question

Persuasion can be defined as: (A) a process aimed at changing a person's attitudes, behaviors, and beliefs (B) a change in behavior or belief as a result of real or imagined group pressure. (C) a process aimed at decreasing influence. (D) a change in behavior or belief as a result of a direct order from someone.

answer

A

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Persuasion research has shown that, due to similarity, a person will be more persuaded by A) someone who is like them. B) someone who is dissimilar to them. C) someone who is taller than they are. D) someone who is shorter than they are.

answer

A

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When people are presented with information and they are naturally analytical or the information is highly involving, they are likely to be persuaded via the ________________ route to persuasion. When people are not engaged with the information, or they tend to make snap judgments, they are more likely to be persuaded via the _______________ route. A) peripheral; central B) elaborative; peripheral C) central; peripheral D) central; elaborative

answer

C

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Which route to persuasion is more likely to produce lasting change? A) The elaborative route to persuasion. B) The peripheral route to persuasion. C) The implicit route to persuasion. D) The central route to persuasion.

answer

D

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Regarding one of the elements of persuasion, credibility pertains to A) the financial status of the message communicator. B) whether or not the message communicator is viewed as being an expert and someone who can be trusted. C) who will hear the message. D) how the message is communicated.

answer

B

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Which of the following is not one of the four elements of persuasion, originally described by Karl Hovland, and used today in persuasion research? A) the sender of the communication. B) the recipient of the communication. C) the content of the communication. D) the location of the communication.

answer

D

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What are the "two steps" in the two-step flow of communication? A) First, persuade opinion leaders, who will then influence their friends, colleagues, and family members. B) First, persuade friends, colleagues, and family members, who will then influence opinion leaders. C) First, persuade grass-roots movements, who will then influence politicians. D) First, make information "flow downhill," and then make information "flow uphill."

answer

A

question

Persuasion research about the audience who receives the persuasive message has focused on what two aspects? A) the weight of the person and minimizing the thought of the person. B) the gullibility of the person and their level of intelligence. C) the suggestibility of the person and their financial status. D) the age of the person and stimulating the thoughts of the person.

answer

D

question

Which of the following is more likely to be persuasive? A) a positively framed message. B) a happiness-producing message. C) a fear-arousing message. D) a message conveyed by an attractive communicator.

answer

C

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The most effective fear-arousing message is one that A) offers a solution to deal with the problem. B) bombards the person with fear. C) inoculates the person with fear. D) does not offer a solution to deal with the problem.

answer

A

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What is one technique that can be used to resist persuasion by others? A) resistance cohesion. B) attitude inoculation. C) attitude infestation. D) resistance tolerance.

answer

B

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Who was a pioneer in the field of attitude inoculation research? A) William McGuire B) Stanley Milgram C) Solomon Ashe D) Robert Fuller

answer

A

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One criticism of the studies on why people join cults is that those studies are subject to A) self-identity factors. B) the overconfidence effect. C) the self-fulfilling prophecy. D) the hindsight bias.

answer

D

question

Cults are also referred to as A) new religious movements. B) alternative new outgrowth. C) factional truth believers. D) true-way organizations.

answer

A

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Regarding persuasion of children, advertisers A) do not focus on children because children do not have money to buy products. B) do not focus on children because children are more savvy to advertising ploys compared to adults. C) focus on children because children are relatively easy to persuade and children can convince their parents to buy a product. D) focus on children as a challenge because they are difficult to persuade.

answer

C

question

Initially, cults persuade prospective members to join the cult by inviting a person to dinner, then weekend retreats, and then use stronger methods of persuasion. This is similar to the A) open-the-door technique. B) the foot-in-the-door technique. C) the low-ball technique. D) the low-high technique.

answer

B

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Persuasion by others seems to work best when a person's attitude about something is A) fixed from the beginning. B) weak to begin with. C) firm to begin with. D) initially constant.

answer

B

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Analytical people who enjoy thinking carefully, show A) a high need to belong. B) a low need for cognition. C) a low need for object mastery. D) a high need for cognition

answer

D

question

Which of the following is most likely to be the least persuasive? A) A message from someone attractive. B) A message that appears to be designed to change our attitude. C) A message that arouses strong emotions. D) A message from a credible expert.

answer

B

question

Which message is more likely to be persuasive? A) A tape recorded message on an audiocassette, delivered by mail, and heard on a tape recorder. B) A verbal message delivered directly from a person to another person in a face-to-face setting. C) A videotaped message delivered in the mail, and viewed on TV. D) A hand-written message delivered by mail and read at home.

answer

B

question

Which of the following is not an example of group influence on an individual? A) minority influence. B) deindividuation. C) social facilitation. D) social loafing.

answer

A

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Social facilitation is the term used to describe the tendency for the presence of others A) to affect our likelihood to help. B) to either enhance or impair performance. C) to make a person act more extroverted. D) to make a person act more introverted.

answer

B

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When a task is easy, and others are observing, according to the social facilitation theory A) there will be a decline in performance. B) there will be no effect on performance. C) there will be an improvement in performance. D) there will be a curvilinear effect on performance.

answer

C

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Social loafing refers to A) baking bread in groups. B) working harder when in a group due to accountability. C) enjoying oneself in the midst of a group performance. D) slacking off when in a group due to unaccountability.

answer

D

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What is the term used to describe when a person's identity and self-awareness are diffused by being in the presence of a group, and a person might act in an unrestrained manners? A) deinstitutionalization. B) deindividuation. C) decineration. D) declination.

answer

B

question

Group polarization occurs when A) members in a group interact, but, instead of changing their minds about a topic, they keep their original ideas and strengthen those ideas. B) the group members do not interact, and the members reverse their decisions to the opposite point of view. C) social loafing is strong and deindividuation is weak. D) the members in a group interact, and based upon what they hear, they discard their original ideas in favor of the other group members' ideas.

answer

A

question

Research on the risky shift pertains to A) group decision making dilemmas that are resolved with no effect on a group member's opinion. B) group decision making dilemmas that are unresolved and the group members shift their position to the polar opposite side. C) group members change their opinion privately, but not publicly. D) group decision making studies where subjects in a group solve a dilemma by giving advice that is cautious or risk-taking.

answer

D

question

Which researcher coined the term "groupthink"? A) Leon Festinger B) Norman Triplett C) Irving Janis D) Irwin Yalom

answer

C

question

Groupthink is used to describe A) the positive aspects that occur when a group works together. B) group dynamics that can interfere with group decision-making processes and can produce disastrous results. C) when group members have in-jokes and give each other knowing glances. D) when group members are on the same wavelength and complete each others' sentences.

answer

B

question

Research on working in pairs, teams, or in groups has shown that A) collaborations are never productive. B) teamwork is never as good as working alone. C) group problem solving tasks always dilute original ideas. D) collaborations can be productive.

answer

D

question

The subject of minority influence refers to A) when the group votes by minority rules instead of majority rules. B) when the minority opinion in not able to sway the majority opinion. C) when one person in a group influences the other members in the group. D) when the group members only influence one member in the group.

answer

C

question

Who are free riders? A) People who report social loafers. B) People who volunteer to give others a ride home in situations of potential drunk driving. C) Those who do not put forth effort on a task, but reap the benefits of a group. D) People who voice their opinions despite the unpopularity of their views.

answer

C

question

Minority influence can A) never sway the majority of the group members to the other point of view. B) steer other group members who hold the majority view over to the minority point of view. C) decrease creativity. D) increase superficiality.

answer

B

question

One finding of the risky shift effect is A) that group decisions are often riskier when groupthink sets in. B) that individual decisions are often riskier than group decisions. C) that individuals help less when others are around. D) that group decisions can encourage more extreme decisions than the person would have made in the first place.

answer

D

question

It is through ______________ that group members can be inspired, motivated, and guided to be successful and productive. A) fellowship B) sportsmanship C) coercion D) leadership

answer

D

question

Which style of leadership focuses on goals, standards, and organization? A) task leadership B) social leadership C) semantic leadership D) transformational leadership

answer

A

question

If immersed in a group that gives a person a sense of anonymity, a person could A) alter their social identity to meet the expectations of others. B) unleash inhibitions because of deindividuation. C) become inhibited because of social comparison. D) accept responsibility for their actions.

answer

B

question

Which style of leadership focuses on team building, conflict resolution, and morale? A) surrogate leadership B) social leadership C) transparent leadership D) task leadership

answer

B

question

The transformational leadership style A) encourages group members to transform themselves into better people. B) strives to change the group members' opinions by showing them a better way to think. C) changes opinions and attitudes without changing behaviors. D) encourages and inspires group members to go above and beyond selfish interests and do what is best for the common good of the group as a whole.

answer

D

question

Social comparison theory is offered as one explanation for ______________. A) group polarization B) pluralistic ignorance C) summation polarity D) group adhesion

answer

A

question

A stereotype is a A) generalization. B) norm. C) old fashioned stereo. D) name brand.

answer

A

question

Which type of discrimination is considered to exceed other types of discrimination? A) weight B) race C) gender D) age

answer

A

question

Discrimination can be defined as A) negative attitudes toward a member of a group. B) negative feelings toward a group or its members. C) unjustified negative behaviors toward a group or its members. D) negative thoughts about a group.

answer

C

question

Stereotypes are to _______________ as prejudices are to _______________. A) behavior; beliefs. B) beliefs; behavior. C) cognition; behavior. D) beliefs; attitudes.

answer

D

question

Social dominance orientation is a personality dimension characterized by A) a need to belong in a group. B) a need to have one's group be dominant over other social groups. C) a need to be dominant in all that one does. D) a motivation to have one's self be high in status.

answer

B

question

People who prefer professions in politics and business and support tax cuts for the wealth can be viewed as A) more actively involved in charities. B) emphasizing social equalities. C) more egalitarian. D) having a social dominance orientation.

answer

D

question

What is ingroup bias? A) Being biased against a clique in one's own group. B) When people disfavor their own group. C) When people favor their own group. D) Being slanted against the new members of one's group.

answer

C

question

Realistic group conflict theory holds that A) competition between groups for recognition leads to prejudice. B) competition between groups for scarce resources leads to prejudice. C) it is obvious that groups will always be in conflict because of evolution. D) competition between groups over perceived inequalities leads to prejudice.

answer

B

question

_______________ is the term used to describe the process of attributing non-human qualities to outgroups. A) Face-ism B) Deletism C) Elitism D) Infrahumanization

answer

D

question

Research on children and the elderly have shown that they have an ability to identify faces from others in their age group more accurately. This has been called A) the quick-face phenomenon. B) the look-see bias. C) the wink-nod bias. D) own-age bias.

answer

D

question

In a study on birth announcements, parents announced the birth of their baby boys with more ______________ compared to the birth announcements of girls, who were announced with more _________________. A) exuberance; regret B) regret; exuberance C) pride; happiness D) happiness; pride

answer

C

question

The _______________ theory of prejudice springs from competition between groups for scarce resources. A) evolutionary B) social identity C) realistic group conflict D) social identity

answer

C

question

Outgroup bias is strongest when A) people are with other ingroup members. B) people are alone. C) people are with outgroup members. D) when you are in the minority.

answer

A

question

Social inequalities contribute to A) cognitive distancing. B) prejudice. C) cults. D) deindividualization.

answer

B

question

"We are all different; but they are all alike." This statement supports A) the ingroup heterogeneity effect. B) the outgroup homogeneity effect. C) a bias at its worst. D) the ingroup homogeneity effect.

answer

B

question

Results of studies concerning the homogeneity with which outgroups are perceived by ingroups indicates A) outgroup members are seen as "all-alike" in appearance and behavior. B) more specific differentiating information about the outgroup is recalled than about the ingroup. C) cognitive representations about the outgroup are more complex than about the ingroup. D) ingroups are seen as "all-alike" in appearance and behavior.

answer

A

question

Positive behavior by an outgroup member is often A) enough to change people's stereotypes. B) seen as typical. C) discounted. D) generalized to the group.

answer

C

question

Illusory correlations develop because A) of the low IQs of observers. B) the co-occurrence of events stand out in memory. C) the correlation coefficient is so large. D) the correlation coefficient is so small.

answer

B

question

When bad things happen to people, others tend to think that the sufferer deserved the event. This line of thinking is referred to as the A) the mere exposure effect. B) deindividuation. C) the just-world phenomenon. D) the hindsight bias.

answer

C

question

Stereotype threat involves A) underperformance on tasks. B) overperformance on tasks. C) scary generalizations. D) general fears.

answer

A

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