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

The low-ball and the foot-in-the-door techniques both capitalize on the principle of

Your text mentions the curious phenomenon in which certain resistance skills education programs (for example,teaching students to "just say no" to alcohol or drugs)have been shown to increase rather than decrease the use of harmful substances.Why does this appear to be the case?

Stanley Milgram conducted studies in which participants were directed by the experimenter to deliver high voltage shocks to a confederate every time the confederate gave the wrong answer on a learning task.This study exemplified which of the following phenomena?

If you wanted to use internal pressures toward consistency to ensure that people would attend an important event,you should

To say that it is wrong to chat with another student during a lecture is to state a/an

Less educated individuals are less obedient to authority figures.

According to a classic set of studies by Schachter (1951),"For a deviate in a group,the unforgivable sin is not to ________,but to ________."

Define injunctive norm and descriptive norm,and indicate how they are different.

Your text notes that a particular restaurant in Chicago discovered a highly effective tactic to ensure that callers who make reservations will call to cancel the reservation if they decide not to appear.What do the restaurant's receptionists say to engage the power of a personal commitment?

The study by Freedman and Fraser (1966),in which housewives were called on the phone and asked for permission to have a consumer group come to their home and classify all their household products,is an example of

Explain why active and public commitments are typically more effective than passive and private commitments.Provide separate examples of an active and a public commitment.

Commitments are most likely to be lasting when they are all of the following EXCEPT

A single visible dissenter from the group's position

Imagine that a representative of the American Heart Association knocks on your door and asks for a donation.You would be more likely to make a donation if

The labeling technique

What person and situation factors cause people to yield to social influence in order to gain social approval? Give examples of how these factors might lead people to change their behavior.

Robert Cialdini,one of your textbook authors,engaged in a type of systematic natural observation called participant observation.Using this methodology,he

The bait-and-switch technique takes advantage of people's desire to

You need to meet a professor who is very busy,and you are afraid she will refuse to meet you.According to research,the professor will be more willing to meet with you for about 15-20 minutes if you

Someone who gives you a flower at the airport and then asks for a donation,is attempting