Question 1

Which of the following best describes the anchoring bias?

Accepted Answer

The tendency to rely too heavily on the first piece of information encountered when making decisions.

Question 2

According to the Elaboration Likelihood Model (ELM), which route to persuasion is most likely to result in long-lasting attitude change?

Accepted Answer

Central route

Question 3

A commercial uses a famous athlete to endorse a new energy drink, but provides little factual information about the product. According to ELM, which route to persuasion is being used?

Accepted Answer

Peripheral route

Question 4

Which of the following is an example of the 'foot-in-the-door' technique?

Accepted Answer

Asking someone to sign a petition, then later asking them to donate money to the cause.

Question 5

A judge is asked to recommend a sentence for a crime after being told that the prosecutor is seeking a 34-month sentence. According to research on anchoring bias, what is the judge most likely to do?

Accepted Answer

Be influenced by the 34-month anchor and recommend a sentence closer to that value.

Question 6

Which of the following best illustrates the 'sleeper effect' in persuasion?

Accepted Answer

A person is persuaded by a message but later forgets the source was not credible, so the message has a delayed impact.

Question 7

According to the dual-process approach, which system is most likely to be used when someone is tired or distracted?

Accepted Answer

System 1 (fast, automatic, peripheral processing)

Question 8

Which of the following is most likely to increase resistance to persuasion?

Accepted Answer

Having greater knowledge about the topic

Question 9

A health campaign uses a former smoker to deliver an anti-smoking message, emphasizing their personal transformation. This is an example of which persuasive source characteristic?

Accepted Answer

Convert communicator

Question 10

Which of the following best describes the 'door-in-the-face' technique?

Accepted Answer

Making a large request that is refused, followed by a smaller request.

Question 11

According to the ELM, which factor is most likely to lead someone to use the central route to persuasion?

Accepted Answer

High personal relevance of the topic

Question 12

Which of the following is a real-world example of the anchoring effect in medicine?

Accepted Answer

A doctor estimates a patient's blood pressure based on the first reading, even if later readings differ.

Question 13

Which of the following statements about fear appeals in persuasive messages is supported by research?

Accepted Answer

Fear appeals can be effective, but too much fear can backfire and reduce persuasion.

Question 14

A company repeatedly shows the same advertisement until consumers become bored and stop paying attention. This is an example of:

Accepted Answer

Advertisement wear-out

Question 15

Which of the following best explains why people with high need for cognition are more resistant to persuasion?

Accepted Answer

They enjoy thinking deeply and are more likely to scrutinize arguments.

Question 16

In the context of persuasion, what is the 'halo effect'?

Accepted Answer

The tendency to be influenced by a person's overall likability or attractiveness.

Question 17

Which of the following equations best represents the inverted U-shaped relationship between fear and attitude change?

Accepted Answer

$$Attitude\ Change = -a($$Fear)^2$$ + b(Fear) + c$$

Question 18

A person is more likely to be persuaded by a two-sided argument if they are:

Accepted Answer

Highly educated or undecided

Question 19

Which of the following best describes 'attitude inoculation'?

Accepted Answer

Exposing people to small attacks on their beliefs to build resistance to larger attacks.

Question 20

Which of the following scenarios best illustrates the concept of 'decision fatigue'?

Accepted Answer

A judge is more likely to grant parole in the morning than late in the day.

Persuasion and Cognitive Biases: Dual-Process Models in Social Psychology

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