Scenario II The Following Scenario Contains Fabricated Results Consistent with the Following

question 14

Multiple Choice

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 by 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 by a smaller request. When persuasion is necessary, it usually takes one of two forms: heuristic persuasion involves an appeal to habits or emotion, and systematic persuasion involves an appeal to facts and reason. Often, people will rely more on heuristics-simple short-cuts 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 is an example of 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, and conveniently not presenting the ones that show the drug is far from harmless

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Definitions:

Capillaries

The smallest blood vessels in the body, connecting arteries to veins, which facilitate the exchange of water, oxygen, carbon dioxide, and many other nutrient and waste substances between blood and surrounding tissues.

Arteries

Blood vessels that carry oxygen-rich blood away from the heart to the body.

Echocardiography

Echocardiography is a diagnostic procedure that uses ultrasound waves to create images of the heart, allowing for the assessment of its structure and function.

Electrocardiogram

A test that measures the electrical activity of the heart to show whether it is working normally or to detect heart conditions.