Test Bank - Chapter 13.3 PDF

Which approach to encouraging behavior change involves making desired behaviors easier and undesired behaviors more difficult? - A\) Economic - B\) Legal - C\) Social - D\) Technological - **Correct Answer:** D\ **Explanation:** The technological approach focuses on developing...

Which approach to encouraging behavior change involves making desired behaviors easier and undesired behaviors more difficult? - A\) Economic - B\) Legal - C\) Social - D\) Technological - **Correct Answer:** D\ **Explanation:** The technological approach focuses on developing tools or systems to simplify desired behaviors while making undesired behaviors harder. The elaboration likelihood model (ELM) distinguishes between which two routes of persuasion? - A\) Implicit and explicit - B\) Cognitive and emotional - C\) Rational and irrational - D\) Central and peripheral - **Correct Answer:** D\ **Explanation:** ELM describes the central route as focused on factual, logical content, while the peripheral route relies on superficial cues like attractiveness. What is the **identifiable victim effect**? - A\) A tendency to respond more strongly to personal stories than to statistics. - B\) The use of a specific person as a scapegoat in public messaging. - C\) A psychological bias against helping people in distant locations. - D\) A decrease in motivation when both statistics and personal stories are presented. - **Correct Answer:** A\ **Explanation:** This effect describes how specific, personal stories elicit stronger emotional and behavioral responses than abstract data. **Theories of Persuasion and Behavior Change** 4. According to cognitive dissonance theory, what happens when a person's beliefs and behaviors are inconsistent? - A\) They seek out more information to clarify their beliefs. - B\) They modify either their beliefs or behaviors to reduce discomfort. - C\) They ignore the inconsistency. - D\) They adopt a neutral stance to avoid further conflict. - **Correct Answer:** B\ **Explanation:** Cognitive dissonance creates internal tension, motivating individuals to align their beliefs and behaviors. 5. Which scenario best illustrates the foot-in-the-door technique? - A\) A telemarketer offers a free trial before attempting to sell a product. - B\) A company asks employees to sign a petition and later requests larger commitments. - C\) A health club provides a free one-week pass to encourage memberships. - D\) A charity asks for a large donation and then requests a smaller one. - **Correct Answer:** B\ **Explanation:** The foot-in-the-door technique involves starting with a small request to build agreement before making a larger request. **Application of Concepts** 6. A restaurant reduces no-shows by asking customers, "Will you call if you have to cancel?" Why is this effective? - A\) It creates psychological consistency through active commitment. - B\) It establishes reciprocity between the restaurant and customer. - C\) It takes advantage of authority as an influence tactic. - D\) It uses the peripheral route to persuasion by invoking emotion. - **Correct Answer:** A\ **Explanation:** Active commitments, like verbal agreements, enhance psychological consistency, making people more likely to follow through. 7. A pro-environmental campaign frames its message as saving money rather than sacrificing comfort. This strategy illustrates: - A\) The curse of knowledge. - B\) Value alignment. - C\) Statistical framing. - D\) Psychological distance. - **Correct Answer:** B\ **Explanation:** Aligning messages with audience values, like cost savings, increases their relevance and effectiveness. **Behavior and Cognitive Dissonance** 8. What was the key finding of Festinger and Carlsmith's \$1 vs. \$20 experiment? - A\) Subjects paid \$1 experienced greater cognitive dissonance and adjusted their attitudes. - B\) Subjects paid \$20 felt more positively toward the study because of the larger reward. - C\) Subjects in both conditions experienced equal cognitive dissonance. - D\) Subjects in the \$1 condition refused to lie about the study. - **Correct Answer:** A\ **Explanation:** Subjects paid \$1 lacked sufficient external justification, leading them to change their attitudes to reduce dissonance. 9. In collectivist cultures, cognitive dissonance is more likely to arise when: - A\) Personal values are contradicted by behaviors. - B\) Individual choices conflict with societal expectations. - C\) Actions conflict with the preferences of close friends or family. - D\) Cultural norms emphasize self-consistency. - **Correct Answer:** C\ **Explanation:** In collectivist cultures, interpersonal consistency with group norms and relationships is more significant than individual self-consistency. **Persuasive Communication Strategies** 10. What does construal-level theory suggest about making messages more effective? - A\) Use abstract language to emphasize universal relevance. - B\) Make information concrete and personally relevant to reduce psychological distance. - C\) Present both statistical and anecdotal evidence equally. - D\) Focus on long-term global consequences rather than immediate impacts. - **Correct Answer:** B\ **Explanation:** Reducing psychological distance by personalizing information enhances its relevance and motivational power. 11. Which scenario demonstrates attitude inoculation? - A\) A candidate addresses weak counterarguments to strengthen audience loyalty. - B\) A company uses testimonials from satisfied customers. - C\) A charity sends free samples to potential donors. - D\) An environmental ad appeals to both implicit and explicit processes. - **Correct Answer:** A\ **Explanation:** By preemptively exposing audiences to weak counterarguments, attitude inoculation builds resistance to future persuasion attempts. **Peripheral Route Persuasion** 12. A local politician increases support by wearing professional attire and appearing alongside community leaders. Which principle is being used? - A\) Social validation - B\) Reciprocity - C\) Authority - D\) Consistency - **Correct Answer:** C\ **Explanation:** Authority is conveyed through professional appearance and associations with respected figures. 13. Why does the identifiable victim effect outperform statistical presentations in motivating donations? - A\) Statistics are harder to verify than personal stories. - B\) People are more emotionally moved by individual stories than by abstract numbers. - C\) Stories are more likely to appeal to explicit processing systems. - D\) Statistical data fails to highlight specific actions for change. - **Correct Answer:** B\ **Explanation:** Emotional responses to individual stories activate implicit systems, leading to stronger motivation. 14. A charity first asks for a \$500 donation but then requests \$20 when the larger donation is refused. Which technique does this illustrate? - A\) Foot-in-the-Door - B\) Reciprocity - C\) Active commitment - D\) Door-in-the-Face - **Correct Answer:** D\ **Explanation:** The door-in-the-face technique involves making a large request first and then following up with a smaller, more reasonable request. **Reciprocity Principle** 15. A salesperson gives a free sample of a product before asking the customer to make a purchase. This is an example of: - A\) Social validation. - B\) Active commitment. - C\) Authority. - D\) Reciprocity. - **Correct Answer:** D\ **Explanation:** Reciprocity works by creating a sense of obligation after receiving a gift or favor, increasing compliance. **Peripheral Route Example** 16. An ad repeatedly shows a celebrity endorsing a product with the tagline, "Feel the difference." This persuasion relies on: - A\) Active commitment. - B\) Central route processing. - C\) Statistical framing. - D\) Peripheral route processing. - **Correct Answer:** D\ **Explanation:** Peripheral route persuasion uses superficial cues like celebrity endorsements and repetition rather than logical arguments. 17. A gym offers a free one-week pass to potential customers and then asks them to sign up for a one-year membership. This marketing strategy is an example of: - A\) Cognitive dissonance. - B\) Door-in-the-Face technique. - C\) Reciprocity principle. - D\) Foot-in-the-Door technique. - **Correct Answer:** C\ **Explanation:** By giving a free pass, the gym creates a sense of obligation, encouraging the customer to reciprocate by signing up. 18. A teacher asks a student to clean one desk and later asks them to clean the entire classroom. The student agrees. Which persuasive strategy does this illustrate? - A\) Authority principle. - B\) Reciprocity principle. - C\) Low-ball technique. - D\) Foot-in-the-Door technique. - **Correct Answer:** D\ **Explanation:** The foot-in-the-door technique starts with a small request to gain compliance for a larger request later. **Behavior Change and Cognitive Dissonance** 19. A company offers employees bonuses for recycling at work. If they fail to recycle at home, they feel uncomfortable and start recycling there as well. This scenario demonstrates: - A\) The elaboration likelihood model. - B\) Social validation. - C\) Cognitive dissonance. - D\) Psychological distance. - **Correct Answer:** C\ **Explanation:** The inconsistency between their workplace and home behaviors creates cognitive dissonance, motivating change. 20. A car dealership advertises a low starting price but adds extra costs during the final purchase. Most buyers still agree to buy. This tactic is known as: - A\) Authority principle. - B\) Door-in-the-Face technique. - C\) Reciprocity principle. - D\) Low-ball technique. - **Correct Answer:** D\ **Explanation:** The low-ball technique involves securing agreement with an attractive offer and then revealing hidden costs. **Communication Strategies** 21. An environmental group launches an ad campaign featuring a child suffering from air pollution instead of presenting detailed statistics. Why might this be effective? - A\) It appeals to the central route of persuasion. - B\) It relies on the identifiable victim effect. - C\) It leverages cognitive dissonance. - D\) It reduces psychological distance. - **Correct Answer:** B\ **Explanation:** The identifiable victim effect shows that individual stories elicit stronger emotional responses than abstract statistics. 22. A public health ad emphasizes the immediate benefits of vaccination, like protecting family members, rather than long-term societal impacts. This strategy reduces: - A\) Reciprocity. - B\) Social validation. - C\) Construal level. - D\) Psychological distance. - **Correct Answer:** D\ **Explanation:** Highlighting immediate, personal benefits reduces psychological distance, making the message more relatable. **Cultural and Social Influences** 23. A company in a collectivist culture emphasizes teamwork and family values in their advertising. Why might this approach be effective? - A\) It uses peripheral cues like familiarity. - B\) It aligns with cultural values of group harmony. - C\) It reduces the complexity of the message. - D\) It leverages authority-based persuasion. - **Correct Answer:** B\ **Explanation:** Aligning messages with collectivist cultural values increases their relevance and effectiveness. 24. During a political campaign, one candidate repeatedly points out that they have endorsements from prominent community leaders. This tactic illustrates: - A\) Construal-level theory. - B\) Reciprocity principle. - C\) Social validation. - D\) Authority principle. - **Correct Answer:** D\ **Explanation:** Authority-based persuasion relies on endorsements from respected figures to increase credibility. **Central vs. Peripheral Routes** 25. A charity provides detailed financial reports to show how donations are used effectively. Which route of persuasion are they using? - A\) Peripheral route. - B\) Emotional appeal. - C\) Reciprocity principle. - D\) Central route. - **Correct Answer:** D\ **Explanation:** The central route relies on logical, detailed information to persuade through thoughtful processing. 26. A perfume ad uses a celebrity and a luxurious setting to promote its brand. This ad primarily targets: - A\) Central route processing. - B\) Cognitive dissonance. - C\) Social validation. - D\) Peripheral route processing. - **Correct Answer:** D\ **Explanation:** Peripheral route processing relies on superficial cues like celebrity endorsements and aspirational imagery.