SOP 3004 Exam 3 Test Questions And
All Correct Answers 2025-2026
Updated.
1. How does the idea of mindlessness relate to persuasion?
2. What is the Elaboration Likelihood Model?
3. What are the two routes of the ELM?
4. What is the differences between the two routes? - Answer 1. People have a tendency to
make mindless decisions. If someone is not paying close attention, they are more likely to be
persuaded.
2. The ELM is the amount and nature of the thinking that accompanies a persuasive message
determines the type of persuasion that occurs
3. Peripheral and Central
4. Peripheral = use simple cues / Central = are thoughtful
1. What would lead someone to be persuaded along one route, but not the other?
2. If you are trying to persuade someone, what sorts of cues would you use if your audience was
primarily using the peripheral route? The central route? - Answer 1. mindless
2. peripheral = source credibility, attractiveness, humor
central = argument quality, logical coherence
1. What characteristics of the audience lead people to be persuaded along one route or the
other?
2. What characteristics of the source lead people to be persuaded along one route or the other?
- Answer 1. The more involved the audience is, and the more relevant the information is to
the audience, the more likely they are to use the central route.
The extent to which people enjoy effortful cognitive activities. People high in NC enjoy thinking
and analyzing; they tend to use the central route.People low in NC do not enjoy thinking and
analyzing; they tend to use the peripheral route
2. similarity and physical appeal
1. What is the sleeper effect? 2. How does it relate to persuasion? - Answer 1. A delayed
increase in the persuasive impact of a non-credible source.
2. Can be persuaded over time
1. How do these graphs relate to the ELM?
, 2. How can they be used to determine whether people are relying on the peripheral or central
route to persuasion? - Answer 1. They demonstrate the need for strong arguments. The
show the difference between people who have a low and high need for cognition
2. Depending on where on the graph there is a gap, it will indicate whether or not that group is
paying attention to the factor being measured
1. Do frightening messages work at persuading people?
2. What about messages that produce positive emotions? - Answer 1. They only work if they
are presented with a solution
2. They work best if there is a low risk related
How do the following relate to the persuasiveness of a message: 1. Discrepancy 2. one-
sidedness vs two-sidedness 3. timing of the messages - Answer 1. needs to be moderate in
discrepancy
2. one-sided is more effective when the audience already agrees or is unaware of opposing
views, two-sided is more effective when there are people who don't agree
3. when there is time between the final message and the vote, first is remembered more. when
there is time between the first and last message, last is remembered better
Can subliminal messages affect behavior? - Answer They have no real affect
1. How does attitude inoculation lead people to resist persuasion attempts?
2. How does this relate to psychological reactance? - Answer 1. exposure to weak versions of
an argument increases resistance to same argument later
2. People react against threats to their freedom by perceiving the threatened freedom as more
attractive
How is compliance different from persuasion and conformity? - Answer Behavior change in
response to a direct request
1. What are the six compliance principles we discussed in class?
2. How can you use them to increase compliance? - Answer 1. Reciprocity - "treat others as
you'd like to be treated"
2. Commitment & consistency - pressure to behave consistently after making commitment
(cognitive dissonance)
3. Social proof - We view a behavior as correct in a given situation to the degree that we see
others performing it.
4. Liking - People are more likely to comply with people they like
5. Scarcity - Opportunities seem more valuable to us when they are less available
All Correct Answers 2025-2026
Updated.
1. How does the idea of mindlessness relate to persuasion?
2. What is the Elaboration Likelihood Model?
3. What are the two routes of the ELM?
4. What is the differences between the two routes? - Answer 1. People have a tendency to
make mindless decisions. If someone is not paying close attention, they are more likely to be
persuaded.
2. The ELM is the amount and nature of the thinking that accompanies a persuasive message
determines the type of persuasion that occurs
3. Peripheral and Central
4. Peripheral = use simple cues / Central = are thoughtful
1. What would lead someone to be persuaded along one route, but not the other?
2. If you are trying to persuade someone, what sorts of cues would you use if your audience was
primarily using the peripheral route? The central route? - Answer 1. mindless
2. peripheral = source credibility, attractiveness, humor
central = argument quality, logical coherence
1. What characteristics of the audience lead people to be persuaded along one route or the
other?
2. What characteristics of the source lead people to be persuaded along one route or the other?
- Answer 1. The more involved the audience is, and the more relevant the information is to
the audience, the more likely they are to use the central route.
The extent to which people enjoy effortful cognitive activities. People high in NC enjoy thinking
and analyzing; they tend to use the central route.People low in NC do not enjoy thinking and
analyzing; they tend to use the peripheral route
2. similarity and physical appeal
1. What is the sleeper effect? 2. How does it relate to persuasion? - Answer 1. A delayed
increase in the persuasive impact of a non-credible source.
2. Can be persuaded over time
1. How do these graphs relate to the ELM?
, 2. How can they be used to determine whether people are relying on the peripheral or central
route to persuasion? - Answer 1. They demonstrate the need for strong arguments. The
show the difference between people who have a low and high need for cognition
2. Depending on where on the graph there is a gap, it will indicate whether or not that group is
paying attention to the factor being measured
1. Do frightening messages work at persuading people?
2. What about messages that produce positive emotions? - Answer 1. They only work if they
are presented with a solution
2. They work best if there is a low risk related
How do the following relate to the persuasiveness of a message: 1. Discrepancy 2. one-
sidedness vs two-sidedness 3. timing of the messages - Answer 1. needs to be moderate in
discrepancy
2. one-sided is more effective when the audience already agrees or is unaware of opposing
views, two-sided is more effective when there are people who don't agree
3. when there is time between the final message and the vote, first is remembered more. when
there is time between the first and last message, last is remembered better
Can subliminal messages affect behavior? - Answer They have no real affect
1. How does attitude inoculation lead people to resist persuasion attempts?
2. How does this relate to psychological reactance? - Answer 1. exposure to weak versions of
an argument increases resistance to same argument later
2. People react against threats to their freedom by perceiving the threatened freedom as more
attractive
How is compliance different from persuasion and conformity? - Answer Behavior change in
response to a direct request
1. What are the six compliance principles we discussed in class?
2. How can you use them to increase compliance? - Answer 1. Reciprocity - "treat others as
you'd like to be treated"
2. Commitment & consistency - pressure to behave consistently after making commitment
(cognitive dissonance)
3. Social proof - We view a behavior as correct in a given situation to the degree that we see
others performing it.
4. Liking - People are more likely to comply with people they like
5. Scarcity - Opportunities seem more valuable to us when they are less available
