The overjustification effect refers to

B. The phenomenon where external rewards reduce intrinsic motivation

What is the spotlight effect?

B. Thinking that others are paying more attention to us than they are

The "Hypocrisy Paradigm" involves:

B. Making people aware of the conflict between their attitudes and behavior

What did the Schacter & Singer (1962) Suproxin study demonstrate?

C. Emotions can be misattributed based on environmental cues

What kind of attitude is formed based on self-perception theory?

B. Behaviorally-based attitude.

A two-sided appeal is more effective when:

B. You present your argument and refute counterarguments convincingly.

Social comparison theory suggests that:

B. Comparing ourselves to others helps us understand our abilities

What is cognitive dissonance?

C. Feeling of discomfort when behavior conflicts w one's usual self-concept

Which product would likely elicit a cognitively-based attitude?

C. A smartphone with detailed technical specifications.

What does the Yale Attitude Change Approach emphasize about the communicator?

B. Credibility and attractiveness are key to persuasion.

According to the fear appeal in persuasion, when is fear most effective?

C. When it is substantial, offers solutions, and motivates action.

What did the Berglas & Jones (1978) study demonstrate about self-handicapping?

B. Participants chose to sabotage themselves to protect their self-esteem

Which of the following is an example of post-decision dissonance?

A. Uncertainty after making a hard choice between two desirable options.

Which example illustrates the sleeper effect in persuasion?

A. Forgetting the source but retaining and believing the message over time

Affectively-based attitudes are primarily influenced by:

C. Emotions and values, rather than objective facts.

4. According to the Elaboration Likelihood Model, when are people more likely to use the central route of persuasion?

C. When they are motivated and able to pay attention.

What does the "ben franklin effect" suggest about cognitive dissonance?

A. People tend to like someone more after doing them a favor.

What is "ingratiation" as a self-presentation strategy?

B. Flattering others to be liked

What did Tim Wilson’s (1993) study on reasons-generated attitude change find?

C. Listing reasons for a decision can reduce satisfaction

What is "self-perception theory"?

B. We infer our attitudes and feelings by observing our behavior

In advertising, which product would best match an affectively-based attitude?

A. A high-performance sports car marketed for its luxurious feel.

What does the "Justification of Effort" principle suggest?

A. The more effort we put into something, the more we value the outcome.

What is a key aspect of the peripheral route to persuasion?

B. Swaying attitudes using emotions or surface cues.

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PSYS 2300 Exam #2

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Questions 30

Answers

1
Cognitive dissonance can be reduced by changing either the behavior or the cognition associated with it.
False
True
2
The overjustification effect refers to
D. Overestimating one’s abilities
C. The importance of balancing work and play
B. The phenomenon where external rewards reduce intrinsic motivation
A. The idea that self-perception is always accurate
3
What is the spotlight effect?
D. The habit of drawing attention to others' mistakes
B. Thinking that others are paying more attention to us than they are
A. The tendency to ignore others' opinions
C. The tendency to focus too much on others’ actions
4
Which of the following techniques helps reduce dissonance by affirming other positive aspects of the self?
D. Self-affirmation
C. Memory bias
A. Self-enhancement
B. Hypocrisy Paradigm
5
The "Hypocrisy Paradigm" involves:
A. Convincing others that they are wrong.
C. Changing the environment to match one's actions.
D. Encouraging people to ignore contradictions in their behavior.
B. Making people aware of the conflict between their attitudes and behavior
6
What did the Schacter & Singer (1962) Suproxin study demonstrate?
D. Participants had strong control over their emotions
B. Physiological arousal leads to more accurate self-perception
C. Emotions can be misattributed based on environmental cues
A. People can accurately label their emotions
7
What kind of attitude is formed based on self-perception theory?
B. Behaviorally-based attitude.
C. Affectively-based attitude.
A. Cognitively-based attitude.
D. Permanently-held attitude.
8
A two-sided appeal is more effective when:
A. You only present your argument without addressing any opposing views.
D. You let the audience figure out the opposing arguments on their own.
B. You present your argument and refute counterarguments convincingly.
C. You completely avoid addressing counterarguments to avoid confusion.
9
Social comparison theory suggests that:
B. Comparing ourselves to others helps us understand our abilities
C. Social comparisons are harmful to self-esteem
D. We should never compare ourselves to others
A. We only learn about ourselves through introspection
10
What is cognitive dissonance?
A. A feeling of harmony when behavior matches attitudes.
C. Feeling of discomfort when behavior conflicts w one's usual self-concept
D. An emotion that arises when we achieve personal goals.
B. A state of comfort when making difficult decisions.
11
Which product would likely elicit a cognitively-based attitude?
C. A smartphone with detailed technical specifications.
A. A luxury sports car.
B. A designer handbag.
D. A fancy watch endorsed by a celebrity.
12
People are more likely to remember strong arguments that challenge their beliefs than weak ones.
False
True
13
What does the Yale Attitude Change Approach emphasize about the communicator?
D. The communicator must only present logical arguments.
A. The communicator must only be physically attractive.
B. Credibility and attractiveness are key to persuasion.
C. Only credibility is required for effective persuasion.
14
According to the fear appeal in persuasion, when is fear most effective?
B. When it is minimal and makes the audience feel safe.
A. When it is overwhelming and induces panic.
C. When it is substantial, offers solutions, and motivates action.
D. When it makes people feel hopeless about their situation.
15
What did the Berglas & Jones (1978) study demonstrate about self-handicapping?
D. Self-handicapping only happens in academic settings
A. People are more likely to choose drugs that enhance performance
B. Participants chose to sabotage themselves to protect their self-esteem
C. People refused to take any drugs during the study
16
Which of the following is an example of post-decision dissonance?
C. Rationalizing a decision before making it.
A. Uncertainty after making a hard choice between two desirable options.
D. Feeling content with a decision immediately after it’s made.
B. Feeling anxious about an upcoming decision.
17
In the Stone et al. (1994) study on the Hypocrisy Paradigm, which group was most likely to purchase condoms?
B. Mindful-only group
C. Commitment-only group
A. Information-only group
D. Hypocrisy group
18
Which example illustrates the sleeper effect in persuasion?
A. Forgetting the source but retaining and believing the message over time
D. Only accepting messages delivered by an expert source.
B. Immediately accepting a message delivered by a non-credible source.
C. Rejecting a message because the communicator lacks credibility.
19
Affectively-based attitudes are primarily influenced by:
B. Previous behaviors toward the object.
C. Emotions and values, rather than objective facts.
D. Observations of other people’s opinions.
A. Logical evaluation of the object’s properties.
20
Which of the following is typical of an independent view of the self?
A. "I am a member of this family."
D. "I am one in ten children."
C. "I am a student at UVM."
B. "I play the guitar."
21
4. According to the Elaboration Likelihood Model, when are people more likely to use the central route of persuasion?
D. When surface characteristics like attractiveness are prominent.
C. When they are motivated and able to pay attention.
A. When they are distracted and not motivated.
B. When the stakes are low and irrelevant to them.
22
What does the "ben franklin effect" suggest about cognitive dissonance?
D. Cognitive dissonance is resolved by avoiding helping others.
C. People dislike those who ask for favors too often.
B. People feel dissonance after refusing to help others.
A. People tend to like someone more after doing them a favor.
23
Festinger's dissonance theory suggests that we experience discomfort when our actions align with our self-concept.
False
True
24
What is "ingratiation" as a self-presentation strategy?
B. Flattering others to be liked
A. Attempting to elicit respect by bragging
C. Acting morally superior to others
D. Intimidating others to gain control
25
What did Tim Wilson’s (1993) study on reasons-generated attitude change find?
B. People who deliberated were more satisfied with their choices
A. Reflecting on reasons improves decision-making
D. People tend to overthink decisions without reflection
C. Listing reasons for a decision can reduce satisfaction
26
What is "self-perception theory"?
A. We understand ourselves by comparing to others
B. We infer our attitudes and feelings by observing our behavior
27
According one study, what pen would someone from a collectivist culture likely choose out of 5 pens (4 green, 1 orange)?
B. A green pen
A. The orange pen
D. They wouldn't choose a pen
28
In advertising, which product would best match an affectively-based attitude?
D. A health insurance plan marketed for its financial benefits.
A. A high-performance sports car marketed for its luxurious feel.
C. A smartphone advertised based on its extensive features.
B. A reliable and affordable car marketed for its fuel efficiency.
29
What does the "Justification of Effort" principle suggest?
C. Effort is irrelevant to how people evaluate their actions.
A. The more effort we put into something, the more we value the outcome.
D. People devalue activities that require too much effort.
B. People avoid activities that require a lot of effort.
30
What is a key aspect of the peripheral route to persuasion?
D. Lasting attitude changes that resist counter-persuasion.
B. Swaying attitudes using emotions or surface cues.
A. Careful analysis of arguments.
C. Emphasizing logical and factual evidence.

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