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Exam 15: Two Routes to Persuasion

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Question 1

Multiple Choice

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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.

E) B) and D)
F) A) and D)

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Question 2

Multiple Choice

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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

E) A) and D)
F) All of the above

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Question 3

Multiple Choice

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The _____ route to persuasion occurs when interested people focus on the arguments and respond with favorable thoughts.

We tend to like people who are like us.This exemplifies which characteristic of attractiveness?

We are more likely to be persuaded by the _____ route to persuasion when we are distracted or busy.

Which one of the following is one of the conditions under which a thinking person would adopt the peripheral route to persuasion?

A communicator is said to be _____ when he or she is perceived both as an expert and as being trustworthy.

Sally is interested in purchasing a DVD player,but she 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.

In the context of persuasion,logical individuals are likely to take the easy peripheral route to persuasion and accept a message when a speaker

What is the effect of a fear-arousing communication?

Magazine prescription drug ads offer customers information on benefits and side effects of the drugs.They are most likely using the

Which of the following is one of the primary elements of persuasion that social psychologists have studied?

Darla wants to persuade her parents to help pay for a study trip abroad.She will have a difficult time succeeding if

When an initially discounted message becomes effective,a delayed impact of the message occurs.This is called the _____ effect.

The _____ route to persuasion occurs when people are influenced by incidental cues,such as a speaker's attractiveness.

Once a customer agrees to buy a new car because of its bargain price and begins completing the sales forms,the salesperson removes the price advantage by charging for options or by checking with a boss who disallows the deal because "we'd be losing money." This tactic for getting people to agree to something is known as the

Suzy is interested in purchasing a DVD player,but she is overwhelmed by the many different models available at her local electronics store.She decides to purchase a shiny,metallic-looking model because 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.

Fear-arousing messages work best when they

Who are most responsive to rational appeals?

The _____ effect occurs when we remember a message but forget the reason for discounting it.