Test bank for social psychology 10th editionby elliot aronson

Test Bank For Social Psychology 10th Editionby Elliot Aronson

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Aronson, Wilson, Sommers: Social Psychology, 10th edition

Chapter 7 Attitudes and Attitude Change: Influencing Thoughts and Feelings Total Assessment Guide (TAG)

Topic

Question Type

Remember the Facts

Understand the Concepts

Apply What You Know

Multiple Choice

1

2

3, 7, 9, 10, 29, 30, 34

4, 8, 12, 13, 15, 19, 20, 21, 22, 24, 26, 27, 31, 32, 36

5, 6 , 11, 14, 16, 17, 18, 23, 25, 28, 33, 35

181

180

37, 38, 39, 41, 43, 45, 46, 47, 48, 52, 58

44, 49, 53, 55, 57

Analyze It

Introduction Essay The Nature and Origin of Attitudes

Multiple Choice

Essay When Do Attitudes Predict Behaviors?

Multiple Choice

40, 42, 50, 51, 54, 56

Essay How Do Attitudes Change?

Multiple Choice

182 60, 61, 62, 66, 78, 79, 82, 83, 85, 87, 89, 95, 100, 109, 117, 119, 126, 127, 128

Essay The Power of Advertising

Multiple Choice

132, 133, 138, 142, 144, 146, 152, 155

59, 63, 65, 67, 68, 69, 70, 71, 72, 73, 75, 84, 86, 91, 93, 94, 96, 97, 99, 101, 102, 103, 104, 106, 107, 108, 112, 114, 115, 116, 122, 123, 124, 129

64, 74, 76, 77, 80, 81, 88, 90, 92, 98, 105, 110, 111, 113, 118, 120, 121, 125, 130, 131

185, 188

183, 186, 187, 189, 190, 191 141, 143, 147, 150, 151, 153, 154, 156

184

192

193

134, 135, 136, 137, 139, 140, 145, 148, 149

Essay Resisting Persuasive Messages

Multiple Choice

Essay

157, 160, 162, 172, 175, 177

159, 165, 166, 168, 169, 170, 171, 173, 178, 179

158, 161, 163, 164, 167, 174, 176

194, 195

1 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

CHAPTER 7 ATTITUDES AND ATTITUDE CHANGE: INFLUENCING THOUGHTS AND FEELINGS ______________________________________________________________________________

Multiple Choice Choose the one alternative that best completes the statement or answers the question.

1.

According to the authors of your text, what originally spurred the development of advertising for cigarettes and other products? a. The development of the ability to mass-produce products b. The development of new forms of media c. The growing desire of the public for information about the product d. The development of the entertainment industry Answer: A Learning Objective: None Topic: Introduction Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology

2.

According to the brief social history of the cigarette presented in the introduction to Chapter 7 (Attitudes and Attitude Change), the way the industry has increased its business is primarily by __________. a. improving its product b. producing more of its product c. getting new populations of people to buy its product d. decreasing the price of its product Answer: C Learning Objective: None Topic: Introduction Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

3.

According to the authors of your text, why are attitudes important? a. They determine what we do. b. They are a crucial part of the self. c. They are key to eliminating prejudice. d. They are malleable in different situations.

Answer: A Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

4.

Which of the following is NOT a component of attitude? a. Emotional reactions b. Behavioral tendencies c. Self-perceptions d. Thoughts and beliefs 2 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Answer: C Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

5.

Doty is out weeding her petunias when she sees a garden snake. She feels fear and jumps up and runs back to the house, all the while thinking, “I know that garden snakes are not dangerous.” This example illustrates an inconsistency between the __________ component of attitudes and the __________ components. a. affective; behavioral and cognitive b. behavioral; affective and cognitive c. cognitive; affective and behavioral d. There is no inconsistency between the components.

Answer: C Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

6.

Crystal rushes into a store, needing to pick up some orange juice. She quickly picks the deepest orangecolored juice that states “Not from concentrate” and is the cheapest. She is basing her decision on a(n) __________. a. emotionally based attitude b. affectively based attitude c. behaviorally based attitude d. cognitively based attitude Answer: D Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

7.

According to your text, polls taken in the wake of the 2016 U.S. election showed that more than __________ of voters did not realize that “Obamacare” was the same thing as the Affordable Care Act. This resulted in their voting according to their affectively based attitude. a. one-quarter b. one-third c. one-half d. two-thirds Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

8.

According to the text, which of the following pairs of individuals will most likely share the same attitudes? a. Nanette and Janette, identical twins b. Steffan and Hugo, fraternal twins c. Brayden and his brother Diego d. Ronan and his father Marco Answer: A Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

3 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

9.

Researchers suggest that some attitudes are linked to genetic influences. According to these researchers, how is it possible that we might inherit from our parents a love of something like classical music? a. The influence of genes is modified by early childhood experiences. b. Genes influence temperament and personality, which are in turn related to attitudes. c. Genes that influence attitudes are dominant genes, not recessive genes. d. There are specific genes related to musical preferences, but not to other attitudes.

Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

10.

The function of cognitively based attitudes is __________. a. evaluation b. object appraisal c. the use of logic d. decision-making Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

11.

At the new-car dealership, Josh asks the salesperson a number of questions: “How good is the gas mileage on this model? What does Consumer Reports say about this make and model? Does this car hold its resale value?” The __________ component of Josh’s attitude toward the car is most likely to inform his questions. a. affective b. cognitive c. dissonant d. behavioral Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

12.

The purpose of cognitively based attitudes is to __________. a. classify the pluses and minuses of an object to make a quick decision b. evaluate one’s feelings about the attitude object c. decide on the best behavioral response to an attitude object d. create new feelings about attitude objects Answer: A Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

4 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

13.

It is estimated that one-third of the electorate knows almost nothing about specific politicians. Nonetheless, these people hold very strong opinions about them. This pattern of findings suggests that people’s attitudes toward politicians may be largely __________. a. ambivalent b. affectively based c. behaviorally based d. cognitively based Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

14.

André is not at all familiar with a presidential candidate’s stand on the issues or with his proposed policies, but André likes “his” candidate and plans to vote for him anyway. This example illustrates that people’s attitudes toward politicians are often __________. a. cognitively based b. affectively based c. behaviorally based d. classically conditioned Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

15.

The function of affectively based attitudes is to __________. a. paint an accurate picture of the world b. express and validate one’s basic value system c. behave in accordance with one’s attitudes d. weigh the pluses and minuses of an attitude object Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

16.

When Myra looks at the ceiling of the Sistine Chapel for the first time and sees the gorgeous art, she is awestruck, and even moved to tears by the beauty of it. Her affectively based attitude is a result of __________. a. her system of beliefs b. her values as a pagan c. classical conditioning d. a sensory reaction Answer: D Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

17.

If Little Joey gets punished every time he plays with matches, Joey may develop a negative attitude toward matches. What would best explain Joey’s negative attitude toward them?

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Aronson, Wilson, Sommers: Social Psychology, 10th edition

a. Classical conditioning b. Operant conditioning c. Personal values d. Attitude conditioning Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

18.

Claude had an unpleasant experience during his last visit to Dallas, Texas. He was approached by two men with strong Texas accents who wielded sharp knives, roughed him up, cracked a rib, and stole all his money. Ever since Claude was mugged, he has taken an instant dislike to anyone who speaks with a Texas twang. Claude’s negative attitude toward Texas accents is most probably a result of __________. a. instrumental conditioning b. attitude accessibility c. classical conditioning d. cognitive dissonance reduction Answer: C Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

19.

A positive attitude can be formed via classical conditioning when an attitude object is repeatedly paired with __________. a. a pleasant stimulus/experience b. rewards for a simple behavior c. punishments for misbehavior d. arousal and cognition Answer: A Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

20.

Why are affectively based attitudes so resistant to logical persuasive attempts to change them? a. They are often linked to values, which are difficult to change. b. They are governed by knowledge of the issues. c. They are the result of the same illogical source. d. They are acquired by automatic processes.

Answer: A Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

21.

Although affectively based attitudes can be derived from a number of different sources, they are alike in that they tend to be __________. a. based on rational examination of relevant information b. logically organized c. linked to personal values 6 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

d. unrelated to past experience Answer: C Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

22.

An attitude based on operant conditioning is formed when a behavior toward an attitude object is __________. a. positively reinforced b. performed unconsciously c. done privately, then publicly d. paired with a negative stimulus Answer: A Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

23.

Samantha really enjoys Gummy Bears. Her attitude did not stem from any rational examination of the nutritional value of this food, and isn’t governed by logic (she can’t be persuaded to stop eating them).

Samantha’s attitude about Gummy Bears is most likely __________ based. a. affectively b. cognitively c. behaviorally d. intuitively Answer: A Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

24.

Which of the following is NOT a characteristic of an affective attitude? a. Not a result of rational examination b. Often linked to values c. A central part of one’s self d. Governed by logic Answer: C Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

25.

Tanisha’s family loves the Chicago Bulls. Tanisha recently moved to California and now cheers for the Lakers. When she goes home, her family sarcastically jokes with her and makes fun of her new love for the Lakers. This reaction to her behavior is a(n) __________. a. reinforcement b. punishment c. implicit attitude d. fear-arousing communication Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

7 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Topic: The Nature and Origin of Attitudes Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

26.

Which of the following statements is TRUE? a. “I like my toaster because you can toast four pieces of bread at one time” reflects a behaviorally based attitude. b. “I hate all politicians because they represent pure evil” represents a cognitively based attitude. c. “I guess I like junk food, because I’m always eating it” represents a behaviorally based attitude. d. “I’d like to get rid of this car because it’s always in the shop” represents an affectively based attitude.

Answer: C Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

27.

Which of the following is most closely related to the notion of behaviorally based attitudes? a. Self-persuasion theory b. Self-perception theory c. The Yale Attitude Change approach d. The elaboration likelihood model Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

28.

Who is most likely to form a behaviorally based attitude? a. Lucinda, who tastes sushi for the first time because she is curious and hates it b. Carmen, who goes clogging with her friends because they insist on her accompanying them c. Jeremiah, who finds himself spending hours on the Internet for no good reason d. Paco, who goes to the gym five days a week because the doctor ordered him to lose weight and exercise Answer: C Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

29.

Explicit attitudes are __________, while implicit attitudes are __________. a. public statements; private beliefs b. in conscious awareness; involuntary and sometimes unconscious c. affectively based; usually cognitively based d. involuntary; voluntary Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

8 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

30.

Which of the following best illustrates an implicit attitude? a. When Tracy checks off her opinion on a survey questionnaire b. When Randi experiences a flash of discomfort around her lesbian friends c. When Sarah sees Schindler’s List and concludes that it is anti-Semitic d. When Jodi, who is white, marries Percy, who is black Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

31.

Explicit attitudes influence our behavior when __________, while implicit attitudes influence our behavior when __________. a. we are not monitoring our behavior; we are monitoring our behavior b. we are monitoring our behavior; we are not monitoring our behavior c. we make public statements, we consider our private beliefs d. our behavior is nonverbal; our behavior is verbal Answer: B Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

32.

People tend to be less aware of their __________ attitudes, which are more likely to influence behaviors they are not monitoring. a. explicit b. cognitively based c. implicit d. self-perceived Answer: C Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

33.

Lenoir is taking a test to see if she’s prejudiced toward elderly people. Because it’s difficult to assess her implicit attitudes, she’s most likely __________. a. completing the Implicit Associations Test (IAT) b. completing a survey or questionnaire c. having a structured interview d. reporting about her controllable behaviors Answer: A Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

34.

Research by Rudman and her colleagues (2007) suggests that implicit attitudes are rooted in __________ experiences, whereas explicit attitudes are based in __________ experiences. a. current; childhood b. traumatic; normal c. childhood; present 9 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

d. emotional; cognitive Answer: C Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

35.

Oliver is participating in a research study of implicit attitudes. He was an overweight child but is a healthyweight adult. If his results are similar to the participants in the study by Rudman and her colleagues (2007), he will have a __________ implicit attitude about overweight people. a. more positive b. more negative c. neutral d. more conscious Answer: A Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

36.

In a recent study of implicit attitudes by Rudman and her colleagues (2007), people who were close to their mothers and whose mothers were __________ tended to have more positive implicit attitudes about overweight people. a. not prejudiced b. especially critical of their appearance c. overweight d. self-confident Answer: C Learning Objective: 7.1 Describe the types of attitudes and what they are based on.

Topic: The Nature and Origin of Attitudes Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

37.

Advertising makes the assumption that __________ will lead to __________. a. behavioral change; attitude change b. improved understanding; attitude change c. attitude change; behavioral change d. behavioral change; improved understanding Answer: C Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

38.

Recall that in the l930s, when anti-Asian prejudice was commonplace in the United States, LaPiere (1934) had no trouble finding pleasant accommodations for himself and his Chinese traveling companions.

Surprised, LaPiere later sent letters to the establishments they visited, asking whether Chinese visitors would be welcome. More than 90 percent of those who responded replied that they definitely would not accommodate Chinese. This study is noteworthy because it suggested that __________. a. rational persuasive appeals reduce prejudice b. the link between attitudes and behaviors is often tenuous c. people often “tell” more than they can know 10 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

d. contact with people against whom we are prejudiced can actually reduce prejudice Answer: B Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

39.

Recall that in the 1930s, when anti-Asian prejudice was commonplace in the United States, LaPiere (1934) had no trouble finding pleasant accommodations for himself and his Chinese traveling companions.

Surprised, LaPiere later sent letters to the establishments they visited, asking whether Chinese visitors would be welcome. More than 90 percent of those who responded replied that they definitely would not accommodate Chinese. Although LaPiere’s study suggests that there is a weak link between attitudes and behavior, his results should be interpreted with caution. Why? a. Later, more systematic research revealed that there is generally a strong relation between attitudes and behavior. b. Prejudice has generally declined in the United States since the 1930s. c. His sample of proprietors was not randomly selected. d. Proprietors’ attitudes might have changed between LaPiere’s visit and the time he sent the letters.

Answer: D Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

40.

Attitude accessibility refers to __________. a. the ability to remember the last time you thought of that object b. the association between the object and an evaluation of it c. the ability to evaluate an object quickly without being able to ask questions d. the degree of experience people have with an object Answer: B Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

41.

Social psychologists have found that attitudes do predict behavior, but only under certain specifiable conditions. One key factor is knowing whether the behavior in question is __________. a. positive or negative b. spontaneous or deliberate c. easy or difficult d. a current or future behavior Answer: B Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

42.

What type of attitudes best predict spontaneous behavior? a. Highly accessible attitudes b. Emotion-based attitudes c. Cognition-based attitudes d. Weak attitudes 11 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Answer: A Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

43.

Why are highly accessible attitudes more likely to predict spontaneous behaviors than are less accessible attitudes? a. People are more likely to be thinking of accessible attitudes when they are called on to act. b. Emotion-based attitudes are both more accessible and more likely to influence behaviors. c. People with accessible attitudes are more likely to be influenced by arbitrary aspects of the situation. d. Actually, attitude accessibility does not influence the link between attitudes and behaviors.

Answer: A Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

44.

If you stand in the checkout line of any discount store, you’ll see a very odd assortment of items on display: disposable razors, batteries, ballpoint pens, playing cards, trail mix, USB drives, and so on. Retailers call these items “impulse buys,” meaning that although people may not come to the store looking for cards, pens, or trail mix, when they see them near the checkout, they’ll buy them. An attitude researcher might say that people buy these items because __________. a. consumers’ attitudes toward such utilitarian items are emotionally based b. these items reflect people’s social identity concerns, so they will deliberate quickly about whether to purchase them c. attitudes toward these items may be highly accessible d. intentions are relatively unimportant when people engage in deliberative behaviors like purchases Answer: C Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

45.

Raymond’s attitude is more likely to be highly accessible if he has __________ the attitude object. a. thought in more depth about b. more firsthand experience with c. a neutral perspective about d. only read about Answer: B Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

46.

__________ is to predicting spontaneous behavior as __________ is to predicting deliberative behavior. a. Attitude accessibility; intention b. Affect; cognition c. Dissonance reduction; self-perception d. Utility; social identity Answer: A Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

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Aronson, Wilson, Sommers: Social Psychology, 10th edition

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

47.

“Why did the chicken cross the road?” is most associated with __________. a. predicting spontaneous behaviors b. the theory of planned behavior c. subjective norms d. perceived behavioral control Answer: B Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

48.

The theory of planned behavior states that the best predictors of deliberate behaviors are __________. a. behavioral intentions, subjective norms, and attitude accessibility b. attitude salience, behavioral patterns, and perceived behavior control c. attitudes toward the specific behavior, subjective norms, and perceived behavior control d. behavioral intentions, attitude accessibility, and perceived behavior control Answer: C Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

49.

Your best friend Nina may or may not visit New York this weekend. According to the theory of planned behavior, what information would be most useful in helping you predict whether Nina will actually travel to New York? a. Nina’s attitude about traveling b. Nina’s intention to visit New York c. Nina’s attitude toward New York d. Nina’s intention to get away this weekend Answer: B Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

50.

Researchers (Davidson & Jaccard, 1979) studied the relationship between women’s attitudes and their use of the birth control pill. They found that the best predictor of whether women were using the birth control pill two years after reporting their attitudes was the women’s __________. a. attitude toward unwanted pregnancy b. belief about their partners’ attitudes toward the pill c. attitude toward using birth control pills during the two-year period d. attitudes toward abortion Answer: C Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

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Aronson, Wilson, Sommers: Social Psychology, 10th edition

51.

Researchers (Davidson & Jaccard, 1979) studied the relationship between women’s attitudes and their use of the birth control pill. The results of this study indicated that general attitudes were __________ of behavior. a. accurate predictors b. moderately good predictors c. poor predictors d. reliable predictors Answer: C Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

52.

Based on research presented in your text about attitudes predicting behavior, it could be said that __________ attitudes best predict actual behavior. a. general b. abstract c. specific d. intrinsic Answer: C Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

53.

Even though Mario dislikes roller coasters, he may decide to take a ride because his best friend really wants him to ride the new Tidal Wave. This example shows the importance of __________ on our behavioral decisions. a. subjective norms b. the reciprocity norm c. altruism d. persuasive communication Answer: A Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

54.

The concept of subjective norms refers to people’s __________. a. perceptions of the rules or expectations that guide social behavior b. evaluations of the reasonableness of their attitudes c. intentions to use their attitudes to guide their behaviors d. beliefs about what important others will think of their behavior Answer: D Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

55.

Tom is trying to quit smoking. His parents, siblings, wife, children, and his doctor have all emphasized to him how important it is for him to quit. According to the theory of planned behavior, what factor is most 14 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

likely to interfere with Tom’s forming a firm behavioral intention to quit? a. His specific attitude toward quitting smoking b. His subjective norms c. His perceived behavior control d. His attitude accessibility Answer: C Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

56.

The concept of __________ refers to the ease with which people believe that they can perform a behavior in question. a. subjective norms b. perceived behavioral control c. illusions of invulnerability d. behavioral intentions Answer: B Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

57.

Eva’s friends and her husband think that it’s important that she get a mammogram at her next annual checkup. Eva believes that it will be relatively easy for her to make time in her schedule for that extra procedure. Thus, Eva has every intention of getting a mammogram as part of her annual checkup. This example best reflects the power of __________ and __________, respectively, to influence behavioral intentions and subsequent behaviors. a. specific attitudes; perceived behavioral control b. deliberative attitudes; subjective norms c. subjective norms; affectively based attitudes d. subjective norms; perceived behavioral control Answer: D Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

58.

Based on the theory of planned behavior, who is most likely to follow through on the intention to buy new tires? a. Bob, whose friends think it is important for his safety b. Michelle, who is confident that she can afford them c. Richie, whose parents put safety first and who will lend him the money d. Nora, who holds positive attitudes toward Goodyear Answer: C Learning Objective: 7.2 Analyze the conditions under which attitudes can predict behavior.

Topic: When Do Attitudes Predict Behaviors?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

59.

Attitudes are of course an individual internal phenomenon, yet they are of tremendous interest to social psychologists. Why? 15 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

a. Many attitudes are shared by groups of people. b. Attitude change is often due to social influence. c. Attitude change is often self-serving. d. Attitudes are the most powerful predictor of social behaviors.

Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

60.

According to the tenets of cognitive dissonance theory, people are most likely to change their attitudes when they have __________ justification for an attitude-discrepant behavior. a. ample external b. ample internal c. insufficient external d. insufficient internal Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

61.

Cognitive dissonance theory suggests that when you cannot find sufficient external justification for your actions, you will attempt to find __________, which can lead to attitude change. a. implicit attitudes about your behavior b. self-perceptions c. internal justification d. cognitively based attitudes Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

62.

Counterattitudinal advocacy results in attitude change when __________. a. there is minimal external justification for the statement b. there is minimal internal justification for the statement c. the attitude is accessible d. the attitude is initially very strong Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

63.

Your friend wears bell-bottoms constantly, a behavior that offends your sense of style. If you wanted to apply cognitive dissonance theory to get your friend to change her attitude toward bell-bottoms, you should encourage her to give a public speech __________ under conditions of __________ external justification. a. against bell-bottoms; low b. in favor of bell-bottoms; low c. against bell-bottoms; high d. in favor of bell-bottoms; high 16 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

64.

Emerson’s boss wants to use cognitive dissonance to sell a new type of emergency cell phone. Emerson is not convinced that the campaign is going to be successful. What should Emerson tell his boss? a. Cognitive dissonance advertising is too expensive. b. Cognitive dissonance is not effective in changing people’s attitudes and subsequent behavior. c. Cognitive dissonance techniques are difficult to implement on a mass scale. d. Cognitive dissonance has fallen out of favor with the advent of the computer as a model for human behavior.

Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

65.

Although cognitive dissonance is a very powerful way to change someone’s attitude, it is not implemented on a mass scale. Why not? a. Most people are resistant to persuasion attempts. b. Very few people ever experience cognitive dissonance. c. People would become psychologically reactive to the persuasion attempt and do the opposite. d. It would be difficult to create a situation of low external justification on a mass scale.

Answer: D Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

66.

Persuasive communication is a message __________. a. advocating a particular side of an issue b. that presents both sides of an issue c. intended to sell more product d. that contains propaganda Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

67.

In order to change attitudes about something on a mass scale, whether it is a product, a social problem, or a political candidate, it would be best to use __________. a. dissonance reduction techniques b. persuasive communication c. insufficient external justification d. counterattitudinal advocacy Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate 17 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

68.

Next week, you’re going to give a lecture to the psychology club about the Yale Attitude Change approach to persuasion. What will be your three main topics? a. The source; the nature of the communication; the nature of the audience b. The source; the need for cognition; the implicit attitudes of the audience c. The source; the nature of the communication; the route of processing (central/peripheral) d. The personality of the audience; the nature of the message; the social status of the speaker Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

69.

The Yale Attitude Change approach focused on a number of factors that influence the success of a persuasive message. Which of the following best exemplifies source variables as one of those factors? a. High-quality versus low-quality argument b. One-sided versus two-sided messages c. Long versus short appeals d. Expert versus novice speakers Answer: D Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

70.

The Yale Attitude Change approach focused on a number of factors that influence the success of a persuasive message. Which of the following best exemplifies communication variables as one of those factors? a. Hostile versus receptive audiences b. Attentive versus inattentive listeners c. Long versus short appeals d. Expert versus novice speakers Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

71.

The Yale Attitude Change approach focused on a number of factors that influence the success of a persuasive message. Which of the following best exemplifies audience variables as one of those factors? a. Attentive versus inattentive listeners b. High-quality versus low-quality arguments c. Expert versus novel speakers d. One-sided versus two-sided messages Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

18 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

72.

According to the Yale Attitude Change approach, a __________ salesperson would lead to higher sales. a. more honest b. younger c. more attractive d. less credible Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

73.

The Yale Attitude Change approach to persuasion yielded a great deal of information about the attitude change process, but there was one major problem with the approach: it __________. a. was not clear when one factor should be emphasized over others b. only accounted for implicit attitudes c. only applied to women between the ages of eighteen and twenty-five d. is unclear as to who exactly is a source and who is an audience member Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

74.

Corey and Jennifer engage in a debate in speech class. Corey goes first and Jennifer goes second. Most students thought that Corey did a better job in the debate. Assuming that the quality of the arguments and presentation by the two speakers was equally good, this would be an example of a(n) __________ effect. a. primacy b. recency c. accessibility d. central route Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

75.

The elaboration likelihood model explains under what conditions someone will __________. a. be influenced by what the speech says, and when influence occurs by superficial cues b. change their implicit attitude, and when he or she will resist change to the explicit attitude c. be persuaded by a subliminal message, and when he or she will resist attitude change d. elaborate on a dissonance-evoking situation, and when he or she will resolve dissonance Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

76.

Armando is listening carefully to a persuasive communication and thinking about the arguments. He is using the __________ route to persuasion. a. peripheral b. heuristic c. central 19 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

d. direct Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

77.

Donald didn’t attend carefully to the substance of the persuasive communication, but instead paid attention to some irrelevant cues. He’s using the __________ route to persuasion. a. peripheral b. systematic c. central d. indirect Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

78.

The peripheral route to persuasion indicates that people are paying attention to __________. a. the content of the message b. the logical arguments of the message c. the surface characteristic of the message d. their attitude change Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

79.

According to the elaboration likelihood model of persuasion, people who __________ are most likely to take the __________ route to persuasion. a. are motivated to pay attention; central b. are motivated to pay attention; peripheral c. do not pay close attention; central d. do not care about the issue; central Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

80.

A commercial comes on for an arthritis cream. Lachlan has been having some pain in his knees lately, so he’s both motivated and able to attend to the commercial. Therefore, he is more likely to use the __________ route to persuasion. a. peripheral b. heuristic c. central d. relevant Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

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Aronson, Wilson, Sommers: Social Psychology, 10th edition

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

81.

Chloe voted for the first time in the 2016 elections. She was very motivated to understand campaign issues and to make an informed choice at the polls. She read the newspapers and watched the television debates between the candidates. Motivated and informed when she watched the presidential debates between Donald Trump and Hillary Clinton, Chloe was most likely to pay attention to __________. a. how stiff Hillary Clinton appeared on camera b. the candidates’ disagreements on education issues c. Donald Trump’s relaxed delivery d. Donald Trump’s rude interruptions Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

82.

According to the elaboration likelihood model of persuasion, you are more likely to be influenced by the central route when you are __________. a. preoccupied with other matters b. willing and able to give your full attention to the message c. not invested in the topic at hand d. impressed with the speaker’s credentials and manner Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

83.

All other things being equal, when a communication is more __________, people are more likely to pay attention to it and process it through the central route. a. lengthy b. full of buzz words and catchy phrases c. emotional d. self-relevant Answer: D Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

84.

Who is more likely to use the central route to persuasion when attending to a communication about health insurance reform? a. Tammy, who is doing her homework as she watches Anderson Cooper: 360 b. James, who is undergoing extensive treatment after his auto accident c. Rachel, who has never had any health problems d. Raul, who has little interest in public policy issues Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts 21 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

85.

Researchers systematically varied the quality of persuasive communications that advocated comprehensive exams for college students, and also varied the prestige of the communicator. These researchers found that when some students believed that their university was considering such examination, those students used the __________ route to persuasion, and were influenced by the __________. a. central; quality of the persuasive arguments b. central; prestige of the communicator c. peripheral; quality of the persuasive arguments d. peripheral; prestige of the communicator Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

86.

Researchers systematically varied the quality of persuasive communications that advocated comprehensive exams for college students, and also varied the prestige of the communicator. Further, some student participants were led to believe that such academic reforms might be carried out in the near future, whereas others were led to believe that such reforms wouldn’t occur until long after they had already graduated.

Those students who believed that the reforms were a long time in coming were more influenced by communicator prestige than by the quality of the persuasive arguments. These findings support the assertion that __________ route to persuasion. a. people high in need for cognition use the central b. message relevance influences whether people use the central or peripheral c. weak arguments are less persuasive when people use the peripheral d. strong arguments are less persuasive when people use the central Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

87.

Research by Petty, Cacioppo, and Goldman (1981) found that when students are not involved in an issue, their opinions are influenced more by the __________ than by the __________. a. quality of the arguments; credibility of the speaker b. credibility of the speaker; quality of the arguments c. quality of the arguments; surface characteristics of the message d. content of the message; expertise of the speaker Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

88.

Your parents choose to purchase life insurance because it is advertised by Alex Trebek. After all, he is a really smart guy and they trust him to lead them to a good product. They are basing their choice of this insurance on the __________. a. central route of persuasion b. use of subjective norms c. peripheral route of persuasion d. implicit route of persuasion Answer: C 22 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

89.

Behavior change that occurs after careful analysis of an argument will __________. a. last longer b. change again soon after a new argument is made c. will involve more emotional responses d. will be processed through the peripheral route Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

90.

Imagine that you are trying to promote a new type of low-fat snack food to a group of people in the grocery store. You know that these people are paying attention and are motivated to process your message. What type of persuasive communication would you deliver? a. A message with several high-quality arguments b. A message that appeals to their feelings c. A message given by a very attractive speaker d. A balanced message containing both high-quality and low-quality arguments Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

91.

As a persuasive communicator, your goal is to influence the opinions of your audience. You are most likely to benefit from an audience that is slightly distracted when __________. a. your arguments are strong b. your arguments are rather weak c. you are not an acknowledged expert on the topic d. your audience holds a weak attitude toward the issue Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

92.

You work for an advertising agency. You have been assigned to come up with an advertising campaign for a new brand of designer water, which in reality is standard city reservoir water in a fancy bottle. In this case, you are best off using the __________ route, because __________. a. central; you have strong arguments for why your product is superior b. central; your audience is going to be highly motivated c. peripheral; you do not have strong arguments for why your product is superior d. peripheral; your audience is going to be low in the need for cognition Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult 23 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Skill Level: Apply What you Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

93.

People are more likely to pay attention to characteristics of the communicator, rather than to the contents of the message, when __________. a. they are personally involved in the issue b. the issues are too complex to comprehend fully c. the stakes are high d. they are high in the need for cognition Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

94.

The __________ route to persuasion is to enduring attitude change as the __________ route to persuasion is to transient change. a. central; systematic b. peripheral; heuristic c. central; peripheral d. systematic; central Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

95.

In advertising, one way to grab people’s attention is to __________. a. pack as much information into thirty seconds as possible b. play to their emotions c. use bright colors and a lot of movement in the ad d. include valid arguments Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

96.

If you are constructing an ad, a basic principle to remember is that you must __________. a. always construct your arguments carefully b. appeal only to viewers high in the need for cognition c. distract your audience because no one pays attention to arguments anyway d. try to ensure that your audience will pay attention to your ad Answer: D Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

97.

Why would anyone want to use fear in a commercial? a. Advertisers find it increases sales by appealing to cognitively based attitudes. b. Advertisers want to grab the attention of the target audience.

24 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

c. Advertisers do not use fear unless mandated by the government. d. Scaring people into healthy behaviors is highly effective.

Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

98.

Public service ads often try to raise fear in an audience to induce people to change unhealthy behaviors. If fear appeals are used, it is crucial to provide the audience with __________ to increase the likelihood of behavior change. a. as much fear-evoking information as possible b. specific recommendations for how to reduce the unhealthy behaviors c. statistics about the number of people who will die from performing the behaviors d. specific information about the consequences of continuing the unhealthy behaviors Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

99.

Fear-arousing communications are most likely to result in attitude change when __________. a. they are sufficiently strong to induce perceptions of threat b. people think that attending to a message will reduce the fear c. people process fear appeals peripherally d. people are in a good mood, and the message takes them by surprise Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

100.

In an effort to use fear to persuade people to live a healthier lifestyle, the government of Canada went so far as to mandate that __________. a. cigarette packs display graphic pictures of diseased gums and body parts b. all bottles of alcohol have pictures of children with fetal alcohol syndrome c. every ten kilometers, a roadside billboard shows graphic pictures of car accident victims who did not wear seatbelts d. junk food packages show photos of obese people in the hospital Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

101.

Fear-arousing persuasive messages are targeted to the __________ component of attitudes. a. peripheral b. cognitive c. central d. affective Answer: D Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

25 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

102.

Research by Leventhal and his colleagues (1967) was described in the text. In the experiment, the researchers showed one group of smokers a film depicting the ravages of lung cancer, gave another group of smokers a pamphlet with instructions on how to quit smoking, and exposed a third group to both the film and the pamphlets. People in the last group reduced their smoking significantly more than people in the other two groups because __________. a. fear was aroused and they were provided a means to reduce that fear b. they were relatively light smokers c. the combination increased their confidence in their ability to quit d. prior to the study, they reported more failed attempts to quit Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

103.

Research by Leventhal and his colleagues (1967) was described in the text. In the experiment, the researchers showed some smokers a graphic film about lung cancer and gave them a pamphlet with instructions on how to quit; other smokers received either the pamphlet alone, or watched the grisly film.

After three months, those smokers who received only the pamphlet with instructions were smoking significantly more than those who both saw the film and received the pamphlet. What is the independent variable of this research? a. Type of intervention: pamphlet only, movie only, or pamphlet and movie b. Amount that they smoked c. Type of participants: smokers, non-smokers d. Fear they felt while watching the movie Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

104.

Research by Leventhal and his colleagues (1967) was described in the text. In the experiment, the researchers showed some smokers a graphic film about lung cancer and gave them a pamphlet with instructions on how to quit; other smokers received either the pamphlet alone, or watched the grisly film.

After three months, those smokers who received only the pamphlet with instructions were smoking significantly more than those who both saw the film and received the pamphlet. What is the dependent variable of this research? a. Type of intervention: pamphlet only, movie only, or pamphlet and movie b. Amount that they smoked c. Type of participants: smokers, non-smokers d. Fear they felt while watching the movie Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

105.

Your best friend has just begun smoking. You are concerned for her health and decide to have a talk with 26 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

her about her choices. What is the best way for you to approach this conversation? a. Buy a self-help book from the bookstore that discusses overall strategies to live a healthy life b. Provide enough description of the dangers of smoking to get her attention, and then provide her with information about the Quitline, which helps people stop smoking c. Provide her with vivid pictures of lung disease and mouth cancers to show her what will happen to her d. Provide her with statistical information that makes it obvious she is going to die if she keeps smoking Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

106.

“I like sex, but not enough to die for it,” says a young woman in an ad designed to persuade people to use condoms if they are sexually active. Why might this approach be ineffective? a. If people are too frightened, they won’t think rationally about the issue. b. If people are in a bad mood when they see the ad, they won’t pay attention. c. If people are sexually active, the ad will be low in personal relevance. d. If people are not sexually active, the ad will put them in a bad mood.

Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

107.

It can be tricky to use fear-arousing communication properly; a moderate amount can lead people to __________ and too much can lead people to __________. a. become defensive; be persuaded through the peripheral route b. be persuaded through the central route; become defensive c. be persuaded through the peripheral route; be persuaded through the central route d. become bored and lose interest; be defensive about their beliefs Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

108.

According to the heuristic-systematic model of persuasion, when people use the peripheral route of persuasion, they rely on __________. a. cognitive arguments b. the strength of the argument c. heuristics d. dissonance reduction Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

109.

The __________ model of persuasion asserts that attitudes may change because people attend to the merits of an argument, or because they use such cognitive shortcuts as “The faster a person talks, the more she knows about the issue.” a. elaboration likelihood 27 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

b. Yale c. self-perception d. heuristic-systematic Answer: D Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

110.

Carim is looking at buying a car. After seeing the car and driving it, he asks himself, “How do I feel about it?” What may be the outcome of using this method? a. He will go with his gut and buy the car with confidence. b. He will decide to seek more information and not rely on just his feelings. c. He can make errors in concluding what is causing his mood. He may misattribute his feelings to the car when they were actually created by the compassionate salesperson. d. He will fall victim to lowballing and end up paying more for the car.

Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

111.

Reggie is busy trying to prepare a complicated recipe for dinner when his sons come in asking him who can use the computer first. One son, Jason, gives a long explanation about why he needs it, and goes on for some time. The other son, Cameron, just gives a short explanation. If Reggie is processing these arguments via the heuristic route, who is he most likely to give computer privileges to first? a. He would make them decide between themselves. b. He would disallow them both from using the computer because he is in a bad mood. c. Jason d. Cameron Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

112.

“Experts are always right” and “Expensive means quality” are some examples of how __________ can be used in persuasion. a. systematic processes b. affect c. implicit attitudes d. heuristics Answer: D Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

113.

George is trying to decide which of two used cars to buy. He test drives each, listening to the radio while he does so. While he is test driving the Honda, his favorite song comes on the radio. George tells his friend, “I know the Toyota is a bit better of a deal, but somehow the Honda just feels better to me.” If the reason that the Honda feels better is that George liked the song that he heard while driving it, his decision is being 28 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

influenced by __________. a. misattribution of emotion b. central route processing c. dissonance reduction d. schematic processing Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What you Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

114.

In most stores, owners provide background music for shoppers. Now, this music may not be to everyone’s taste, but from the perspective of social psychologists who study routes to persuasion, it is probably designed to __________, and thus to __________. a. distract them; ensure they spend more time in the store b. put them in a bad mood; make them want to spend their money as quickly as possible c. put them in a good mood; make products more attractive to them d. distract them; get them to forget to use their money-saving coupons Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

115.

There is an exception to the general rule that logical, informative messages will be highly persuasive when the issue is relevant to the audience. What is that exception? a. Logical, informative messages will not work well when values and feelings are the basis of the attitude in question. b. When people are in a bad mood, they do not see information as relevant to their attitudes. c. When people are in a good mood, any and all information seems relevant to their attitudes. d. When people are in a bad mood, they are skeptical about all information, including logical information.

Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

116.

You are asked to create a persuasive message. It would be best if you __________. a. begin with basic facts to engage them b. give them information to change their attitude and then target the new attitude c. match the type of message appeal to the basis of the attitude d. remember to use facts over emotional appeal Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

117.

If an attitude is cognitively based, it is best to use rational arguments. What types of arguments work best to change an affectively based attitude? a. Implicit associations b. Logical arguments 29 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

c. Emotional appeals d. Heuristics Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

118.

Which of the following represents the utilitarian aspect of an attitude object, such as a consumer product? a. The gas mileage of a car b. The image portrayed in a perfume ad c. The humor contained in a greeting card d. The flattering appearance of a pair of jeans Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

119.

According to research presented in the chapter, consumers’ attitudes toward products such as perfumes and greeting cards are __________ based because they are informed by __________. a. affectively; values and the self-concept b. behaviorally; past product purchases c. cognitively; logical appraisals of the product d. cognitively; social identity concerns Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

120.

In “phone wars” with MCI, Sprint, and other carriers, AT&T has switched from heart-warming ads that show family members sharing love and support via phone (“It’s the next best thing to being there”) to ads that focus on long-distance savings. This is most likely because AT&T advertisers have discovered that __________. a. phone service is viewed by most consumers as a social identity product b. sad or nostalgic moods cause people to process ad contents in a biased way c. phone service is viewed by most consumers as a utilitarian product d. most consumers do not view long-distance companies as a relevant concern Answer: C Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

121.

“Feel great. Smell great,” goes the warm, lilting theme song of a television ad for perfume, as the model dances through a field of flowers. Why would this ad be most likely to work? a. These ads convincingly demonstrate the good performance of the perfume at covering odor. b. One-sided messages are more effective with social identity products. c. Cognitive appeals work best with most consumer products. d. Emotional appeals work well with social identity products.

Answer: D 30 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

122.

Most automobile ads on television convey very little objective information about the models shown; indeed, one automaker launched a series of television ads that contained no words at all. The design of these automobile advertisements is based on the advertisers’ premise that cars are __________. a. social identity products b. utilitarian products c. a near necessity in the United States d. “disposable” consumer products Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

123.

Recent advertisements for Chrysler automobiles focus on notions like “computer generated” design features, “cab forward design” for better gas mileage, and “steel reinforced” side door construction for safety. This focus on objective attributes of Chrysler cars __________. a. causes people to process information peripherally b. focuses on the utilitarian aspects of the cars c. appeals to viewers who are low in the need for cognition d. stresses the identity implications of owning a Chrysler car Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

124.

You are asked to design advertisements for several products. For which of the following products would you want to design an ad with an emotional appeal? a. A car b. Makeup c. A can opener d. Storage bags Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

125.

Imagine that you are trying to persuade an audience to buy your brand of toothbrush. You know that the audience’s attitudes about toothbrushes are cognitively based. You should construct an argument that emphasizes the __________. a. good feelings that result from using your toothbrush b. important health features of your toothbrush c. value of clean teeth and gums d. merits of competitors’ toothbrushes Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

31 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

126.

When trying to persuade people, it is useful to make sure they have __________ in their thoughts on the matter. a. confidence b. salience c. complexity d. logic Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

127.

Briñol and Petty (2003) conducted a study in which participants were presented strong or weak arguments on an issue while they were either shaking their head or nodding their head. Someone listening to a weak argument would be more persuaded if they were __________. a. nodding their head b. shaking their head c. paying close attention d. doing a related visual task Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

128.

Researchers Briñol & Petty (2003) conducted a study in which participants were presented strong or weak arguments on an issue while they were either shaking their heads or nodding their heads to test the durability of headphones. Someone nodding his or her head would be more persuaded if presented a(n) __________ argument. a. strong b. weak c. emotional d. fear-inducing Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

129.

Briñol and Petty (2003) conducted a study in which participants were presented strong or weak arguments on an issue while they were either shaking or nodding their heads to test the durability of headphones. Why did head movements matter? a. It was a subtle way to make participants feel more or less confident. b. It kept participants alert during the lengthy message they heard. c. It was to test the durability of the headphones in the study. d. It was to distract participants from the message.

Answer: A Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

32 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Topic: How Do Attitudes Change?

Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

130.

Suppose you are trying to persuade a group of people to purchase a new kitchen gadget. If you are presenting mostly weak arguments, which of the following techniques would help people feel more confident in their attitudes? a. Getting people to applaud b. Asking them “yes” questions to get them to nod their heads c. Using a cognitive approach d. Asking them “no” questions to get them to shake their heads Answer: D Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

131.

Tyler nods his head quite often during a speech from a politician. Based on the information from your text about confidence and persuasion, Tyler would be most likely to be most persuaded by __________. a. a weak argument b. a strong argument c. an emotional appeal d. peripheral cues Answer: B Learning Objective: 7.3 Explain how internal and external factors lead to attitude change.

Topic: How Do Attitudes Change?

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

132.

The best evidence that advertisements do work to change attitudes and behaviors comes from __________. a. people’s reports of the influence that ads have had on their purchasing b. controlled laboratory experiments c. successful public health campaigns d. surveys of marketing executives Answer: C Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

133.

A meta-analysis of studies to test the effects of media messages about substance use among adolescents showed __________. a. that adolescents are not responsive to media messages b. that adolescents decreased their use of specific substances targeted in the media messages c. that substance use is better targeted through print media than TV or radio d. increases in the use of substances because they were brought to the awareness of adolescents Answer: B Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

33 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

134.

An advertising executive once noted about soft drink advertisements, “The thing about soda commercials is that they actually have nothing to say.” By this, he meant that __________. a. soft drink companies often take an emotional approach to advertising b. few soft drink ads contain voiceovers c. soft drink ads rely on flashy visuals only d. few soft drink ads actually influence consumers’ purchasing behaviors Answer: A Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

135.

Why do ads for heartburn medications spend so much time talking about how quickly the product works and whether there is calcium or magnesium in the product? a. Such medications are highly relevant to people who suffer from indigestion. b. The public is well informed about the causes of and treatments for heartburn. c. Emotional appeals are not likely to work when people are already suffering. d. Few celebrities would agree to appear in heartburn commercials.

Answer: A Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

136.

Advertisers will be most successful in influencing our attitudes and behaviors if they __________. a. utilize subliminal messages b. present logical arguments in support of their products c. tailor their strategies to the basis of consumers’ attitudes d. distract consumers to encourage peripheral processing Answer: C Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

137.

According to the authors of your text, advertisers who market such products as deodorants, mouthwashes, and room deodorizers succeed because they __________. a. convince consumers that their products are relevant to them b. use attractive spokespeople c. use fear appeals to activate consumers’ subjective norms d. use logical appeals to target consumers’ health concerns Answer: A Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

138.

Gerald Lambert invented Listerine as a surgical antiseptic for throat infections, but was able to market it to a wider audience by __________. a. using cognitively based arguments b. publicizing the problem of halitosis 34 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

c. having doctors endorse the product d. using fear-arousal Answer: B Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

139.

If you are employed to advertise a product, according to the text, the first thing you should consider in planning your advertising campaign is __________. a. the quality of the product b. whether people’s attitudes toward the product are cognitively or affectively based c. the cost of the product d. whether the audience is likely to be motivated or not Answer: B Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

140.

The logical, fact-based approach is used in advertisements most effectively when the basis of the attitude is __________ and __________. a. cognitive; the problem the product can solve is important to viewers b. cognitive; viewers are likely to be paying attention to the ad c. affective; strong arguments for why people should use the product are available d. affective; people are motivated to pay attention to the ad Answer: A Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

141.

Recent ads on television portray the embarrassment and social anxiety associated with the dreaded toenail fungus. In all probability, the manufacturers are attempting to make a profit by __________. a. using logical appeals b. creating a problem so consumers will buy the product c. appealing to the increased health consciousness of the public d. inducing watchers to process information via the central route Answer: B Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

142.

When words or pictures are flashed on a screen too quickly to be consciously perceived, they may influence people’s judgments, attitudes, and behaviors. These words and pictures are portraying __________. a. unconscious priming b. unconscious perception c. subliminal messages d. subconscious persuasion Answer: A 35 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

143.

Lori downloads and listens to MP3s to help her quit smoking. She cannot consciously detect any antismoking messages. Chances are that the messages are __________. a. implicit b. subliminal c. not there at all d. superliminal Answer: B Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

144.

Researchers provided participants with audiotapes that contained subliminal messages to improve memory or to raise self-esteem. After participants had listened to the tapes, the researchers assessed their memory or self-esteem. Greenwald and his colleagues found that the subliminal messages __________. a. worked, and people correctly thought that they did b. worked, but people were skeptical about their success c. did not work, but people thought that they did d. did not work, and people were correctly skeptical Answer: C Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

145.

Most people believe that subliminal messages __________. a. are perceivable if you concentrate hard enough b. are ineffective c. can shape attitudes and behavior d. can reduce prejudice Answer: C Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

146.

Although controlled laboratory studies have shown that, under highly controlled conditions, subliminal stimuli can affect people’s __________, they do not show that such stimuli affect __________. a. behavior; personally relevant attitudes b. attitudes about products; purchasing patterns against people’s wishes c. purchasing patterns; beliefs about products d. emotions about unfamiliar stimuli; behavior against people’s wishes Answer: B Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Easy Skill Level: Remember the Facts 36 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

147.

Based on evidence from Karremans et al. (2006) about how subliminal messages can affect our product choices, who would be most likely to purchase a Choco-Yum candy bar after seeing a subliminal message flashed? a. Eric, who is a health nut b. Jessica, who was hungry for candy c. Jason, who isn’t hungry d. Tara, who paid very close attention to the ad Answer: B Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

148.

People’s beliefs about the influence of advertising are incorrect. People __________ they are influenced by regular advertising, and they __________ they are influenced by subliminal advertising. a. don’t think; do think b. don’t think; don’t think c. do think; do think d. do think; don’t think Answer: A Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

149.

According to the authors of your text, consumers are advised to be less concerned about the presence of subliminal messages in advertising and more concerned that ads __________. a. often induce people to act counter to their wishes, values, and personalities b. often shape and perpetuate cultural stereotypes c. reduce our attention span and our ability to evaluate persuasive messages critically d. consciously advocate socially destructive attitudes and behaviors Answer: B Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

150.

According to research by Han and Shavitt (1994), what are the cultural differences in the kinds of attitudes people hold about the same consumer product? a. People in Asian cultures are more receptive to ads for utilitarian products. b. People in Asian cultures are less consumer-oriented than are people in the United States. c. Ads that focus on individuality and self-improvement work better in Western cultures than in Asian cultures. d. Ads that focus on emotions and values work better in Asian cultures than in the United States.

Answer: C Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

37 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

151.

Which of the following ad slogans for an automobile would be more effective in Tokyo than in Chicago? a. “Drive to a Different Tune” b. “Comfort for Your Family” c. “A Sign That You’ve Made It” d. “They’ll Eat Your Dust” Answer: B Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

152.

Researchers showed Americans and Koreans advertisements that stressed either independence or interdependence. They found that __________ were persuaded most by ads that stressed __________. a. Americans; emotional appeals b. Koreans; logical arguments c. Americans; independence d. Koreans; independence Answer: C Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

153.

Flipping through a magazine and looking at the ads, you notice that they tend to emphasize individuality and self-improvement. Based on research on cultural differences in persuasion, where is this magazine likely to be sold? a. Tokyo, Japan b. Da Lat, Vietnam c. Mumbai, India d. Montreal, Canada Answer: D Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

154.

You are reading a billboard that says, “L&H shoes: comfort and style for your whole family.” Where would such an ad be most effective, according to research on cultural differences in persuasion? a. Chicago, Illinois b. London, England c. Shanghai, China d. Toronto, Canada Answer: C Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

155.

Attitude inoculation is the process of making people immune to persuasion attempts by __________. a. exposing them to arguments against their position b. exposing them to arguments in support of their position c. encouraging them to feel positive about the position that they hold 38 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

d. encouraging them to keep an open mind Answer: A Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

156.

Politicians often preface their remarks with statements such as “I know that my opponent will try to tell you that I’m weak on crime.” This strategy is an example of __________. a. low self-esteem b. use of the central route to persuasion c. attitude inoculation d. fear-based persuasion Answer: C Learning Objective: 7.4 Describe how advertising changes people’s attitudes.

Topic: The Power of Advertising Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

157.

__________ is a way to increase resistance to attitude change. a. Persuasion resistance b. Heuristic rearrangement c. Priming d. Attitude inoculation Answer: D Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

158.

A public service ad on television shows a young boy resisting the attempts of someone off-camera to persuade him to accept drugs. The boy resists each and every enticement (e.g., “It’ll make you fly!” or “Come on, this one’s free!”). The camera then pans back, and the boy’s father hugs him and says, “Good job, son!” This ad illustrates the use of __________ to increase resistance to attitude change. a. psychological reactance b. priming c. fear appeals d. attitude inoculation Answer: D Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

159.

Why, according to research by McGuire (1964), does attitude inoculation work to increase resistance to subsequent persuasion attempts? a. Attitude inoculation generates psychological reactance, so people ignore subsequent messages. b. Attitude inoculation encourages people to think about the issues and to generate counterarguments. c. Attitude inoculation raises self-esteem, and thus makes people less vulnerable to later persuasion attempts. d. Attitude inoculation increases fear, and thus makes people less responsive to logical arguments.

Answer: B 39 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

160.

In a persuasion study conducted by McGuire (1964), participants exposed to weak arguments that contradicted common knowledge or beliefs were __________ likely to be persuaded by __________ two days later. a. more; fear appeals b. less; emotional appeals c. less; stronger arguments d. more; weaker arguments Answer: C Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

161.

You want to have a talk with your younger sister about the dangers of drugs. You begin the discussion by saying, “Now, your friends are probably going to tell you that only people with problems to begin with get into trouble with drugs, and that you’re a chicken if you don’t get high with them, but…” You have just used __________ to persuade her to avoid experimenting with drugs. a. a fear-based appeal b. a one-sided argument c. attitude accessibility d. attitude inoculation Answer: D Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

162.

Product placement refers to __________. a. where on a page the product being advertised appears b. whether or not the product being advertised actually appears in the ad c. where in a store aisle a product is situated d. the display of a particular consumer product in a movie or TV show Answer: D Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

163.

You are watching your favorite movie, about a renegade vigilante trying to escape from the police.

Suddenly, your brother says, “I guess Dodge sent some money to the producers.” You then notice that all of the cars in the exciting car chase are manufactured by Dodge. Dodge has used __________ in hopes of influencing your next car purchase. a. brand merchandising b. explicit advertising c. product placement d. subliminal messaging Answer: B 40 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

164.

The makers of different over-the-counter pain relievers will be using product placement to market their products. Which of the following best exemplifies where one would see these persuasive messages? a. Being used by an actor on a primetime TV show b. Different shelves at the drug store or supermarket c. Posters and pamphlets in doctors’ offices d. Ads on the radio and TV Answer: A Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

165.

According to the elaboration likelihood model in your textbook, one reason that product placement is so successful as an advertising technique is that __________. a. when it is used, people don’t try to defend themselves against the influence b. it increases the frequency of exposure to ads c. it makes the source appear more credible d. it makes the source appear more likeable Answer: A Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

166.

The reason that forewarning tends to prevent attitude change is that it __________. a. causes people to pay more attention to their preexisting attitude b. causes people to analyze persuasive appeals much more carefully c. prevents the occurrence of cognitive dissonance d. increases the experience of cognitive dissonance Answer: B Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

167.

Based on the effects of attitude forewarning, whose attitude is likely to change the most? a. Terrence, who is attending a lecture entitled “Why War Now?” in order to receive course credit b. Jonathon, who is going to visit a used-car showroom c. Larry, who is preparing to talk to his soon-to-be ex-wife’s attorney d. Marvin, who goes to see a comedy film and listens to an appeal from a charity before the movie is shown Answer: D Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

41 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

168.

Because adolescents in particular are very susceptible to the emotional appeals of their peers, the textbook authors suggest that attitude inoculation attempts should take the form of __________. a. one-sided appeals b. two-sided appeals c. eliciting a public commitment to resist peer pressure d. role-playing responses to peers’ appeals Answer: D Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

169.

Peer pressure is effective because it plays on adolescents’ __________. a. fear of rejection and desire for autonomy b. desire to be right and desire to be liked c. fear of rejection and desire to be loved d. need for autonomy and need for esteem Answer: A Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

170.

The use of role-playing as a technique for preventing attitude change is based on the idea that __________. a. forewarned is forearmed b. it makes the logical arguments against change easier to remember. c. it helps people build resistance to the kinds of emotional appeals used by peers d. behaviorally based attitudes are easily reinforced Answer: C Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

171.

In order to help teens resist peer pressure, it is important to inoculate their attitudes not only with cognitive arguments but with __________. a. implicit attitudes b. fear-arousing communications c. emotional appeals d. physical humor Answer: C Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

172.

Several programs have been designed to prevent teen smoking in which researchers used role-playing to help inoculate antismoking attitudes. The results of such programs are __________. a. that role-playing is ineffective against peer pressure b. these teens were less likely to start underage smoking c. these teens were likely to experience external justification for smoking 42 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

d. that attitude inoculation only works for cognitively based attitudes Answer: B Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

173.

Peer pressure is a form of persuasion that generally utilizes __________. a. cognitive appeals b. behavioral ploys c. emotional appeals d. propaganda techniques Answer: C Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

174.

You have observed that there is more litter around signs that say “$500 fine for littering” than around signs that say “Please keep our state clean.” What social psychological theory would you use to explain this observation? a. Reactance theory b. Cognitive dissonance theory c. Attitude inoculation theory d. Elaboration likelihood model Answer: A Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

175.

__________ theory posits that when people feel their freedom threatened, they will work to restore it by performing the threatened behavior. a. Cognitive dissonance b. Attitude inoculation c. Reactance d. Heuristic processing Answer: C Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

176.

According to reactance theory, which of the following persuasion attempts will meet with the LEAST resistance when a parent tries to convince his child to keep her room clean? a. “Please, try to remember to put your toys away when you’ve finished playing with them.” b. “How many times have I told you to keep your room clean?” c. “The next time I find your room in such a mess, I’ll send you to bed without television.” d. “I’m going to tell you one more time: Clean up this room, or else!”

Answer: A Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages 43 Copyright © 2019, 2016, 2013 Pearson Education, Inc. All rights reserved.

Aronson, Wilson, Sommers: Social Psychology, 10th edition

Difficulty Level: Difficult Skill Level: Apply What You Know APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

177.

Recall that researchers (Pennebaker & Sanders, 1976) placed one of two signs in the bathrooms on a college campus. One was a strong warning (“Do not write on these walls under any circumstances”) and the other was a milder admonition (“Please don’t write on these walls”). Two weeks later, what were they likely to find in the bathrooms containing the strong warnings? a. Scrawls that read, “Says who?” and “What are you going to do about this?” b. Graffiti in the stalls but not on the walls, where the sign was posted c. Walls that were relatively clean d. Less graffiti, but signs posted everywhere Answer: A Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Easy Skill Level: Remember the Facts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

178.

On the campus of the University of Minnesota, there are signs near large expanses of grass that read, “Lie on me, play on me, but please don’t walk on me.” These signs are more likely to protect the grass than signs that read, “Stay off the grass!” because the Minnesota signs __________. a. are likely to generate less psychological reactance b. contain a longer persuasive message c. contain an emotional appeal rather than a logical appeal d. contain a logical appeal rather than an emotional appeal Answer: A Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

179.

Based on the principles of psychological reactance, what should a mother say to her daughter if she wants to have her nose pierced? a. “I won’t be seen with you in public if you pierce your nose.” b. “Wait until your father hears about this!” c. “You’d hate it if I took away your driving privileges.” d. “Please think about how you’ll feel when you’re thirty with a hole in your nose.”

Answer: D Learning Objective: 7.5 Identify strategies for resisting efforts at persuasion.

Topic: Resisting Persuasive Messages Difficulty Level: Moderate Skill Level: Understand the Concepts APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

Essay 180.

In general, what is an attitude? Provide an example of an attitude toward some person or thing, and identify the affective, cognitive, and behavioral components of that attitude.

Answer: An attitude is viewed by most social psychologists as an enduring positive or negative evaluation of a person, object, or idea. [Note: Any example will do, so long as the example involves an enduring positive or negative evaluation. An affective component must address emotional reactions or feelings such

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