Use the Following to Answer Questions

question 4

Multiple Choice

Use the following to answer questions
Scenario II
The following scenario contains fabricated results consistent with the following study:
Petty,R.E. ,Cacioppo,J.T. ,& Goldman,R.(1981) .Personal involvement as a determinant of argument-based persuasion.Journal of Personality and Social Psychology,41,847-855.
Every day,consumers are exposed to scientifically based sales,marketing,and public relations strategies designed to influence purchasing decisions,change opinions,or win votes.One common sales strategy is the foot-in-the-door technique,a method that involves first making a smaller request that consumers are likely to grant and then following it with a larger request.Another common strategy is the door-in-the-face technique,which involves making an unreasonably large request that consumers will reject and then following it with a smaller request.When persuasion is necessary,it usually takes one of two forms: heuristic persuasion,which involves an appeal to habits or emotion,and systematic persuasion,which involves an appeal to facts and reason.Often,people will rely more on heuristics-simple shortcuts or "rules of thumb"-to make decisions instead of systematically weighing the evidence.
Petty and colleagues (1981) investigated some of these techniques in college students listening to arguments in favor of their college requiring an institution-level comprehensive final examination for graduation.Some students were led to believe that,if adopted,this policy would take place right away,and some were led to believe that the change would take place in a decade.In addition,some of the students were led to believe that they were listening to an argument from a Princeton professor,and others were led to believe that they were listening to an argument from a high-school student.Finally,some students heard strong arguments in favor of the policy,and some heard weak arguments.Thus,the experiment arranged six groups of students.For example,one group of students heard strong arguments from a high-school student about a far-removed policy change.Figure 13.1 shows fabricated results illustrating the major findings of this experiment.
Figure 13.1
-(Scenario II) Which example describes systematic persuasion?

• A)a political party first asking for an e-mail address,then a $5 donation,then a $25 donation,and finally a $100 donation
• B)a car manufacturer marketing its car with commercials suggesting driving it will increase sexual appeal
• C)a college student trying to convince his professor to excuse an absence by reminding her of her own teenage years
• D)a teenager trying to convince his parents that marijuana is not dangerous by showing them a number of scientific studies that support his argument while conveniently not presenting the ones that show the drug is far from harmless

Comprehend definitions and criteria for legal and fiscal independence within governmental entities.

Understand the sequence and purpose of steps in the accounting cycle.

Comprehend the role and execution of the closing process in accounting.

Identify the types of accounts that are categorized as current assets and liabilities.

---

Definitions:

Primary Visual Cortex

The region of the brain located in the occipital lobe, responsible for processing visual information from the eyes.

Motion

The action or process of moving or being moved, a fundamental concept in physics that applies to objects changing position over time.

Cones

Photoreceptor cells in the retina of the eye responsible for color vision and functional in well-lit conditions.

Rods

Photoreceptor cells in the retina of the eye that are sensitive to low light levels and are primarily responsible for night vision.