Attractive or credible speakers are more likely to be persuasive if the audience is:
Engaging in peripheral route processing
Jolie is an activist and lawyer who works at an organization that provides legal counsel to
domestic workers who have experienced sexual harassment and violence at work. Julie wants to
start an ad campaign to raise awareness of the prevalence of violence against women domestic
workers in the United States and raise money for her organization. According to research in the
text, what would NOT be helpful in an ad campaign to foster people's likelihood to donate?
Focusing only on the statistics demonstrating the persuasiveness of this issue; people tend to
care most about the numbers.
According to the thought polarization hypothesis, making a public statement in favor of a
proposal makes a person more resistant to counterattitudinal persuasive attempts because
Such public commitment usually comes as a result of more careful thought and elaboration on
Presenting weak versions of the opposition's message to people and helping them develop
strong arguments refitting the opposition is called
When listening to a careful discussion and debate covering the pros and cons of a given issue,
research suggests that people who are on the "pro" side of the issue will
Selectively attend to only the "pro" arguments and not the "con" arguments"
A referee at an American football game issues a decision against the Red team in favor of the
Blue team. A controversy ensues. Keeping in mind that all the fans saw the same event, the
selective attention and selective evaluation tendencies of attitudes would predict that
Fans of the Blue team would think the referee was right, but fans of the Red ream would think
the referee was wrong
Who would be most susceptible to a persuasive message that contains high-quality arguments?
A man with a high need for cognition
Juanita heard an argument in favor of increasing taxes in her local municipality. At the end of the
presentation, she learned that the argument had been generated by a high school dropout who
didn't even live in the same city she did. At that time she disregarded the message and was not
persuaded. According to the sleeper effect, how is Juanita likely to feel about the proposal one
She will feel more favorably towards the argument than she did at first
Wendy Wood (1982) exposed two groups of students in favor of protecting the environment to
messages advocating less environmental protection. What were her findings?
The students in favor of environmental protection, who were also very knowledgeable about
environmental issues, were more resistant to the environmental protection messages
Timothy hears a vivid story about a woman who abuses the welfare system for 25 years. Drew
hears that story, but then also reads a short article with statistics that prove that the vast
majority of people don't abuse welfare. Who is more likely to be in favor of ending the welfare
Timothy, because he knows only the vivid story, nor the facts