Question 26 (2 points) The cognitive response model of persuasion emphasizes __________. Question 26 options:

the ability to remember elements of the persuasive message.

the importance of what a target says to himself or herself after hearing a persuasive communication

the use of reactance, in which a desired freedom is made to seem scarce and therefore more desirable

the social norms that guide the target toward socially acceptable behavior. Question 27 (2 points) Factors that lead people to resist social influence are known as __________. Question 27 options:

beta forces

gamma forces

alpha forces

omega forces Question 28 (2 points) Peripheral processing of a persuasive message, unlike central processing, is associated with __________. Question 28 options:

higher levels of motivation and the ability to analyze the message.

longer lasting attitude change

the greater need for cognition

the lower personal relevance of the topic Question 29 (2 marks) Norms __________ define what is normally done; norms __________ define what is normally approved or disapproved of. Question 29 options:

descriptive; cautionary

precautionary; descriptive; social; cultural

social; cultural

cultural; social Question 30 (2 points) The __________ is the principle that people will change their attitudes, beliefs, perceptions, and actions to be consistent with each other. Question 30 options:

cognitive principle

consistency principle

learning principle

reciprocity principle Question 31 (2 marks) How people are persuaded when they focus on factors other than the quality of arguments in a message, such as the quantity of arguments, is __________. Question 31 options:

the dual-process model of persuasion

the probability elaboration model

the central route to persuasion

the peripheral route to persuasion Question 32 (2 marks) Which influence principle describes situations in which people are more willing to move in a particular direction if they see it as consistent with an existing commitment? Question 32 choices:

Reciprocity

Commitment/consistency

Scarcity

Social validation

Question 33 (2 points) The theory of planned behavior characterizes attitudes as influencing action by first influencing __________. Question 33 options:

knowledge

personal relevance

attitude of accessibility

behavioral intentions Question 34 (2 marks) Under what condition is an individual's conformity in a group most likely to occur? Question 34 options:

when the task is ambiguous

when the task is easy

when there is a dissenter in the group

when the group members are well rested Question 35 (2 marks) The probability model of persuasion elaboration is considered a dual process model because it postulates that there are two __________. Question 35 options:

types of messages: long and short

types of counterarguments: strong and weak.

routes to persuasion: central and peripheral

routes to persuasion: motivation and skill Question 36 (2 marks) __________ is the unpleasant state of psychological arousal that results from an inconsistency. Question 36 options:

Within self-important attitudes, beliefs, or behaviors.

Cognitive dissonance

The principle of consistency

The learning theory

The principle of reciprocity Question 37 (2 points) Patrick does not like to play golf, but he agreed with the rest of the group when they said they wanted to go. Afterwards, Patrick didn't like playing golf any more or less than before. Patrick gave in to __________. Question 37 options:

persuasion

social influence

brainwashing

social facilitation Question 38 (2 marks) Cognitive dissonance effects are less likely to occur in people than __________. Question 38 options:

are easily aroused

have a low score on a consistency preference scale

have a high score on a need for cognition scale

are overly sensitive to the feelings of others Question 39 (2 points) What was Stanley Milgram actually studying in his famous study in which participants played the role of "teacher"? Question 39 choices:

memory

obedience

effective punishments

the effects of violence Question 40 (2 marks) One model of persuasive communication that holds that there are two routes to attitude change is __________. Question 40 options:

dual-process model of persuasion

probability elaboration model

central route to persuasion

peripheral route to persuasion

Question 41 (2 points) Commitments are more likely to be lasting when they are __________. Question 41 options:

unknown

inactive

public

freely chosen Question 42 (2 points) Compliance is __________. Question 42 options:

a change in behavior designed to coincide with the actions of others.

a change in behavior that occurs as a result of a direct request

a change in behavior occurring as a result of a directive from an authority figure

a change in a private belief as a result of receiving a message Question 43 (2 points) The term that describes when people are more willing to take a recommended step if they see evidence that many others, especially similar others, are taking it is __________. Question 43 options:

reciprocity

commitment/coherence

authority

social validation Question 44 (2 points) Door-to-door sales companies found that if they had buyers, and not the sales representative, write down the details of contracts, fewer buyers would cancel a deal after the salesperson left. This exemplifies the social influence principle of __________. Question 44 options:

Reciprocity

Authority

Taste

Commitment/ consistency Question 45 (2 points) Which statement is an example of observational learning that can influence an attitude? Question 45 choices:

a voter watching a political debate on television with some friends.

a parent nods in the affirmative when asked a question by their child

teenagers watching a video showing other teenagers driving safely

a husband and wife enjoying a date night to watch a movie Question 46 (2 points) People often align their behaviors with __________. Question 46 options:

fit with values such as good health

match the values of their friends.

contradict their religious beliefs

influence other people's values Question 47 (2 points) The low-ball technique works by engaging the target's commitment and then __________. Question 47 options:

provide an opportunity consistent with the initial commitment but less extreme.

provide an additional incentive to participate in the deal.

increase the cost of completing the original deal

remove a barrier to compliance Question 48 (2 points) Milgram asked people to administer electric shocks to a fellow participant as part of a "learning" task. He found that people are __________. Question 48 options:

motivated to perform better when punished

prone to administer what they believed to be harmful shocks to release pent-up aggression.

prone to deliver what they believed to be painful shocks in obedience to authority

disinclined to follow orders from an authority when it means harming another person Question 49 (2 points) Saved The labeling technique __________. Question 49 options:

provides social feedback, which can help a person see him or herself differently

only works on people who have little self-control

is a heuristic that becomes particularly effective when a person is not cognitively engaged

is an influence tactic that takes advantage of the reciprocity rule Question 50 (2 points) Saying that it is wrong to converse with another student during a lesson is stating a __________. Question 50 options:

descriptive norm

cautionary norm

conjunctive rule

reciprocal rule