Question 1

Describe 4 manipulative sales techniques.

Accepted Answer

Low-ball is based on obtaining a person's initial agreement to purchase an item at a lower price before revealing hidden costs that raise the ultimate price. Bait-and-switch is based on "baiting" a person by making an unrealistically attractive offer and then replacing it with a less attractive offer. Foot-in-the-door is based on securing compliance with a smaller request as a prelude to making a larger request. Door-in-the-face involves making a large, unreasonable request and then following it up with a smaller, more reasonable one.

Question 2

A person's individual identity is best described as her/his

Accepted Answer

A) social identity. 
B) self-concept. 
C) self-esteem. 
D) self-schema. 
E) personal identity. 
A) social identity. 
B) self-concept. 
C) self-esteem. 
D) self-schema. 
E) personal identity. E

Question 3

According to Sternberg, the strongest relationships can be described as those with

Accepted Answer

A) high levels of all three components of love in at least one partner. 
B) high levels of commitment, regardless of levels of intimacy or passion. 
C) high levels of commitment and intimacy, regardless of levels of passion. 
D) a high level of commitment by both partners. 
E) partners that have love triangles that are closely matched. 
A) high levels of all three components of love in at least one partner. 
B) high levels of commitment, regardless of levels of intimacy or passion. 
C) high levels of commitment and intimacy, regardless of levels of passion. 
D) a high level of commitment by both partners. 
E) partners that have love triangles that are closely matched. E

Question 4

Which of the following definitions best describes out-group negativism?

Accepted Answer

A) The belief that members of other groups hold prejudiced attitudes toward members of one's own group 
B) The perception that members of out-groups are more alike than members of in-groups 
C) A predisposition to attribute more positive characteristics to members of in-groups than to members of out-groups 
D) A sense of threat evoked in members of stereotyped out-groups 
E) A predisposition to attribute more negative characteristics to members of out-groups than to those of in-groups 
A) The belief that members of other groups hold prejudiced attitudes toward members of one's own group 
B) The perception that members of out-groups are more alike than members of in-groups 
C) A predisposition to attribute more positive characteristics to members of in-groups than to members of out-groups 
D) A sense of threat evoked in members of stereotyped out-groups 
E) A predisposition to attribute more negative characteristics to members of out-groups than to those of in-groups

Question 5

In group decision-making, the tendency for group discussion to be limited to a single point of view is best described by which psychological principle?

Accepted Answer

A) diffusion of responsibility 
B) social loafing 
C) groupthink 
D) legitimization of authority 
E) consensus-building 
A) diffusion of responsibility 
B) social loafing 
C) groupthink 
D) legitimization of authority 
E) consensus-building

Question 6

______ play(s)a role in explaining why people obey immoral commands.

Accepted Answer

A) Social validation, but not legitimization of authority, 
B) Social comparison, but not legitimization of authority, 
C) Legitimization of authority, but not social validation, 
D) Legitimization of authority, but not social comparison, 
E) Social comparison and legitimization of authority 
A) Social validation, but not legitimization of authority, 
B) Social comparison, but not legitimization of authority, 
C) Legitimization of authority, but not social validation, 
D) Legitimization of authority, but not social comparison, 
E) Social comparison and legitimization of authority

Question 7

The contact hypothesis suggests that prejudice

Accepted Answer

A) can be reduced by bringing groups into contact with each other. 
B) is the result of groups being brought into contact with each other. 
C) results in increased group interaction. 
D) results in decreased group interaction. 
E) will be more apparent in situations of intergroup cooperation. 
A) can be reduced by bringing groups into contact with each other. 
B) is the result of groups being brought into contact with each other. 
C) results in increased group interaction. 
D) results in decreased group interaction. 
E) will be more apparent in situations of intergroup cooperation.

Question 8

Which of the following statements regarding prejudice is FALSE?

Accepted Answer

A) Social psychologists have found a disparity between what people say about their racial attitudes and their response to racial cues. 
B) Prejudice and discrimination usually increase during times of high unemployment. 
C) Prejudice consists of cognitive, emotional, and behavioral components. 
D) Stereotypes and prejudice are equally likely to be negative or positive. 
E) Prejudice is acquired in the same way that other attitudes are learned. 
A) Social psychologists have found a disparity between what people say about their racial attitudes and their response to racial cues. 
B) Prejudice and discrimination usually increase during times of high unemployment. 
C) Prejudice consists of cognitive, emotional, and behavioral components. 
D) Stereotypes and prejudice are equally likely to be negative or positive. 
E) Prejudice is acquired in the same way that other attitudes are learned.

Question 9

Messages are more credible when they

Accepted Answer

A) reflect the interests of the communicator. 
B) go against the interests of the communicator. 
C) are irrelevant to the interests of the communicator. 
D) are not accompanied by relevant counter-arguments. 
E) are not often repeated. 
A) reflect the interests of the communicator. 
B) go against the interests of the communicator. 
C) are irrelevant to the interests of the communicator. 
D) are not accompanied by relevant counter-arguments. 
E) are not often repeated.

Question 10

According to the elaboration likelihood model, when elaboration likelihood is low, people

Accepted Answer

A) use a peripheral route of processing information. 
B) use a central route of processing information. 
C) ignore persuasive messages. 
D) focus on aspects of the persuasive message that are consistent with prior beliefs. 
E) focus on the content of the message. 
A) use a peripheral route of processing information. 
B) use a central route of processing information. 
C) ignore persuasive messages. 
D) focus on aspects of the persuasive message that are consistent with prior beliefs. 
E) focus on the content of the message.

Question 11

A judgment of either liking or disliking something or someone is a(n)

Accepted Answer

A) attitude. 
B) attribution. 
C) stereotype. 
D) prejudice. 
E) bias. 
A) attitude. 
B) attribution. 
C) stereotype. 
D) prejudice. 
E) bias.

Question 12

Janice leads a team of 20 employees. If Janice wants to reduce the chances of social loafing in her team, she should do all but which of the following?

Accepted Answer

A) increase the appeal of the team's task 
B) give public feedback on each team member's good performance 
C) give public feedback on each team member's poor performance 
D) evaluate performance for the group only 
E) increase the visibility of each individual's contribution in the group 
A) increase the appeal of the team's task 
B) give public feedback on each team member's good performance 
C) give public feedback on each team member's poor performance 
D) evaluate performance for the group only 
E) increase the visibility of each individual's contribution in the group

Question 13

In which condition is a person most likely to carefully evaluate a persuasive message?

Accepted Answer

A) When the message is consistent with what they already believe 
B) When the message is inconsistent with what they already believe 
C) When the message is irrelevant to what they already believe 
D) When they are distracted and the message is not particularly meaningful 
E) When they are highly motivated and they have the skills to evaluate the message 
A) When the message is consistent with what they already believe 
B) When the message is inconsistent with what they already believe 
C) When the message is irrelevant to what they already believe 
D) When they are distracted and the message is not particularly meaningful 
E) When they are highly motivated and they have the skills to evaluate the message

Question 14

In groupthink, group members emphasize ______ over thoughtful consideration of the issues.

Accepted Answer

A) diffusion of responsibility 
B) social loafing 
C) impressions 
D) individual opinion 
E) consensus-building 
A) diffusion of responsibility 
B) social loafing 
C) impressions 
D) individual opinion 
E) consensus-building

Question 15

When Anne first met Jules, he had been suffering from insomnia and was a little short-tempered. Subsequently, when she was around Jules, she interpreted a lot of what he did as reflecting his hostile personality. This reflects the power of

Accepted Answer

A) social schemas. 
B) stereotyping. 
C) discrimination. 
D) cognitive dissonance. 
E) self-fulfilling prophecy. 
A) social schemas. 
B) stereotyping. 
C) discrimination. 
D) cognitive dissonance. 
E) self-fulfilling prophecy.

Question 16

Compared to a person from a collectivist culture, a person from an individualistic culture

Accepted Answer

A) is less prone to make the fundamental attribution error. 
B) has a greater tendency to make situational attributions for the behavior of others. 
C) is more likely to commit the fundamental attribution error. 
D) emphasizes external causes of behavior to explain the behavior of others. 
E) relies little on dispositional causes in making attributions. 
A) is less prone to make the fundamental attribution error. 
B) has a greater tendency to make situational attributions for the behavior of others. 
C) is more likely to commit the fundamental attribution error. 
D) emphasizes external causes of behavior to explain the behavior of others. 
E) relies little on dispositional causes in making attributions.

Question 17

Attempting to reduce prejudice by transporting students from the majority group to minority schools is suggested by

Accepted Answer

A) the fundamental attribution error. 
B) the matching hypothesis. 
C) the contact hypothesis. 
D) cognitive dissonance. 
E) in-group favoritism. 
A) the fundamental attribution error. 
B) the matching hypothesis. 
C) the contact hypothesis. 
D) cognitive dissonance. 
E) in-group favoritism.

Question 18

Of the following smokers, which one is choosing the route of rationalization to deal with the dissonance between their smoking behavior and their belief that smoking is unhealthy?

Accepted Answer

A) Alejandro, who says, "Cancer doesn't run in my family anyway." 
B) Bhodip, who says, "I'll worry about quitting smoking when I'm older." 
C) Corbin, who quits smoking "cold turkey." 
D) Damita, who develops and implements a plan to gradually stop smoking. 
E) Esperanza, who stops paying attention to messages that smoking is harmful. 
A) Alejandro, who says, "Cancer doesn't run in my family anyway." 
B) Bhodip, who says, "I'll worry about quitting smoking when I'm older." 
C) Corbin, who quits smoking "cold turkey." 
D) Damita, who develops and implements a plan to gradually stop smoking. 
E) Esperanza, who stops paying attention to messages that smoking is harmful.

Question 19

The relationship between attitudes and behavior is best described as

Accepted Answer

A) nearly perfect. 
B) almost zero. 
C) modest. 
D) unclear. 
E) significant. 
A) nearly perfect. 
B) almost zero. 
C) modest. 
D) unclear. 
E) significant.

Question 20

Miguel is asked to describe himself. Which of Miguel's statements represents his personal identity?

Accepted Answer

A) I am a Mexican American. 
B) I am Buddhist. 
C) I am intelligent and creative. 
D) I am Carla and Manuel's son. 
E) I am a college student. 
A) I am a Mexican American. 
B) I am Buddhist. 
C) I am intelligent and creative. 
D) I am Carla and Manuel's son. 
E) I am a college student.

Describe 4 manipulative sales techniques.

A person's individual identity is best described as her/his

According to Sternberg, the strongest relationships can be described as those with

Which of the following definitions best describes out-group negativism?

In group decision-making, the tendency for group discussion to be limited to a single point of view is best described by which psychological principle?

______ play(s)a role in explaining why people obey immoral commands.

The contact hypothesis suggests that prejudice

Which of the following statements regarding prejudice is FALSE?

Messages are more credible when they

According to the elaboration likelihood model, when elaboration likelihood is low, people

A judgment of either liking or disliking something or someone is a(n)

Janice leads a team of 20 employees. If Janice wants to reduce the chances of social loafing in her team, she should do all but which of the following?

In which condition is a person most likely to carefully evaluate a persuasive message?

In groupthink, group members emphasize ______ over thoughtful consideration of the issues.

When Anne first met Jules, he had been suffering from insomnia and was a little short-tempered. Subsequently, when she was around Jules, she interpreted a lot of what he did as reflecting his hostile personality. This reflects the power of

Compared to a person from a collectivist culture, a person from an individualistic culture

Attempting to reduce prejudice by transporting students from the majority group to minority schools is suggested by

Of the following smokers, which one is choosing the route of rationalization to deal with the dissonance between their smoking behavior and their belief that smoking is unhealthy?

The relationship between attitudes and behavior is best described as

Miguel is asked to describe himself. Which of Miguel's statements represents his personal identity?

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Exam 12: Social Psychology

Describe 4 manipulative sales techniques.

A person's individual identity is best described as her/his

According to Sternberg, the strongest relationships can be described as those with

Which of the following definitions best describes out-group negativism?

In group decision-making, the tendency for group discussion to be limited to a single point of view is best described by which psychological principle?

______ play(s)a role in explaining why people obey immoral commands.

The contact hypothesis suggests that prejudice

Which of the following statements regarding prejudice is FALSE?

Messages are more credible when they

According to the elaboration likelihood model, when elaboration likelihood is low, people

A judgment of either liking or disliking something or someone is a(n)

Janice leads a team of 20 employees. If Janice wants to reduce the chances of social loafing in her team, she should do all but which of the following?

In which condition is a person most likely to carefully evaluate a persuasive message?

In groupthink, group members emphasize ______ over thoughtful consideration of the issues.

When Anne first met Jules, he had been suffering from insomnia and was a little short-tempered. Subsequently, when she was around Jules, she interpreted a lot of what he did as reflecting his hostile personality. This reflects the power of

Compared to a person from a collectivist culture, a person from an individualistic culture

Attempting to reduce prejudice by transporting students from the majority group to minority schools is suggested by

Of the following smokers, which one is choosing the route of rationalization to deal with the dissonance between their smoking behavior and their belief that smoking is unhealthy?

The relationship between attitudes and behavior is best described as

Miguel is asked to describe himself. Which of Miguel's statements represents his personal identity?

The Science of Psychology

Biological Foundations of Behavior

Sensation and Perception

Consciousness

Learning

Memory

Thinking Language and Intelligence

Motivation and Emotion

Human Development

Psychology and Health

Personality

Psychological Disorders

Methods of Therapy

Filters