PSY 382: Practice Test #2
1.
Attributes of self-concept can be described along several dimensions. If Fletch sees himself as being a highly
positive person in most situations, which of the following self-concept dimensions best applies to Fletch's
view of himself?
a. Content.
b. Self-esteem.
c. Intensity.
d. Self Stability.
2.
Jade loves liver and onions. She often sees this dish available in cafeterias. However, she has also overheard
fellow cafeteria patrons comment that "only old people eat liver--how disgusting." Because of the social
criticism that she has overheard, she almost never buys liver and onions when she is out in public. Jade
would best be characterized as being a(n):
a. high self-monitor.
b. medium self-monitor.
c. low self-monitor.
d. image-resistant consumer.
3.
In his will, Fletch indicated that he wanted to be buried in his favorite Hugo Boss suit, Ralph Lauren socks,
Rockport shoes, and Leo Chevalier tie because they helped define his success. This would be an example of
which of the following forms of the self?
a. Real self.
b. Ideal self.
c. Extended self.
d. Looking-glass self.
4.
The home can be symbolic for the extended self. Which of the following categories or levels of the extended
self would the home most likely be associated with?
a. Family level.
b. Individual level.
c. Community level.
d. Group level.
5.
Attention to the body is almost an obsession with many consumers. According to a recent study, elementary
school children perceive _______________ as worse (more difficult to live with) than having a disability.
a. short height
b. being tall
c. being obese
d. being underweight
6.
Brad perceives of himself as a "party animal." He often behaves in a manner that is unbecoming of a young
adult, however, Brad justifies the behavior as "that's what you are supposed to do at a party--act wild."
According to Freud’s theories on personality, Brad's selfish and illogical behavior is probably because the
_____________ is in control of Brad's personality.
a. id
b. ego
c. thalamus
d. superego
7.
According to the text, the product symbol that is given credit as being the first "brand personality"
(introduced in 1886) was:
a. the Coca-Cola symbol.
b. the John Deere tractor symbol.
c. the Quaker Oats man.
d. the Kellogg's rooster.
8.
______________________ refers to a pattern of consumption reflecting a person's choices of how they
spend spare time and money.
a. Lifestyle
b. Motivation
c. Pattern development
d. Activation inventory
9.
Many teenagers fall into this market or psychographic segment. Those that enjoy "extreme" sports and, in
many instances, their impulsiveness gets them into trouble. Which category is being described?
a. Fulfilleds
b. Achievers
c. Actualizers
d. Experiencers
10.
A ________________ is a broad change in people's attitudes and behaviors.
a. social trend
b. psychographic direction
c. demographic trend
d. geographic trend
11.
All of the following are attitude functions as described by Daniel Katz EXCEPT:
a. the gender function.
b. the utilitarian function.
c. the value-expressive function.
d. the knowledge function.
12.
If a consumer approaches a product decision as a problem-solving process, then they will use a(n)
______________________________ to proceed with their decision.
a. Standard Learning Hierarchy
b. Low-Involvement Hierarchy
c. Experiential Hierarchy
d. Habit Hierarchy
13.
The ___________________ states that, when forming new attitudes, we attempt to maintain consistency by
inferring that we must have a positive attitude toward an object if we bought or consumed it (assuming that
we made this choice freely).
a. self-perception theory
b. theory of cognitive dissonance
c. cognitive judgment theory
d. balance theory
14.
With respect to attitudes, _________________ considers relations among elements a person might perceive
as belonging together.
a. Social judgment theory
b. The theory of relational objects
c. Balance theory
d. The theory of cognitive dissonance
When Jade sees an ad in a newspaper about a particular product, she goes to the store, reviews the actual
product offer in the store, rejects the product, and tells the salesperson why she did not buy the product. She
15.
is providing _______________ in the traditional “communications model” established by the store.
a. noise
b. a message
c. media forms
d. feedback
16.
People who tend to be sensitive about social acceptance and the opinions of others are more persuaded by:
a. an informed source.
b. an attractive source.
c. scientific evidence.
d. documentation.
17.
Verbal elements in an advertisement are more effective when:
a. reinforced with an accompanying picture.
b. reinforced with a price quotation.
c. paired with cultural meanings.
d. presented in a duo-dialogue format.
18.
A two-sided strategy for message argument appears to be most effective when the audience is:
a. price conscious.
b. receiving most of their information from television.
c. brand loyal.
d. well educated.
19.
Do sex-related ads work? Which of the following best answers this question?
a. They outperform all other appeal formats.
b. Overall, the use of a strong sexual appeal is not very well received.
c. There is no data to answer the question.
d. They are most effective when they attempt to "trick" the consumer into paying attention.
20.
Which of the following persuasion techniques requires you make your second (real) request before the
person makes a decision on your first request?
a. Lowball
b. That’s Not All
c. Foot in the Door
d. Door in the Face
SA1. Discuss one-sided vs. two-sided arguments and give an illustration of each. Be sure to discuss how each
works best.
SA2.
You have a friend who is in a relatively new relationship with someone they really like. Recently they
have been having issues and fighting over the fact that your friend also really loves to watch cooking shows
on the Food Network and their new partner does not. As an expert on attitudes you realize that something
is definitely going to change (either thought, feeling, or action). Discuss the Balance Theory as it relates to
attitude change and give specific examples of ways of reducing the imbalance in this example through
attitude change.
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
b
a
c
a
c
a
c
a
d
a
11.
12.
13.
14.
15.
16.
17.
18.
19.
a
a
a
c
d
b
a
d
b
20.
b
SA1.
One sided
more biased
No counterarguments
Works best with uneducated
Already agree -- loyal
If they can find out – it makes you look like you’re biased
Two sided
give your side
But give some good about other side
Or give some bad about self
Best for educated
Those who will find out other side
Disagree with you already (but not strong loyal)
SA2
Balance theory says that we like to have balance in the relationships in our lives. Here there are 3 relationships:
Between your friend and his/her new partner, your friend and cooking shows (the consumption part), and the new
partner and cooking shows. There is imbalance because they have a positive relationship towards both their new
partner and with cooking shows, but the new partner has a negative relationship with cooking shows (and we want
them all to be positive in this example). When there is imbalance, there is tension and motivation to reduce the
tension. The three things likely to change are:
1) a change in thoughts or feelings toward one of the other aspects of the triad of relationships. If your friend
really likes their new partner it will probably be changed feelings (don’t like them anymore) or changed
thoughts (don’t think they are worth watching) toward cooking shows. They could possibly begin to think
negative things or feel negative things toward the new partner but they probably like them too much for that to
happen.
2) Making one relationship irrelevant could happen if they don’t feel it’s that big of a deal that their partner
doesn’t really like cooking shows or their partner could not care if your friend likes cooking shows. Hence a
reduction in their own tension. This is a change in the thoughts about those shows and how much they
value/devalue (feelings) them.
3) Leaving the field could happen if one partner feels so strongly that they end the relationship. This is a change
in thoughts about the person, feelings about the person and behavior intentions towards the person as a dating
partner. By leaving the triad of relationships breaks down and removes the need for balance. Your friend can
watch as much cooking on TV as they want.