11-1: Compliance-gaining studies focus primarily on the receiver, not the sender
False
11-2: Some research supports that when we’re faced with non-compliance in the receiver, we’re more likely to use reward or punishment strategies compared to the initial attempt.
True
11-3: Of the three couple-type categories, those in the “traditional” type tend to avoid conflict
False
11-4: A person with a formal title has “referent power.”
False
11-5: Threats are not seen as polite as hints, but threats seem to be more effective
False
11-6: According to some research, doctors avoid using threatening strategies unless positive
strategies fail to work.
True
11-7: A person operating under the “expressive design logic” perception of communication is more effective than a person operating under the rhetorical design logic.
False
11-8: A person operating under the “rhetorical design logic” perception tends to be more proactive in compliance gaining attempts
True
11-9: Because of the vast number of potential persuasive strategies, some researchers suggest
not focusing on features of strategies, but the creation of a finite list
(typology).
False
11-10: Because of social desirability bias, the compliance-gaining strategy people report using is often not the one they actually use.
True
11-11: The “primary goal” of compliance-gaining is maintaining personal identity; influencing the other is a secondary goal
False
11-12: Usually, we are concerned with either efficiency or appropriateness as goals in
compliance, not both.
False
12-13: Most research has found that we do not look away when lying.
True
12-14: According to information
manipulation theory, we assume people give us truthful information.
True
12-15: People that lie are more likely to admit they do not remember things.
False
12-16:Pupil dilation has not been found to be a reliable indicator of deception.
False
12-17: Some research finds that people that lie do not think as hard as truth tellers do.
False
12-18: Interpersonal deception theory asserts that our non-strategic attempts at deception are those not under our control.
True
12-19: A person with a Machiavellian personality is very concerned about the welfare of
others.
False
12-20: Women are better than men are at controlling their nonverbal behavior.
False
12- 21: The greater our motivation is to lie, the greater our attempts to control our behavior.
True
12-22: Some research asserts that detecting lies may be a skill; some people are better at detecting lies than others.
True
12-23 Law enforcement officers, custom officials, and lawyers professionally trained in detecting liars are typically better at it than the average person.
False
12-24: Research suggests intimate and positive relationships may lead to truth bias, where we assume the other tells the truth.
True
2-25: Our use of the probing heuristic results in greater accuracy on detecting a lie.
False
3-26: Motivational appeals tend to come more from external influences, rather than internal
motivators.
True
3-27: As fear increases, persuasion decreases.
True
3-28: Self-efficacy and response efficacy enhance the ability of fear appeals to trigger productive responses.
True
3-29: Positive portrayals of suffering individuals decreases the likelihood of donations, but increases the likelihood of volunteerism.
True
3-30: Guilt appeals should be designed to increase negative self-feelings
False
3-31: Humor enhances persuasion only indirectly;
it operates in the peripheral-mode of cognitive processing.
True
3-32: We should be careful in using humor that makes fun of ourselves if we haven’t established strong credibility with the receiver(s).
True
3-33: Appeals to patriotism are not effective in enhancing persuasion.
False
3-34: The usefulness of sex appeals in persuasion is clear. Regardless of context, they
work.
False
3-35: “Sucking up” to the boss in
organizational settings is an effective persuasion technique.
True
3-36: Persuasive appeal techniques are complex, so even if they don’t conflict, they should not be combined.
False
4-37: Picture superiority effect asserts that pictures are easier to recognize, but are not easier to remember, in comparison to words.
False
4-38: Iconicity refers to the power of images to summarize concepts and ideas, even if the
representation is not accurate.
True
4-39: Images do not have the ability to suggest cause-effect relationships.
True
4-40: Awareness through interpretation refers to the persuasive effects of activist art, which stimulates viewers’ curiosity and triggers peripheral processing.
False
4-41: Collaborative art, like the AIDS Quilt, persuade by getting people to understand an issue in
abstract terms, not concrete terms.
False
4-42: With regard to movies, in order for “viewer identification” to be persuasive, the viewers’ experiences must have significant overlap with the character in the movie.
False
4-43: Movies perpetuate stereotypes, but younger viewers are less likely to affected, as they are more tolerant of diversity
True
4-44:The display of smoking in popular movies has been tied to an increase in smoking among teenage viewers.
True
4-45: Anti-ads work because viewers tend to trust the media.
False
4-46: Aspirational brands are prestigious, desirable, and just within the reach of the targeted
consumer.
False
4-47: "Shockvertising,” while ethically questionable, can be very persuasive.
True
5-48: A subliminal ad is one that is barely recognizable and barely above our awareness.
False
5-49: Subliminal techniques’ ability to act as a “priming” mechanism is supported by experimental
research, but no support exists for it in real world applications.
True
5-50: Self-improvement tapes that employ subliminal messages may offer help through a placebo effect, but no evidence suggests that they work due to the subliminal messages.
True
5-51: Recordings that contain backwards lyrics simply do not exist.
False
5-52: Product placement in TV shows and movies are examples of subliminal advertising
False
5-53: Neurolinguistic programming has found strong support as an effective persuasive technique
False
5-54: Music works as a persuasion tool because it can trigger both central and/or peripheral route processing
True
5-55: Congruency enhances the effectiveness of music in advertising
True
5-56: Background music can have a beneficial effect on a customer’s shopping experience
True
5-57:There is a correlation between juvenile behavior and expressions of sexuality and
violence in music videos. It is clear that videos cause an increase in those behaviors in juveniles.
True
5-58: Music is likely to have its greatest effect on highly motivated and involved receivers.
False
15-59: Carefully chosen fragrances can alter moods.
True
16- 60 : The tools of persuasion are neither ethical nor unethical; communicator motives define the morality of the behavior.
True
16-61: Because Western cultures are more likely than other cultures to rely logic and rationality, the ethics of persuasion are not consistent across cultures.
True
16-62: A person using a consequentialist approach identifies acts as right or wrong, regardless of consequences.
False
16-63: A person operating under a deontological approach to ethics is unlikely to support the idea of situational ethical analysis.
True
16-64: To be ethically responsible for a persuasive act, the authors maintain that the persuaders’ persuasion must be intentional.
True
16-65: The authors suggest that nonverbal persuasive techniques may be less ethical
than verbal means because the intentions of verbal persuasion are more easily recognized.
True
16-66: The “tolerance” quality of the “persuaders as lovers” issue suggests that we must listen to those we persuade. However, we do not have to be willing to be persuaded ourselves.
False
16-67: The use of credibility as the primary means of persuasion results in long-term attitude changes.
False
16-68:Threats are an ethical means of persuasion, but only provided the outcome is clearly beneficial to the other(s), and no more positive method is available or likely to succeed.
False
16-69: The authors suggest that if fear appeals are used, the receivers must be provided a means of dealing with the fear.
True
16-70:The authors suggest that persuasion via appeals to emotion, rather than reason, are not ethical.
