Exam 8: Social Influence: Changing Others Behavior

One technique for gaining compliance is to begin with a large request,then make a smaller desired request after the first one is refused.This is known as ________.

Efforts by one or more individuals to change another's attitudes,beliefs,perceptions,or behaviors are known as ________.

Three college friends went swimming in a local creek,ignoring both a No-Trespassing sign and a No-Swimming sign.These friends were violating ________.

Zosha and three of her friends have just watched a new movie.As they walk out of the movie,Zosha's friends are talking about how much they enjoyed the movie and how good the actor's portrayal was.If one of her friends then asks Zosha how she liked the movie,she is likely to ________.

One technique used for seeking compliance from others involves calling attention to relatively trivial,surprising similarities between the target person and ourselves.This is known as ________.

Compliance professionals are people ________.

Erin has been living with her boyfriend for a year.During that time,Erin has heard her boyfriend and his family make many negative comments about Asians.When her boyfriend's family is around,Erin also occasionally makes negative comments about Asians,even though she doesn't believe these comments are based in facts.This situation best represents the distinction between ________ and ________.

A minority group that wants to influence the majority must be consistent in their opposition to majority opinion,avoid appearing rigid and dogmatic,and ________.

People who see others picking up litter in a parking lot are less likely to litter themselves.This observation can best be explained by ________.

One frequently used impression management technique is ingratiation.This involves ________.

Informational social influence is based on our desire to ________.

The social influence that results from our mental representation of other individuals or of our relationships with others is known as ________.

The fast-approaching-deadline technique is based on the ________ principle of compliance.

Normative focus theory says ________.

The type of social influence that involves direct requests from one individual to another is known as ________.

Awareness of the power that authority figures have to command others is helpful in ________ the impulse to be obedient to destructive commands.

A reason for any gender differences in conformity involves a difference in ________ between men and women.

One way in which symbolic social influence may work is by activating our mental representations of people with whom we have relationships.These mental representations are known as ________.

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

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 agreed with a clearly incorrect answer at least once.