Exam 10: Norms and Behavior

In a study of the low-ball technique by Cacioppo and colleagues (1978), participants were asked to show up for an experiment at the horrific hour of 7 a.m. In which condition were the participants most likely to agree to show up at this time?

According to the theory of planned behavior, whose intention to lose weight will be most influenced by social norms?

More recent research on obedience has shown that __________ can lead to increased obedience.

The door-in-the-face effect works because of the norm of reciprocity.

Before conducting his famous obedience studies, Stanley Milgram predicted that mindless obedience to authority would be much less likely to occur in individualistic cultures.

The results of a recent meta-analysis showed that deindividuation most often leads to antisocial behavior.

The norms of reciprocity and social commitment have even stronger effects in collectivist cultures.

Now that you are knowledgeable about all of the ways our behaviors are guided by norms, explain how you might resist being persuaded by a salesperson's use of the door-in-the-face technique.

In a 1982 study by Gamson and colleagues, participants met in groups to take part in a study of ""community standards"" arranged by an organization called the Manufacturer's Human Relations Consultants, Inc. (MHRC) When the consultant for MHRC asked the participants to behave in ways that were unfair, the majority of them refused. What could explain the low levels of obedience in this study?

In a classic study on reciprocity, participants interacted with either a rude or a friendly confederate who, in one condition, did an unsolicited favor for some of the participants. At the end of the study, this confederate then asked the participant to buy some raffle tickets from him. In which condition were the participants most likely to purchase raffle tickets?

_________ occurs when people's social identity is activated and group norms become maximally accessible.

A lot of research has examined how to harness the power of social norms to encourage people to be more eco-friendly. Briefly describe 2 studies that have demonstrated the effectiveness of social norms and how you could apply the results of those studies to encourage the people in your community to be more eco-friendly.

According to the text, which of the following individuals is most likely to be seen as a legitimate authority figure?