The University of Tennessee-Knoxville PSYC 360 Chapter 7:
Persuasian || with Error-free Answers.
Fill in the blanks to complete the passage regarding persuasion and the routes involved in
processing persuasive messages. correct answers Persuasion studies look at how to influence
people's attitudes and behaviors. The central route to persuasion occurs when people deliberately
think about the content of the message, while the peripheral route to persuasion occurs when
people think about relatively easy-to-process, superficial cues related to the message.
The two main factors in determining which route to persuasion is more likely to occur are
motivation—such as whether the issue is personally relevant, and ability—such as whether we
are distracted or fatigued.
In some situations the ELM's peripheral route to persuasion may work fine, but in other
situations persuading a person or group calls for taking the central route instead.
For each of the following, decide if the condition described suggests a situation where the
peripheral route may work or if the condition strongly favors using the central route to
persuasion. correct answers central:
-The group you are trying to persuade is very knowledgeable on the topic.
-A really strong argument will be required
peripheral:
-The issue has no bearing on the outcomes of the group you are trying to persuade.
-The people you are trying to persuade will be unable to focus on the argument.
-It is not important for the persuasion to be long-term.
Which of the following are examples of effective persuasive messaging and which are not?
correct answers Examples:
1. A proponent of a tax-increase proposal tells a group of environmentalists that the new tax
money will enable greater conservation efforts on public lands.
, 2. In a speech to voters, a candidate begins with, "The most important thing I want you to
consider is ..."
3. A billionaire tells an audience that he pays far too little in taxes and that the tax rate on his
income group should be raised.
4. An opponent of a newly proposed tax on schools tells people opposed to big government that
the tax will increase the size of government.
Not Examples:
1. At a debate, the incumbent declines to discuss their opponent's claim that the incumbent has
allowed corruption to flourish within their administration.
2. To convince the public to contribute to the animal shelter, an animal advocacy group presents
statistics on the number of pets who aren't adopted and are euthanized.
Which of the following statements about the effect of audience characteristics on a message's
persuasiveness are accurate and which are not? correct answers Accurate Statements:
1. It's best to avoid detailed, analytical messages when trying to persuade people with low
cognition needs.
2. When preparing one's arguments, one must take into account the overall mood of the intended
audience, as matching the tone and content of the message to mood is more persuasive than other
approaches.
Inaccurate Statements:
1. Using humor to lighten an audience's mood tends to backfire, since people are less susceptible
to persuasive messages when in a good mood.
2. A person who makes decisions only after carefully considering multiple angles is more
susceptible to peripheral persuasion than someone who doesn't.
Harlan is sitting on his porch when a door-to-door campaigner favoring a local bond measure
asks him if he will vote for the initiative. Harlan responds that he will not, but he agrees to
discuss its pros and cons in depth. Afterward, Harlan is again asked if he will vote for the
measure. This time he responds that he might.
Persuasian || with Error-free Answers.
Fill in the blanks to complete the passage regarding persuasion and the routes involved in
processing persuasive messages. correct answers Persuasion studies look at how to influence
people's attitudes and behaviors. The central route to persuasion occurs when people deliberately
think about the content of the message, while the peripheral route to persuasion occurs when
people think about relatively easy-to-process, superficial cues related to the message.
The two main factors in determining which route to persuasion is more likely to occur are
motivation—such as whether the issue is personally relevant, and ability—such as whether we
are distracted or fatigued.
In some situations the ELM's peripheral route to persuasion may work fine, but in other
situations persuading a person or group calls for taking the central route instead.
For each of the following, decide if the condition described suggests a situation where the
peripheral route may work or if the condition strongly favors using the central route to
persuasion. correct answers central:
-The group you are trying to persuade is very knowledgeable on the topic.
-A really strong argument will be required
peripheral:
-The issue has no bearing on the outcomes of the group you are trying to persuade.
-The people you are trying to persuade will be unable to focus on the argument.
-It is not important for the persuasion to be long-term.
Which of the following are examples of effective persuasive messaging and which are not?
correct answers Examples:
1. A proponent of a tax-increase proposal tells a group of environmentalists that the new tax
money will enable greater conservation efforts on public lands.
, 2. In a speech to voters, a candidate begins with, "The most important thing I want you to
consider is ..."
3. A billionaire tells an audience that he pays far too little in taxes and that the tax rate on his
income group should be raised.
4. An opponent of a newly proposed tax on schools tells people opposed to big government that
the tax will increase the size of government.
Not Examples:
1. At a debate, the incumbent declines to discuss their opponent's claim that the incumbent has
allowed corruption to flourish within their administration.
2. To convince the public to contribute to the animal shelter, an animal advocacy group presents
statistics on the number of pets who aren't adopted and are euthanized.
Which of the following statements about the effect of audience characteristics on a message's
persuasiveness are accurate and which are not? correct answers Accurate Statements:
1. It's best to avoid detailed, analytical messages when trying to persuade people with low
cognition needs.
2. When preparing one's arguments, one must take into account the overall mood of the intended
audience, as matching the tone and content of the message to mood is more persuasive than other
approaches.
Inaccurate Statements:
1. Using humor to lighten an audience's mood tends to backfire, since people are less susceptible
to persuasive messages when in a good mood.
2. A person who makes decisions only after carefully considering multiple angles is more
susceptible to peripheral persuasion than someone who doesn't.
Harlan is sitting on his porch when a door-to-door campaigner favoring a local bond measure
asks him if he will vote for the initiative. Harlan responds that he will not, but he agrees to
discuss its pros and cons in depth. Afterward, Harlan is again asked if he will vote for the
measure. This time he responds that he might.
