Exam 2

Question 1

the range of positions along an attitude continuum a person finds acceptable

Answer 1

latitude of acceptance

Question 2

the range of positions alone an attitude continuum a person finds unacceptable

Answer 2

latitude of rejection

Question 3

the range of positions along an attitude continuum a person finds neither acceptable nor unacceptable (indifferent)

Answer 3

latitude of noncommitment

Question 4

a person perceives a message as being similar to his or her attitudinal anchor and possibly closer than it really is from an objective point of view

Answer 4

assimilation

Question 5

when a person perceives a message as being in opposition to his or her views

Answer 5

contrasting

Question 6

a person’s commitment to an issue and related to a person’s self-concept and self-esteem

Answer 6

ego-involvement

Question 7

what goes along with the latitude of acceptance?

Answer 7

assimilation

Question 8

what goes along with the latitude of rejection?

Answer 8

contrasting

Question 9

the difference between the position being advocated by a message and the preferred position of the receiver

Answer 9

message discrepancy

Question 10

as message discrepancy increases, attitude change ______________

Answer 10

increases

Question 11

what three factors can influence the relationship between discrepancy and attitude change?

Answer 11

1) ego-involvement
2) source credibility
3) language intensity

Question 12

What is one significant strength of the social judgment theory?

Answer 12

provides an explanation of how an attitudinal anchor can change over time (how and why messages can backfire and result in a boomerang effect)

Question 13

what is another strength of the social judgment theory?

Answer 13

helps to understand how people process a message and why two people holding similar attitudes can respond to the same message in different ways

Question 14

can happen during contrasting, when a person’s anchor is moved in the opposite direction of the proposed message

Answer 14

boomerang effect

Question 15

What is a limitation of the social judgment theory?

Answer 15

not very useful for controlling persuasion

Question 16

what is another limitation of the social judgment theory?

Answer 16

doesn’t provide a theoretical prediction for what happens when a message falls in the LNC

Question 17

what are two more limitations of the social judgment theory?

Answer 17

ordered alternatives questionnaire and doesn’t address how a message should be constructed

Question 18

the amount of dissonance experienced

Answer 18

magnitude of dissonance

Question 19

the process a person engages in to reduce cognitive dissonance that involves one or more of the following: change the behavior, change the ratio, change the importance, denial, bolstering, transcendence, and differentiation

Answer 19

dissonance reduction

Question 20

an aversive motivational state that people are motivated to eliminate

Answer 20

cognitive dissonance

Question 21

what are the 4 stages of the decision-making context?

Answer 21

1) conflict
2) decision
3) cognitive dissonance
4) dissonance reduction

Question 22

what are 2 criterion necessary for cognitive dissonance to occur?

Answer 22

1) freedom of choice

2) insufficient external justification

Question 23

what should be kept in mind when constructing persuasive messages?

Answer 23

consistency

Question 24

what is the main strength of the cognitive dissonance theory?

Answer 24

its ability to explain at a theoretical level

Question 25

what is a limitation of the cognitive dissonance theory?

Answer 25

difficult to disprove

Question 26

what is another limitation of the cognitive dissonance theory?

Answer 26

not useful for creating messages intended to form new beliefs or attitudes

Question 27

when an individual has this, they have control over their behavior

Answer 27

volitional control

Question 28

the social pressure a person feels from important others to perform or not perform a behavior

Answer 28

subjective norm

Question 29

a psychological concept best described as an expectation or a plan for how you are going to behave

Answer 29

behavioral intention

Question 30

an individual's perception of the level of control he or she has over a behavior

Answer 30

perceived behavioral control

Question 31

what are three strategies for changing a person's attitude?

Answer 31

1) add a new behavioral belief 2) change the belief evaluation 3) change the belief strength

Question 32

what are three strategies for influencing subjective norm?

Answer 32

1) add new normative beliefs 2) change existing normative beliefs 3) alter motivation to comply

Question 33

the more beliefs you change, the more the __________ will change

Answer 33

attitude

Question 34

in order to change subjective norm, ___________ _______ must be changed

Answer 34

normative beliefs

Question 35

by altering the audience's perceptions of perceived behavioral control, we can alter their ___________ ________-

Answer 35

behavioral intentions

Question 36

what is a major strength of the theory of reasoned action?

Answer 36

the model is receiver oriented

Question 37

what are two other strengths of the theory of reasoned action?

Answer 37

explains the relationship between attitudes, beliefs, and behaviors and well supported by research

Question 38

what is a limitation of the theory of reasoned action?

Answer 38

the emphasis on a specific behavior

Question 39

what are two more limitations of the theory of reasoned action?

Answer 39

the relative weights component requires knowing a person's behavioral intention and the model does not include previous behavior

Question 40

the receiver engages in high elaboration and focuses on thinking about the content of the message

Answer 40

central processing

Question 41

the receiver engages in low elaboration of the message

Answer 41

peripheral processing

Question 42

how much the receiver wants to elaborate on the message

Answer 42

motivation to process

Question 43

how capable the receiver is to elaborate on the persuasive message

Answer 43

ability to process

Question 44

how do we go about applying the ELM to persuasion?

Answer 44

consider the factors that influence motivation and ability to process

Question 45

what is a strength of the ELM?

Answer 45

researched in a variety of settings

Question 46

what are some other strengths of the ELM?

Answer 46

able to control and predict persuasion in real-world areas, other theories can be incorporated, and it is easier to predict when receivers will respond to and ignore strong arguments

Question 47

what is a limitation of the ELM?

Answer 47

inability to offer guidance to prospective persuaders about how to create high- and low-argument quality messages

Question 48

what is another limitation of the ELM?

Answer 48

individuals with a high need for cognition do not fall into the predicted patterns of central and peripheral processing

Question 49

what is the order (from bottom to top) of the 5 levels in Maslow's Hierarchy of Needs?

Answer 49

1) physiological needs - food, water, oxygen 2) Safety needs - security, safe home, freedom 3) belongingness and love needs - friendship, love 4) esteem needs - respect, worthiness 5) self-actualization needs - personal growth, self-awareness, creativity

Question 50

argument fallacy that occurs when a speaker attacks the person rather than the substance of the person's argument

Answer 50

attacking the person

Question 51

argument fallacy that occurs when a speaker attempts to divert the attention of the audience from the matter at hand

Answer 51

red herring

Question 52

argument fallacy that is based on quantity of data/occurs because the sample chosen is too small or or is in some way not representative

Answer 52

hasty generalization

Question 53

argument fallacy where a speaker points out that because one event happened before another event, the first event caused the second event

Answer 53

false cause

Question 54

argument fallacy comparing two things that are not really comparable

Answer 54

false analogy

Question 55

argument fallacy claiming that if we take even one step onto this, we will end up sliding all the way to the bottom; that we can't stop

Answer 55

slippery slope

Question 56

what are the 4 basic methods of speech delivery?

Answer 56

manuscript, memorized, impromptu, and extemporaneous delivery

Question 57

involves writing a speech word for word in complete-sentence and paragraph format

Answer 57

manuscript delivery

Question 58

a speech is constructed word for word and practice sessions take place to commit the speech to memory

Answer 58

memorized delivery

Question 59

involves little to no advance preparation by the speaker; spontaneous and natural

Answer 59

impromptu delivery

Question 60

speakers have advance notice of their speaking engagement and are able to research, organize, and practice their speeches

Answer 60

extemporaneous delivery

Question 61

you should complete your speech _________

Answer 61

early

Question 62

practice your speech _____ ________

Answer 62

out loud

Question 63

__________ in front of others

Answer 63

practice

Question 64

_______ your speech each time you practice

Answer 64

time

Question 65

give extra attention to your ___________ and ____________

Answer 65

introduction, conclusion

Question 66

______ your speech as needed

Answer 66

edit

Question 67

practice to increase ____________

Answer 67

confidence

Question 68

during the Q&A period, you should ________ the question the audience member has asked as part of your answer

Answer 68

repeat

Question 69

when you respond to questions, be _______ and ____ _____ _________

Answer 69

brief, to the point

Question 70

when asked a question, it is important to be _________

Answer 70

honest

Question 71

speakers should ___ ________ about what they say and how they say it

Answer 71

be careful

Question 72

_________ to make sure that the question asked by the audience member was answered successfuly

Answer 72

check