Test Bank for Persuasion Theory and Research 3rd Edition OKeefe 9781452276670 9781452276670

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Persuasion: Theory and Research, Third Edition is a comprehensive overview of social-scientific theory and research on persuasion. Written in a clear and accessible style that assumes no special technical background in research methods, the Third Edition has been thoroughly revised to reflect developments in persuasion studies. New discussions of subjects such as reactance and the use of narratives as vehicles for persuasion, revised treatments of the theories of reasoned action and planned behavior, and two new chapters on social judgment theory and stage models provide your students with the most current work on persuasion in a clear, straightforward manner. In this edition, author Daniel J. O′Keefe has given special attention to the importance of adapting (tailoring) messages to audiences to maximize persuasiveness. Each chapter has a set of review questions to guide students through the chapter’s material and quickly master the concepts being introduced.

Language: English
ISBN-10: 9781452276670
ISBN-13: 978-1452276670
ISBN-13: 9781452276670

Auther: Daniel J. O′Keefe

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Table of Content:

1. This type of scale asks respondents to identify positions they find both acceptable and unacceptable.
2. The range of positions an individual feels are okay for a person to have on a given topic are referred to as the,
3. The positions where an individual does not have a feeling one way or the other are referred to as the:
4. The concept of ego-involvement involves all of the following expect
5. Mary holds a fairly extreme position on gun control believing that all guns in the United States should be banned. Based on her position, it is correct to consume that she has a high ego- involvement with the issue.
6. Bob’s level of ego-involvement on the issue of animal rights is very high. One could correctly assume that
7. Brian’s latitude of rejection for positions about eating organic foods is large and his latitude of acceptance is small. From this one can infer that
8. Corey believes that same sex couples should be allowed to enter civil unions. He listens to a politician talking about this issue who states that when elected he will push to give same sex couples more rights and Corey assumes that this means that he and the politician hold similar views even though the politician never specifically stated what those rights would be. This is an example of
9. Social Judgment posits that attitude change is a process.
10. Bella is strongly advocating for enacting a policy on campus that bans all smoking on campus. Bill tries to convince her that his position is the better which is that smoking should be restricted to designated smoking areas that are at least 25 feet from the nearest building entrance. Many would consider this to be a strongly anti-smoking position. She gets very agitated at one point and tells Bill that she cannot continue to talk to someone whose position is so far from hers and so pro-smoking. Bella’s assessment of Bill’s position is an example of:
11. An assimilation effect is more likely to occur when the stated position is within the receiver’s
12. Ego-involvement tends to have what type of effects on assimilation and contrast effects?
13. Which of the following techniques can minimize assimilation and contrast effects?
14. Sarah believes that the university should adopt a stricter policy regarding students who are caught cheating. Sam is trying to persuade her that the university should adopt a zero-tolerance policy that states that any student caught cheating should be expelled. Sam is more likely to change Sarah’s attitude towards the zero-policy if
15. The relationship between position discrepancy and attitude change can be described as a(n):
16. Beth is arguing that there should be an excise tax on sugary drinks like soda, a position that falls within Ellen’s latitude of rejection. Based on Social Judgment Theory, what is Ellen’s likely reaction?
17. Due to the assimilation effect Jane thinks that Melanie’s position is the same as her own. Because of this, Melanie’s persuasive effect on Jane’s attitude will be:
18. When planning a campaign commercial during his run for state representative, Will’s advisors recommend that rather than being specific about his position he instead talk in more general terms and simply tell the public that he is pro-immigration reform. This advice is
19. According to Social Judgment theory there are advantages to being vague in political campaigns about everything but:
20. When adapting a persuasive message to different audience’s latitudes, one has to be careful about changing his or her advocated position too much lest they:
21. When variables are said to be confounding, this means that they:
22. One of the weakness of research on Social Judgment theory identified by the text is:
23. Ego-involvement can be a difficult variable to study because
24. What is one of the most common ways to measure latitudes of acceptance and rejection?
25. According to Social Judgment Theory, the only two factors that influence the persuasiveness of a message are:
26. Social Judgment Theory proposes that persuasion is a three step process.
27. The Order Alternative Questionnaire asks respondents to generate a list of acceptable positions on an issue.
28. The positions a person finds acceptable about an issue comprise that person’s latitude of acceptance
29. The latitude of rejection is made up of the positions a person finds completely unacceptable.
30. The latitude of noncommitment represents issues for which a person has no personal involvement.
31. Ego-involvement is the degree to which an issues is personally relevant.
32. The more ego-involved one is, the more extreme his or her position will be.
33. One common way to measure latitudes of acceptance and rejection is to use an Ordered Alternatives Questionnaire
34. Assimilation effect refers to circumstances when a person adopts the attitude of the speaker.
35. A person experiencing a contrast effect will assume that the position being advocated is further from his or her own position than it actually is.
36. What are two possible ways to define ego-involvement?
37. Describe the two steps of the persuasion process according to Social Judgment Theory.
38. Explain why assimilation effects can reduce persuasion.
39. What is a way to minimize assimilation and contrast effects?

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