Question 1

The foot-in-the-door technique is to the commitment and consistency principle as the door-in-the-face technique is to the _____________.

Accepted Answer

A)  friendship or liking principle. 
B)  reciprocity principle. 
C)  scarcity principle. 
D)  social validation principle. 
A)  friendship or liking principle. 
B)  reciprocity principle. 
C)  scarcity principle. 
D)  social validation principle. B

Question 2

A computer company is relying on the scarcity principle by advertising that the newest model will only be available for a limited time.

Accepted Answer

A) True 
 B)False  True

Question 3

The charity organization is asking for donations.You see that all of your college peers are donating money so you decide that you will donate as well.This illustrates the:

Accepted Answer

A)  friendship or liking principle. 
B)  reciprocity principle. 
C)  scarcity principle. 
D)  social validation principle 
A)  friendship or liking principle. 
B)  reciprocity principle. 
C)  scarcity principle. 
D)  social validation principle D

Question 4

You support gay marriage.Because of your stance on this issue you agree to sign a petition to fight for equal rights for gay couples.Which principle of compliance does this represent?

Accepted Answer

A)  friendship or liking principle 
B)  scarcity principle 
C)  commitment or consistency principle. 
D)  ingratiation. 
A)  friendship or liking principle 
B)  scarcity principle 
C)  commitment or consistency principle. 
D)  ingratiation.

Question 5

Solomon Asch conducted a study where he had participants select which of three lines was the same length as a comparison line.Confederates who were part of the experiment were instructed to give the same wrong answer.Asch was interested in the extent to which participants conformed to the wrong the answer.Asch found that:

Accepted Answer

A)  Participants provided the correct answer even though it was opposite to the confederates' answers. 
B)  90% of participants provided the correct answer even though it was opposite to the confederates' answers. 
C)  Participants often refused to provide an answer. 
D)  37% of all answers were conforming in nature. 
A)  Participants provided the correct answer even though it was opposite to the confederates' answers. 
B)  90% of participants provided the correct answer even though it was opposite to the confederates' answers. 
C)  Participants often refused to provide an answer. 
D)  37% of all answers were conforming in nature.

Question 6

Who would be most likely to conform to the majority?

Accepted Answer

A)  a male 
B)  a female who can provide her viewpoint in private 
C)  a female who must provide her viewpoint in public 
D)  a male can provide his viewpoint in private 
A)  a male 
B)  a female who can provide her viewpoint in private 
C)  a female who must provide her viewpoint in public 
D)  a male can provide his viewpoint in private

Question 7

The unintentional and nonconscious mimicry of the postures,mannerisms,facial expressions,and other behaviors of another person with whom you are interacting is defined in your textbook as ____________.

Accepted Answer

A)  descriptive norms. 
B)  the chameleon effect 
C)  social comparison. 
D)  social imitation. 
A)  descriptive norms. 
B)  the chameleon effect 
C)  social comparison. 
D)  social imitation.

Question 8

A type of influence that occurs when one turns to members of one's group to obtain accurate information is defined as____________.

Accepted Answer

A)  public conformity. 
B)  informational social influence. 
C)  normative social influence. 
D)  an injunctive norm. 
A)  public conformity. 
B)  informational social influence. 
C)  normative social influence. 
D)  an injunctive norm.

Question 9

_________ is defined as a form of social influence in which an individual orders another person to do something?

Accepted Answer

A)  Compliance 
B)  Conformity 
C)  Obedience 
D)  Acquiescence 
A)  Compliance 
B)  Conformity 
C)  Obedience 
D)  Acquiescence

Question 10

You see an advertisement for a new ipod which claims "Buy now! Limited Supply.'You decide to buy it because you want to be sure to have the latest ipod model before it sells out of stock.This example illustrates:

Accepted Answer

A)  the reciprocity principle. 
B)  the scarcity principle. 
C)  commitment or consistency principle. 
D)  friendship or liking principle. 
A)  the reciprocity principle. 
B)  the scarcity principle. 
C)  commitment or consistency principle. 
D)  friendship or liking principle.

Question 11

What does conformity,obedience,and persuasion all have in common?

Accepted Answer

A)  They all occur when people are processing through the central route. 
B)  They are all forms of social influence. 
C)  They are all lead to central route processing. 
D)  They all lead to increases in stereotyping. 
A)  They all occur when people are processing through the central route. 
B)  They are all forms of social influence. 
C)  They are all lead to central route processing. 
D)  They all lead to increases in stereotyping.

Question 12

In grade school children,the correlation between conformity to parents and conformity to peers is:

Accepted Answer

A)  negative 
B)  positive 
C)  nonsignificant 
D)  highly positive 
A)  negative 
B)  positive 
C)  nonsignificant 
D)  highly positive

Question 13

What did Cialdini call people who depend upon their ability persuade other people?

Accepted Answer

A)  compliance professionals 
B)  obedience professionals 
C)  conformity specialists 
D)  obedience specialists 
A)  compliance professionals 
B)  obedience professionals 
C)  conformity specialists 
D)  obedience specialists

Question 14

Define the concept of social norms.How did Muzafer Sherif's study illustrate the impact of social norms on people's beliefs?

Accepted Answer

Social norms are the unwritten rules and

Question 15

The prime minister of Iceland can be considered a good example of:

Accepted Answer

A)  how most women end up conforming. 
B)  how most people conform. 
C)  how the pull to conform it strong but that it can be resisted. 
D)  how men are just as likely to conform as women. 
A)  how most women end up conforming. 
B)  how most people conform. 
C)  how the pull to conform it strong but that it can be resisted. 
D)  how men are just as likely to conform as women.

Question 16

Compliance is a form of social influence in which an individual orders another individual to do something.

Accepted Answer

A) True 
 B)False

Question 17

A salesperson is trying to sell you a new cell phone.She tells you the price 69.99.When she sees your hesitation,she then says she'll throw in a free phone charger and phone case.Suddenly you're much more interested in making the purchase because it now seems like a better deal.What compliance technique is being applied to convince you to purchase the phone?

Accepted Answer

A)  that's-not-all technique 
B)  foot-in-the-door technique 
C)  lowball technique 
D)  door-in-the-face technique 
A)  that's-not-all technique 
B)  foot-in-the-door technique 
C)  lowball technique 
D)  door-in-the-face technique

Question 18

_________ describes a process in which a small number of people within a group guide a change in the group's attitude or behavior?

Accepted Answer

A)  pluralistic ignorance 
B)  social facilitation 
C)  minority influence 
D)  marginal influence 
A)  pluralistic ignorance 
B)  social facilitation 
C)  minority influence 
D)  marginal influence

Question 19

Brian is using the lowball technique when he first asks you for a dollar,and.
then after getting that,asks you for $20.

Accepted Answer

A) True 
 B)False

Question 20

A politician who wants to deliver a more persuasive speech could attempt to do which of the following?

Accepted Answer

A)  get members of the audience to nod their heads in an up and down motion 
B)  get members of the audience to shake their heads in a back and forth motion. 
C)  deliver a weak message but dress attractively. 
D)  deliver a very short message 
A)  get members of the audience to nod their heads in an up and down motion 
B)  get members of the audience to shake their heads in a back and forth motion. 
C)  deliver a weak message but dress attractively. 
D)  deliver a very short message

The foot-in-the-door technique is to the commitment and consistency principle as the door-in-the-face technique is to the _____________.

A computer company is relying on the scarcity principle by advertising that the newest model will only be available for a limited time.

The charity organization is asking for donations.You see that all of your college peers are donating money so you decide that you will donate as well.This illustrates the:

You support gay marriage.Because of your stance on this issue you agree to sign a petition to fight for equal rights for gay couples.Which principle of compliance does this represent?

Who would be most likely to conform to the majority?

The unintentional and nonconscious mimicry of the postures,mannerisms,facial expressions,and other behaviors of another person with whom you are interacting is defined in your textbook as ____________.

A type of influence that occurs when one turns to members of one's group to obtain accurate information is defined as____________.

_________ is defined as a form of social influence in which an individual orders another person to do something?

You see an advertisement for a new ipod which claims "Buy now! Limited Supply.'You decide to buy it because you want to be sure to have the latest ipod model before it sells out of stock.This example illustrates:

What does conformity,obedience,and persuasion all have in common?

In grade school children,the correlation between conformity to parents and conformity to peers is:

What did Cialdini call people who depend upon their ability persuade other people?

Define the concept of social norms.How did Muzafer Sherif's study illustrate the impact of social norms on people's beliefs?

The prime minister of Iceland can be considered a good example of:

Compliance is a form of social influence in which an individual orders another individual to do something.

_________ describes a process in which a small number of people within a group guide a change in the group's attitude or behavior?

Brian is using the lowball technique when he first asks you for a dollar,and. then after getting that,asks you for $20.

A politician who wants to deliver a more persuasive speech could attempt to do which of the following?

What is Social Psychology

The Science of Social Psychology

Social Cognition: Thinking About the Social World

Who Am I and How Do Other Individuals See Me?

Social Perception: How Do We Perceive Others?

Attitudes: Making Evaluations About the World

The Art and Science of Persuasion

The Power of the Group

Stereotypes, Prejudice, and Discrimination: Causes and Consequences

Aggression

Examining Attraction and Close Relationships

Prosocial Behavior: Why We Help and Why We Don’t

Filters

Exam 8: Social Influence: Should We Resist?

The foot-in-the-door technique is to the commitment and consistency principle as the door-in-the-face technique is to the _____________.

A computer company is relying on the scarcity principle by advertising that the newest model will only be available for a limited time.

The charity organization is asking for donations.You see that all of your college peers are donating money so you decide that you will donate as well.This illustrates the:

You support gay marriage.Because of your stance on this issue you agree to sign a petition to fight for equal rights for gay couples.Which principle of compliance does this represent?

Who would be most likely to conform to the majority?

The unintentional and nonconscious mimicry of the postures,mannerisms,facial expressions,and other behaviors of another person with whom you are interacting is defined in your textbook as ____________.

A type of influence that occurs when one turns to members of one's group to obtain accurate information is defined as____________.

_________ is defined as a form of social influence in which an individual orders another person to do something?

You see an advertisement for a new ipod which claims "Buy now! Limited Supply.'You decide to buy it because you want to be sure to have the latest ipod model before it sells out of stock.This example illustrates:

What does conformity,obedience,and persuasion all have in common?

In grade school children,the correlation between conformity to parents and conformity to peers is:

What did Cialdini call people who depend upon their ability persuade other people?

Define the concept of social norms.How did Muzafer Sherif's study illustrate the impact of social norms on people's beliefs?

The prime minister of Iceland can be considered a good example of:

Compliance is a form of social influence in which an individual orders another individual to do something.

_________ describes a process in which a small number of people within a group guide a change in the group's attitude or behavior?

Brian is using the lowball technique when he first asks you for a dollar,and. then after getting that,asks you for $20.

A politician who wants to deliver a more persuasive speech could attempt to do which of the following?

What is Social Psychology

The Science of Social Psychology

Social Cognition: Thinking About the Social World

Who Am I and How Do Other Individuals See Me?

Social Perception: How Do We Perceive Others?

Attitudes: Making Evaluations About the World

The Art and Science of Persuasion

The Power of the Group

Stereotypes, Prejudice, and Discrimination: Causes and Consequences

Aggression

Examining Attraction and Close Relationships

Prosocial Behavior: Why We Help and Why We Don’t

Filters