SOP 3004 Exam 3 questions well
answered
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? - correct 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? - correct 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?
- correct 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? - correct 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? - correct 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? - correct 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 - correct 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? - correct answer ✔✔They have no real affect
1. How does attitude inoculation lead people to resist persuasion attempts?
answered
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? - correct 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? - correct 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?
- correct 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? - correct 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? - correct 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? - correct 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 - correct 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? - correct answer ✔✔They have no real affect
1. How does attitude inoculation lead people to resist persuasion attempts?
