Question 1

Which of the following is NOT one of the three factors that determine the success or failure of persuasion?

Accepted Answer

A)  the audience 
B)  the reinforcement 
C)  the message 
D)  the communicator

Question 2

Regarding intimate distance,which of the following statements is FALSE?

Accepted Answer

A)  Intimate distance extends about 18 inches from the body. 
B)  Intimate distance is reserved for special people or special circumstances. 
C)  Intimate distance is the most private space. 
D)  Intimate distance basically keeps people within "arm's reach" of each other.

Question 3

Which of the following is NOT one of the types of social power?

Accepted Answer

A)  expert 
B)  referent 
C)  legitimate 
D)  persuasive

Question 4

Karen smokes two packs of cigarettes a day.However,she is aware that smoking is harmful to her health; therefore,she holds two conflicting or dissonant thoughts.If Karen were to reduce her cognitive dissonance by changing her behavior,she might

Accepted Answer

A)  say to herself, "Smoking really is not that dangerous." 
B)  seek examples of heavy smokers who have lived long lives. 
C)  emphasize the addictive nature of nicotine. 
D)  decide to smoke only when she feels stressed out.

Question 5

Winston wants to by a new car.Before going to the dealership,he obtains detailed information from the Internet regarding exactly how much three dealerships paid for each car.At the first dealership,he negotiates a final "best offer" in writing,then walks out,and goes to another dealership to see if they can make him an even better deal in writing.He goes back to the first dealership with the "best offers" in hand and tries to get an even better deal.Winston

Accepted Answer

A)  is using the highball technique. 
B)  is using the door-in-the-face technique. 
C)  is protecting himself against the use of compliance techniques by salespersons. 
D)  will probably pay more for the car than if he had negotiated with only one dealership.

Question 6

The process of changing your behavior in direct response to the demands of an authority is known as

Accepted Answer

A)  norming. 
B)  compliance. 
C)  conformity. 
D)  obedience.

Question 7

Smokers are told on every pack that cigarettes endanger their lives.Some smokers actually quit,although many more convince themselves that smoking is not really dangerous by citing examples of heavy smokers who lived long lives,by spending time with other smokers,and by avoiding any information that links smoking with cancer.By doing this,the smoker is able to reduce the tension created by

Accepted Answer

A)  cognitive dissonance. 
B)  fundamental attribution. 
C)  groupthink. 
D)  the frustration-aggression link.

Question 8

Which type of power is based upon the recognition that another person has the knowledge necessary for achieving a goal?

Accepted Answer

A)  coercive 
B)  expert 
C)  referent 
D)  legitimate

Question 9

The power of group sanctions even in temporary groups was illustrated in the experiment by

Accepted Answer

A)  Solomon Asch. 
B)  Stanley Milgram. 
C)  Robert Cialdini. 
D)  David Buss.

Question 10

Your church does not have a Sunday School teacher for the preschool class.They ask you to teach it for the whole upcoming year.You explain why this will not be possible.So,they ask if you will teach it for a month,while they look for someone else.Your agreement is testament to the

Accepted Answer

A)  highball technique. 
B)  lowball technique. 
C)  foot-in-the-door effect. 
D)  door-in-the-face effect.

Question 11

In studies of conformity,it was demonstrated that

Accepted Answer

A)  the number of people who conformed did not increase as the majority grew from two to three people. 
B)  a lack of unanimity decreased the pressure to conform. 
C)  conformity was primarily determined by the level of power held by the authority figure. 
D)  all of these occur.

Question 12

We are more likely to comply with a request if

Accepted Answer

A)  it comes from someone we know rather than a stranger. 
B)  it is consistent with our previous actions. 
C)  it allows us to reciprocate a prior gift, favor, or service. 
D)  all of these are present.

Question 13

Once you have publicly committed yourself to a belief,there is a strong need to maintain consistency and even to convince others so there will be added proof that you were correct in your belief,according to the

Accepted Answer

A)  frustration-aggression hypothesis. 
B)  fundamental attribution theory. 
C)  theory of groupthink. 
D)  cognitive dissonance theory.

Question 14

The strongest of the five forms of social influence is

Accepted Answer

A)  obedience. 
B)  coercion. 
C)  compliance. 
D)  group conformity.

Question 15

Regarding personal space,which of the following statements is FALSE?

Accepted Answer

A)  Personal space is an area surrounding the body that is regarded as private and under one's personal control. 
B)  The four basic spatial zones are intimate, personal, social, and public distance. 
C)  The systematic study of norms concerning the use of personal space is called ergonomics. 
D)  Norms governing comfortable or acceptable distances vary according to relationships as well as activities.

Question 16

Tony asks his friend Clay how he was able to get his mom to give him $10 for the movies.Clay replies that you first ask for a loan of $25.When she refuses,you then ask if she could at least loan you $10.Clay has learned that which approach works his mom?

Accepted Answer

A)  highball technique 
B)  lowball technique 
C)  door-in-the-face effect 
D)  foot-in-the-door effect

Question 17

A water pipe has burst in your ceiling and water is pouring down on all your furniture.You call your plumber to fix the problem.In this situation,the plumber has __________ power.

Accepted Answer

A)  legitimate 
B)  expert 
C)  referent 
D)  coercive

Question 18

In Festinger's classic experiment,college students did an extremely boring task for a long time.Afterward,they were asked to help lure others into the experiment by pretending that the task was interesting and enjoyable.Later they were asked their opinion of the task.Those paid $20 for luring more participants

Accepted Answer

A)  did not change their opinion of the task and still thought the task was boring. 
B)  changed their attitude about the task and now thought it was pleasant and interesting. 
C)  experienced a great deal of cognitive dissonance regarding the task. 
D)  exhibited groupthink regarding the difficulty of the task.

Question 19

According to Hall,there are four basic zones related to interpersonal distances.Which of the following is NOT one of these zones?

Accepted Answer

A)  intimate 
B)  territorial 
C)  social 
D)  public

Question 20

Conformity,obedience,and compliance are all examples of

Accepted Answer

A)  social influence. 
B)  social learning. 
C)  persuasion. 
D)  coercion.

Exam 16: B: Social Thinking and Social Influence