Chapter 08 MCQs PDF

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Dr. Kawakami, chapter 8 practice multiple choice questions...

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Name: __________________________ Date: _____________

1. According to the elaboration likelihood model, there are ___________ different routes of persuasion. A) two B) three C) four D) five

2. When Lisa was looking to buy a car, she paid careful attention to information regarding gas mileage, safety record, and resale value. She wanted her vehicle purchase to be based on compelling evidence. Lisa's approach to buying a car best illustrates: A) the peripheral route of persuasion B) an attitude C) source credibility D) the central route of persuasion

3. A(n) _______________ is the true merits of the person, object, or position being advocated in the message. A) peripheral cue B) source C) argument D) attitude

4. According to the elaboration likelihood model, the key factors that influence the route of persuasion that people follow are _____________ and ____________________. A) the individual's motivation; ability to think deeply about the message B) the individual's motivation; the argument C) the type of persuasion cue; the source D) ability to think deeply about the message; the argument

5. John is a registered voter but he is not very motivated to vote and does not have a lot of time to think deeply about the arguments each political candidate is making. Which route to persuasion is John MOST likely to follow? A) central B) peripheral C) source D) cognitive

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6. The elaboration likelihood model is a theory of: A) emotion. B) persuasion. C) culture. D) implicit attitudes.

7. Bob wants to buy a particular brand of car because he saw a commercial with his favorite actor driving that brand of car. Bob's desire to buy the car he wants can be BEST explained by: A) the elaboration likelihood model. B) terror management theory. C) regulatory fit theory. D) the theory of planned behavior.

8. Attitudes that are changed by ______________________ are more durable and resistant to other influences than attitudes that are changed by ________________________. A) arguments; motivation B) distractions; motivation C) central-route processing; peripheral-route processing D) peripheral-route processing; central-route processing

9. The _________________ is the person or group communicating the message. A) argument B) audience C) source D) attitude

10. The ______________ is the person or group receiving the message. A) argument B) audience C) source D) attitude

11. The degree to which the audience perceives a message's source as expert and trustworthy is: A) source credibility. B) the sleeper effect. C) the primacy effect. D) the recency effect.

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12. Which of the following sources of medical information would NOT represent a high level of source credibility? A) a medical journal reporting the results of a recent clinical trial B) your primary care physician (medical doctor) C) a medical blog written by a person with no formal medical training D) a report from a federal health agency such as the Centers for Disease Control

13. Which of the following sources would offer the MOST source credibility on national crime statistics? A) a close friend who reads a lot of newspapers B) a neighbor who likes to watch police dramas on television C) a researcher who studies national trends in different types of criminal activity D) a criminal

14. The ___________________ is the phenomenon whereby people can remember a message but forgot where it came from. A) recency effect B) primacy effect C) mere exposure effect D) sleeper effect

15. The ____________________ is most likely when people learn about the credibility of the source after they have been exposed to the arguments. A) primacy effect B) sleeper effect C) recency effect D) mere exposure effect

16. Carl overheard some people discussing evidence that drinking green tea can prevent cancer. He is initially not persuaded by this information because he is not confident that those people were well-informed. However, several weeks later Carl can no longer remember the source of this information but does remember the idea that green tea consumption may be linked to lower cancer rates. Since Carl forgot the source of the information, he may be vulnerable to the: A) sleeper effect. B) mere exposure effect. C) primacy effect. D) recency effect.

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17. The __________________________ occurs when people's attitudes are influenced not only by what they think about a message but also by how confident those thoughts feel. A) primacy effect B) cognitive response approach to persuasion C) sleeper effect D) mere exposure effect

18. The process that involves stepping back and thinking about one's own thoughts is: A) attitude formation. B) persuasion. C) metacognition. D) priming.

19. The ____________________ occurs when initially encountered information primarily influences attitudes. A) primacy effect B) sleeper effect C) recency effect D) mere exposure effect

20. After watching a political debate, Jada decides she supports the candidate who spoke first. Jada's candidate preference may have been influenced by the: A) sleeper effect. B) primacy effect. C) recency effect. D) peripheral route of persuasion.

21. The _______________ is likely to occur if there is no delay separating two messages and if there is a considerable delay between the end of the second message and the audience's response. A) recency effect B) sleeper effect C) primacy effect D) mere exposure effect

22. The _____________ occurs when recently encountered information primarily influences attitudes. A) primacy effect B) sleeper effect C) recency effect

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D) mere exposure effect

23. After watching a political debate, William decides he supports the candidate who spoke last. William's candidate preference may have been influenced by the: A) sleeper effect. B) primacy effect. C) recency effect. D) peripheral route of persuasion.

24. The __________________ is likely to occur if there is a long delay separating two messages and the audience makes up its mind immediately after the second message. A) recency effect B) sleeper effect C) primacy effect D) mere exposure effect

25. The ___________________ occurs when people hold a positive attitude toward a stimulus simply because they have been exposed to it repeatedly. A) primacy effect B) recency effect C) sleeper effect D) mere exposure effect

26. Taylor did not have strong opinions about classical music the first time she heard it but the more she listened to it, the more she liked it. Taylor's attitude about classic music may have been influenced by the _______________________. A) mere exposure effect B) primacy effect C) recency effect D) peripheral route of persuasion

27. Zajonc (1968) observed that participants rated Chinese characters as more aesthetically pleasing the more they were exposed to the characters. This observation provided support for the _______________. A) primacy effect B) recency effect C) sleeper effect D) mere exposure effect

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28. Research suggests that the ________________ might be strongest when the stimulus is presented outside of conscious awareness. A) sleeper effect B) mere exposure effect C) primacy effect D) recency effect

29. The ___________________ does not hold for initially disliked stimuli. A) mere exposure effect B) sleeper effect C) primacy effect D) recency effect

30. According to ________________, consistency among one's thoughts influences how one forms new attitudes. A) the cognitive approach to persuasion B) the primacy effect C) the sleeper effect D) balance theory

31. According to balance theory, _________________ influences how one forms new attitudes. A) inconsistency among one's thoughts B) consistency among one's thoughts C) the positivity of one's thoughts D) the negativity of one's thoughts

32. How does positive mood generally influence the persuasiveness of a message? A) A positive mood makes one more inclined to agree with a message. B) A positive mood makes one less inclined to agree with a message. C) A positive mood has no significant effect on persuasion. D) The effect of a positive mood on persuasion is unknown because of a lack of research on this topic.

33. If a research team wants to assess the effect of positive mood on how persuaded people are by messages, they should experimentally manipulate: A) the credibility of the source of the information. B) mood. C) the amount of time people are exposed to the information. D) the number of times people are exposed to the information.

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34. Research indicates that fear can persuade people if: A) the individual is motivated to reduce the fear. B) people can distract themselves from the fear. C) the emotion is accompanied by detailed information on how to reduce the threat. D) the individual feels threatened.

35. Research indicates that the fear of death often motivates people to bolster their standing on characteristics that are important to their: A) self-esteem. B) mood. C) short-term goals. D) financial success.

36. Which of the following theories suggests that self-esteem plays a major role in how people respond to health threats? A) balance theory B) need for cognition theory C) regulatory focus theory D) terror management theory

37. According to terror management theory, people are most likely to focus on protecting their health when: A) death thoughts are in direct conscious awareness. B) death thoughts are active but outside of conscious awareness. C) they are in a positive mood. D) they are afraid.

38. Jen derives self-esteem from her physical attractiveness. When people tell her that suntanning can lead to cancer and ultimately death, surprisingly, she becomes more motivated to sun tan. Which theory best explains Jen's response? A) regulatory focus theory B) balance theory C) terror management theory D) elaboration likelihood model

39. According to terror management theory, people are most likely to focus on protecting their self-image when: A) death thoughts are in direct conscious awareness.

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B) death thoughts are active but outside of conscious awareness. C) they are in a positive mood. D) they are afraid.

40. According to terror management theory, whether people focus on their health or their self-image depends on: A) their mood. B) their need for cognition. C) whether death thoughts are inside or outside conscious awareness. D) whether they consider themselves to be healthy.

41. According to _______________, whether people focus on their health or their selfesteem depends on whether death thoughts are inside or outside conscious awareness. A) balance theory B) need for cognition theory C) regulatory focus theory D) terror management theory

42. According to terror management theory, if death thoughts motivate a person to focus on protecting health, these thoughts are probably: A) in direct conscious attention B) outside of conscious awareness C) not very frightening D) frightening

43. ________________ reflects a person's susceptibility to persuasion. A) The primacy effect B) The recency effect C) Persuasibility D) Need for cognition

44. The three key determinants of persuasibility are: A) age, self-esteem, education, and intelligence. B) gender, self-esteem, and age. C) the need for cognition, self-esteem, and mood. D) self-esteem, age, and mood.

45. Which of the following variables does NOT influence persuasibility? A) age

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B) self-esteem C) gender D) education and intelligence

46. Which of the following variables is a key determinant of persuasibility? A) gender B) age C) need for cognition D) mood

47. Henry is 19 years old, has low self-esteem, and is not very intelligent. Henry is probably high in: A) need for cognition. B) negative mood. C) persuasibility. D) promotion focus.

48. Destiny is 35, has high self-esteem, and is college-educated. Destiny probably low in: A) need for cognition B) negative mood C) persuasibility D) promotion focus

49. The need to think about things critically and analytically is referred to as: A) need for self-esteem. B) need for cognition. C) promotion focus. D) prevention focus.

50. The need for cognition is: A) the need to think about things critically and analytically. B) the need to focus on positive emotions. C) the need to focus on negative emotions. D) the need to self-enhance.

51. Sofia likes to think deeply about issues. Sofia is likely high in: A) self-esteem. B) promotion focus. C) prevention focus.

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D) the need for cognition.

52. People high in _________________ are more persuadable through the central route. A) self-esteem B) the need for cognition C) self-monitoring D) prevention focus

53. ____________________ is people's general tendency to think and act in ways oriented toward the approach of positive outcomes. A) Self-esteem B) Promotion focus C) Prevention focus D) Need for cognition

54. Diego started eating more fruits and vegetables because he wants to be healthy. Diego is probably high in: A) self-esteem. B) the need for cognition. C) prevention focus. D) promotion focus.

55. Michael starting lifting weights because he wants to become a bodybuilder. Michael is probably high in: A) self-esteem. B) the need for cognition. C) prevention focus. D) promotion focus.

56. ________________________ is people's general tendency to think and act in ways oriented toward avoidance of negative outcomes. A) Self-esteem B) Promotion focus C) Prevention focus D) Need for cognition

57. Chris studies hard for his final exams because he wants to avoid failing his classes. Chris is probably high in: A) self-esteem.

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B) the need for cognition. C) prevention focus. D) promotion focus.

58. Victoria goes on a run every morning because she wants to avoid becoming overweight. Victoria is probably high in: A) promotion focus. B) the need for cognition. C) prevention focus. D) self-esteem.

59. People who tend to focus on achieving positive outcomes are: A) low in promotion focus. B) high in promotion focus. C) high in need for cognition. D) low in need for cognition.

60. People who tend to focus on avoiding negative outcomes are: A) low in prevention focus. B) high in prevention focus. C) high in need for cognition. D) low in need for cognition.

61. People high in promotion focus are MORE likely to be persuaded by an argument if that argument: A) focuses on avoiding a negative outcome. B) focuses on positive emotions. C) is relevant to self-esteem. D) focuses on achieving a positive outcome.

62. People high in promotion focus are LESS likely to be persuaded by an argument if that argument: A) focuses on avoiding a negative outcome. B) focuses on positive emotions. C) is relevant to self-esteem. D) focuses on achieving a positive outcome.

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63. People high in prevention focus are MORE likely to be persuaded by an argument if that argument: A) focuses on avoiding a negative outcome. B) focuses on positive emotions. C) is relevant to self-esteem. D) focuses on achieving a positive outcome.

64. People high in prevention focus are LESS likely to be persuaded by an argument if that argument: A) focuses on avoiding a negative outcome. B) focuses on positive emotions. C) is relevant to self-esteem. D) focuses on achieving a positive outcome.

65. ___________________________ proposes that people value thinking and acting freely. A) Regulatory focus theory B) Elaboration likelihood model C) Terror management theory D) Psychological reactance theory

66. Psychological reactance theory proposes that: A) situations that threaten people's freedom arouse discomfort and efforts to restore freedom. B) the regulatory fit of an argument will determine attitudes. C) death-awareness motivates efforts to restore freedom. D) people have a need to conform to others.

67. According to __________________, trying to force people to obey can backfire. A) regulatory focus theory B) the elaboration likelihood model C) terror management theory D) psychological reactance theory

68. Reactance is the: A) feeling that one's goals do not match one's behavior. B) negative emotional state resulting from feeling like one's freedom is being threatened. C) desire to think critically about information. D) desire to enhance one's self-image.

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69. Which of the following theories proposes that if people feel like their ability to freely engage in a behavior is threatened their interest in engaging in that behavior increases? A) terror management theory B) psychological reactance theory C) regulatory focus theory D) theory of planned behavior

70. Reactance motivates: A) the need for cognition. B) efforts to reassert independence. C) central route processing. D) peripheral route processing.

71. The more forceful a threat to freedom is, the more likely this threat will: A) decrease self-esteem. B) increase self-esteem. C) decrease reactance. D) increase reactance.

72. _____________________ occurs when people are exposed to a weak form of an argument and are then able to generate counterarguments that act like barriers around their initial attitudes. A) Attitude inoculation B) The primacy effect C) The recency effect D) Persuasion

73. Resisting persuasion: A) is easy. B) is impossible. C) requires cognitive effort. D) requires the need for cognition.

74. Research suggests that people: A) can be trained to spot deceptive advertising tactics. B) cannot be trained to spot deceptive advertising tactics. C) are rarely influenced by advertisements. D) lack the cognitive resources to rationally evaluate advertisements.

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75. When people do not know why they hold a certain attitude, their attitude: A) is a good predictor of behavior. B) is usually negative. C) is usually positive. D) is a poor predictor of behavior.

76. One reason attitudes are often poor predictors of behavior is because: A) people are horrible at predicting their own behavior. B) people tend to not have strong attitudes. C) attitudes are distorted. D) people often do not appreciate that they have other relevant attitudes.

77. ______________ attitudes are ______________ predictors of specific behaviors. A) General; good B) Specific; poor C) General; poor D) Positive; good

78. _______________ attitudes are better predictors of behavior than __________ attitudes. A) General; specific B) Specific; general C) Implicit; explicit D) Emotional; cognitive

79. Self-presentation concerns offer one reason why: A) attitudes do not always predict behavior. B) attitudes are good predictors of behavior. C) people do not hold attitudes. D) implicit attitudes never predict explicit attitudes.

80. Lisa does not like horror movies but she goes with her friends to see a horror movie because she does not want them to think poorly of her. Lisa's attitude toward horror movies did not predict her behavior because of: A) mood. B) self-presentation concerns. C) reactance. D) the need for cognition.

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81. An experimenter uses the bogus pipeline because he or she wants to: A) make the participant feel more comfortable. B) increase the likelihood that the participant will report his or her true attitudes. C) help the participant access implicit attitudes. D) decrease reactance.

82. Which of the following techniques can help a researcher increase the likelihood that partic...