Exam 8: Social Influence: Changing Others Behavior

Zimbardo's prison experiment demonstrates that ____ can overpower ____,and people may conform to expected roles.

The door-in-the-face technique is based on the ________ principle of compliance.

One reason that people are willing to obey persons in authority who order them to engage in destructive behaviors is that ________.

Jenna saw in the paper that a department store was having a "One-Day Closeout of Winter Dresses" sale.If she goes to that sale and buys something,she will be a victim of the ________.

If a single stationary source of light shines in a dark room,most people report that it appears to move.This is known as _____.

Taking malicious pleasure in the negative experiences of a disliked other is called ___.

One way in which symbolic social influence may work is by allowing the psychological presence of others to trigger goals with which the other persons are associated.This may,in turn,influence our ________.

One way to help people become more resistant to commands from authorities that may lead to destructive behaviors is to ________.

The foot-in-the-door technique is based on the ________ principle of compliance.

________ norms specify what ought to be done in a particular situation.

The playing-hard-to-get technique is based on the ________ principle of compliance.

In Asch's classic experiment,a standard-setting line was first presented to small groups of people,followed by the presentation of three comparison lines of different lengths.In one condition,three accomplices,posing as students,chose an incorrect answer before the subject could respond.________ of the research participants never yielded to group pressure to accept an incorrect response.

In any particular situation,our conformity is influenced by at least four factors,including our desire to be in control of our own behavior,our desire to be liked by others,our need to be accurate,and our________.

James and Wanda just bought a house,and moved into a new,upscale neighborhood.One of their friends,who lives down the street from them,has installed a hot tub in her rock garden and has pointed out all the advantages of having one.James and Wanda are debating whether to install a rock garden with a hot tub in their new home.Their decision may be strongly influenced by the ________.

One of the factors associated with compliance is scarcity.This is because we are more ________.

Martha tells her friend June,"Didn't you hear that eating lots of garlic is good for you?" If June then changes her eating habits to include a lot of garlic,it would be due to ________.

Imagine that you are at the park with a friend one day when you and your friend see someone casually toss a sandwich wrapper on the ground.Your friend comments,"How crude! People should not litter," and picks the trash up to drop it in a nearby trash receptacle.Your friend's words represent ________.

One of the factors associated with compliance is reciprocity.This is because we are more ________.

The need to resist conformity is stronger in ________.

Offering additional benefits to someone before they have time to decide whether to comply or reject a request is an effective technique for obtaining ________.