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For a fear-arousing message to effectively persuade people to change an unhealthy behavior, it is important that the message provides the audience with:

An organization wants to increase voting turnout, so they develop an advertisement that encourages voting.  The ad opens by stating “Did you know that most Americans don’t vote in local elections?” It then summarizes statistics on the low voting rates of Americans. According to research on norm-based appeals, this ad will likely _____ voting behavior, because _____.

Ralph agrees to purchase a car for $21,000.  However, just before Ralph signs the contract, the salesperson tells him that there are some added costs and the car will end up costing $22,500.  Ralph agrees to buy the car anyway.  In this scenario, Ralph has fallen prey to the _____.

Prior to a basketball game, Coach Keating shakes his players’ hands.  Each player then gives the others a fist bump and a hug.  In contrast, coach Lopez verbally wishes the players luck and then leads the team through a cheer.  Based on research described in your textbook, how and why will the teams perform differently if they follow these same routines over the whole season?

These are interpreted accurately by 70-90% of people around the world, regardless of age, cultural background, and exposure to Western people and culture.  What are they?

According to your textbook, _____ are focal emotions in China because they communicate modesty and deference to others.

The Implicit Association Test (IAT) measures attitudes by:

An advertisement for sneakers shows an athlete, standing alone, looking into the distance, above the words “Stand Out From The Crowd.”  This advertisement is likely to be most persuasive to people:

Adolpho is working on an ad campaign for Magic Touch moisturizing lotion.  He wants to persuade people through the central route.  Which ad should he use?

Recently, Burger (2009) replicated Milgram’s (1974) classic obedience study.  What did his findings indicate?