Researchers Systematically Varied the Quality of Persuasive Communications That Advocated

question 103

Multiple Choice

Researchers systematically varied the quality of persuasive communications that advocated comprehensive exams for college students, and also varied the prestige of the communicator. Further, some student participants were led to believe that such academic reforms might be carried out in the near future, whereas others were led to believe that such reforms wouldn't occur until long after they had already graduated. Those students who believed that the reforms were a long time in coming were more influenced by communicator prestige than by the quality of the persuasive arguments. These findings support the assertion that __________ route to persuasion.

• A) people high in need for cognition use the central
• B) message relevance influences whether people use the central or peripheral
• C) weak arguments are less persuasive when people use the peripheral
• D) strong arguments are less persuasive when people use the central

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Definitions:

Influence Tactic

Strategies or methods used by individuals or organizations to persuade or induce others to follow, agree with, or support their interests or positions.

Authority

In the context of web content, denotes the level of trustworthiness and expertise a site or page has in its specific area or industry.

Shopping Companion

A friend, family member, or device that accompanies someone during shopping, potentially influencing their purchasing decisions.

Purchasing Choices

The decisions or selections made by consumers regarding what products or services to buy based on various factors such as price, quality, or brand.