Exam 10: Norms and Behavior

You are a door-to-door salesperson selling car cleaning products and you are interested in determining whether the norm of reciprocity or the norm of commitment is the more powerful tactic to help sell your product. Explain how you could use the norm of reciprocity at half of the houses you visit and the norm of commitment at the other half of houses you visit. In your explanations, you should provide enough detail to illustrate exactly how you will use each technique to maximize its effectiven

Linda received a birthday gift from one of her acquaintances and Linda now feels compelled to give her acquaintance a birthday gift in return. This example best illustrates the norm of _________.

Two important factors that will increase obedience to authorities are:

Research suggests that humans have evolved over time to follow norms.

In the study by Milgram, participants were asked to play the role of ""teacher"" and were prodded by an experimenter to give increasingly strong shocks to a ""learner"" for every incorrect response. The results of this study showed that:

According to the text, which of the following provides the best explanation for why we follow the norms of important in-groups?

Dr. Joyce is trying to get her patients from low socioeconomic backgrounds to eat more fruits and vegetables. Use what you know about social norms and the 1943 study by Lewin to encourage these patients to eat more healthy foods.

When people are high in motivation and ability to process an argument, they will be more influenced by injunctive norms.

Norms can influence behavior even when they are not directly activated.

Jayden is part of a public health campaign with the goal of increasing the number of people in his town who get flu shots. Given your knowledge of norms, how would you recommend that Jayden make his campaign more successful?

In some situations, norm violators are perceived to have higher status and ability.

One of your friends calls and says that she bought a new shelving unit for her garage. She then asks if you can come over and help her take the heavy box out of the back of her car. When you arrive, your friend also asks you to help put the shelving unit together and to find a space for it in her garage. What you thought would be a 5-minute trip has turned into a 2-hour long ordeal. You have just experienced the ___________ technique.

Individuals who obey authority figures are usually more sadistic and uncaring than those who do not obey.

Once people have repaid a favor, they are less inclined to agree to future requests from the same requesters.

Tamara, an employee at a fast food restaurant, is striking along with a massive crowd of fellow fast food employees in an attempt to demand an increase in the minimum wage. It is likely that, at this point in time, Tamara is thinking of herself as:

In a study by Johnson and Downing (1979), participants' anonymity was manipulated and then the participants were asked to give shocks of varying levels to another person when they failed a task. The results of this study showed that:

In the Milgram study, if the learner is in the same room as the teacher, levels of obedience drop significantly.

Research on the relation between culture and the norm of reciprocity has shown which of the following results?

Martin wants to buy a used car, but he doesn't want to be swindled by a used car salesperson. Which of the following tactics could Martin use to avoid being swindled?

According to research on the relation between norms and deindividuation, in which of the following conditions should Tom be most likely to follow the norm of the prototypical rowdy soccer fan?