1. What of the following is the correct sequence of components according to the linear model of persuasive communication? 

a. Target>Message>Medium>Source
b. Message>Target>Source>Medium
c. Source>Message>Medium>Target
d. None of the above is correct.

2. ___ has been shown to lessen a message's impact on the individual.

a. Counter-argument
b. Forewarning
c. Self-regulatory behavior
d. All of the above are correct.

3. The fact that most subjects agreed to install a huge ugly sign in their front yard after first being approached with a small request two weeks earlier exemplifies the ___ phenomenon.

a. foot-in-the-door
b. low-ball
c. compliance
d. conformity

4. A research study had experimental participants perform a dull task but paid them to lie by telling a prospective participant that the task had been enjoyable. Results showed that the participants who were paid ___ came to believe that the task had been ___.

a. $1; tedious and boring
b. $1; interesting and enjoyable
c. $20; interesting and enjoyable
d. $20; tedious and boring

5. The ___ model of persuasion is invoked when we process information using a thoughtful, central route or a more emotional, peripheral route.

a. heuristic systematic
b. capacity
c. elaborative likelihood
d. cognitive task

6. In one study of the deleterious effects of conformity, the stronger the participants' commitment to conforming to a perceived sexual norm (e.g., the ideal woman or ideal man):

a. the weaker was their desire to gan others' approval.
b. the less sexual autonomy they experienced.
c. the stronger was their desire to feel free.
d. the less they based their self-esteem on others' approval.

7. Solomon Asch's studies of conformity differ in important ways from those of Muzafer Sherif because:

a. Asch's participants faced a more ambiguous task. 
b. Sherif's participants were dealing with facts rather than opinions. 
c. Sherif's participants were in the physical presence of the pressuring group while Asch's participants were not. 
d. Asch's participants could clearly see the correct judgment.

8. In one variation on his original experiment, Milgram arranged for the teacher to force the learner's hand on a metal shock plate during the obedience task. Compared to the results in Milgram's original experiment:

a. more teachers agreed to comply with the orders of the experimenter.
b. more learners refused to comply with the demands of the teacher.
c. more teachers refused to comply with the orders of the experimenter.
d. more learners agreed to accept greater punishment from the teachers.

9. Which of the following is NOT one of the factors found to significantly influence one's conformity to the group? 

a. requiring the individual's response to be made in public 
b. increasing the size of the group from 10 to 11 members 
c. increasing the status of the group 
d. having the group's agreement be unanimous rather than reflect some disagreement

10. Going along with the crowd in order to avoid rejection is called: 

a. emotional influence. 
b. normative influence. 
c. cohesive influence. 
d. informational influence. 

11. A computer manufacturer who produces advertisements comparing her product with other competing models on features and prices is most clearly using:

a. central route persuasion. 
b. two-step flow of communication. 
c. the sleeper effect. 
d. peripheral route persuasion. 

12. Zimbardo's conformity study of prisoners and guards primarily showed that it was ___ that largely determined his participants' behavior.

a. the situation
b. personality traits
c. the number of people present 
d. actual ability

13. Bobby is teaching his brother to play soccer. Prior to going to the field to practice, he has his brother read a short manual on the rules and regulations involved in soccer. These rules are therefore:

a. implicit.
b. explicit.
c. non specifically stated.
d. substantial.

14. Cults like the Unification Church and Jim Jones's People's Temple typically recruit and retain members by exploiting:

a. the sleeper effect. 
b. the foot-in-the-door phenomenon. 
c. the primacy effect. 
d. two-sided appeals. 

15. In the Robber's Cave experiment, negative feelings between the boys were the result of:

a. long standing rivalries between the boys.
b. the names of the groups as chosen by the boys.
c. the activities enjoyed by the boys.
d. direct competition between the boys.

16. Experimenters examined players in a pool hall. When observers came up to watch the pool players, good players did better than they had when playing without the audience. This demonstrates how ___ can impact performance.

a. deindividuation
b. informational influence 
c. mere exposure
d. social loafing

17. Regarding how much progress has been made towards equality, it has been consistently found that Whites tend to perceive that there has been ___ progress; whereas Blacks tend to believe that there has been ___ progress.

a. not much; quite a bit
b. little; some
c. quite a bit; not much
d. some; little

18. Tajfel and colleagues conducted experiments to demonstrate how ___ categorizations of group participation can lead to perceived distinctions in group identification.

a. broad
b. extreme
c. vivid
d. trivial 

19. Theories that address poor group decision making, such as Groupthink and the Abilene Paradox, show that group members suffer more from ___ than from ___.

a. anger; liking
b. indecision; conviction
c. mindguarding; invulnerability
d. agreement; conflict

20. Research indicates that minorities are most influential when they:

a. make use of two-sided rather than one-sided appeals. 
b. unswervingly stick to their position. 
c. argue positions that are greatly discrepant from the majority position. 
d. show respect for the majority position.