Chapter 5

Question 1

attitude inoculation

Answer 1

giving weak attacks of persuasion so when stronger ones come, refutations are available

ex: “smoking helps you relax” and then having evidence to combat this

Question 2

attractiveness

Answer 2

qualities that appeal to an audience

Question 3

central route to persuasion

Answer 3

convincing someone by appealing to their logic and reasoning

ex: a doctor explaining the cardiovascular benefits of exercise to a patient

Question 4

certainty

Answer 4

the confidence a person has in a belief

Question 5

channel of communication

Answer 5

the way the message is delivered

Question 6

credibility

Answer 6

believability

ex: a credible communicator is both expert and trustworthy

Question 7

cults

Answer 7

groups that are:
1) ritual
2) isolating
3) have a leader

Question 8

need for cognition

Answer 8

motivation to think and analyze

Question 9

peripheral route to persuasion

Answer 9

when people convinced by incidental/superficial cues

ex: Theo James in that ad, people are more inclined to buy the car

Question 10

persuasion

Answer 10

process in which a message induces change in beliefs, attitudes, or behaviours

Question 11

primacy effect

Answer 11

information presented first usually has the most influence

Question 12

recency effect

Answer 12

information presented last has the most influence (less common than primacy effects)

Question 13

selective attention

Answer 13

extent to which people’s attitude bias certain information

Question 14

selective exposure

Answer 14

extent to which people’s attitude bias the information they expose themselves to

Question 15

selective memory

Answer 15

extent to which people’s attitude bias what they recall and recognize

Question 16

sleeper effect

Answer 16

where a persuasive message’s impact increases over time

Question 17

two-step flow of communication

Answer 17

information travels from the mass media to opinion leaders and then to the general public

Question 18

giving weak attacks of persuasion so when stronger ones come, refutations are available

ex: “smoking helps you relax” and then having evidence to combat this

Answer 18

attitude inoculation

Question 19

qualities that appeal to an audience

Answer 19

attractiveness

Question 20

convincing someone by appealing to their logic and reasoning

ex: a doctor explaining the cardiovascular benefits of exercise to a patient

Answer 20

central route to persuasion

Question 21

the confidence a person has in a belief

Answer 21

certainty

Question 22

the way the message is delivered

Answer 22

channel of communication

Question 23

believability

ex: a credible communicator is both expert and trustworthy

Answer 23

credibility

Question 24

groups that are:
1) ritual
2) isolating
3) have a leader

Answer 24

cults

Question 25

motivation to think and analyze

Answer 25

need for cognition

Question 26

when people convinced by incidental/superficial cues ex: Theo James in that ad, people are more inclined to buy the car

Answer 26

peripheral route to persuasion

Question 27

process in which a message induces change in beliefs, attitudes, or behaviours

Answer 27

persuasion

Question 28

information presented first usually has the most influence

Answer 28

primacy effect

Question 29

information presented last has the most influence (less common than primacy effects)

Answer 29

recency effect

Question 30

extent to which people's attitude bias certain information

Answer 30

selective attention

Question 31

extent to which people's attitude bias the information they expose themselves to

Answer 31

selective exposure

Question 32

extent to which people's attitude bias what they recall and recognize

Answer 32

selective memory

Question 33

where a persuasive message's impact increases over time

Answer 33

sleeper effect

Question 34

information travels from the mass media to opinion leaders and then to the general public

Answer 34

two-step flow of communication