Exam 13: Social Influence and Behavioral Compliance

Tim just purchased a new tread mill.Before ringing up the sale, the salesperson offers Tim an expensive 3-year warranty on the machine for $300.Tim rejects the offer.The salesperson then offers a !-year warranty for $100, which Tim accepts.This is an example of what social influence principle?

Offering free shipping on all Internet orders, offering an extended warranty on a car purchase, and selling ice cream at the grocery store for "buy one/get one" deals, are all examples of what type of social influence mechanism?

The scarcity principle is based on the premise of the diffusion of responsibility effect.

Mary is extremely pretty, but most people think she is also very kind, and funny, and smart; people just seem to like her.Mary may be the fortunate recipient of what effect?

Research has shown that the door-in-the-face technique is actually a compare and contrast type of effect.

Which of the following statements about the concept of compliance is false?

Which of the following is not an influence technique based on the social influence principle of commitment and consistency?

Recalling the Milgram obedience experiments discussed in your readings, what was Milgram actually trying to prove?

Leslie is shopping for a new computer the day after Thanksgiving.She is hoping to get a good deal.The local electronics store has advertised a leading brand of computer at a 60% discount.Leslie goes to the store to purchase that computer, but when she arrives, the salesperson tries to convince her to purchase a higher priced computer with more features.This tactic is commonly known as:

People who live in individualistic (versus collectivistic) cultures tend to be more susceptible to social influence tactics.

Many real estate agents know that if they can persuade a potential buyer to make a preliminary offer on a house, the buyer will feel committed to the purchase and hesitant to walk-away, even if the "deal" changes (such as having to pay for repairs or closing costs, etc.) This is representative of what social influence mechanism?

One common management practice that project teams sometimes employ is to have all of the members of the team sign an informal "contract" at the beginning of the project, which says they all agree with the project goals and dedicate themselves to the success of the project.This is an example of what social influence principle?

Many sitcoms on TV use canned laughter.Research has shown that jokes are rated as funnier when they are accompanied by canned Iaugher than when they are not, even though most people have negative opinions about canned Iaugher and most people say it is easy to detect canned laughter.Which social influence principle is involved here?

During a recent fund-raising campaign for a university, fund-raisers were told to specifically tell prospective donors that the money raised by the campaign would be used to build a new college of business building and that's why they should donate.This is an example of what type of social influence technique?

In Milgram's classic experiments on obedience to authority, it was shown that men are more susceptible to authority than women.

When car salespersons try to get an initial commitment from their customers and then change the deal they are using the door-in-the-face technique.

The foot-in-the-door technique is effective over a period of several days.

The affmnation of the consequent helps explain the social validation effect.

Flattery often enhances a person's liking even when we realize we are being ingratiated.

Verbal compliance is when someone says "yes" to a request.