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PSY 110 WEEK 9 QUIZ 7 CHAPTER 7 & 8

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PSY 110 WEEK 9 QUIZ 7 CHAPTER 7 & 8

Match the letter with the correct definition.
a. Factors related to how the message is transmitted
b. The first theory to identify effective and ineffective persuasion techniques; emphasized passive acceptance
c. Messages in which both sides of an argument are presented
d. Greater effects when information is presented last
e. Issue has important consequences for self
f. Theory detailing two routes to persuasion: central and peripheral
g. Describes the conductions under which fear precipitates attitude change.
h. Attributive statements
i. The idea that stimuli presented below conscious threshold affect persuasion
j. Factors key to the message content
k. An individual preference for and tendency to engage in effortful mental activities
l. Theory of why people change their attitudes; emphasized active processing
m. Factors related to targets of persuasion
n. Processes that get the audience involved in message presentation
o. Speech that lacks qualifiers, hesitations, and tag lines
p. Speech that uses hesitations, qualifiers, and tag questions
q. Occurs when people are thinking carefully about a communication; strength of argument is key
r. Your response will be scrutinized by others
s. Occurs when people are not thinking carefully about an argument; irrelevant qualities are key
t. Greater effects when information is presented first
u. Factors key to who is communicating

1. Message-learning approach
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2. Cognitive-response approach
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3. Elaboration likelihood model
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4. Central route to persuasion
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5. Peripheral route to persuasion
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6. Source variable
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7. Message variable
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8. Protection motivation theory
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9. Channel variable
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10. Audience variable
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11. Two-sided messages
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12. Primacy effect
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13. Recency effect
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14. Powerful speech
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15. Powerless speech
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16. Issue involvement
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17. Impression-relevant involvement
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18. Need for cognition
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19. Self-generated persuasion
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20. Labels
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21. Subliminal persuasion
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22. The _____ _____ approach to persuasion seeks to understand the differences between effective and ineffective persuasion attempts.
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23. The ______ _______ approach to persuasion seeks to explain why people change their attitudes in response to persuasive messages.
________________________________________

24. The term _____ ______ refers to the probability that a person will carefully analyze a message.
________________________________________

25. When we have taken the ______ route to persuasion, we are influenced by argument quality and strength.
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26. If we pay attention to cues such as the attractiveness of the speaker, we are taking the ______ route to persuasion.
________________________________________

27. Research on persuasion has found that as the strength of the discounting cue______, the sleeper effect becomes______.
________________________________________

28. A low-credibility source may ultimately cause attitude change through the _______ ______.
________________________________________

29. ________, especially of imagery, combined with high credibility may bolster the persuasive effect of some appeals.
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30. _______ ______ theory outlines the conditions under which fear appeals can result in attitude change.
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31. A weak version of a counterargument may _______ the audience against the counterargument.
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32. With excessive repetition of a message, _____ _____ effects can occur.
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33. Rapid speech is likely to be beneficial only when the audience’s position is initially _______ that of the communicator.
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34. ______ ______theory proposes that the relevance of certain issues shifts over time as we age.
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35. Disclaimers, qualifiers, and tag questions are characteristic of _______ speech.
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36. According to the _____ ___ _______ view, people in positive moods are less likely to engage in careful processing of arguments.
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37. The ____ _______ perspective asserts that people in positive moods may or may not elaborate messages, depending on whether doing so will preserve their positive mood.
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38. According to the _______ _____ hypothesis, you can’t teach an old dog new tricks.
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39. According to the ______ ______ hypothesis, you can teach a dog new tricks if the dog is going through role transitions.
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40. Getting people to think up arguments in favor of a position can result in _____ _____ _____.
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41. The way that labels lead to persuasion can be understood through ____ _____ theory.
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42. Labels can be used as persuasive attempts because _______ statements may slip through people’s defenses against persuasive attempts.
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43. What is the ultimate purpose of persuasion?
A. to alter a person’s value system
B. to influence attitudes and then behavior
C. to unconsciously encourage market spending
D. to unconsciously manipulate behavior

44. Which of the following statements about the message-learning approach to understanding persuasion is NOT accurate?
A. This approach developed from the work of a group of Yale researchers.
B. This approach sought to distinguish between effective and ineffective persuasive communications.
C. This approach was based on the principles of cognitive development.
D. This approach suggested that attitude change is based on rewards and incentives for the new attitude.

45. According to the message-learning approach, what is the first step in the process of attitude change?
A. acceptance of a persuasive communication
B. comprehending the need for attitude change
C. thoughtful consideration of a persuasive message
D. attention to persuasive communication

46. A marketing researcher needs to determine whether consumers are more likely to purchase a new food product if it is advertised on billboards, on radio, or via coupons offered by demonstrators in supermarkets. Which of the following variables is this researcher concerned about?
A. target variables
B. message variables
C. channel variables
D. audience variables

47. A political candidate must decide whether a television ad should consist of an endorsement by a celebrity or by a popular governor. Which of the following variables is this researcher concerned about?
A. source variables
B. target variables
C. channel variables
D. message variables

More Questions are Included…

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