Deck 7: Social Influence

Question 1

The term for the phenomenon where feelings,ideas,and behaviors spread rapidly through a group of people is called:

A)hysteria.
B)social contagion.
C)the chameleon effect.
D)mindlessness.

Answer 1

social contagion.

Question 2

All of the following are true about social learning EXCEPT which statement?

A)People are more likely to imitate a model if they see that the model is reinforced for the behavior.
B)People are more likely to imitate a model if they see the model has received no consequences for the behavior.
C)People are more likely to imitate a model if the model is likeable.
D)People are more likely to imitate a model if they are in the same motivational state as the model.

Answer 2

People are more likely to imitate a model if they see the model has received no consequences for the behavior.

Question 3

Learning by watching and imitating is called:

A)operant conditioning.
B)classical conditioning.
C)social learning.
D)latent learning.

Answer 3

social learning.

Question 4

A hotel manager is trying to convince guests to conserve water by reusing their bathroom towels.In all the bathrooms she places signs that read,"Discarding your towel to be cleaned after only one use wastes water and should not be done.Many guests discard their towel after just one use,leading to a massive drain on our local water resources." The manager has activated _____.This tactic _____.

A)an injunctive norm only;should lead to less of the desired behavior
B)an injunctive norm only;should lead to more of the desired behavior
C)a descriptive norm only;should lead to less of the desired behavior
D)both a descriptive and an injunctive norm;will not be very effective at increasing the desired behavior

Question 5

According to the focus theory of normative conduct,_____ are beliefs about what the majority of people typically do,while _____ are beliefs about what is considered right and wrong in the culture.

A)majority focus;moral focus
B)moral focus;majority focus
C)descriptive norms;injunctive norms
D)injunctive norms;descriptive norms

Question 6

If Tia becomes obese,there is an increased likelihood that Tia's friend will also become obese.This is because of:

A)social contagion.
B)injunctive norms.
C)informational influence.
D)the reference group effect.

Question 7

A belief about what most people typically do in situations is called:

A)an injunctive norm.
B)informational influence.
C)norm for social commitment.
D)a descriptive norm.

Question 8

You see a group of friends who are sitting in a coffee shop.One person crosses their legs.When you look over again,everyone has their legs crossed.This is an example of

A)the chameleon effect.
B)an injunctive norm.
C)a descriptive norm.
D)informational influence.

Question 9

In a study of social priming,some subjects were stopped at a red light and approached by a passerby who asked for direction.Shortly after the light turned green,subjects encountered a stalled car at an intersection.The researchers found:

A)subjects who had been primed to be helpful were less likely to honk their horns at the stalled car.
B)subjects who had not been primed to be helpful were less likely to honk their horns at the stalled car.
C)priming did not affect the results.
D)subjects,regardless of the prime,were likely to state that they would always help a stranger in need.

Question 10

An effective method to test the ideas of social learning theory would be to:

A)prime participants with pictures of faces or with numbers before they are asked to complete a math test.
B)create a novel task for participants to learn and then have them learn the task either with the assistance of experienced others or on their own.
C)ask a group of inventors and scientists how they came up with their most groundbreaking ideas.
D)randomly assign participants to complete a task in which they either learn about famous people or learn about famous places,and assess how well they perform on each type of task.

Question 11

Watching someone behave aggressively increases the salience of aggression-related concepts.This is an example of:

A)social priming.
B)hysterical contagion.
C)the role of mirror neurons.
D)conformity to norms.

Question 12

When a person mentally envisions kicking a soccer ball while watching someone else kick a soccer ball,_____ are involved.

A)interneurons neurons
B)mirror neurons
C)rehearsal cells
D)the social reflexes

Question 13

Which of the following is an example of social contagion?

A)A teacher in a school reports smelling gasoline and begins to feel nauseous;soon most of the school's population is also feeling nauseous.Later,it is discovered that there was never a gas leak.
B)A politician gives a very moving speech in which he argues that the nation is superior to all other nations.The crowd cheers very loudly.
C)A person is suffering from a severe injury on the side of the road.However,people driving by fail to stop to help even though they notice the injured person.
D)A shopper notices a sign in the electronics store,saying that supplies of a certain tablet are limited.The shopper decides to buy the tablet based on this information.

Question 14

Social influence is defined as the:

A)influence of society on culture.
B)effects of other people on an individual's level of sociality.
C)effects of other people on an individual's beliefs or behaviors.
D)influence of public settings on an individual's perception.

Question 15

Shi does not really like William and does not want to be talking with him.William is wearing a shirt suggesting that he is a fan of Star Wars.Research suggests that after they finish their conversation,if Shi turns on the TV and starts flipping through the channels,what will she likely do?

A)be more likely to watch Star Wars if it's on
B)not be any more likely to watch Star Wars if it's on
C)be especially aggressive if Star Wars is on
D)take a long time to decide what to watch

Question 16

In Bandura's classic Bobo doll studies,children were more likely to imitate the behavior they observed if the:

A)children were present in the room.
B)model showed remorse after his/her behavior.
C)model was rewarded for his/her behavior.
D)environment encouraged exploration.

Question 17

All of the following are examples of social learning EXCEPT which statement?

A)A child learns kickboxing from watching a movie.
B)A teen learns to drive a car.
C)A dog learns how to behave faster in the presence of other trained dogs.
D)An early human accidentally discovers how to light a fire.

Question 18

Linjay watched all her neighbors "go green" and begin to recycle,even though recycling is not mandatory.Linjay began to recycle too.Linjay was following a(n)_____ norm.

A)descriptive
B)proscriptive
C)injunctive
D)productive

Question 19

The emphasis of the focus theory of normative conduct is the role that _____ plays in enhancing normative influence.

A)social contagion
B)salience
C)imitating others
D)mindlessness

Question 20

All of the following are social influence areas EXCEPT which one?

A)creative thinking
B)compliance techniques
C)conformity to norms
D)following commands from authority

Question 21

Social contagion may be explained,in part,by _____ and _____.

A)mimicry;injunctive norms
B)social priming;descriptive norms
C)mimicry;social priming
D)descriptive norms;social commitment norms

Question 22

_____ is most likely to result in private acceptance.

A)Normative social influence
B)Social contagion
C)Informational social influence
D)An injunctive norm

Question 23

On the first day of classes,Ashraf does not know how to address his professor.He listens and hears others students address the professor as "Doctor" and then addresses the professor in the same way.This is an example of:

A)normative influence.
B)informational influence.
C)the chameleon effect.
D)an injunctive norm.

Question 24

Milgram's study on conformity demonstrated that people are likely to look up to the sky if they see someone else doing so.Furthermore,this research demonstrated that:

A)people will follow the other person's gaze if they already know what the person is looking at.
B)the greater the number of people looking up,the less likely it is that the participant will look up.
C)the likelihood of the participant looking up increases dramatically if five people are looking up instead of one.
D)the likelihood of the participant looking up increases dramatically if 15 people are looking up instead of five.

Question 25

When we rely on others to find out what is true or appropriate,this is _____;when we seek to meet others' expectations,in order to be accepted,this is _____.

A)public compliance;private acceptance
B)private acceptance;public compliance
C)informational influence;normative influence
D)normative influence;informational influence

Question 26

Adelese desperately wants to be accepted by her peers at her new school.As a result,she starts dressing and acting like they do.Adelese is responding to:

A)social contagion.
B)informational influence.
C)normative influence.
D)injunctive norms.

Question 27

The fact that people from collectivist cultures are more likely to conform to social pressure suggests that:

A)conformity almost never occurs in individualist cultures.
B)conformity is often a sign of a timid personality.
C)people only conform with great reluctance.
D)people sometimes conform in order to promote group cohesion.

Question 28

When an individual alters his or her beliefs,attitudes,or behavior to bring him or her in line with others,this is called:

A)conversion theory.
B)reciprocity.
C)conformity.
D)obedience to authority.

Question 29

The primary implication of the Stanford prison experiment was:

A)cultural expectations about how to behave in social roles can have a major influence on behavior.
B)injunctive norms are particularly strong guides to behavior in strange situations.
C)personality is a stronger determinant of behavior than situational factors.
D)only disturbed individuals are likely to abuse power when they are granted it.

Question 30

Which of the following is true about research on conformity and group size and when everyone except the test subject agrees?

A)There is more conformity with 1 to 2 people versus 3 to 5 people.
B)There is more conformity with 3 to 5 people versus 1 to 2 people.
C)The size of the group doesn't have an effect on conformity.
D)Larger group size always increases conformity.

Question 31

As stated in the text,all of the following can influence conformity EXCEPT which one?

A)gender
B)self-esteem
C)culture
D)religion

Question 32

In Zimbardo's classic Stanford prison experiment,the behavior of the participants was attributed to:

A)their preexisting beliefs of guards and prisoners.
B)the charismatic leader.
C)the personality traits of the participants.
D)the roles the participants played.

Question 33

Kimin's English class is having a discussion about whether they should spend more time focusing on writing exercises instead of analyzing texts.Kimin does not believe they should focus more on writing exercises,but everyone else in the class is saying that they support this option.If Kimin is now asked to write down his preference and hand it to the instructor,what will he likely do?

A)Kimin will stick to his original opinion and express support for analyzing texts.
B)Even though he doesn't really agree,Kimin will conform to the group and express support for more writing exercises.
C)Kimin will express support for the group opinion and will actually have convinced himself that this is what he wants.
D)Research cannot tell us anything about what Kimin will do.

Question 34

Sherif's work on the autokinetic effect primarily demonstrates the power of _____,and Asch's studies on line-judgments demonstrate the power of _____.

A)social roles;normative influence
B)normative influence;informational influence
C)informational influence;normative influence
D)compliance tactics;informational influence

Question 35

The spread of complaints of illness,with no organic basis,within a work or school environment is called:

A)mass influence.
B)mass delusion.
C)mass psychogenic illness.
D)social influence.

Question 36

People with high self-awareness and self-esteem are:

A)less likely to conform.
B)more likely to conform.
C)less likely to conform if their self-esteem is based on what others value.
D)more likely to conform in public situations.

Question 37

Asch's classic studies on line-length judgments in group settings have shown that:

A)social roles are one of the most important sources of situational influence.
B)people can become very aggressive when they are asked to conform.
C)people are very unlikely to publicly comply with normative influence.
D)people will often conform to a group opinion,even if it goes against their own perception.

Question 38

Private acceptance is:

A)conforming only outwardly without changing one's inner beliefs.
B)privately believing in something that the rest of one's group does not believe in.
C)conforming by altering both inner beliefs and public behaviors.
D)accepting the norm for social commitment.

Question 39

Classic research on the "autokinetic effect" showed that judgments about the distance a point of light moves can be affected by other people.This research demonstrated that:

A)only explicit attitudes can be modified through social influence.
B)even perception can be influenced by processes of conformity.
C)commands from authority figures are a key source of influence.
D)informational influence is not as important as normative influence.

Question 40

All of the following are true about culturally defined social situations EXCEPT which statement?

A)The cultural context automatically activates the norm for behavior.
B)The cultural context is so powerful that all people follow the cultural scripts.
C)Nonconformists show less automatic activation of norms supplied by the cultural context.
D)Culturally defined situations have particular scripts of how to behave.

Question 41

In the case of _____,the pressure to change someone's opinion or behavior is usually implicit;in the case of _____,the pressure to change someone's opinion or behavior is usually explicitly acknowledged as a goal.

A)obedience;conformity
B)compliance;lowballing
C)compliance;conformity
D)conformity;compliance

Question 42

According to Moscovici's conversion theory,minority opinions can be more persuasive and sway the majority because:

A)minority opinions exert informational,rather than normative,influence.
B)minority opinions are more distinctive.
C)minority group members are better at employing compliance tactics.
D)minority opinions are generally more accurate.

Question 43

In Moscovici's early study on color judgments in a group,the data revealed that group members were most likely to be influenced by a minority judgment if:

A)judgments were made publicly.
B)judgments were made privately.
C)the minority was inconsistent in their opinion.
D)the minority was consistent in their opinion.

Question 44

A key to minority influence is:

A)creativity.
B)consistency.
C)normative influence.
D)injunctive norms.

Question 45

All of the following boost minority influence EXCEPT which one?

A)consistency
B)self-confidence
C)openness and flexibility
D)unyielding resolve

Question 46

Which of these statements is accurate according to research on minority influence?

A)Minority influence is an agent for conservation of tradition.
B)Minority opinions are expressed more slowly than majority opinions.
C)Minority opinions tend not to be distinctive.
D)Minority opinions tend to be less carefully processed than majority opinions.

Question 47

Conversion theory suggests that _____ are sometimes influential because they are_____.

A)authority commands;presented slowly
B)authority commands;informational
C)minority opinions;distinctive
D)minority opinions;presented quickly

Question 48

Adnna is a liberal.She just joined a reform committee made up primarily of conservatives.Adnna holds a minority opinion on how to reform environmental policy.If she wants her opinion to influence the group,she should:

A)remain quiet.
B)express her opinion only once.
C)express her opinion,but also state the conservative viewpoint.
D)express a consistent viewpoint.

Question 49

Minorities are more likely to be influential:

A)in matters of opinion.
B)in matters of fact.
C)during times of prosperity.
D)when the person to be influenced is tired or under stress.

Question 50

All of the following are true about reference groups EXCEPT which statement?

A)People typically want the approval more of their reference group than of other groups.
B)Reference groups are sources of both informational and normative influence.
C)People typically trust reference groups more than other groups.
D)Reference groups are sources only of informational influence.

Question 51

The minority slowness effect is when:

A)it usually takes longer for a person to accept the same arguments from a minority group member than from a majority group member.
B)social change among minority group members is faster than it is among majority group members.
C)members of minority groups tend to react more slowly to persuasive influence.
D)people holding the minority position take more time to express their opinions.

Question 52

Jake is the only one of his six friends who wants to go see the new superhero movie.Based on research,what would be the ideal set of circumstances to give Jake the chance to convince his friends that he's right?

A)His friends are too tired to pay much attention to his arguments,they see themselves as very similar to Jake,and Jake seems willing to compromise.
B)His friends are ready to pay close attention to his arguments,they see themselves as very similar to Jake,and Jake seems willing to compromise.
C)His friends are ready to pay close attention to his arguments,they see themselves as very different from Jake,and Jake seems willing to compromise.
D)His friends are ready to pay close attention to his arguments,they see themselves as very different from Jake,and Jake doesn't seem willing to compromise.

Question 53

All of the following are true about conformity EXCEPT which statement?

A)Conformity increases with group size,but only to a point.
B)Conformity always involves deliberate thought.
C)One dissenting voice can contribute to other dissenting voices.
D)A person's reference group plays a role in conformity.

Question 54

Persuasion by the majority opinion is typically _____,while persuasion by the minority opinion is typically _____.

A)an automatic process;a controlled process
B)a controlled process;an automatic process
C)through public compliance;through private acceptance
D)through private acceptance;through public compliance

Question 55

The explanation that people are influenced by a minority because of the minority's distinctive position capturing the majority's attention is called:

A)social contagion.
B)normative influence.
C)informational influence.
D)conversion theory.

Question 56

A reference group is:

A)a group with which an individual strongly identifies.
B)a group of people who has known the individual since birth.
C)a set of pieces of information about a particular topic.
D)the sum total of other people who have a normative influence on the person's life.

Question 57

The process through which dissenters produce attitude change in a group is called:

A)conversion.
B)the minority slowness effect.
C)minority influence.
D)the foot-in-the-door effect.

Question 58

Which of the following is NOT a way that minorities can be more influential?

A)being self-confident
B)appearing willing to compromise
C)belonging to a different ingroup from the person being persuaded
D)getting a member of the majority to defect to the minority position

Question 59

Brain scans of nonconformists showed increased activation of the:

A)hippocampus.
B)occipital areas.
C)parietal areas.
D)amygdala.

Question 60

A study by Berns and colleagues scanned participants' brains while they made judgments about the spatial orientation of three-dimensional figures.One group of participants were given feedback about how other people thought the figures were oriented.Which area(s)of their brains showed the most activity?

A)amygdala
B)rostral cingulate cortex
C)nucleus accumbens
D)occipital-parietal areas

Question 61

In the _____ technique,a person is presented with a larger request before being presented with the real request;in the _____ technique,a person is presented with a smaller request before being presented with the real request.

A)reciprocity;lowballing
B)lowballing;reciprocity
C)foot-in-the-door;door-in-the-face
D)door-in-the-face;foot-in-the-door

Question 62

_____ is a technique that works based on the norm for social commitment,whereas _____ is a technique that works based on self-perception theory.

A)Reciprocity;the door-in-the-face technique
B)The door-in-the-face technique;reciprocity
C)Lowballing;the foot-in-the-door technique
D)The foot-in-the-door technique;lowballing

Question 63

Shivani likes to shop online.Yesterday she put some items in her online shopping cart but didn't buy them.Today some of the items are gone because,according to the website,they have sold out.This persuades Shivani to quickly buy the rest of the items in her cart.Shivani was affected by:

A)the norm of reciprocity.
B)the norm for social commitment.
C)the door-in-the-face effect.
D)the appearance of scarcity.

Question 64

The norm of reciprocity refers to the belief that:

A)the opinion of someone you respect must be correct.
B)people should honor agreements once they have been publicly made.
C)society changes by minorities and majorities working together.
D)one should return a favor to someone who has done a favor for them.

Question 65

The _____ compliance technique is best explained by self-perception theory.

A)lowball
B)foot-in-the-door
C)reciprocity
D)door-in-the-face

Question 66

Researchers asked some subjects to be unpaid counselors to delinquents for two years,and then asked them to take the delinquents to the zoo once.Other subjects were asked only to be unpaid counselors.Still other subjects were only asked to take the delinquents to the zoo.Knowing what you know about compliance techniques,what were the results? In other words,when did people comply the most?

A)More people complied with the zoo request when it was presented first.
B)More people complied with the zoo request when it was preceded by the counselor request.
C)More people complied with the zoo request when it was presented alone.
D)More people complied with the counselor request than with the zoo request.

Question 67

The belief that we should honor a public agreement,even if the circumstances surrounding the agreement change,is the:

A)norm for social commitment.
B)descriptive norm.
C)injunctive norm.
D)norm of reciprocity.

Question 68

Violeta asks her friend to lend her 50 cents.After her friend gets out her wallet,Violeta changes her request and asks if she could actually have $5.Violeta has used:

A)the foot-in-the-door technique.
B)the door-in-the-face technique.
C)informational influence.
D)the norm of reciprocity.

Question 69

All of the following are true about the foot-in-the-door effect EXCEPT which statement?

A)It is based on first complying with a large request.
B)It is explained by self-perception theory.
C)Refusing a second request would likely result in dissonance.
D)It is based on first complying with a small request.

Question 70

The door-in-the-face technique:

A)is an example of informational social influence.
B)relies at least in part on the norm of reciprocity.
C)relies heavily on social perception theory.
D)works when others we respect are observing us.

Question 71

Ms.Heacock has received a free T-shirt from the Animal Protection Association.After reviewing the request for donations,Ms.Heacock sends a check to the Animal Protection Association.Ms.Heacock's behavior illustrates the:

A)foot-in-the door effect.
B)norm of reciprocity.
C)lowball effect.
D)door-in-the-face effect.

Question 72

In Burger and Caldwell's foot-in-the-door study,the participants who showed the highest rates of compliance with a request to volunteer to help the homeless were:

A)those who had simply signed a petition to help the homeless earlier in the study.
B)those who signed a petition to help the homeless and were complimented on their charity.
C)those who received $1 to sign a petition for the homeless earlier in the study.
D)those who completed surveys with no other prompting prior to the request.

Question 73

All of the flowing are reasons that researchers have suggested for the influence of scarcity on compliance EXCEPT which statement?

A)People feel that the scarcity of an item threatens their freedom of choice.
B)People experience less dissonance after choosing a scarce item.
C)Scarce items attract closer scrutiny,so people pay more attention to them.
D)People have a desire for,and feel that they must have,things that are in short supply.

Question 74

Zoltan is trying to decide where to go on his lunch break.He remembers that yesterday three of his coworkers whom he especially admires went to a Thai food restaurant.Research suggests he will likely go to the Thai restaurant because of:

A)normative influence.
B)the norm for social commitment.
C)reciprocity.
D)social proof.

Question 75

Joaquin is at a car lot.A salesperson named Lucy has offered him a car he wants at a price that he agrees to accept.Lucy goes inside the staff room and a few minutes later a new salesperson,Sahana,comes out.Sahana tells Joaquin that there was actually a miscommunication and the price of the car is somewhat higher.If the lowball works,then what will Joaquin do?

A)Joaquin will pay the new,higher price for the car.
B)Joaquin will likely refuse to pay the new price and walk away.
C)Joaquin will pay the higher price only if his self-perception has not changed.
D)Joaquin will not pay the new,higher price and will second-guess his decision.

Question 76

"Buy Bambi on DVD now before it is sealed in the Disney vault" is an example of:

A)the foot in the door.
B)the reciprocity norm.
C)reciprocity.
D)scarcity.

Question 77

Cialdini's (1978)study on the lowballing technique,involving student participation in a psychological experiment,found that:

A)participants who were asked to sign up for a study,and then asked if they could come at 7:00 a.m. ,were more likely to attend than participants who were first told the study started at 7:00 a.m.
B)participants who were first told that a study started at 7:00 a.m.were more likely to attend than participants who were asked to sign up before they knew the time of the study.
C)participants were more likely to attend a later study if they first agreed to sign a form for the experimenter.
D)participants were more likely to sign a form for an experimenter if they had first been asked to participate in a later study.

Question 78

The payment schedule of the Rev.Jim Jones' People's Temple,where individuals began by making a small contribution and then escalated to a larger contribution,illustrates the effectiveness of applying:

A)reactance.
B)reciprocity.
C)the foot-in-the door technique.
D)door-in-the-face technique.

Question 79

All of the following are true about social proof EXCEPT which statement?

A)It is more likely to occur in individualistic cultures.
B)It is a tendency to conform based on our respect for others.
C)It is more likely to occur in collective cultures.
D)It relies on social comparison.

Question 80

In a study by Regan,subjects worked alongside a confederate who was either likeable or rude.In one condition the confederate came back from a break and gave the participant a can of Coke.In another condition the participant received a can of Coke from the experimenter.In a third condition the participant did not receive a can of Coke at the break.At the end of the experiment the confederate asked the participant to buy some lottery tickets.What did the result of this study reveal?

A)Participants who had not received a Coke during the study bought tickets more often.
B)Participants who were given a Coke by the confederate during the study bought tickets more often.
C)Participants who were given a Coke by the experimenter during the study bought tickets more often.
D)Participants who were given a Coke by the confederate during the study bought tickets more often,but only if the confederate was likeable.