are opposite the central message
D. when they convey the peripheral message
121. Persuasive speakers must deliver messages that do all of the following except
(p. 244) A. are understandable.
B. are memorable.
C. are compelling.
D. are fear inducing.
122. Mere repetition of a message can
(p. 245) A. increase its fluency and make the message more believable.
B. decrease its fluency and believability.
C. decrease its impact but increase its believability.
D. Increase its impact but decrease its fluency.
123. Define both central and peripheral routes to processing. Provide an example of each, and suggest
(p. 228- when each is most appropriate.
229)
Answers will vary

124. Describe a familiar television commercial and analyze the elements of persuasion that it uses. Does it
(p. 229) promote and/or assume central or peripheral route processing?
Answers will vary

125. Describe the ways in which a television salesperson will seek to enhance his or her perceived
(p. 231- credibility in your eyes. Keep in mind the two components of credibility when developing your
232)
answer.
Answers will vary

126. When would it be best to present a persuasive appeal to an audience that was in a good mood versus a
(p. 237) bad mood? Why?
Answers will vary

127. You have been hired to develop an informational campaign to prevent junior high school students
(p. 238) from taking up smoking. Your boss wants you to use a scare-tactic approach. What must you do to
construct a fear-appeal that is maximally effective?
Answers will vary

128. Describe how the two-step flow of communication would operate if you were about to purchase an
(p. 246- automobile.
247)
Answers will vary

129. Describe how age plays a role in persuasion. Be sure to compare and contrast the life cycle
(p. 248) explanation and the generational explanation.
Answers will vary

130. Explain the principles and techniques you would use to become a cult leader.
(p. 254)
Answers will vary

131. Explain attitude inoculation and how it affects persuasive appeals.
(p. 258)
Answers will vary

07 Summary
Category # of Questions
Bloom's Taxonomy: Application 26
Bloom's Taxonomy: Comprehension 11
Bloom's Taxonomy: Knowledge 103
Difficulty Level: Basic 72
Difficulty Level: Difficult 13
Difficulty Level: Moderate 55
Learning Goals: Describe how the factors that comprise persuasion affect the likelihood that we will take either the central or the p 83
eripheral route to persuasion.
Learning Goals: Identify some tactics for resisting influence. How might we prepare people to resist unwanted persuasion? 9
Learning Goals: Identify two paths leading to influence. Describe the type of cognitive processing each involves-and its effects. 24
Learning Goals: State some persuasion and group influence principles that have been harnessed by new religious movements ("cult 6
s").
Myers - Chapter 07 131
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vielfachen Krankheiten und Plagen des Erdteils, erschöpfend
ausgesprochen; ich habe nichts weiter hinzuzufügen.
In Europa gibt es dumme, mäßig begabte und ganz kluge
Menschen; in Afrika ist es nicht anders. Wohl konnte gerade die
ungeheure Lippenzier der Frauen da unten zuweilen den Eindruck
hervorrufen, als hätte man es mit dem vielgesuchten Bindeglied
zwischen Affe und Mensch, dem missing link der Deszendenzler, zu
tun; auch manches Negerbübchen konnte zu deszendenz-
theoretischen Vergleichen anreizen. Damit war indessen auch die
Veranlassung, hochnäsig von oben herab zu schauen, zu Ende. In
meinem während einer ganzen Reihe von Monaten durchgeführten
Zusammenleben mit den Völkern des Rovumagebietes habe ich den
Eindruck der Albernheit, den wir mit dem Neger gar zu gern
verbinden möchten, niemals entdeckt; im Gegenteil, man konnte das
Benehmen, mit dem nicht nur die würdigen Alten, sondern auch die
feurigen Jungen mit uns beiden Europäern verkehrten, mit Fug und
Recht als wohltuende Gesetztheit bezeichnen. Europäische
Volkskreise von gleicher sozialer Stellung hätten sich ein Beispiel
daran nehmen können. Auf Grund dieser guten persönlichen
Erfahrungen glaube ich auch nicht an das Dogma des Mangels jeder
Entwicklungsfähigkeit beim Neger; eine geistige Entwicklung ist ihm
nicht einmal in Nordamerika abzusprechen, trotzdem die
Hindernisse dort sicherlich größer sind als die
Entwicklungsmöglichkeiten; warum sollte er also nicht auf die
aufsteigende Bahn gelangen, sobald wir ihm die Gelegenheit dazu in
richtiger Weise bieten? Nur nicht von heute zu morgen sollen wir das
verlangen, das geht wider alle biologischen Entwicklungsgesetze;
ganz ebenso wie die Erwartung einer wirtschaftlichen Blüte von
heute zu morgen gegen jede geschichtliche Gesetzmäßigkeit
verstößt. —
Es ist längst Nacht geworden; der „König“ muß den Kurs
gewechselt haben, denn der Sturm faßt uns nicht mehr von vorn,
sondern stark backbords; sicherlich geht es jetzt auf Kreta zu;
morgen oder übermorgen werden wir an Griechenland
vorüberfahren. Ich freue mich, offen gestanden, auf den Anblick des
Landes, dessen antike Bevölkerung ich nicht so maß- und kritiklos
verhimmele wie so viele Männer bei uns daheim, denen der alte
Grieche die Verkörperung aller geschichtlichen und kulturellen
Tugenden ist. Nur eins wird den alten Hellenen auch der Neid lassen
müssen: kolonialen Unternehmungsmut haben sie in einem Ausmaß
besessen, daß sie uns in dieser Beziehung für unsere ganze Zukunft
als Vorbild dienen können.
Über dieser Zukunft liegt ein dichter Schleier. Wird uns Deutsch-
Ostafrika ein zweites Indien werden? Nicht einen Augenblick
bezweifele ich das; mein Auge sieht das weite Land durchzogen von
Schienensträngen. Der eine folgt der alten, großen
Karawanenstraße von der Küste bis zum Tanganyika. Den alten
Trägerverkehr hat das schnaubende Dampfroß lahmgelegt; dafür
beherbergt der ratternde Zug jetzt die früheren Träger selbst,
außerdem Massengüter, denen bei der alten Art des
Karawanenhandels der Weltmarkt verschlossen war. Zum Victoria-
Nyansa läuft ein Schienenstrang und auch zum entlegenen Nyassa;
wir gewinnen Anschluß an das britische Netz Südafrikas, an die
Fahrstraßen des Kongostaates, an das Niltal. Vor dreißig Jahren
noch war Stanleys Marsch zum Seengebiet und die Fahrt den Kongo
hinab eine entdeckerische Großtat: wir Leute von heute fahren
vielleicht noch mit dem Luxuszuge vom Kap bis Kairo, von
Daressalam bis Kamerun.
Register.
Abdallah bin Malim, Wali von Mahuta 429. 430.

Aberglauben 230. 231. 232. 353. 484. 485.
Achemtinga 381.
Achinamakanjira 380.
Achinamataka 380.
Achingalla 382.
Adams, Pater 317.
„Admiral“ 498.
Affen 256.
Afrika, Bevölkerung 23. 24.
Afrikafonds 17. 18.
Alamande 382.
Alaun 191. 192.
Akuchigombo 390. 391.
Akuchikomu 271. 283. 356.
Akumapanje 230. 232. 233.
Akundonde 177. 178. 182. 230. 232. 233. 234. 237. 254.
265. 278. 361. 363.
Altersklassen 369.
Amachinga 380. 381.
Amakale 380.
Amali 275.
Amassaninga 380.
Amiraji 382.
Amulette 231. 384.
Anamungwi 234. 269. 274. 275. 276. 362.
Antilopen 250.
Araber 4.
Arbeitsrhythmus 471. 472.
Askari 44.
Assuan 502.
Atlantischer Ozean 10.
Aufstand in Ostafrika 69.
Aussatz 139. 241. 242.
Bab el Mandeb 24.

Bafta 121.
Bagamoyo 2.
Bakiri 178. 179.
Bambusfrucht 382.
Bangala 262. 265. 422.
Bantuneger 20. 24. 72. 177.
Bantusprache VII.
Baobab 256.
Barasa 81. 88.
Barden s. Chelikosoe, Sulila.
Barnabas 448.
Barrabarra 70. 293. 407.
Basi-Erbse 92. 119. 201.
Bastian, Adolf 22.
Bauchtanz 275.
Baumgrassteppe, lichte, s. Pori.
Baumkultus 396. 398.
Baumwolle 281. 401.
Beerdigung 481. 482.
Benediktiner, Mission 69.
Bergbaufeld Luisenfelde 104.
Beriberi 241.
Beschneidung 229. 268. 269; s. Unyago.
Bismarckburg 455.
Blantyre 380.
Blasbalg 326.
Blasrohr 246.
Bogen 99. 100. 347. 348;
Spannweisen 99.
Bornhardt, Geologe 82. 89. 90. 91.
Botokuden 75.
Briefträger 143. 144.
Buchner, Max 79. 80.
Carnon, Reverend 65. 98.

Chelikosoe 220–222.
Chihero 368.
Chikugwe 72. 153.
Chingulungulu 136. 140. 162. 169. 171. 175. 188. 213. 220.
238. 243. 254. 256. 319;
Bevölkerung 176.
Chipini s. Nasenpflock.
Chiputu s. Echiputu.
Chironji 91. 456.
Chissi 184.
Chiwata 140. 148.
Chiwäula 183.
Collinscher Kraftmesser 13. 58.
Cromlech 366. 367.
Daggara, Beschneidungshütte 268. 362.

Dampfer der Regierung 487.
Daressalam 1. 2. 29. 41. 42. 43. 44. 59. 60. 62. 68. 496.
497. 498. 500.
Daua, Zaubermittel 69. 70.
Daudi, Prediger 194. 232. 305. 381. 482.
von der Decken 66.
Dernburg 509.
Deutsche, Kastengeist 59.
Deutsche und Engländer 12. 13.
Diabolospiel 458. 459. 460.
Diluvialmensch 25.
Doherr, Kapitän 499.
Drehscheibe 334.
Echiputu 271. 274. 292. 361. 371.

Eherecht 382. 383.
Eheverbot 236.
Einbaum 260.
Eisenbahnen in Ostafrika 3. 514.
Eisenstein 325.
Eisentechnik 325. 326.
Elefanten 262. 417. 419. 420. 421. 427. 428. 476;
Jagd 251–253.
Elendantilope 250.
Embe s. Mango.
Engelhardt, Hauptmann 67.
England 507;
Kolonialkriege 507. 508.
Engländer 13. 14.
Ernährung in Ostafrika 61. 62.
Ethnologie 22.
Euphorbien 323.
Europäerleben in Ostafrika 59. 60. 61. 62.
Ewerbeck, Bezirkshauptmann 42. 62. 63. 66. 80. 82. 94.
96. 97. 102. 144. 178. 239. 240. 257. 409. 496.
Exogamie 342.
Eyassi-See 19. 20.
Fallen 125. 127. 128.

Feuererzeugung 231. 243. 244–248.
Feuerkultus 369.
Feuerlose Völker 244.
Feuerpumpe 246.
Fieber 168. 169. 170. 239. 240. 241. 308. 309.
Fliegen 186.
Frauenarbeit 331.
Frauentriller 285.
Fundi, Handwerksmeister 158.
Funsa s. Sandfloh.
Geheimbünde 370.
Gelbgießer 326. 327. 328.
Geld in Ostafrika 131. 132.
Gerichtsbarkeit 154. 155. 156.
Geschlechternamen, Erklärung 378.
Geschlechtsverband s. Litaua.
Gespenstergeschichten 399. 400.
Getränke in Ostafrika 62.
Gneiskuppen 89. 90. 91. 92. 141.
Grabbäume 398.
Gräber 73. 243. 323;
für Kinder 168.
Granaten 262.
Guillain, Admiral 3.
Haber, Geheimrat 31.

Hackbau 126. 510. 511.
Hakenkreuz s. Swastika.
Hamiten 20. 23. 25.
Hammer 337.
Hängebauch der Knaben 187.
Hanno der Karthager 81.
Hatia 72. 73. 74. 323;
Grab 73. 243.
Haus, Ursprung 331.
Hausverschluß 319. 320–322.
Heirat bei den Makonde und Makua 373;
bei den Yao 371. 372. 373.
Heller 132.
Helmolt, Weltgeschichte 9.
Hemedi Maranga 300. 481.
Hendereras Dorf 408.
Hinrichtung 43. 44.
Hirse 207.
Holland 507.
Holzskulpturen 317. 444. 445.
Hüttensteuer 219.
Huwe 326.
Ikoma, Tanz 277. 278.

Indischer Ozean 3. 9. 10. 311.
Inselberge 88. 89. 90. 91. 141. 146. 254.
Ipiviflöten 356.
Iraku 151.
Irangi, Aufstand 31. 32.
Islam 243. 339. 486.
Italien 5. 6;
Landschaft 7;
Völkerschichten 5;
in Afrika 29.
Itona s. Lippenscheibe.
Itondosha 399. 400.
Jagdabenteuer 483. 484.

Jagdwaffen 248. 249.
Jagdzauber 249. 250. 251. 252.
Jaeger, Dr. 18. 310.
Jägervolk 222. 223.
Jumbe Chauro, Ort 319. 320.
Kaffern 177. 406. 412.

Kaiserhof, Hotel 497.
„Kaiser Wilhelm II.“ 487.
Kakalle 356.
Kalanje 183.
Kamuma-Baum 398.
Kandulu 415.
Kanga 68.
„Kanzler“ 496.
Kap Banura 39. 40.
Kap Guardafui 22. 27. 28;
Leuchtturm 29.
Kaprubine 262. 263.
Kartenzeichnen der Neger 453. 454. 455.
Kasi Uleia 112. 113.
Kattune 335.
Katuli 183.
Kettengefangene 44. 45. 451.
Kiboko 145.
Kibwana 34. 53. 105. 109. 204. 210. 212. 266. 271. 277.
299.
Kieselsteine unter der Zunge 394. 395.
Kigelia 164.
Kiheru 489.
Kilimandscharo 151.
Kilwa 36. 66.
— Kisiwani 38. 41.
— Kiwindje 34. 38.
Kinambarre, heiße Quellen 70.
Kinematograph VII. 50. 222. 223. 271. 466.
Kipini s. Nasenpflock.
Kirchhoff, Alfred, Geheimrat VI.
Kirongosi, Führer 96.
Kitanda, Bettgestell 172.
Kitulo, Berg 63. 490. 491.
Kilututu, Berg 91.
Kiyao, Sprache der Yao 68.
Klima in Massassi 146;
in Newala 254. 255. 298. 299. 395;
am Rovuma 428.
Knabenbeschneidung s. Unyago.
Knotenknüpfen 232.
Knotenschrift 401. 402.
Knudsen, Nils 82. 102. 103. 104. 137. 140. 148. 154. 163.
164. 168. 169. 171. 184. 186. 208. 212. 233. 234. 236.
239. 249. 255. 256. 257. 260. 261. 262. 293. 309. 310.
311. 343. 373. 374. 376. 379. 388. 390. 407. 417. 419.
420. 422. 428. 476. 479. 480. 483. 484. 485. 492.
Koch, Geheimrat 138.
Kochkunst 329. 330. 332.
Kofia tule 141. 142.
Kohlenlager 178.
Kolonialkongreß 18.
Kolonien, deutsche, Erforschung 17. 18.
Kondoa-Irangi-Expedition 17. 19. 30. 31.
Konservieren des Fleisches 253;
des Getreides 117. 118. 173.
Kontinente, alte 25. 26.
Korsett 78. 79. 80.
Krankenpflege 242.
Krankheiten 112. 113. 114. 156. 241. 395. 396. 411.
Kreisel 350. 351.
Krokodile 259. 422. 423.
Kuhn, Sprachforscher 245.
Kulturpflanzen 92. 256.
Labia minora, Verlängerung 371.

Langheld 413.
Leben nach dem Tode 396.
Leberwurstbaum s. Kigelia.
Lichehe-See 256.
Lidede-See 405. 409. 419.
Liebeszauber 232.
Lieder VII. 47. 48. 49. 50. 86. 196. 197. 198. 199. 200. 217.
218–222. 286. 287. 295. 324. 399. 400. 471. 474. 475.
476.
Lieder, Geologe 66.
Likopoloe 184.
Likosoe s. Chelikosoe.
Likuku 294.
Likumbi 367.
Linder, Wirtschaftsinspektor 221. 490.
Lindi 32. 40. 41. 42. 43. 44. 59. 62. 380. 401. 477. 478.
492. 496.
Lippenpflock s. Lippenscheibe.
Lippenscheibe 75. 76. 77. 273. 274. 416. 436. 437. 438.
439;
Einfluß auf Sprache 463.
Liquata, Tanz 85. 433. 451.
Liquiqui, Eule 264. 453.
Lisakassa 361.
Litaua 376. 377. 378. 379.
Litotwe 354. 445.
Livingstone 66. 149. 257. 258.
Löwen 74. 75. 205. 262. 300.
Luagala 44. 488. 489.
Lubbock 244.
Ludjende 177. 178. 380. 382.
Lugombo 351.
Luisenfelde, Bergbaufeld 262. 263. 265.
Lukimua, Fluß 414. 415. 416.
Lukosyo 380.
Lukuledi 40. 63. 81. 83. 88. 242. 311. 325. 476. 489. 490;
Tal 66. 69;
Niederung 73. 318.
Lumesule 177.
Lupanda 270. 272. 363. 366.
Luwanja, Tanz 226.
Machemba 488.
Madjedje, Landschaft 90;
Berge 312.
Madyaliwa 413. 414. 415. 425. 426.
Mafia, Insel 39.
Mafiti 150. 406. 416.
Magwangwara 150. 406.
Mahuta 316. 318. 406. 407. 408. 409. 417. 430. 431. 435.
486.
Majimaji, Aufstand 48. 69. 70. 72. 73. 433.
Mais 207.
Makachu, Jumbe 411. 412. 413. 414. 415. 440. 441.
Makale 414.
Makatta-Ebene 454.
Makonde 72. 93. 176. 258. 284. 304. 314. 319. 320. 325.
367. 379. 382. 409. 506;
Feldbau 305. 314. 315. 407;
Geschichte 315;
Häuser 319;
Hausfresken 446. 447;
Hausverschluß 319. 320. 321. 322;
Heirat 373;
Lippenscheibe 77. 439;
Masken 289. 290;
Maskentanz 370;
Namen 315. 316. 317;
Siedelungen 446;
Sprache 462. 463;
Stammessage 316;
Stammgesetze 316;
Ursprung 317. 318;
Volksfeste 456. 457;
Ziernarben 440;
Zwillinge 344.
Makondebusch 292. 293. 311. 312. 313. 314. 410;
Entstehung 313. 314. 315.
Makondeplateau 66. 73. 76. 77. 82. 88. 89. 146. 163. 303.
311. 370. 401. 405. 418. 424. 505;
Bevölkerung 304;
Flüsse 190;
Wasserverhältnisse 303. 304.
Makondeschichten 303. 312.
Makosyo 380.
Makua 93. 126. 176. 177. 179. 218. 258. 304. 314. 319.
377. 379. 382. 393. 506;
Leben nach dem Tode 399;
Häuptlinge 73;
Hautfarbe 72;
Heirat 373;
Hütten 323;
Jäger 222. 223;
Tänze 223–226;
Wanderung 151.
Makwaru, Tanz 223. 224. 225. 226.
Malambo 177.
Malaria 138. 241. 318.
Maluchiro 243.
Mambo sasa 412. 413.
Mango 380. 488. 496. 497.
Mangroven 35. 36.
Mangupa 292. 356. 367.
Maniok, wilder 382.
Mannbarkeitsfest s. Unyago.
Manyara-See 19.
Marenga Mkali 454.
Marquardt 262. 263. 453.
Marschleben 104. 105. 106. 108. 109. 110.
Masewe, Rasseln 226;
Tanz 226. 361.
Masimbo 382.
Masitu 150. 179. 218. 406.
Masken 289. 290. 444.
Massai 23. 151;
Hütten 110. 111.
Massai-Affen 151.
Massanje-Heirat 371. 372.
Massassi 64. 74. 87. 88. 92. 93. 110. 136. 139. 173. 176.
177. 178. 213. 254. 319. 335;
Boma 124;
Gebiet 88;
Gräber 243;
Klima 146;
Militärstation 65. 87. 89;
Mission 64. 65. 94. 96;
Stämme 92. 93;
Vegetation 92.
— -Berge 88. 89. 91. 455. 456;
Entstehung 90. 91.
Massekere-Matola 120. 135.
Masumgumso V.
Mataka 380.
Matambwe 72. 176. 179. 258. 292. 304. 325. 416. 422;
Frauen 294. 295;
Auflösung des Stammes 258;
Schwimmkunst 422. 423.
Matola 140. 169. 171. 176. 177. 179. 180. 184. 185. 194.
195. 201. 222. 264. 291. 357. 358. 406;
Haus 171. 172. 173.
Mawia 319. 418. 445. 446;
Zopf 445;
Tätowierung 446.
Mawiaplateau 409. 418.
Mbemkuru 316. 318. 505.
Mchauru 279.
Medizinen 231. 396.
Medulla, Zauberer 279. 280. 281. 282.
Mehlbereitung 207. 208.
Mehlopfer 396. 397. 398.
Menschheit, Herkunft 23;
Entwicklung 25.
Menstruation 383. 384.
Mentore der Knaben 234;
Ansprache 234. 235. 236.
Merker, Hauptmann 23. 31.
Messing 328.
Meteore 230.
Meyer, Prof. Dr. Hans 18.
Mgoromondo 351. 389.
Mhogo 92. 119.
Mikindani 32. 41. 315. 401.
Mikindanischichten 303.
Mirambo 488.
Mischrassen 25. 26.
Mission, englische 64. 65. 93. 98. 305. 391.
Missionare 75.
Mitete 444. 445. 446.
Mkomahindo 91.
Mkululu 161. 162.
Mkwera 91.
Mlila 264.
Mlipa 323.
Mluhesi 414.
Mnyampara, Trägerführer 38. 106. 107.
Mombassa 2. 3. 29. 44.
Mondfinsternis 230.
Monsun 29.
Moritz 34. 104. 109. 160. 210. 212. 213. 266. 271. 277.
379.
Morse 99.
Moskitonetz 138.
Moskitos 36.
Mpapua 454.
Mputa 184.
Mrogoro 454.
Mrweka 490.
Msollo-Baum 396. 397. 398.
Mtama 72.
Mtandi 91. 94;
Besteigung 94. 95. 96. 97.
Mtarika 177. 179. 264. 265.
Mtschingabai 40.
Mtua 66. 72.
Muerahochland 505.
Muhesa 499.
Munchira 367. 368.
Mundsteine 393. 394. 395.
Muschel 382.
Musikinstrumente 214. 215. 226. 227. 268. 351.
Musik in Südostafrika 218.
Musikkapelle 214. 224. 226. 227. 500.
Mutterrecht 236. 426.
Mwiti 141. 145. 146. 147. 154. 243. 382.
Myombowald 82.
Nachtlager 153.

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A. The one that was exposed to mass media and mailings.

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Bloom's Taxonomy: Application

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Bloom's Taxonomy: Application

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Bloom's Taxonomy: Application

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Bloom's Taxonomy: Application

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Abdallah bin Malim, Wali von Mahuta 429. 430.

Bab el Mandeb 24.

Carnon, Reverend 65. 98.

Daggara, Beschneidungshütte 268. 362.

Echiputu 271. 274. 292. 361. 371.

Fallen 125. 127. 128.

Haber, Geheimrat 31.

Ikoma, Tanz 277. 278.

Jagdabenteuer 483. 484.

Kaffern 177. 406. 412.

Labia minora, Verlängerung 371.

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