Exam 6: Social Influence in Our Relations With Others

Pansu found that in _____________, the door-in-the-face strategy was more effective in getting hospital employees to smoke less than a traditional information campaign.

Conformity can be helpful when we are involved in ambiguous situations and don't know what to do. In this case, we do what others are doing because it provides us with

People in _______________ cultures are more motivated by social proof.

The principle of ________suggests we are more likely to comply to a request made by someone in charge.

Before assuming the people who shocked to 450 volts did so because they were evil, we are making

Sometimes, we comply with another person's request to build a reciprocity "savings account." According to your text, the benefit to us would be

Humans have the need to control their own destinies and choices. As a result, when this need is threatened, we work harder to maintain this freedom. According to Brehm & Brehm (2013), this effortful response is known as

The concept of limited edition artwork, collectibles, or ice cream relies on the principle of __________ to get customers to buy and buy quickly.

Jerry Burger of Santa Clara University recreated whose popular psychological study to find out if modern-day participants would also be compliant to an authority figure?

The teacher's role in Milgram's study involves

Compared to men in the original Milgram study, women participants in later studies obeyed at _________ rates.

One stereotype concerning politicians is they never miss the opportunity to have their picture taken with a baby. If this stereotype is true, it is based on the concept of associating yourself with something

Milgram's (1974) Yale study investigated factors influencing

What was Dr. Zimbardo's role in the Stanford Prison Experiment?

____________ goes beyond conformity because it involves a response to an overt request.

Whenever the "teacher" hesitated in administering the shock,

Retail stores capitalize on the principle of __________ with sales that indicate the offer is time limited.

According to Cialdini, two signs you are about to agree to a request that makes you uncomfortable include a(n) _____________and asking yourself, "If I had to do this over again and knew at the beginning what I know now, would I do it again?"

Sondra wanted to stay out with friends until 10 p.m. on Saturday. Rather than ask her mom if she could come home at 10, Sondra asked her mom if she could stay out until midnight. When Mom said no (an answer Sondra expected), Sondra replied, "Oh, Mom! How about until 10 then?" Which technique is Sondra using to get her way?

Normative social influence is to ___________as informational social influence is to