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Ψ Note: These questions are part of a larger data base of questions on Chapter
7. The questions are selected to represent the type of question you should expect on unit exam one. You can, in fact, expect to see many of these very same questions on that exam. Exam questions, however, may deal with topics not covered in the self tests or in lectures but are discussed in your textbook. You are responsible for the content of your text book plus the content of lectures, interactive activities, & material on the web site.
Use these sample questions to test yourself & to practice for the test. Click on your choice to see if you are right.
1. People who are motivated & able to think through an issue are best persuaded by
2. Which route of persuasion occurs when people are influenced by incidental cues, such as a speaker’s attractiveness?
 central
emotional
peripheral
subconscious
3. Which of the following is a characteristic of central route persuasion?
It uses systematic arguments.
lt employs rule-of-thumb heuristics.
It relies heavily on the communicator’s attractiveness.
Its effectiveness depends on a two-step flow of communication.
4. Which of the following list the primary components of credibility?
expertise & similarity.
expertise & trustworthiness.
confidence & attractiveness.
confidence & trustworthiness.
5. Over time the impact of a message from a noncredible source may _______ , a phenomenon known as the _______.
increase; status effect.
increase; sleeper effect.
decrease; status effect.
decrease; sleeper effect.
6. Physical appeal & similarity are two important factors that determine a communicator’s
status.
credibility.
attractiveness.
trustworthiness.
7. Fear-arousing messages are more effective if they
also tell people how to avoid the danger.
raise a moderate but not high level of fear.
are presented by similar rather than dissimilar communicators.
follow the peripheral rather than the central route of persuasion.
8. In the study of age differences in attitudes, there is very little evidence for
life cycle effects.
maturation effects.
generational effects.
conservatism effects.
9. Which of the following techniques has been used to stimulate people’s thinking in response to a persuasive message?
making people in the audience feel responsible for passing along the persuasive message
using rhetorical questions such as, “Are you better off for having voted for so-and-so four years ago?”
having different speakers present separate arguments rather than the same speaker present all of the arguments
all of these have been used to stimulate people’s thinking in response to a persuasive message
10. Attitude change that has occurred as a result of thoughtful, central route persuasion is most likely
11. According to the "sleeper effect" you might read an article, then
12. Are high dosages of fear effective persuasion?
13. When people critically evaluate a message, they take the ________ route to persuasion. When they do not consider the message but focus on other cues, they are taking the ________ route to persuasion.
14. As Bob listens to a speech advocating limits on campaign spending, he thinks about the arguments carefully. His approach reflects
15. A computer company wants people to buy its new software. For the central route to persuasion, what length & degree of discrepancy should the ads use?
16. We are most inclined to perceive as likable those communicators who are
17. When faced with a counterattitudinal message, people in a positive mood are likely to
18. The peripheral route to persuasion is more likely to be chosen than the central route when the
19. Of the following, whether the communicator or the message has more impact on an audience depends most strongly on the audience's
20. 14-year-old Linda wants to persuade her parents to
allow her to go on a camping trip with a group of older friends. Which of the following tactics would help her weak argument?
21. The central route for persuasion presents information with
22. You are presenting a scientific paper to a group of your professors, you would take
23. If an audience is known to be initially opposed to a message, which type of communication will be most effective in changing the audience's attitudes?
24. The Yale Communication (1950s) model on persuasion focued on all of the following characteristics except
25. Central routes of persuasion generally work on the ____, whereas peripheral routes of persuasion work primarily on the ____.
26. Exposing people to weak attacks on their attitudes that stimulate thinking in support of the initial attitude is known as
27. A psychology of religion that tells us why a theist believes in God & an atheist disbelieves reveals nothing about
28. Cults like the Unification Church & Jim Jones’s People’s Temple typically recruit & retain members by exploiting
the sleeper effect.
the recency effect.
attitude inoculation.
the foot-in-the-door phenomenon.
29. Successful cults nearly always have
30. People most vulnerable to cults are most often
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31. The success of cults can be explained by their effective use of
persuasion principles.
isolating group members.
escalating behavioral commitments.
All of these contribute to the success of cults.
32. An analysis of cult indoctrination illustrates
the immorality of cults.
the blurry line between education & indoctrination.
the inherent destructiveness of persuasion tactics.
the average person’s invulnerability to indoctrination.
33. Research on attitude inoculation suggests that religious educators are wise to avoid
the two-step flow of communication.
using charismatic leaders to attract new converts.
forewarning followers that outsiders will question their beliefs.
creating a “germ-free ideological environment” in their churches & schools
34. Inoculation research suggests that
that inoculation is ineffective.
children are helpless victims of television advertising.
ineffective persuasion can inoculate people against later persuasive appeals.
the best way to inoculate attitudes is to mount an all-out strong attack on the attitude.
35. Inoculation research indicates that one can build up resistance to persuasion by
Social Psychology
Robert C. Gates
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 Civilization began the first time an angry person cast a word instead of a rock.
- Sigmund Freud
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