Test 2

Models of Persuasion

1. Audrey was reading a public service announcement about drug use. When reading the announcement Audrey carefully evaluated the messages and engaged in conscious scrutiny of the arguments. We could say that Audrey was _________ .

2. According to the ELM, in order to engage in central route processing both ______ to do so are required.

3. The ELM provide information in determining which people will rely heavily on brands and which people will rely heavily on price of the brand.

4. In the HSM, systematic processing and heuristic processing operate independently and may occur simultaneously.

5. Nora enjoys cranberry muffins. They remind her of home and make her feel warm. Nora is processing via the ________route to persuasion.

6. What theory treats the mind, metaphorically, as a library where a massive amount of information is stored?

7. According to Hovland and the Yale group – what are the 5 stages of persuasion?

8. For someone to be persuaded, they must have fully comprehended the message.

9. Roger was recently persuaded to work out at the gym twice a week because he read a message from the Physician general. But two months after hearing the message from the credible source Roger began to forget who told him to work out and why. Eventually, he stopped working out again. This is an example of______ .

10. Walter wanted to recruit members of campus fraternity to help him promote his studio. So he went to a campus event and pretended to be an alum of that fraternity. Once he gained the trust of his “fraternity brothers” he began recruiting them to promote the studio. This tactic is an example of ___________ .

11. Rosie is often persuaded to use the same kind of cosmetic products as her friends use. She assumes that her friends are similar to her, so, the same products should work well for her. Rosie is persuaded by ________, which is a ______ cue.

12. Some research has found that taller people are more persuasive.

13. A message that provides both sides of an issue is called a _________.

14. Inoculation provides a heuristic strategy to get people to ignore persuasive attempts from the opposition without careful processing of those messages.

15. Too much fear arousal in persuasion is more effective than moderate fear arousal.

16. Positive or happy moods appear to encourage less careful analysis and greater reliance on heuristic processes or stereotypes.

17. Joe is best friends with Karen. They love to do all of the same things. Joe wants to go to Athens for Spring Break with Karen because it is his favorite destination, but he recently found out that Karen has no desire to travel to Athens. Joe likely feels ________________ .

18. A more recent marketing tactic often to create dissonance is the use of messages intended to shock.

19. Balance and cognitive consistency theories rest on the assumption that humans want to reduce inconsistencies because they create stress or discomfort.

20. The Mere Exposure hypothesis is that repeated exposure to a stimulus results in more favorable evaluation of that stimulus.

21. When a couple divorces, other members of their social group often distance themselves from one partner while maintaining connections to the other. This is called __________ .

22. According to the Theory of Reasoned Action, we consider more than our attitudes when deciding to change our behaviors. We also consider what important others think. This is called ___________ .

23. Christina is a firm believer in gun control. She was asked, for a class, to give a persuasive speech that was anti-gun control. What is the likely outcome?

24. Julia started flossing her teeth regularly because she did not want her dental hygienist again to tell her she was not doing a good job of flossing. This is an example of_____________ .

25. Psychologists ___________________ proposed that our behavioral intentions toward changing our behavior are the most important predictor of actually changing behavior.