Deck 8: Social Influence: Changing Others Behavior

Question 1

Norman is in a group where he strongly believes that his judgment is correct,but he does not want to appear different.A possible way he may deal with this situation is to ________.

A)alter his perception of the information provided so that he can feel comfortable with conforming to the group influence
B)privately reject the information provided by the group,but appear to be open to later arguments
C)argue his point of view,then pretend to allow the group to persuade him to their point of view
D)somehow convince the group that he should be perceived as an authority on the matter
E)strongly argue his point of view and simply risk any possible consequences of this action

Answer 1

alter his perception of the information provided so that he can feel comfortable with conforming to the group influence

Question 2

________ are rules that indicate how people are expected to behave in particular situations.

A)Individuations
B)Social pressures
C)Normative foci
D)Social validations
E)Social norms

Answer 2

Social norms

Question 3

In Asch's classic experiment,a standard-setting line was first presented to small groups of people,followed by the presentation of three comparison lines of different lengths.In one condition,three accomplices,posing as students,chose an incorrect answer before the subject could respond.________ of the research participants agreed with a clearly incorrect answer at least once.

A)More than 75 percent
B)All
C)One third
D)About 50 percent
E)Less than 5 percent

Answer 3

More than 75 percent

Question 4

Three college friends went swimming in a local creek,ignoring both a No-Trespassing sign and a No-Swimming sign.These friends were violating ________.

A)informational social influences
B)descriptive norms
C)symbolic social influences
D)injunctive norms
E)normative social influences

Question 5

Injunctive norms ________.

A)are unspoken,implicit standards for behavior
B)encourage the adoption of certain attitudes but not others
C)specify what ought to be done in a particular situation
D)determine the ways in which we interact with other people
E)specify what most people do in a particular situation

Question 6

In several variations on Asch's classic experiment,a standard-setting line was first presented to small groups of people,followed by the presentation of three comparison lines of different lengths.In one condition,two of three accomplices,posing as students,chose an incorrect answer before the subject could respond.The third accomplice sometimes chose a correct response and sometimes chose a more incorrect response.Under these conditions,respondents were more likely to choose the correct response.These results suggest ________.

A)it becomes easier to resist conformity pressure once unanimity of the group is broken
B)group pressure to conform has only minimal effects on behavior
C)it is not possible to resist conformity pressure
D)it becomes more difficult to resist conformity pressure once unanimity of the group is broken
E)group pressure to conform is uniform and universal

Question 7

Injunctive norms ________.

A)indicate what most people do in a particular situation
B)help us distinguish ourselves from others in some respects
C)reflect our mental representation of our relationships with others
D)provide us with accurate perceptions of the social world
E)specify what behavior will be approved of in a particular situation

Question 8

Suppose you are taking a friend to a party.The invitation specified that the party would begin at 6:00.When you arrive at your friend's apartment at 5:45 to pick her up,she tells you she won't be ready to leave before about 6:30 and comments that "Nobody arrives on time,anyway." Your friend is following a(n)________.

A)explicit social norm
B)tendency towards conformity
C)symbolic social influence factor
D)implicit social norm
E)ingratiation technique

Question 9

Efforts by one or more individuals to change another's attitudes,beliefs,perceptions,or behaviors are known as ________.

A)social influence
B)ingratiation
C)conformity
D)norms
E)social norms

Question 10

All of the factors that bind group members together into a coherent social entity are collectively known as ________.

A)social norms
B)social influences
C)cohesiveness
D)ingratiation
E)individuation

Question 11

In Asch's classic experiment,a standard-setting line was first presented to small groups of people,followed by the presentation of three comparison lines of different lengths.In one condition,three accomplices,posing as students,chose an incorrect answer before the subject could respond.________ of the research participants never yielded to group pressure to accept an incorrect response.

A)Almost 25 percent
B)About 5 percent
C)50 percent
D)About 75 percent
E)None

Question 12

Imagine that you are at the park with a friend one day when you and your friend see someone casually toss a sandwich wrapper on the ground.Your friend comments,"How crude! People should not litter," and picks the trash up to drop it in a nearby trash receptacle.Your friend's words represent ________.

A)a descriptive norm
B)environmental awareness
C)symbolic social influence
D)an injunctive norm
E)the low-ball technique

Question 13

The type of social influence that involves direct requests from one individual to another is known as ________.

A)injunctive norms
B)conformity
C)compliance
D)ingratiation
E)obedience

Question 14

The type of social influence in which individuals change either their attitudes or behavior to adhere to existing social norms is known as ________.

A)obedience
B)conformity
C)ingratiation
D)cohesiveness
E)compliance

Question 15

Public conformity is ________;private acceptance is ________.

A)doing and/or saying what others do with a fair degree of acceptance;independently coming to question some aspects of the normative view
B)coming to feel or think as others around us do;saying,but not doing,what others say and do
C)doing or saying what others around us do or say;coming to feel or think as others around us do
D)doing what others do;privately entertaining arguments against the public view
E)saying what others say;thinking what we think privately,regardless of what others do

Question 16

Descriptive norms ________.

A)specify what we should do in a particular situation
B)provide us with accurate perceptions of the social world
C)indicate what most people do in a particular situation
D)help us distinguish ourselves from others in some respects
E)reflect our mental representation of our relationships with others

Question 17

The type of social influence that occurs when one person orders another to perform some action and the other person then complies is known as ________.

A)compliance
B)individuation
C)conformity
D)ingratiation
E)obedience

Question 18

Erin has been living with her boyfriend for a year.During that time,Erin has heard her boyfriend and his family make many negative comments about Asians.When her boyfriend's family is around,Erin also occasionally makes negative comments about Asians,even though she doesn't believe these comments are based in facts.This situation best represents the distinction between ________ and ________.

A)private speech;public beliefs
B)private conformity;public acceptance
C)public conformity;private acceptance
D)public speech;private beliefs
E)public conformity;private non-conformity

Question 19

In Asch's classic experiment,a standard-setting line was first presented to small groups of people,followed by the presentation of three comparison lines of different lengths.In one condition,three accomplices,posing as students,chose an incorrect answer before the subject could respond.Frequently,the subject would then also select an incorrect response.This result illustrates ________.

A)the effects of compliance
B)the low-ball technique
C)an informational social influence
D)the absence of individuation tendencies in some participants
E)the influence of group pressure to conform

Question 20

Pressures toward conformity have a stronger effect on our behavior when ________.

A)we observe a particular group of persons engaging in irrational behavior
B)the group we observe is very small
C)different members of a particular group are saying or doing different things
D)we like and admire a particular group of persons
E)we dislike a particular group of persons

Question 21

James and Wanda just bought a house,and moved into a new,upscale neighborhood.One of their friends,who lives down the street from them,has installed a hot tub in her rock garden and has pointed out all the advantages of having one.James and Wanda are debating whether to install a rock garden with a hot tub in their new home.Their decision may be strongly influenced by the ________.

A)compliance influence of their friend
B)normative focus influence of their friend
C)normative social influence of their friend
D)the informational social influence of their friend
E)individuation influence of their friend

Question 22

Even though there is a sign that clearly says "Park closes after 9 P.M." Mary says to herself,"What a silly sign! I just want to walk around here;I'm not a 'bad guy'" and proceeds to walk in the park.Mary's behavior is ________ with normative focus theory since ________.

A)consistent;she has not been thinking about the injunctive norm in question
B)inconsistent;she is disobeying an injunctive norm that she does not see as related to her own actions
C)consistent;she is disobeying an injunctive norm that she does not see as related to her own actions
D)inconsistent;she has not been thinking about the injunctive norm in question
E)irrelevant;she is ignoring a descriptive norm that is not important to her at the time

Question 23

If a single stationary source of light shines in a dark room,most people report that it appears to move.This is known as _____.

A)introspective illusion
B)autokinetic phenomenon
C)obedience pressure
D)descriptive norms
E)situational norms

Question 24

James,a 17-year-old high school student,has just moved to a new city and enrolled in a new school.At his old school,there were strong social norms against teenagers smoking cigarettes.At his new school,however,several of his new friends regularly smoke and say to him,"C'mon,don't be a jerk,have one of mine." As a result,James is likely to begin smoking because of ________.

A)the informational social influence
B)the normative social influence
C)the foot-in-the-door technique
D)ingratiation
E)the normative focus influence

Question 25

When factors such as ________ and ________ are considered,gender differences in susceptibility to conformity disappear.

A)confidence in one's own judgments (as determined by familiarity with the situation);social status
B)trait stubbornness;social status
C)intelligence;unconsciously primed stubbornness
D)group judgment;knowledge of the source of the conformity pressure
E)elimination of cultural bias;knowledge of the source of the conformity pressure

Question 26

Normative focus theory says ________.

A)norms will influence behavior only when they are salient
B)our behavior focuses attention on relevant norms
C)norms are the focus of much of our behavior
D)norms focus our attention on inappropriate behavior
E)relevant norms focus our behavior on a particular objective

Question 27

A reason for any gender differences in conformity involves a difference in ________ between men and women.

A)status
B)behavior
C)attitudes
D)awareness of social norms
E)tendency to gossip

Question 28

A practical implication of research on cultural differences in conformity is that there tends to be ________.

A)no difference between individualistic and collectivistic cultures
B)unpredictable differences between individualistic and collectivistic cultures
C)more conformity in countries with collectivistic cultures
D)more conformity in countries with individualistic cultures
E)less conformity in countries with collectivistic cultures

Question 29

Informational social influence is based on our desire to ________.

A)be distinguishable or different from others in some respects
B)be correct and have accurate perceptions
C)comply with direct requests
D)obtain additional goods or services at no extra expense
E)be liked or accepted by others

Question 30

Martha tells her friend June,"Didn't you hear that eating lots of garlic is good for you?" If June then changes her eating habits to include a lot of garlic,it would be due to ________.

A)peer pressure
B)normative social influence
C)individuation
D)informational social influence
E)symbolic social influence

Question 31

In any particular situation,our conformity is influenced by at least four factors,including our desire to be liked by others,our need to be accurate,our need to be different from others,and our ________.

A)desire to love and be loved
B)need to learn and obtain knowledge
C)desire to be in control of our own behavior
D)desire to provide for ourselves
E)need to meet high standards

Question 32

The desire to be unique is our need to ________.

A)differ from others in some respects
B)be part of a larger group
C)feel an attraction to at least some members of our own group
D)offer help to others within our own group
E)differ from others in all possible respects

Question 33

Zosha and three of her friends have just watched a new movie.As they walk out of the movie,Zosha's friends are talking about how much they enjoyed the movie and how good the actor's portrayal was.If one of her friends then asks Zosha how she liked the movie,she is likely to ________.

A)say that she liked the acting but not the movie
B)say that she liked the movie but not the acting
C)say that the movie and the acting were terrible
D)attempt to change the subject
E)say that she also enjoyed the movie

Question 34

In any particular situation,our conformity is influenced by at least four factors,including our desire to be in control of our own behavior,our need to be accurate,our need to be different from others,and ________.

A)our need to meet high standards
B)our need to resist new knowledge
C)our desire to provide for ourselves
D)our desire to stick with the status quo
E)to be liked by others

Question 35

In any particular situation,our conformity is influenced by at least four factors,including our desire to be in control of our own behavior,our desire to be liked by others,our need to be accurate,and our________.

A)need to meet high standards
B)desire to love and be loved
C)desire to provide for ourselves
D)need to be different from others
E)need for orderliness and beauty

Question 36

Normative social influence is based on our desire to ________.

A)be liked or accepted by others
B)be correct and have accurate perceptions
C)comply with direct requests
D)obtain additional goods or services at no extra expense
E)be distinguishable or different from others in some respects

Question 37

Michele's friends are very conservative in terms of their dress and appearance.Much to their amusement,Michele dyes her hair pink and green the following day.Michele's action can be explained by her need for ________.

A)cohesiveness
B)avoiding peer pressure
C)heuristic processing
D)systematic processing
E)individuation

Question 38

Most people believe that social influence plays a smaller role in shaping their persona actions,while other people are more susceptible.This belief is referred to as _____.

A)socially normative responding
B)the introspection illusion
C)the motivation to be accurate
D)the need for affiliation
E)accurate self-perception

Question 39

Jessie,Adam,Charles,and Paul were in the parking lot and saw a man as he fled from a convenience store after a robbery.When the police question the four friends,Paul answered first,saying that it was a black man who drove away in an older Pontiac car.Adam agreed with Paul fairly quickly.Jessie,who is not absolutely sure of the race of the suspect,is likely to ________ Paul and Adam because of the effect of ________.

A)disagree with;informational social influence
B)disagree with;normative social influence
C)agree with;informational social influence
D)disregard;individuational social influence
E)agree with;normative social influence

Question 40

People who see others picking up litter in a parking lot are less likely to litter themselves.This observation can best be explained by ________.

A)descriptive normative theory
B)conformity pressure
C)normative focus theory
D)situational norms
E)injunctive normative theory

Question 41

One frequently used impression management technique is ingratiation.This involves ________.

A)first inducing the target person to like you,then attempting to change the person's behavior in a desired direction.
B)first beginning with a small request,then escalating to a larger request after the first one has been granted
C)offering additional benefits to a target person before they have decided whether or not to comply with a request
D)first beginning with a very large request,then making a much smaller but desired request after the first request has been refused
E)offering a very attractive deal,then changing the terms of the agreement after the attractive deal was accepted

Question 42

One of the factors associated with compliance is friendship.This is because we are more ________.

A)willing to comply with those who can provide us with scarce resources if they choose to do so
B)willing to comply with requests that are consistent with our other behaviors and beliefs
C)resistant to requests that come from those who hold a position of authority over us
D)likely to comply with requests from those whom we see as similar to ourselves in some way
E)willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike

Question 43

One of the factors associated with compliance is social validation.This is because we ________.

A)want to be correct,and one way to do so is to emulate the behaviors of others whom we see as similar to ourselves in some way
B)are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike
C)are more willing to comply with requests that call attention to scarcity than to those that do not
D)are more likely to comply with requests that come from those who hold a position of authority over us
E)are more willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to

Question 44

Seeking compliance through ingratiation is based on the underlying principle of ________.

A)reciprocity
B)social validation
C)friendship/liking
D)commitment/consistency
E)authority

Question 45

One of the factors associated with compliance is authority.This is because we ________.

A)want to be correct,and one way to do so is to emulate the behaviors of others whom we see as similar to ourselves in some way
B)are more willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to
C)are more willing to comply with requests from those who hold or appear to hold legitimate authority over us
D)are more willing to comply with requests that call attention to scarcity than to those that do not
E)are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike

Question 46

Taking malicious pleasure in the negative experiences of a disliked other is called ___.

A)conformity
B)schadenfreude
C)obedience
D)ingratiation
E)complacency

Question 47

Individuals primed to think about times they had power over others ________.

A)yield to social pressure to conform in at least some instances
B)are unaware of social pressure to conform in at least some instances
C)create social pressure for others to conform in at least some instances
D)are overly aware of social pressure to conform in at least some instances
E)resist social pressure to conform in at least some instances

Question 48

Ada had missed the notes for several classes and asked Rob for the notes for one day.Rob gave the notes to Ada,who copied them and then asked Rob for a week's worth of notes.Because of the ________,Rob is highly likely to give Ada the notes.

A)foot-in-the-door technique
B)two stage compliance approach
C)lowball technique
D)door-in-the-face technique
E)ingratiation approach

Question 49

After seeing a commercial for sneakers supposedly designed by the basketball star Michael Jordan,Dave decides to rush out and buy a pair.Dave has been influenced as a result of the compliance principle of ________.

A)commitment/consistency
B)scarcity
C)friendship/liking
D)authority
E)social validation

Question 50

Compliance professionals are people ________.

A)who enjoy influencing others for no other reason than the pleasure they derive from exercising such influence
B)who depend on the generosity of others for some portion of their income
C)who sell used cars for a living
D)who study the issues related to compliance and obedience
E)whose success depends on their ability to obtain agreement from others

Question 51

Tina and Rachael are the only two members of a jury who are trying to convince the rest of the jury that the defendant is not guilty.Tina and Rachael offer very different explanations for why the jury should vote not guilty.Because of their differing explanations,they will be ________ to convince the majority to acquit the defendant than if both had a common explanation.

A)less likely
B)more likely
C)less likely,but only if the jury members won't listen to their explanations
D)The answer is not clear from the information given.
E)just as likely

Question 52

One of the factors associated with compliance is commitment.This is because we are more ________.

A)willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike
B)willing to comply with requests that call attention to scarcity than to those that do not
C)willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to
D)likely to comply with requests from those whom we see as similar to ourselves in some way
E)likely to comply with requests that come from those who hold a position of authority over us

Question 53

The need to resist conformity is stronger in ________.

A)small communities
B)older people
C)individualistic societies
D)collectivist societies
E)large groups

Question 54

Minority members who are attempting to change the majority's opinion must be consistent in their opposition to the majority opinion.This is because ________.

A)inconsistencies represent complexities of thought that the majority usually cannot tolerate or understand
B)apparent wavering within the minority group tend to weaken the impact of the minority opinion
C)inconsistencies may be interpreted as partial support for the majority opinion
D)inconsistencies in minority opposition are a sign of weakness that can be exploited by the majority
E)apparent wavering or divisions within the minority group is perceived as incoherent or unclear thinking on the issue

Question 55

Research has shown substantial cross-cultural differences in people's need for individuation.This finding suggests that there should also be cross-cultural differences in ________.

A)ingratiation
B)personal control
C)conformity
D)cohesiveness
E)extroversion

Question 56

How did a well-known social psychologist,Robert Cialdini,learn about the underlying principles of compliance?

A)He did a study where he interviewed hundreds of salespersons.
B)He went undercover as a customer looking for a used car and noted how different salesmen attempted to sell various used cars to him.
C)He did a thorough,academic literature review of the field.
D)He went undercover and temporarily took jobs in settings where gaining compliance is critical.
E)He reflected on his previous profession as a car salesman for over a decade.

Question 57

Cialdini's compliance principle of social validation suggests that compliance with a request is more likely when the requested action is seen as being consistent with information we have about what persons similar to us are doing.This principle is closely related to the ________ aspect of conformity.

A)informational social influence
B)normative social influence
C)personal control
D)individuation
E)group cohesiveness aspect

Question 58

A minority group that wants to influence the majority must be consistent in their opposition to majority opinion,avoid appearing rigid and dogmatic,and ________.

A)display greater concern for being part of the majority
B)explain how their beliefs apply in ambiguous and complex social situations
C)encourage majority members to think heuristically
D)consider the general social context when formulating its arguments for change
E)use tactics that command the attention of majority members

Question 59

All of the following individuals would likely be considered a "compliance professional" EXCEPT ________.

A)a telephone operator
B)a fundraiser
C)a sales representative
D)an advertiser
E)a political lobbyist

Question 60

Zimbardo's prison experiment demonstrates that ____ can overpower ____,and people may conform to expected roles.

A)personality traits;situational norms
B)roles;injunctive norms
C)situations;personalities
D)informational norms;descriptive norms
E)implicit norms;injunctive norms

Question 61

Jenna saw in the paper that a department store was having a "One-Day Closeout of Winter Dresses" sale.If she goes to that sale and buys something,she will be a victim of the ________.

A)lowball procedure
B)foot-in-the-door technique
C)door-in-the-face technique
D)deadline technique
E)playing hard to get technique

Question 62

One technique used for seeking compliance from others involves making a small request first,then making a larger request that is actually desired after compliance with the smaller request has been obtained.This is known as ________.

A)the foot-in-the-door technique
B)the lowball procedure
C)ingratiation
D)the door-in-the-face technique
E)the fast-approaching-deadline technique

Question 63

The door-in-the-face technique is based on the ________ principle of compliance.

A)reciprocity
B)friendship/liking
C)social validation
D)commitment/consistency
E)scarcity

Question 64

When confronted with the that's-not-all technique,we should always remember that the person making the request ________.

A)correctly assumes that we will mindlessly approve of a cost reduction of any item - including a very expensive one
B)is trying to give us a "good" deal in order to help us out
C)ultimately just wants to gain compliance
D)wants us to make a commitment so that we are more likely to comply with the request about to be made
E)is watching our reactions and will add a bonus only if he or she feels it will work

Question 65

One way in which symbolic social influence may work is by activating our mental representations of people with whom we have relationships.These mental representations are known as ________.

A)irrational schemas
B)obedience models
C)commitment goals
D)relational schemas
E)goal triggers

Question 66

The social influence that results from our mental representation of other individuals or of our relationships with others is known as ________.

A)normative focus influence
B)systemic social influence
C)normative social influence
D)symbolic social influence
E)informational social influence

Question 67

The lowball procedure is based on the ________ principle of compliance

A)authority
B)friendship/liking
C)social validation
D)reciprocity
E)commitment/consistency

Question 68

One of the factors associated with compliance is reciprocity.This is because we are more ________.

A)willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike
B)willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to
C)likely to comply with requests from those who have previously done us a favor or made a concession to us in order to feel that we have repaid them to some extent
D)likely to comply with requests from those whom we see as similar to ourselves in some way
E)willing to comply with requests that call attention to scarcity than to those that do not

Question 69

Pointing out incidental similarities between ourselves and those whom we wish to influence is based on the ________ principle of compliance.

A)social validation
B)reciprocity
C)authority
D)commitment/consistency
E)friendship/liking

Question 70

The playing-hard-to-get technique is based on the ________ principle of compliance.

A)scarcity
B)authority
C)reciprocity
D)friendship/liking
E)social validation

Question 71

Jack has agreed to purchase a new car for $18,000.However,just before he gets ready to sign the contract,the salesman tells Jack that the sales manager will not approve the amount allowed for his trade-in,and that the contract will have to be higher,probably around $19,000.Jack has just been the victim of ________.

A)the lowball technique
B)the door-in-the-face technique
C)the that's-not-all technique
D)playing hard to get
E)the foot-in-the-door technique

Question 72

One of the factors associated with compliance is scarcity.This is because we are more ________.

A)likely to comply with requests that come from those who hold a position of authority over us
B)likely to comply with requests from those whom we see as similar to ourselves in some way
C)willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to
D)willing to comply with requests that call attention to scarcity than to those that do not
E)willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike

Question 73

One technique used for seeking compliance from others involves calling attention to relatively trivial,surprising similarities between the target person and ourselves.This is known as ________.

A)incidental similarity
B)the lowball procedure
C)ingratiation
D)the door-in-the-face technique
E)the foot-in-the-door technique

Question 74

The foot-in-the-door technique is based on the ________ principle of compliance.

A)social validation
B)commitment/consistency
C)reciprocity
D)friendship/liking
E)scarcity

Question 75

A technique sometimes used for gaining compliance is to suggest that a person or object is difficult to obtain.This technique is known as the ________.

A)foot-in-the-door technique
B)the playing-hard-to-get technique
C)the fast-approaching-deadline technique
D)the that's-not-all technique
E)the door-in-the-face technique

Question 76

One technique for gaining compliance is to begin with a large request,then make a smaller desired request after the first one is refused.This is known as ________.

A)the foot-in-the-door technique
B)the door-in-the-face technique
C)playing hard to get
D)the lowball procedure
E)ingratiation

Question 77

One technique that is sometimes used to gain compliance is to tell the target person that they have only a limited amount of time in which to obtain a desired item or take advantage of an offer.This is known as the ________.

A)fast-approaching-deadline technique
B)door-in-the-face technique
C)foot-in-the-door technique
D)lowball procedure
E)that's-not-all technique

Question 78

When an auto dealer offers you an extra option as a "closer" for a deal,the dealer is using ________.

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

Question 79

The fast-approaching-deadline technique is based on the ________ principle of compliance.

A)reciprocity
B)social validation
C)commitment/consistency
D)authority
E)scarcity

Question 80

One technique for gaining compliance is to offer a very favorable deal to someone,then change the terms of the deal to make it less attractive after the target person has accepted the initial deal.This is known as ________.

A)the foot-in-the-door technique
B)ingratiation
C)playing hard to get
D)the lowball procedure
E)the door-in-the-face technique