Question 1

Influence practitioners often invoke social validation by claiming that their products

Accepted Answer

A)  are the largest selling or fastest growing. 
B)  are in limited supply. 
C)  are great investments for the future. 
D)  are capable of providing monetary or social rewards. 
A)  are the largest selling or fastest growing. 
B)  are in limited supply. 
C)  are great investments for the future. 
D)  are capable of providing monetary or social rewards.

Question 2

In Solomon Asch's series of experiments,participants judged the length of a line incorrectly when everyone else in the room gave the wrong answer.Which of the following statements best explains Asch's results?

Accepted Answer

A)  Participants were told that they have poor vision. 
B)  Participants were exposed to strong light. 
C)  Participants were exposed to strong conformity pressure. 
D)  Participants were obedient to the authority in the group. 
A)  Participants were told that they have poor vision. 
B)  Participants were exposed to strong light. 
C)  Participants were exposed to strong conformity pressure. 
D)  Participants were obedient to the authority in the group.

Question 3

Describe the door-in-the-face technique.State what social influence principle it relies on and why you think that.

Accepted Answer

The door-in-the-face technique works by

Question 4

People are most likely to be consistent with their previous commitments when

Accepted Answer

A)  they have made the commitment in order to obtain an external reward. 
B)  they were forced to make the commitment. 
C)  the commitment is made privately rather than publicly. 
D)  the commitment is made through action rather than a failure to act. 
A)  they have made the commitment in order to obtain an external reward. 
B)  they were forced to make the commitment. 
C)  the commitment is made privately rather than publicly. 
D)  the commitment is made through action rather than a failure to act.

Question 5

One of the mistakes made by some public health campaigns is that they focus too much on the undesired but frequent behavior.

Accepted Answer

A) True 
 B)False

Question 6

You are on the Board of Directors for the local Boys and Girls Club,spearheading their annual fundraising sale of tasty desserts.Of course,you see the value of applying your knowledge of social influence principles to this situation.Briefly describe the social validation,reciprocity,and scarcity principles,and how you would use each of them to increase sales.

Accepted Answer

Social validation: People are more willi

Question 7

Compliance is

Accepted Answer

A)  a behavior change designed to match the actions of others. 
B)  a behavior change that occurs as a result of a direct request. 
C)  a behavior change that occurs as a result of a directive from an authority figure. 
D)  a change in a private belief as a result of receiving a message. 
A)  a behavior change designed to match the actions of others. 
B)  a behavior change that occurs as a result of a direct request. 
C)  a behavior change that occurs as a result of a directive from an authority figure. 
D)  a change in a private belief as a result of receiving a message.

Question 8

Imagine that a salesman at a tropical resort says you can experience the thrill of a parasailing lesson for only $50.Then,before you decide one way or the other,the salesman says he will drop the price to only $30.The salesman has tried to influence you via the

Accepted Answer

A)  foot-in-the-door technique. 
B)  door-in-the-face technique. 
C)  that's-not-all technique. 
D)  low-ball technique. 
A)  foot-in-the-door technique. 
B)  door-in-the-face technique. 
C)  that's-not-all technique. 
D)  low-ball technique.

Question 9

Define conformity,compliance,and obedience.Give an example of each.

Accepted Answer

Conformity: behavior change designed to

Question 10

Milgram asked individuals to administer shocks to a fellow participant as part of a "learning" task.He found that people are

Accepted Answer

A)  motivated to perform better when they are punished. 
B)  likely to deliver harmful shocks in order to release pent-up aggression. 
C)  likely to deliver painful shocks in obedience to authority. 
D)  not likely to follow the orders of an authority when this means harming another person. 
A)  motivated to perform better when they are punished. 
B)  likely to deliver harmful shocks in order to release pent-up aggression. 
C)  likely to deliver painful shocks in obedience to authority. 
D)  not likely to follow the orders of an authority when this means harming another person.

Question 11

Imagine that you are stopped in the street by a Boy Scout selling tickets to the circus for $5 each.You refuse to buy a ticket,and then the boy offers you chocolate bars for $1 each.You are ________ likely to buy some of the chocolate bars now than if you had been approached first with the chocolate bar offer because ________.

Accepted Answer

A)  less; now you don't need to find additional excuses to refuse the second request 
B)  less; once you've said no, you don't feel obligated to agree with subsequent requests 
C)  more; you perceive the chocolate bars as scarce 
D)  more; you perceive the change in his request as a concession to be reciprocated 
A)  less; now you don't need to find additional excuses to refuse the second request 
B)  less; once you've said no, you don't feel obligated to agree with subsequent requests 
C)  more; you perceive the chocolate bars as scarce 
D)  more; you perceive the change in his request as a concession to be reciprocated

Question 12

Commitment was discussed in the text as most relevant to which of the following motives for allowing others to influence us?

Accepted Answer

A)  getting information 
B)  choosing correctly 
C)  managing our self-image 
D)  managing our emotions 
A)  getting information 
B)  choosing correctly 
C)  managing our self-image 
D)  managing our emotions

Question 13

A personality factor that has been shown to withstand social influence,particularly as it relates to harmful norms such as teen smoking,is

Accepted Answer

A)  conscientiousness. 
B)  collectivism. 
C)  agreeableness. 
D)  a belief in one's ability to resist peer influence. 
A)  conscientiousness. 
B)  collectivism. 
C)  agreeableness. 
D)  a belief in one's ability to resist peer influence.

Question 14

Obedience is

Accepted Answer

A)  a behavior change designed to match the actions of others. 
B)  a behavior change that occurs as a result of a direct request. 
C)  a behavior change that occurs as a result of a directive from an authority figure. 
D)  a change in a private belief as a result of receiving a message. 
A)  a behavior change designed to match the actions of others. 
B)  a behavior change that occurs as a result of a direct request. 
C)  a behavior change that occurs as a result of a directive from an authority figure. 
D)  a change in a private belief as a result of receiving a message.

Question 15

The pressure to recycle that you feel when you hear that most of your neighbors recycle is primarily awareness of

Accepted Answer

A)  an injunctive norm. 
B)  a descriptive norm. 
C)  scarcity. 
D)  ambiguity. 
A)  an injunctive norm. 
B)  a descriptive norm. 
C)  scarcity. 
D)  ambiguity.

Question 16

A curious case of mass hysteria occurred when vast numbers of Londoners left the city because a soldier named Bell had predicted that the city would be destroyed by an earthquake on a specific day.The mass hysteria was primarily due to

Accepted Answer

A)  the high probability of another earthquake occurring. 
B)  the influential personality of Bell. 
C)  the Londoners themselves, who mimicked each others' behaviors. 
D)  the scarcity principle. 
A)  the high probability of another earthquake occurring. 
B)  the influential personality of Bell. 
C)  the Londoners themselves, who mimicked each others' behaviors. 
D)  the scarcity principle.

Question 17

Research on the effect of physical attractiveness on compliance has shown that

Accepted Answer

A)  physically attractive individuals are influential in getting compliance only when they are not similar to the target. 
B)  physically attractive people are successful in making sales, but not in gaining compliance with requests for prosocial behaviors. 
C)  although people are more likely to vote for physically attractive political candidates, those who believe that appearance is not important are not influenced by the physical attractiveness of the candidate. 
D)  none of the above 
A)  physically attractive individuals are influential in getting compliance only when they are not similar to the target. 
B)  physically attractive people are successful in making sales, but not in gaining compliance with requests for prosocial behaviors. 
C)  although people are more likely to vote for physically attractive political candidates, those who believe that appearance is not important are not influenced by the physical attractiveness of the candidate. 
D)  none of the above

Question 18

The foot-in-the-door tactic is based on the reciprocation principle.

Accepted Answer

A) True 
 B)False

Question 19

Explain how uncertainty can affect conformity in a group and provide an example.

Accepted Answer

Uncertainty is likel

Question 20

In the studies conducted by Stanley Milgram,most participants were willing to deliver high voltage shocks to a confederate every time the confederate gave the wrong answer in a learning task.Which of the following statements best explains these results?

Accepted Answer

A)  The victim rarely complained about the punishment. 
B)  The victim learned more quickly after receiving electric shocks. 
C)  The participants in the study reacted against what the experimenter said. 
D)  The participants in the study were obedient to the experimenter. 
A)  The victim rarely complained about the punishment. 
B)  The victim learned more quickly after receiving electric shocks. 
C)  The participants in the study reacted against what the experimenter said. 
D)  The participants in the study were obedient to the experimenter.

Influence practitioners often invoke social validation by claiming that their products

In Solomon Asch's series of experiments,participants judged the length of a line incorrectly when everyone else in the room gave the wrong answer.Which of the following statements best explains Asch's results?

Describe the door-in-the-face technique.State what social influence principle it relies on and why you think that.

People are most likely to be consistent with their previous commitments when

One of the mistakes made by some public health campaigns is that they focus too much on the undesired but frequent behavior.

Compliance is

Imagine that a salesman at a tropical resort says you can experience the thrill of a parasailing lesson for only $50.Then,before you decide one way or the other,the salesman says he will drop the price to only $30.The salesman has tried to influence you via the

Define conformity,compliance,and obedience.Give an example of each.

Milgram asked individuals to administer shocks to a fellow participant as part of a "learning" task.He found that people are

Commitment was discussed in the text as most relevant to which of the following motives for allowing others to influence us?

A personality factor that has been shown to withstand social influence,particularly as it relates to harmful norms such as teen smoking,is

Obedience is

The pressure to recycle that you feel when you hear that most of your neighbors recycle is primarily awareness of

A curious case of mass hysteria occurred when vast numbers of Londoners left the city because a soldier named Bell had predicted that the city would be destroyed by an earthquake on a specific day.The mass hysteria was primarily due to

Research on the effect of physical attractiveness on compliance has shown that

The foot-in-the-door tactic is based on the reciprocation principle.

Explain how uncertainty can affect conformity in a group and provide an example.

In the studies conducted by Stanley Milgram,most participants were willing to deliver high voltage shocks to a confederate every time the confederate gave the wrong answer in a learning task.Which of the following statements best explains these results?

Introduction to Social Psychology

The Person and the Situation

Social Cognition: Understanding Ourselves and Others

Presenting the Self

Attitudes and Persuasion

Affiliation and Friendship

Love and Romantic Relationships

Prosocial Behavior

Aggression

Prejudice, Stereotyping, and Discrimination

Groups

Social Dilemmas: Cooperation versus Conflict

Integrating Social Psychology

Filters

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

Influence practitioners often invoke social validation by claiming that their products

In Solomon Asch's series of experiments,participants judged the length of a line incorrectly when everyone else in the room gave the wrong answer.Which of the following statements best explains Asch's results?

Describe the door-in-the-face technique.State what social influence principle it relies on and why you think that.

People are most likely to be consistent with their previous commitments when

One of the mistakes made by some public health campaigns is that they focus too much on the undesired but frequent behavior.

Compliance is

Imagine that a salesman at a tropical resort says you can experience the thrill of a parasailing lesson for only $50.Then,before you decide one way or the other,the salesman says he will drop the price to only $30.The salesman has tried to influence you via the

Define conformity,compliance,and obedience.Give an example of each.

Milgram asked individuals to administer shocks to a fellow participant as part of a "learning" task.He found that people are

Commitment was discussed in the text as most relevant to which of the following motives for allowing others to influence us?

A personality factor that has been shown to withstand social influence,particularly as it relates to harmful norms such as teen smoking,is

Obedience is

The pressure to recycle that you feel when you hear that most of your neighbors recycle is primarily awareness of

A curious case of mass hysteria occurred when vast numbers of Londoners left the city because a soldier named Bell had predicted that the city would be destroyed by an earthquake on a specific day.The mass hysteria was primarily due to

Research on the effect of physical attractiveness on compliance has shown that

The foot-in-the-door tactic is based on the reciprocation principle.

Explain how uncertainty can affect conformity in a group and provide an example.

In the studies conducted by Stanley Milgram,most participants were willing to deliver high voltage shocks to a confederate every time the confederate gave the wrong answer in a learning task.Which of the following statements best explains these results?

Introduction to Social Psychology

The Person and the Situation

Social Cognition: Understanding Ourselves and Others

Presenting the Self

Attitudes and Persuasion

Affiliation and Friendship

Love and Romantic Relationships

Prosocial Behavior

Aggression

Prejudice, Stereotyping, and Discrimination

Groups

Social Dilemmas: Cooperation versus Conflict

Integrating Social Psychology

Filters