Test Bank for Applying Communication Theory for Professional Life A Practical Introduction, 4th Edition, Marianne Dainton, Elaine D. Zelley,
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Chapter 7: Persuasion Test Bank
Multiple Choice
1. Elaborated messages are ineffective when targeted participants are neither ______ nor in the information
A. interested; unhappy with
B. already knowledgeable; interested
C. the target of; the recipient
D. capable; interested
Ans: D
Learning Objective: Determine which route, arguments, or peripheral cues were used in a persuasive message.
Cognitive Domain: Knowledge
Answer Location: Taking a Shortcut: The Peripheral Route to Persuasion
Difficulty Level: Easy
2. This peripheral cue relies on peer pressure to persuade.
A. liking
B. reciprocation
C. scarcity
D. social proof
Ans: D
Learning Objective: Determine which route, arguments, or peripheral cues were used in a persuasive message.
Cognitive Domain: Knowledge
Answer Location: Taking a Shortcut: The Peripheral Route to Persuasion
Difficulty Level: Easy
3. Toyota offers to plant five trees in the name of a Toyota owner as long as the owner provides Toyota with his or her e-mail address. Toyota will use the e-mail address to continue to solicit the owner and send advertisements. Which peripheral tactic is being used?
A. liking
B. reciprocity
C. scarcity
D. social proof
Ans: B
Learning Objective: Determine which route, arguments, or peripheral cues were used in a persuasive message.
Cognitive Domain: Analysis
Answer Location: Taking a Shortcut: The Peripheral Route to Persuasion
Difficulty Level: Medium
4. According to Fishbein and Ajzen, an individual’s plan to act or behave in a particular way is known as ______.
A. behavioral intention
B. refutational pre-emption
C. latitude of acceptance
D. reasoned action
Ans: A
Learning Objective: Compare and contrast major theoretical approaches to persuasion.
Cognitive Domain: Knowledge
Answer Location: Theory of Reasoned Action
Difficulty Level: Easy
5. In order for inoculation theory to work, targets of persuasion must anticipate a counterpersuasion effort, known as a/an ______.
A. anchor
B. assimilation effect
C. behavioral intention
D. refutational pre-emption
Ans: D
Learning Objective: Compare and contrast major theoretical approaches to persuasion.
Cognitive Domain: Knowledge
Answer Location: Inoculation Theory/Developing a Concept
Difficulty Level: Easy
6. Jeff wants to buy a smart phone, but he doesn’t know much about technology and is too busy to read or research different brands. According to ELM, Jeff will most likely be persuaded by ______.
A. an assimilation effect
B. behavior intention
C. peripherally routed messages
D. the latitude of acceptance
Ans: C
Learning Objective: Compare and contrast major theoretical approaches to persuasion.
Cognitive Domain: Comprehension
Answer Location: Taking a Shortcut: The Peripheral Route to Persuasion
Difficulty Level: Medium
7. is a peripheral tactic that relies on a previous dedication, such as signing a pledge, in order to persuade.
A. Authority
B. Commitment
C. Guilt
D. Contrast effects
Ans: B
Learning Objective: Determine which route, arguments, or peripheral cues were used in a persuasive message.
Cognitive Domain: Knowledge
Answer Location: Taking a Shortcut: The Peripheral Route to Persuasion
Difficulty Level: Easy
8. The World Wildlife Foundation asks that people make a donation that could greatly aid endangered species. In order to help, however, people need only donate .34¢ a day. By stating that the donation could have a large impact, but asking for a small amount, is which peripheral tactic?
A. scarcity
B. social proof
C. contrast effects
D. liking
Ans: C
Learning Objective: Determine which route, arguments, or peripheral cues were used in a persuasive message.
Cognitive Domain: Analysis
Answer Location: Taking a Shortcut: The Peripheral Route to Persuasion
Difficulty Level: Medium
9. Disney will release some of their films from “the vault” for brief sales. Which peripheral tactic is behind the limited release sale?
A. liking
B. reciprocation
C. scarcity
D. social proof
Ans: C
Learning Objective: Determine which route, arguments, or peripheral cues were used in a persuasive message.
Cognitive Domain: Comprehension
Answer Location: Taking a Shortcut: The Peripheral Route to Persuasion
Difficulty Level: Medium
10. Guitar Hero uses The Beatles in their commercials. The advertisers of Guitar Hero are anticipating that having this band promote the game will entice the audience to use which peripheral tactic?
A. authority
B. commitment
C. guilt
D. contrast effects
Ans: A
Learning Objective: Determine which route, arguments, or peripheral cues were used in a persuasive message.
Cognitive Domain: Comprehension
Answer Location: Taking a Shortcut: The Peripheral Route to Persuasion
Difficulty Level: Medium
11. The Theory of Reasoned Action and the Theory of Planned Behavior differ based on the inclusion of what key concept?
A. behavioral intent
B. attitudes
C. perceived behavioral control
D. normative beliefs
Ans: C
Learning Objective: Describe how the interplay of attitudes, normative beliefs, and perceived behavioral control is critical in persuading people to change their behavior.
Cognitive Domain: Analysis
Answer Location: Theory of Reasoned Action
Difficulty Level: Medium
12. Jordie has decided to quit smoking, mostly because his new girlfriend is an exercise physiology major whose uncle passed away from lung cancer. Which factor of the Theory of Planned Behavior is relevant to Jordie?
A. behavioral intent
B. attitudes
C. perceived behavioral control
D. normative beliefs
Ans: D
Learning Objective: Describe how the interplay of attitudes, normative beliefs, and perceived behavioral control is critical in persuading people to change their behavior.
Cognitive Domain: Comprehension
Answer Location: Theory of Reasoned Action
Difficulty Level: Medium
13. In the extended political commercial for presidential candidate Donald Trump, he told many unverifiable stories in order to persuade the audience to vote for him. Which persuasive tactic was he using?
A. logos
B. pathos
C. ethos
D. mythos
Ans: D
Learning Objective: Clarify the interplay between narrative rationality, narrative fidelity, and the logic of good reasons in creative persuasive narratives.
Cognitive Domain: Knowledge
Answer Location: Fisher’s Narrative Assumptions
Difficulty Level: Easy
14. Purely rational arguments are identified as ___ ; Aristotle preferred this means of persuasion.
A. logos
B. pathos
C. ethos
D. mythos
Ans: A
Learning Objective: Clarify the interplay between narrative rationality, narrative fidelity, and the logic of good reasons in creative persuasive narratives
Cognitive Domain: Knowledge
Answer Location: Study in Contrasts: Comparing Narrative and Rational Paradigms
Difficulty Level: Easy
15. Quinton tells a story about how it took him three hours to vote in the most recent elections due to lines and exit polls. Scotty believes him because he had a similar experience in the past. Scotty is utilizing ___
A. narrative rationality
B. narrative coherence
C. narrative fidelity
D. narrative preemption
Ans: D
Learning Objective: Clarify the interplay between narrative rationality, narrative fidelity, and the logic of good reasons in creative persuasive narratives
Cognitive Domain: Knowledge
Answer Location: Fisher’s Narrative Assumptions
Difficulty Level: Easy
16. Storytelling is the central feature of which theory?
A. elaboration likelihood model
B. theory of planned behavior
C. inoculation theory
D. narrative paradigm Ans: D
Learning Objective: Clarify the interplay between narrative rationality, narrative fidelity, and the logic of good reasons in creative persuasive narratives
Cognitive Domain: Knowledge
Answer Location: Fisher’s Narrative Assumptions
Difficulty Level: Easy
17. Good reasons and consistency are two ways to determine ___ .
A. narrative rationality
B. narrative coherence
C. narrative fidelity
D. narrative preemption
Ans: A
Learning Objective: Clarify the interplay between narrative rationality, narrative fidelity, and the logic of good reasons in creative persuasive narratives.
Cognitive Domain: Knowledge
Answer Location: Fisher’s Narrative Assumptions
Difficulty Level: Easy
18. LaToya’s new co-worker always has great stories, but LaToya has trouble being persuaded by the stories because of the way the co-worker jumps around in topic and often has to “fill in” parts he forgot. LaToya is utilizing ___ .
A. narrative rationality
B. narrative coherence
C. narrative fidelity
D. narrative preemption
Ans: B
Learning Objective: Clarify the interplay between narrative rationality, narrative fidelity, and the logic of good reasons in creative persuasive narratives.
Cognitive Domain: Analysis
Answer Location: Fisher’s Narrative Assumptions
Difficulty Level: Medium
19. According to ___ , people will not have long-term behavior change unless they are both motivated and able to interpret a message.
A. elaboration likelihood model
B. theory of planned behavior
C. inoculation theory
D. narrative paradigm
Ans: A
Learning Objective: Compare and contrast major theoretical approaches to persuasion.
Cognitive Domain: Knowledge
Answer Location: Elaboration Likelihood Model
Difficulty Level: Easy
20. The goal of ___ is to persuade people to not be persuaded.
A. elaboration likelihood model
B. theory of planned behavior
C. inoculation theory
D. narrative paradigm
Ans: C
Learning Objective: Compare and contrast major theoretical approaches to persuasion.
Cognitive Domain: Knowledge
Answer Location: Inoculation Theory
Difficulty Level: Easy
21. In organizations, stories serve a/an communication function for organizations by representing personal, interpersonal, and corporate perspectives.
A. persuasive
B. inoculative
C. scarcity
D. threat
Ans: A
Learning Objective: Provide systematic understanding of a professional situation by applying persuasive theories.
Cognitive Domain: Knowledge
Answer Location: Organizational Storytelling
Difficulty Level: Easy
22. An attitude is a “relatively enduring predisposition to respond ______. ”
A. favorably
B. unfavorably
C. neutrally
D. favorably or unfavorably
Ans: D
Learning Objective: Describe how the interplay of attitudes, normative beliefs, and perceived behavioral control is critical in persuading people to change their behavior.
Cognitive Domain: Knowledge
Answer Location: Persuasion Defined
Difficulty Level: Easy
23. ______ messages stress affinity toward a person, place, or object.
A. Commitment
B. Liking
C. Authority
D. Contrast
Ans: B
Learning Objective: Determine which route, arguments, or peripheral cues were used in a persuasive message.
Cognitive Domain: Knowledge
Answer Location: Taking a Shortcut: The Peripheral Route to Persuasion
Difficulty Level: Easy
True/False
1. Because of its broad perspective, inoculation theory has “almost limitless application. ” Ans: T
Learning Objective: Compare and contrast major theoretical approaches to persuasion.
Cognitive Domain: Knowledge
Answer Location: Developing the Concept
Difficulty Level: Easy
2. With inoculation messages, even weak refutations provide protection. Ans: T
Learning Objective: Compare and contrast major theoretical approaches to persuasion.
Cognitive Domain: Knowledge
Answer Location: Developing the Concept
Difficulty Level: Easy
3. There is a direct link between changing attitudes and changing behavior. Ans: F
Learning Objective: Describe how the interplay of attitudes, normative beliefs, and perceived behavioral control is critical in persuading people to change their behavior.
Cognitive Domain: Knowledge
Answer Location: Theory of Reasoned Action
Difficulty Level: Easy
4. Centrally routed messages are much more likely to create long term change for the recipient than are peripheral messages.
Ans: T
Learning Objective: Determine which route, arguments, or peripheral cues were used in a persuasive message.
Cognitive Domain: Knowledge
Answer Location: Slow and Steady: The Central Route to Persuasion
Difficulty Level: Easy
5. A threat is the same as a fear appeal.
Ans: F
Learning Objective: Compare and contrast major theoretical approaches to persuasion.
Cognitive Domain: Knowledge
Answer Location: Developing the Concept
Difficulty Level: Easy
6. According to Fisher, mythos is unfairly privileged in its significance in persuasion.
Ans: F
Learning Objective: Clarify the interplay between narrative rationality, narrative fidelity, and the logic of good reasons in creative persuasive narratives
Cognitive Domain: Knowledge
Answer Location: Study in Contrasts: Comparing Narrative and Rational Paradigms
Difficulty Level: Easy
7. Fisher believes we should move from a dualistic approach to an integrated approach in persuasion.
Ans: T
Learning Objective: Clarify the interplay between narrative rationality, narrative fidelity, and the logic of good reasons in creative persuasive narratives
Cognitive Domain: Knowledge
Answer Location: Study in Contrasts: Comparing Narrative and Rational Paradigms
Difficulty Level: Easy
8. Structural coherence refers to a story’s flow and arrangement.
Ans: T
Learning Objective: Clarify the interplay between narrative rationality, narrative fidelity, and the logic of good reasons in creative persuasive narratives.
Cognitive Domain: Knowledge
Answer Location: Fisher’s Narrative Assumptions
Difficulty Level: Easy
9. Integrating good storytelling in diverse, multicultural work environments has tremendous benefit to the organization and its workforce.
Ans: T
Learning Objective: Provide systematic understanding of a professional situation by applying persuasive theories.
Cognitive Domain: Knowledge
Answer Location: Organizational Storytelling
Difficulty Level: Easy
10. Persuasion is typically defined as “human communication that is designed to influence others by modifying their beliefs, values, or attitudes.”
Ans: T
Learning Objective: Describe how the interplay of attitudes, normative beliefs, and perceived behavioral control is critical in persuading people to change their behavior.
Cognitive Domain: Knowledge
Answer Location: Persuasion Defined
Difficulty Level: Easy
1. Identify the two persuasive routes that are presented in the elaboration likelihood model. Then identify which route will have the longest persuasive effect and briefly explain why. Finally, identify and explain one of the two factors needed to ensure the person will use this route
Ans: The two persuasive routes are the central or elaborated route and the peripheral route. The elaborated route will have the longest persuasive effect if the audience is motivated and capable of comprehending the message. This is because motivated and able receivers are able to process the strong arguments presented. However, if the central route contains neutral or weak arguments, persuasion is much less likely. The peripheral route should be used only when audience members either are not motivated or are unable to process the strong arguments. This is because the peripheral route only creates a short term effect because there is no substance to the persuasive message.
Learning Objective: Determine which route, arguments, or peripheral cues were used in a persuasive message.
Cognitive Domain: Comprehension
Answer Location: Elaboration Likelihood Model
Difficulty Level: Medium
2. Explain the focus and process of the theory of planned behavior. Include the five major components and briefly describe each.
Ans: The response should emphasize that the theory of planned behavior focuses on behavior change rather than simply attitude change. The response should identify and explain the importance of behavior/behavior change; behavior intention; attitudes; normative beliefs; and perceived behavioral control.
Learning Objective: Describe how the interplay of attitudes, normative beliefs, and perceived behavioral control is critical in persuading people to change their behavior.
Cognitive Domain: Comprehension
Answer Location: Theory of Planned Behavior
Difficulty Level: Medium
3. Explain how inoculation theory works to prevent persuasion. Make sure to discuss both major components of the theory.
Ans: The response should emphasize that inoculation theory works by helping persuasion targets build up a “defense” to counteract persuasive attempts. The two major concepts of threat and refutational preemption should be identified and explained.
Learning Objective: Compare and contrast major theoretical approaches to persuasion.
Cognitive Domain: Comprehension
Answer Location: Inoculation Theory
Difficulty Level: Medium
4. Explain the concept of normative beliefs.
Ans: Normative beliefs are the second predictor of intentional behaviors. Responses should note that they are your perceptions about what others in your social network expect you to do. Behavioral intention is not formed by beliefs about all others in our social network but only our valued others. A disliked associate is unlikely to persuade us to behave in a particular way, but a respected colleague is likely to have that power. In addition to the value you place on others in your network, the theory suggests you must also consider the motivation to
comply with these others. Some people are conformists and likely to succumb to peer pressure because of their people-pleasing ways. Others rebel, intentionally doing the opposite of what even valued others expect of them.
Learning Objective: Describe how the interplay of attitudes, normative beliefs, and perceived behavioral control is critical in persuading people to change their behavior.
Cognitive Domain: Comprehension
Answer Location: Theory of Reasoned Action
Difficulty Level: Medium
5. Explain the difference(s) between logos and pathos.
Ans: Clarify the interplay between narrative rationality, narrative fidelity, and the logic of good reasons in creative persuasive narratives
Learning Objective: Distinguish between logos and pathos.
Cognitive Domain: Comprehension
Answer Location: Study in Contrasts: Comparing Narrative and Rational Paradigms
Difficulty Level: Medium