Exam 6: Social Influence: Conformity, Compliance, and Obedience

Suppose that your professor needs volunteers for a psychology study.She will be most successful in getting students who volunteer to actually show up for the study if she

The foot-in-the-door technique was demonstrated by Freedman and Fraser (1966)when they found that people who ________ were later more likely to ________.

Describe the three goals of social influence and describe one strategy people use to achieve each goal.Give an example of each.

Define the social validation principle and provide an example of social validation in action.

Bartenders who put some dollar bills in their tip jars in order to influence their customers to tip generously are trying to take advantage of which social influence principle?

Your text states that even powerful group norms won't guide the behavior of members of a group

Participants in the Berns et al.(2005)study of conformity

An individual's conformity in a group is most likely to happen under all of the following conditions EXCEPT

A car salesman using the low-ball technique would do which of the following?

Airline industry officials have attributed many fatal airline accidents to what they call ________,which refers to ________.

In a classic study conducted by Deutsch and Gerard (1955),participants were asked to judge the lengths of lines (similar to the Asch studies).Later,participants learned that their judgments conflicted with those of the rest of the group.Which of the following groups was most likely to resist group pressure?

Which of the following is FALSE regarding people with a high need for approval?

One of the goals of social influence is to conserve mental effort.

Amir went to the local auto dealership to purchase an inexpensive car advertised in the paper.When he got there,he discovered that the car was no longer available.Nonetheless,he looked at other cars and purchased one that was more expensive.Amir fell victim to the

Why do cult-like groups try to prevent new members from communicating with family and friends outside the group?

Milgram's obedience research demonstrated that a sample of ordinary Americans was willing to deliver dangerous levels of shock because

A Girl Scout comes to your door and says,"These boxes of cookies sell for 300 pennies each...that's $3.It's a great deal!" She apparently is using which technique to get you to comply with her request to buy cookies?

The success of auctions can be attributed to taking advantage of the scarcity principle.

The low-ball technique works by engaging the target's commitment and then

Researchers surveying Citibank branches throughout the world discovered that in the United States,employees' willingness to comply voluntarily with a request from a co-worker was greatest if they could answer "yes" to which of the following questions?