Instructor Resource
Dainton, Applying Communication Theory for Professional Life 4e
SAGE Publishing, 2018
Chapter 7: Persuasion
Test Bank
Multiple Choice
1. Elaborated messages are ineffective when targeted participants are neither ______ nor
______ in the information.
A. interested; unhappy with
B. already knowledgeable; interested
C. the target of; the recipient
D. capable; interested
2. This peripheral cue relies on peer pressure to persuade.
A. liking
B. reciprocation
C. scarcity
D. social proof
3. Toyota offers to plant five trees in the name of a Toyota owner as long as the owner
provides Toyota with his or her e-mail address. Toyota will use the e-mail address to continue
to solicit the owner and send advertisements. Which peripheral tactic is being used?
A. liking
B. reciprocity
C. scarcity
D. social proof
4. According to Fishbein and Ajzen, an individual’s plan to act or behave in a particular way is
known as ______.
Instructor Resource
Dainton, Applying Communication Theory for Professional Life 4e
SAGE Publishing, 2018
A. behavioral intention
B. refutational pre-emption
C. latitude of acceptance
D. reasoned action
5. In order for inoculation theory to work, targets of persuasion must anticipate a
counterpersuasion effort, known as a/an ______.
A. anchor
B. assimilation effect
C. behavioral intention
D. refutational pre-emption
6. Jeff wants to buy a smart phone, but he doesn’t know much about technology and is too
busy to read or research different brands. According to ELM, Jeff will most likely be
persuaded by ______.
A. an assimilation effect
B. behavior intention
C. peripherally routed messages
D. the latitude of acceptance
7. ______ is a peripheral tactic that relies on a previous dedication, such as signing a pledge,
in order to persuade.
A. Authority
B. Commitment
C. Guilt
D. Contrast effects
8. The World Wildlife Foundation asks that people make a donation that could greatly aid
endangered species. In order to help, however, people need only donate .34¢ a day. By
stating that the donation could have a large impact, but asking for a small amount, is which
peripheral tactic?
A. scarcity
B. social proof
C. contrast effects
D. liking
9. Disney will release some of their films from “the vault” for brief sales. Which peripheral
tactic is behind the limited release sale?
A. liking
B. reciprocation
C. scarcity
D. social proof
10. Guitar Hero uses The Beatles in their commercials. The advertisers of Guitar Hero are
anticipating that having this band promote the game will entice the audience to use which
peripheral tactic?
A. authority
B. commitment
C. guilt
D. contrast effects
11. The Theory of Reasoned Action and the Theory of Planned Behavior differ based on the
inclusion of what key concept?
A. behavioral intent
B. attitudes
C. perceived behavioral control
D. normative beliefs
12. Jordie has decided to quit smoking, mostly because his new girlfriend is an exercise
physiology major whose uncle passed away from lung cancer. Which factor of the Theory of
Planned Behavior is relevant to Jordie?
A. behavioral intent
B. attitudes
C. perceived behavioral control
D. normative beliefs
13. In the extended political commercial for presidential candidate Donald Trump, he told
many unverifiable stories in order to persuade the audience to vote for him. Which persuasive
tactic was he using?
A. logos
B. pathos
C. ethos
D. mythos
14. Purely rational arguments are identified as ______; Aristotle preferred this means of
persuasion.
A. logos
B. pathos
C. ethos
D. mythos
15. Quinton tells a story about how it took him three hours to vote in the most recent elections
due to lines and exit polls. Scotty believes him because he had a similar experience in the
past. Scotty is utilizing ______.
A. narrative rationality
B. narrative coherence
C. narrative fidelity
D. narrative preemption
16. Storytelling is the central feature of which theory?
A. elaboration likelihood model
B. theory of planned behavior
C. inoculation theory
D. narrative paradigm
17. Good reasons and consistency are two ways to determine ______.
A. narrative rationality
B. narrative coherence
C. narrative fidelity
D. narrative preemption
18. LaToya’s new co-worker always has great stories, but LaToya has trouble being
persuaded by the stories because of the way the co-worker jumps around in topic and often
has to “fill in” parts he forgot. LaToya is utilizing ______.
A. narrative rationality
B. narrative coherence
C. narrative fidelity
D. narrative preemption
19. According to ______, people will not have long-term behavior change unless they are
both motivated and able to interpret a message.
A. elaboration likelihood model
B. theory of planned behavior
C. inoculation theory
D. narrative paradigm
20. The goal of ______ is to persuade people to not be persuaded.
A. elaboration likelihood model
B. theory of planned behavior
C. inoculation theory
D. narrative paradigm
21. In organizations, stories serve a/an ______ communication function for organizations by
representing personal, interpersonal, and corporate perspectives.
A. persuasive
B. inoculative
C. scarcity
D. threat
22. An attitude is a “relatively enduring predisposition to respond ______.”
A. favorably
B. unfavorably
C. neutrally
D. favorably or unfavorably
23. ______ messages stress affinity toward a person, place, or object.
A. Commitment
B. Liking
C. Authority
D. Contrast
True/False
1. Because of its broad perspective, inoculation theory has “almost limitless application.”
2. With inoculation messages, even weak refutations provide protection.
3. There is a direct link between changing attitudes and changing behavior.
4. Centrally routed messages are much more likely to create long term change for the
recipient than are peripheral messages.
5. A threat is the same as a fear appeal.
Instructor Resource
Dainton, Applying Communication Theory for Professional Life 4e
SAGE Publishing, 2018
6. According to Fisher, mythos is unfairly privileged in its significance in persuasion.
7. Fisher believes we should move from a dualistic approach to an integrated approach in
persuasion.
8. Structural coherence refers to a story’s flow and arrangement.
9. Integrating good storytelling in diverse, multicultural work environments has tremendous
benefit to the organization and its workforce.
10. Persuasion is typically defined as “human communication that is designed to influence
others by modifying their beliefs, values, or attitudes.”
Essay
1. Identify the two persuasive routes that are presented in the elaboration likelihood model.
Then identify which route will have the longest persuasive effect and briefly explain why.
Finally, identify and explain one of the two factors needed to ensure the person will use this
route.
2. Explain the focus and process of the theory of planned behavior. Include the five major
components and briefly describe each.
3. Explain how inoculation theory works to prevent persuasion. Make sure to discuss both
major components of the theory.
4. Explain the concept of normative beliefs.
5. Explain the difference(s) between logos and pathos.