SOLVED

151) Both Nicole and Sandy need to buy a new cell phone. They get pamphlets on the top-selling phones, including the Blackberry and iPhone. Nicole decides to buy the iPhone simply because it is an Apple product and she has a crush on the salesman at her local store, whereas Sandy decides to purchase the iPhone after making a spreadsheet of the pros and cons of each phone and carefully weighing her options. In this example, Nicole is influenced by the ____________ route to persuasion and Sandy is influenced by the _____________ route to persuasion. a. central; central b. central; peripheral c. peripheral; central d. peripheral; peripheral 152) A local car insurance company advertises its products with television commercials. During those spots, there are flashy lights, attractive dancers wearing skin-tight outfits, and local celebrities talking about how they have that company’s insurance. The advertisement does not, however, mention any of the features or costs associated with the product. This company is attempting to earn customers through which path of processing? a. Central route b. Peripheral route c. Afferent route d. Efferent route 153) When George W. Bush said, “Everything in Iraq is going as planned. Trust me, I am the president,” he was using what form of the dual process models of persuasion? a. Central route processing b. Peripheral route processing c. Afferent route processing d. Efferent route processing 154) The advice to “keep it simple, stupid” suggests that political and other messages should be simple so that the audience will understand the content without distractions. This is an example of which type of processing suggested by the dual process model of persuasion? a. Central route b. Peripheral route c. Afferent route d. Efferent route 155) What process describes the use of social influence to cause other people to change their attitudes and behaviour? a. Persuasion b. Affectance c. Conversion d. Enticement 156) There are two alternative pathways to persuading others. One leads us to respond to persuasive arguments on the basis of snap judgments. This is known as the a. central route. b. peripheral route. c. afferent route. d. efferent route. 157) When Sam went looking for a new car, he met a beautiful saleswoman who described the beauty of the car and the flashiness, and how good Sam would look driving it instead of the poor gas mileage, the exorbitant price, and poor road performance. Sam made a snap decision to buy the car from the persuasive saleswoman. Sam was using which alternative pathway in making a decision? a. The central route b. The peripheral route c. The afferent route d. The efferent route 158) Many people hang up on telemarketers, but others will listen politely to their pitches even if they are not interested in the product. Telemarketers know that anyone who agrees to listen to a pitch is more likely to buy the product, thanks to the a. foot-in-the-door technique. b. door-in-the-face technique. c. low-ball technique. d. bait-and-switch technique. 159) ________ suggests that we start with a small request before asking for a bigger one. a. The foot-in-the-door technique b. The door-in-the-face technique c. The low-ball technique d. The bait-and-switch technique 160) “Jeremy, can you possibly give me a ride to the airport this Sunday,” your friend Ben asks. Not thinking that this is a big deal, you agree to do this favour for Ben. “Oh, that’s great! Thanks so much. And by the way, I forgot that the plane leaves at 8:30 a.m. so I’ll have to be at the airport by 6:30 a.m. Pick me up at 6:00. See you then,” Ben adds. You are still likely to do the favour for Ben because you have just been a victim of the _____________ technique. a. foot-in-the-door b. door-in-the-face c. low-ball d. bait-and-switch