Question 1

Define injunctive norm,and describe how an injunctive norm might influence one's littering behavior.

Accepted Answer

Injunctive norm: A norm that defines wha

Question 2

Imagine that you are approaching a bake sale table and the saleswoman tells you that the price of a cupcake is $1.00.While you are deciding,she reduces the price to $0.75 for the same cupcake.You are ________ likely to buy the cupcake than if you were originally presented with a price of $0.75 because ________.

Accepted Answer

A)  more; you perceive the deal as a concession on the part of the salesperson 
B)  more; you will be affected by the commitment/consistency principle 
C)  less; you will anchor your judgment to the price of $1.00 
D)  less; you will experience psychological reactance at the price change 
A)  more; you perceive the deal as a concession on the part of the salesperson 
B)  more; you will be affected by the commitment/consistency principle 
C)  less; you will anchor your judgment to the price of $1.00 
D)  less; you will experience psychological reactance at the price change

Question 3

People are more likely to follow the crowd when they are

Accepted Answer

A)  motivated to be accurate and are certain of their own decision. 
B)  motivated to be accurate and are uncertain of their own decision. 
C)  not motivated to be accurate and are certain of their own decision. 
D)  not motivated to be accurate and are uncertain of their own decision. 
A)  motivated to be accurate and are certain of their own decision. 
B)  motivated to be accurate and are uncertain of their own decision. 
C)  not motivated to be accurate and are certain of their own decision. 
D)  not motivated to be accurate and are uncertain of their own decision.

Question 4

Suppose that someone says to you,"Can you give a contribution to St.Mary's Food Bank to feed the poor this Thanksgiving?" If you give them some money,this is an example of

Accepted Answer

A)  conformity. 
B)  social validation. 
C)  compliance. 
D)  obedience. 
A)  conformity. 
B)  social validation. 
C)  compliance. 
D)  obedience.

Question 5

"A change in overt behavior caused by real or imagined pressure from others" is defined as

Accepted Answer

A)  inoculation. 
B)  brainwashing. 
C)  social comparison. 
D)  social influence. 
A)  inoculation. 
B)  brainwashing. 
C)  social comparison. 
D)  social influence.

Question 6

You open your mailbox and discover a free packet of Health-Nut granola bars.The next time you go to the supermarket to buy snacks,you think about buying Health-Nut bars.However,you decide not to because you are angry with the manufacturers for manipulating you by activating the norm of

Accepted Answer

A)  liability. 
B)  equity. 
C)  social responsibility. 
D)  reciprocity. 
A)  liability. 
B)  equity. 
C)  social responsibility. 
D)  reciprocity.

Question 7

The study of Citibank branches in the United States,China,Spain,and Germany found that all of the following approaches were used in various countries EXCEPT the

Accepted Answer

A)  market-based approach. 
B)  family-based approach. 
C)  need-based approach. 
D)  friendship-based approach. 
A)  market-based approach. 
B)  family-based approach. 
C)  need-based approach. 
D)  friendship-based approach.

Question 8

Men and women conform similarly to group opinion when they have to do so in public,but women conform more to group opinion when responses are made privately.

Accepted Answer

A) True 
 B)False

Question 9

When faced with the fact that customers were not using his newly developed shopping carts,Sylvan Goldman

Accepted Answer

A)  reduced the price of the carts. 
B)  advertised that only a few carts were available. 
C)  asked an authority to recommend them. 
D)  hired fake shoppers to use them. 
A)  reduced the price of the carts. 
B)  advertised that only a few carts were available. 
C)  asked an authority to recommend them. 
D)  hired fake shoppers to use them.

Question 10

In the study on nurses' obedience,a man who identified himself as a doctor ordered nurses to give twice the maximum acceptable dosage of a drug to a patient.The results of the study demonstrated that

Accepted Answer

A)  the nurses obeyed this order only when they were given the order in person. 
B)  the nurses obeyed this order only when they knew the doctor. 
C)  the nurses relied on their judgment and did not obey the order despite the authority of the doctor. 
D)  the vast majority of the nurses obeyed this order. 
A)  the nurses obeyed this order only when they were given the order in person. 
B)  the nurses obeyed this order only when they knew the doctor. 
C)  the nurses relied on their judgment and did not obey the order despite the authority of the doctor. 
D)  the vast majority of the nurses obeyed this order.

Question 11

The low-ball technique is effective because after making an active choice for something

Accepted Answer

A)  people view more favorably the things they didn't choose. 
B)  people see what they've chosen more positively and are reluctant to relinquish it. 
C)  the assimilation principle makes other choices less attractive. 
D)  the contrast principle makes other choices more attractive. 
A)  people view more favorably the things they didn't choose. 
B)  people see what they've chosen more positively and are reluctant to relinquish it. 
C)  the assimilation principle makes other choices less attractive. 
D)  the contrast principle makes other choices more attractive.

Question 12

The claim "We have the bestselling truck in its class" utilizes the ________ principle,whereas "We have only four of these trucks in stock" utilizes the ________ principle.

Accepted Answer

A)  social validation; scarcity 
B)  social validation; reciprocation 
C)  reciprocation; scarcity 
D)  authority; reciprocation 
A)  social validation; scarcity 
B)  social validation; reciprocation 
C)  reciprocation; scarcity 
D)  authority; reciprocation

Question 13

People are likely to be influenced by others because they rely on the heuristic: "If it's popular,it must be ________."

Accepted Answer

A)  an effective choice 
B)  an appropriate way to act 
C)  generally approved 
D)  all of the above 
A)  an effective choice 
B)  an appropriate way to act 
C)  generally approved 
D)  all of the above

Question 14

Define the liking/friendship principle and provide an example of how an advertiser might incorporate it into an ad for women's shampoo.

Accepted Answer

Liking/friendship: People pref

Question 15

Imagine that you are leaving a parking space and another driver who is waiting to take the space is honking to pressure you to leave faster.As a result,you start moving even more slowly.Which of the following would best explain your behavior?

Accepted Answer

A)  norm of reciprocity 
B)  need for approval 
C)  social validation 
D)  reactance theory 
A)  norm of reciprocity 
B)  need for approval 
C)  social validation 
D)  reactance theory

Question 16

The door-in-the-face technique,in which the requester makes a large request and then retreats to the smaller,desired favor,is based on the

Accepted Answer

A)  need for consistency. 
B)  need for cognition. 
C)  norm of reciprocity. 
D)  value of collectivism. 
A)  need for consistency. 
B)  need for cognition. 
C)  norm of reciprocity. 
D)  value of collectivism.

Question 17

According to the text,advertisements specifying a "limited time only" are attempting to cash in on

Accepted Answer

A)  the availability heuristic. 
B)  social validation concerns. 
C)  the preference for consistency. 
D)  the scarcity principle. 
A)  the availability heuristic. 
B)  social validation concerns. 
C)  the preference for consistency. 
D)  the scarcity principle.

Question 18

The foot-in-the-door technique may be summarized by the phrase

Accepted Answer

A)  build next to the best. 
B)  build on rock, not sand. 
C)  start small and build. 
D)  build it and they will come. 
A)  build next to the best. 
B)  build on rock, not sand. 
C)  start small and build. 
D)  build it and they will come.

Question 19

Describe the low-ball tactic and what influence principle it utilizes.Provide an example.

Accepted Answer

Low-ball tactic: Gaining a com

Question 20

In the famous first study conducted by Stanley Milgram,________ of the participants continued to "shock" the confederate all the way up to 450 volts,which was as high as the shock generating machine could go.

Accepted Answer

A)  less than 1% 
B)  only the most psychologically disturbed 
C)  only the most independent 
D)  more than half 
A)  less than 1% 
B)  only the most psychologically disturbed 
C)  only the most independent 
D)  more than half

Define injunctive norm,and describe how an injunctive norm might influence one's littering behavior.

Imagine that you are approaching a bake sale table and the saleswoman tells you that the price of a cupcake is $1.00.While you are deciding,she reduces the price to $0.75 for the same cupcake.You are likely to buy the cupcake than if you were originally presented with a price of $0.75 because .

People are more likely to follow the crowd when they are

Suppose that someone says to you,"Can you give a contribution to St.Mary's Food Bank to feed the poor this Thanksgiving?" If you give them some money,this is an example of

"A change in overt behavior caused by real or imagined pressure from others" is defined as

You open your mailbox and discover a free packet of Health-Nut granola bars.The next time you go to the supermarket to buy snacks,you think about buying Health-Nut bars.However,you decide not to because you are angry with the manufacturers for manipulating you by activating the norm of

The study of Citibank branches in the United States,China,Spain,and Germany found that all of the following approaches were used in various countries EXCEPT the

Men and women conform similarly to group opinion when they have to do so in public,but women conform more to group opinion when responses are made privately.

When faced with the fact that customers were not using his newly developed shopping carts,Sylvan Goldman

In the study on nurses' obedience,a man who identified himself as a doctor ordered nurses to give twice the maximum acceptable dosage of a drug to a patient.The results of the study demonstrated that

The low-ball technique is effective because after making an active choice for something

The claim "We have the bestselling truck in its class" utilizes the principle,whereas "We have only four of these trucks in stock" utilizes the principle.

People are likely to be influenced by others because they rely on the heuristic: "If it's popular,it must be ________."

Define the liking/friendship principle and provide an example of how an advertiser might incorporate it into an ad for women's shampoo.

Imagine that you are leaving a parking space and another driver who is waiting to take the space is honking to pressure you to leave faster.As a result,you start moving even more slowly.Which of the following would best explain your behavior?

The door-in-the-face technique,in which the requester makes a large request and then retreats to the smaller,desired favor,is based on the

According to the text,advertisements specifying a "limited time only" are attempting to cash in on

The foot-in-the-door technique may be summarized by the phrase

Describe the low-ball tactic and what influence principle it utilizes.Provide an example.

In the famous first study conducted by Stanley Milgram,________ of the participants continued to "shock" the confederate all the way up to 450 volts,which was as high as the shock generating machine could go.

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

Define injunctive norm,and describe how an injunctive norm might influence one's littering behavior.

People are more likely to follow the crowd when they are

Suppose that someone says to you,"Can you give a contribution to St.Mary's Food Bank to feed the poor this Thanksgiving?" If you give them some money,this is an example of

"A change in overt behavior caused by real or imagined pressure from others" is defined as

You open your mailbox and discover a free packet of Health-Nut granola bars.The next time you go to the supermarket to buy snacks,you think about buying Health-Nut bars.However,you decide not to because you are angry with the manufacturers for manipulating you by activating the norm of

The study of Citibank branches in the United States,China,Spain,and Germany found that all of the following approaches were used in various countries EXCEPT the

Men and women conform similarly to group opinion when they have to do so in public,but women conform more to group opinion when responses are made privately.

When faced with the fact that customers were not using his newly developed shopping carts,Sylvan Goldman

In the study on nurses' obedience,a man who identified himself as a doctor ordered nurses to give twice the maximum acceptable dosage of a drug to a patient.The results of the study demonstrated that

The low-ball technique is effective because after making an active choice for something

The claim "We have the bestselling truck in its class" utilizes the ________ principle,whereas "We have only four of these trucks in stock" utilizes the ________ principle.

People are likely to be influenced by others because they rely on the heuristic: "If it's popular,it must be ________."

Define the liking/friendship principle and provide an example of how an advertiser might incorporate it into an ad for women's shampoo.

Imagine that you are leaving a parking space and another driver who is waiting to take the space is honking to pressure you to leave faster.As a result,you start moving even more slowly.Which of the following would best explain your behavior?

The door-in-the-face technique,in which the requester makes a large request and then retreats to the smaller,desired favor,is based on the

According to the text,advertisements specifying a "limited time only" are attempting to cash in on

The foot-in-the-door technique may be summarized by the phrase

Describe the low-ball tactic and what influence principle it utilizes.Provide an example.

In the famous first study conducted by Stanley Milgram,________ of the participants continued to "shock" the confederate all the way up to 450 volts,which was as high as the shock generating machine could go.

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

The claim "We have the bestselling truck in its class" utilizes the principle,whereas "We have only four of these trucks in stock" utilizes the principle.