People who are motivated and able to think through an issue are best persuaded by

Persuasion that occurs when people are influenced by incidental cues, such as a speaker's attractiveness, is referred to as ____________ route persuasion.

Which of the following is a characteristic of central route persuasion?

An automobile manufacturer who produces advertisements associating his cars with a young, attractive family enjoying picnics is most clearly using

A computer manufacturer who produces advertisements comparing his product with other competing models on features and prices is most clearly using

Two primary components of credibility are

Over time the impact of a message from a noncredible source may _______ , a phenomenon known as the _______.

Physical appeal and similarity are two important factors that determine a communicator's

According to the text, Americans voters are uninvolved, and their voting preferences are most predictable from their

Janis and his colleagues found that if Yale students were allowed to consume peanuts and Pepsi while reading persuasive messages, they

Compared to happy people, unhappy people ruminate more before reacting to a persuasive message and thus are

If you can't make a strong case to persuade, it would be a good idea to try to

Among women receiving a message trying to persuade them to get a mammogram, the greatest number of women got mammograms within 12 months if they

Fear-arousing messages are more effective if they

The idea that attitudes change as people grow older is known as the _____ explanation of age differences in attitudes.

In the study of age differences in attitudes, there is very little evidence for

Which of the following is TRUE regarding age differences in attitudes?

Schuman and Scott found that when they asked people to name the most important national or world events of the last half century, most recalled

In the central versus peripheral route theory of persuasion, what matters most is

Freedman and Sears found that California high schoolers did not change their attitudes in response to a talk entitled “Why Teenagers Should Not Be Allowed to Drive” if they

Keela wants to persuade her parents to help pay for a study trip abroad this summer. She will have a more difficult time succeeding if

Jennifer, a single mom, needs to ask her parents for money. To minimize their objections to her request, she should

Political ads that use words to promote the candidate while visual images keep the viewer occupied to prevent analysis of the words are most clearly employing

Those who enjoy thinking carefully are

The use of ________ can stimulate people's thinking and make a strong argument more persuasive.

Which of the following techniques has been used to stimulate people's thinking in response to a persuasive message?

Asking rhetorical questions, repeating the message, and using multiple speakers to deliver a message all stimulate the audience's thinking and make _____ messages _____ persuasive.

Attitude change that has occurred as a result of thoughtful, central route persuasion is most likely

Most clients entering therapy are motivated to take the ______ route, thinking deeply about their problems under the therapist's guidance.

Ernst and Heesacker taught two assertiveness training groups: one using the traditional approach of learning and rehearsing concepts, and the other using the central route to persuasion. At the end of the workshop, those who had used the central route

When people are motivated and able to think systematically about an issue, the best route to persuasion is the peripheral route.

The effects of source credibility often increase after a month or so.

Whether it is more persuasive to present reasoned arguments or to use an emotional approach to persuade depends on the audience.

The life cycle explanation for age differences in attitudes argues that attitudes change as people grow older.

The crucial aspect of central route persuasion is not the message but the responses it evokes.

What matters most in therapy are the therapist's insights, not the thoughts that get evoked in the client.