Question 1

__________ suggests that social influence depends on the strength, immediacy, and number of source persons relative to the target person.

Accepted Answer

A)  Social impact theory 
B)  Social comparison theory 
C)  Social contact theory 
D)  The contact hypothesis

Question 2

Why would a young child be likely to agree to do something requested by his or her parents?

Accepted Answer

A)  Because parents are often viewed as authority figures 
B)  Because children always do what their parents want no matter what 
C)  Because children are trying to be consistent in their attitudes and beliefs 
D)  Children are unlikely to do anything requested by their parents.

Question 3

The chameleon effect is both conscious and non-conscious mimicry.

Accepted Answer

A) True 
 B)False

Question 4

Based on information presented in your textbook, you would predict that as Laurie gets older her conformity to her parents' behaviour will tend to __________, while conformity to her peers' behaviour will tend to__________.

Accepted Answer

A)  decrease; increase 
B)  stay the same; increase 
C)  decrease; also decrease 
D)  stay the same; decrease

Question 5

Suppose there is a fire in a building. Using the concept of pluralistic ignorance, describe how this might delay people from exiting the building in a timely fashion.

Accepted Answer

The answer of Suppose there is a fire in a...

Question 6

Compare and contrast injunctive and descriptive norms. Elaborate on why Robert Cialdini argued that public service announcements should focus more on injunctive norms than on descriptive norms. Provide research evidence to support his viewpoint.

Accepted Answer

The answer of Compare and contrast injunctive and descriptive norms....

Question 7

Gender is more likely to affect conformity under which of the following circumstances?

Accepted Answer

A)  In time sensitive situations 
B)  In private situations 
C)  In public situations 
D)  Gender does not affect conformity.

Question 8

Chartrand and Bargh (1999) conducted an experiment where confederates matched the behaviours of some study participants but not others. What did they find?

Accepted Answer

A)  Participants who had been mimicked responded more favourably to the confederate than those who had not been mimicked. 
B)  Participants who had been mimicked responded less favourably to the confederate than those who had not been mimicked. 
C)  Participants who had been not mimicked responded more favourably to the confederate than those who had been mimicked. 
D)  Participants who had been mimicked responded no differently to the confederate than those who had not been mimicked.

Question 9

An attempt to get people to like you so they are more willing to comply with your request is known as:

Accepted Answer

A)  ingratiation. 
B)  smooth talk. 
C)  sweet talk. 
D)  social validation.

Question 10

What did Stanley Milgram find in his work that supports the notion that the perception of authority is important for promoting obedience?

Accepted Answer

A)  He found that the vast majority of people were unwilling to shock the confederate. 
B)  He found the same rates of obedience when he conducted the study at Yale University as when he conducted the study at a lab with no affiliation to Yale. 
C)  He found that obedience rates were higher when the person in charge looked like a scientist compared to when he was perceived to be another 'participant.' 
D)  He found the same rates of obedience when the person in charge looked like a scientist as when he was perceived to be another 'participant.'

Question 11

Joe, a politician running for governor, tries to persuade a group of farmers to vote for him by calling them the 'backbone of the economy.' This can be considered an example of:

Accepted Answer

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

Question 12

If James, who is from the United States, has a high need to feel unique and different, we would predict that:

Accepted Answer

A)  he would be more resistant to the pressure to conform. 
B)  he would be less resistant to the pressure to conform. 
C)  he would be more likely to behave in line with social norms. 
D)  he would be more likely to engage in public conformity

Question 13

What have researchers found can increase people's tendency to agree to donate money to a charity when the request is made by a stranger?

Accepted Answer

A)  Having the same first name as the individual requesting the money 
B)  Having the same birthday as the individual requesting the money 
C)  Having the request come from someone of a different race 
D)  Having either the same first name or birthday as the individual requesting the money

Question 14

You go to the drugstore to pick up medicine because a friend asked you to do her the favour. This can be considered an example of:

Accepted Answer

A)  informational social influence. 
B)  private conformity. 
C)  compliance. 
D)  ingratiation.

Question 15

_________ refer to how people typically behave in a situation while _________ refer to what people typically approve or disapprove of in a given situation.

Accepted Answer

A)  Social roles; descriptive norms 
B)  Social influences; descriptive norms 
C)  Injunctive norms; descriptive norms 
D)  Descriptive norms; injunctive norms

Question 16

Which compliance technique involves a target accepting a 'low cost' offer, only to then be told there are additional hidden costs?

Accepted Answer

A)  The door-in-the-face technique 
B)  The foot-in-the-door technique 
C)  The lowball technique 
D)  The that's-not-all technique

Question 17

Who is more likely to conform, a person from a collectivist culture or a person from an individualistic culture? Why?

Accepted Answer

The answer of Who is more likely to conform, a...

Question 18

Compare and contrast foot-in-the-door technique and door-in-the-face technique. Name the principle of compliance that drives the success of each technique and describe why these techniques are often effective in eliciting compliance.

Accepted Answer

The answer of Compare and contrast foot-in-the-door technique and door-in-the-face...

Question 19

Which of the following is a strategy that can be used to resist authority?

Accepted Answer

A)  Take away the perceived authority level from the authority figure 
B)  Change proximity to the authority figure 
C)  Obey the authority figure while privately disagreeing with him or her 
D)  Both taking away the perceived authority level from the authority figure and changing proximity to the authority figure can be used to resist authority.

Question 20

The ___________ technique is based on commitment and consistency, while the ___________ technique is based on reciprocity.

Accepted Answer

A)  lowball technique; that's-not-all technique 
B)  that's-not-all technique; door-in-the-face technique 
C)  that's-not-all technique; lowball technique 
D)  door-in-the-face technique; foot-in-the-door technique

Exam 8: Social Influence