Deck 8: Social Influence

Question 1

You are doing a group project with eight other people and it's due in one week. One group member suggests that it shouldn't be very hard to finish it up and that it can be completed the night before it needs to be handed in. You feel that this is a bad idea but nobody else seems to be reacting negatively to his suggestion. Later you find out that others also believed that his plan bad idea. This illustrates an example of:

A) biased processing.
B) the chameleon effect.
C) an injunctive norm.
D) pluralistic ignorance.

Answer 1

pluralistic ignorance.

Question 2

Chartrand and Bargh (1999) conducted an experiment where confederates matched the behaviours of some study participants but not others. What did they find?

A) Participants who had been mimicked responded more favourably to the confederate than those who had not been mimicked.
B) Participants who had been mimicked responded less favourably to the confederate than those who had not been mimicked.
C) Participants who had been not mimicked responded more favourably to the confederate than those who had been mimicked.
D) Participants who had been mimicked responded no differently to the confederate than those who had not been mimicked.

Answer 2

Participants who had been mimicked responded more favourably to the confederate than those who had not been mimicked.

Question 3

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

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

Answer 3

They are all forms of social influence.

Question 4

When we change our behaviour according to the mental representation of others and our relationships with them, this is:

A) symbolic social influence.
B) social norms.
C) inductive norms.
D) descriptive norms.

Question 5

________ most often leads to ________ conformity to the group's views.

A) Informational social influence; private
B) Informational social influence; public
C) Normative social influence; injunctive
D) Normative social influence; descriptive

Question 6

Muzafer Sherif conducted a study where he had participants estimate how far a light 'moved' in a dark room. When participants were placed together in the dark room, he found that after several trials their estimates began to converge. What did he find happened to participants' estimates after testing them again individually?

A) Participants' estimates began to vary widely again.
B) Participants' estimates were much lower than those initially provided.
C) Participants' estimates were much lower than the group estimate.
D) Participants' estimates continued to be consistent with the group estimate.

Question 7

Marc's college friends exercise every day because they believe it's good for their health. Marc starts to exercise as well and also comes to believe it benefits his health. When everyone goes home for the summer, Marc continues to exercise. This is an example of:

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

Question 8

What is one proposed reason for the chameleon effect?

A) It may benefit people who are of higher socioeconomic status.
B) It may decrease stereotyping.
C) It may improve race relations.
D) Being 'in sync' with people may allow for easier interactions between people.

Question 9

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

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

Question 10

___________ describe patterns of behaviour that are accepted as normal, and to which an individual is expected to conform.

A) The chameleon effect
B) Social influence
C) Social norms
D) Social roles

Question 11

_________ refer to how people typically behave in a situation while _________ refer to what people typically approve or disapprove of in a given situation.

A) Social roles; descriptive norms
B) Social influences; descriptive norms
C) Injunctive norms; descriptive norms
D) Descriptive norms; injunctive norms

Question 12

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:

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 13

Cialdini and his colleagues (1994) conducted an experiment where confederates either modelled littering or throwing a flyer in a trashcan. This experiment was manipulating perceived ________.

A) descriptive norms
B) injuctive norms
C) pluralistic ignorance
D) obedience

Question 14

When Danny is at work he interacts with customers in a friendly way and maintains a professional relationship with other staff members. This is likely because:

A) this is Danny's social role at work.
B) this is Danny's personality in general.
C) this is Danny's work ethic in general.
D) Danny is a very motivated individual.

Question 15

___________ is a type of social influence in which an individual changes his or her behaviour to stay in line with social norms.

A) Pluralistic ignorance
B) Conformity
C) Obedience
D) Compliance

Question 16

Robert Cialdini argued that public service announcements would be most effective if they focused on:

A) explicit norms.
B) descriptive norms.
C) injunctive norms
D) persona norms.

Question 17

Rubbing your nose because the person you are talking to is rubbing his nose is an example of:

A) social facilitation effect.
B) a self-fulfilling prophecy.
C) the chameleon effect.
D) social imitation effect.

Question 18

Which type of norm is most closely associated with understanding and adhering to the moral rules of a society?

A) Injunctive norms
B) Descriptive norms
C) Personal norms
D) Explicit norms

Question 19

Cialdini and his colleagues (1994) conducted an experiment where confederates either modelled littering or throwing a flyer in a trashcan. What were the findings?

A) People were more likely to litter when watching a confederate throw a flyer in a trashcan.
B) People were most likely to litter when watching a confederate litter in a clean environment.
C) People were least likely to litter when watching a confederate litter in a clean environment.
D) People did not litter in any environment, or in response to any confederate behaviour.

Question 20

________ is a type of norm misperception that occurs when each individual in a group privately rejects the norms of the group, but believes that others accept them.

A) Pluralistic ignorance
B) Social norm
C) Inductive norm
D) Descriptive norm

Question 21

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

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

Question 22

According to work by Asch, you would expect to have maximum conformity in the presence of :

A) one other person.
B) two other people.
C) three other people.
D) four other people.

Question 23

Suppose Danielle doesn't want to go to a party but everyone else in her friend group wants to go. What would make it easier for Danielle to resist conforming in this circumstance?

A) If Danielle was in Grade 9
B) If Danielle's entire friend group consisted of males
C) If there were only three other people trying to convince her to go
D) If just one other person expressed the desire to do something other than go to the party

Question 24

In comparison to Megan, who is from an individualistic culture, Lee, who is from a collectivist culture, would:

A) be less likely to engage in conformity.
B) be more likely to engage in conformity.
C) be just as likely to engage in conformity.
D) be less influenced by social norms.

Question 25

Sarah thinks she has gotten a great deal on a new television. However, after agreeing to purchase the television, the salesperson reveals that the television stand that she thought came with it will actually cost extra. In addition, she will also have to pay extra for shipping. Sarah feels compelled to buy it anyway since she already agreed to the purchase. What compliance technique was the salesperson using on Sarah?

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

Question 26

You go to the drugstore to pick up medicine because a friend asked you to do her the favour. This can be considered an example of:

A) informational social influence.
B) private conformity.
C) compliance.
D) ingratiation.

Question 27

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

A) Pluralistic ignorance
B) Social facilitation
C) Minority influence
D) Marginal influence

Question 28

Julia doesn't like to drink but decides to drink with her sorority sisters anyway because she wants to fit in and be liked by her new friends. This illustrates a form of:

A) informational social influence.
B) normative social influence.
C) private conformity.
D) pluralistic ignorance.

Question 29

A form of social influence that involves direct requests from one person to another person is called:

A) compliance.
B) private conformity.
C) informational social influence.
D) public conformity.

Question 30

Which of the following factors is associated with decreased conformity?

A) Low individuality
B) High individuality
C) High self-monitoring
D) High self-awareness

Question 31

Social impact theory suggests that you will be more influenced by someone who is:

A) of the same status.
B) of lower status.
C) of higher status.
D) of the same intelligence level.

Question 32

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

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

Question 33

When Asch introduced a confederate who agreed with the study participants' choice in his line study, he found that:

A) conformity decreased by about 80 percent.
B) conformity increased by 30 percent.
C) conformity did not increase nor decrease.
D) conformity was completely absent.

Question 34

Based on information presented in your textbook, you would predict that as Laurie gets older her conformity to her parents' behaviour will tend to __________, while conformity to her peers' behaviour will tend to__________.

A) decrease; increase
B) stay the same; increase
C) decrease; also decrease
D) stay the same; decrease

Question 35

Your textbook describes an experiment where confederates asked participants if they could cut in line to make photocopies. Participant compliance was highest when ________, and lowest when ________.

A) a justification was given; when no justification was given
B) the appearance of a reason was given; no justification was given
C) no reason was given; a justification was given
D) no justification was given; the appearance of a reason was given

Question 36

Gender is more likely to affect conformity under which of the following circumstances?

A) In time sensitive situations
B) In private situations
C) In public situations
D) Gender does not affect conformity.

Question 37

Which of the following statements about conformity can be considered FASLE?

A) Conformity is sometimes positive.
B) Conformity is always bad.
C) Everyone conforms to some extent.
D) There is a limit to the number of individuals that can continue to increase the level of conformity.

Question 38

__________ suggests that social influence depends on the strength, immediacy, and number of source persons relative to the target person.

A) Social impact theory
B) Social comparison theory
C) Social contact theory
D) The contact hypothesis

Question 39

If James, who is from the United States, has a high need to feel unique and different, we would predict that:

A) he would be more resistant to the pressure to conform.
B) he would be less resistant to the pressure to conform.
C) he would be more likely to behave in line with social norms.
D) he would be more likely to engage in public conformity

Question 40

Who would be most likely to conform to the majority?

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 41

A friend asks you to donate an hour of your time to help out at a local soup kitchen. After agreeing to and fulfilling this request, she then asks you if you would be willing to spend one day a month volunteering at this soup kitchen. Your friend is using what type of compliance technique to persuade you to spend more time at the soup kitchen?

A) Door-in-the-face technique
B) Foot-in-the-door technique
C) Lowball technique
D) That's-not-all technique

Question 42

Which persuasion technique is fueled by the commitment and consistency principle?

A) Door-in-the-face technique
B) Foot-in-the-door technique
C) Lowball technique
D) Both the low ball technique and the foot-in-the-door technique

Question 43

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. This example illustrates:

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

Question 44

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?

A) Friendship or liking principle
B) Scarcity principle
C) Commitment or consistency principle
D) Ingratiation

Question 45

Why would a young child be likely to agree to do something requested by his or her parents?

A) Because parents are often viewed as authority figures
B) Because children always do what their parents want no matter what
C) Because children are trying to be consistent in their attitudes and beliefs
D) Children are unlikely to do anything requested by their parents.

Question 46

A salesperson is trying to sell you a new cellphone. She tells you the price is $69.99. When she sees your hesitation, she then says she'll throw in a free phone charger and 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?

A) That's-not-all technique
B) Foot-in-the-door technique
C) Lowball technique
D) Door-in-the-face technique

Question 47

What have researchers found can increase people's tendency to agree to donate money to a charity when the request is made by a stranger?

A) Having the same first name as the individual requesting the money
B) Having the same birthday as the individual requesting the money
C) Having the request come from someone of a different race
D) Having either the same first name or birthday as the individual requesting the money

Question 48

Which compliance technique involves a target accepting a 'low cost' offer, only to then be told there are additional hidden costs?

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

Question 49

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

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

Question 50

What did Stanley Milgram find in his work that supports the notion that the perception of authority is important for promoting obedience?

A) He found that the vast majority of people were unwilling to shock the confederate.
B) He found the same rates of obedience when he conducted the study at Yale University as when he conducted the study at a lab with no affiliation to Yale.
C) He found that obedience rates were higher when the person in charge looked like a scientist compared to when he was perceived to be another 'participant.'
D) He found the same rates of obedience when the person in charge looked like a scientist as when he was perceived to be another 'participant.'

Question 51

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

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

Question 52

The door-in-the-face technique and the that's-not-all technique depend on the notion of:

A) obedience.
B) similarity.
C) scarcity.
D) reciprocity.

Question 53

The __________ is when an initial request is followed by adding something that makes the offer more attractive.

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

Question 54

Based on research on compliance presented in your textbook, which of the following statements is MOST true?

A) People will often comply with a request even if there is no reason provided for the request.
B) The appearance of a reason for a request is enough to elicit compliance.
C) People will comply with a request when there is a reason provided for the request.
D) All of these statements can be considered true statements about compliance.

Question 55

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

A) Compliance professionals
B) Obedience professionals
C) Conformity specialists
D) Obedience specialists

Question 56

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

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

Question 57

An attempt to get people to like you so they are more willing to comply with your request is known as:

A) ingratiation.
B) smooth talk.
C) sweet talk.
D) social validation.

Question 58

Joe, a politician running for governor, tries to persuade a group of farmers to vote for him by calling them the 'backbone of the economy.' This can be considered an example of:

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

Question 59

Jerry Burger, who replicated Milgram's experiments on obedience, found that:

A) participants showed much higher levels of obedience than demonstrated in Milgram's work.
B) participants showed slightly higher levels of obedience than demonstrated in Milgram's work.
C) participants showed the exact same levels of obedience as in Milgram's work.
D) participants showed slightly lower levels of obedience than demonstrated in Milgram's work.

Question 60

The ___________ technique is based on commitment and consistency, while the ___________ technique is based on reciprocity.

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

Question 61

A simple, unjustified request is enough to elicit compliance in others.

Question 62

Informational social influence occurs when one goes along with a group because one wants to be accepted.

Question 63

Symbolic social influence can prevent us from acting in ways that may harm us.

Question 64

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

Question 65

Jerry Burger's work on obedience suggests that people in today's society are much more likely to resist authority figures than those individuals tested back in the 60s by Stanley Milgram.

Question 66

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

Question 67

Rubbing your cheek because the person you're talking to is rubbing her cheek is an example of the chameleon effect.

Question 68

Injunctive norms concern how people typically behave.

Question 69

Social validation only explains conformity to positive behaviours.

Question 70

Which variation of Milgram's experiment resulted in the highest conformity?

A) When the experimenter was posing a research scientist in a Yale lab
B) When the experimenter was posing as a fellow participant
C) When the experimenter provided instructions over the telephone
D) When the experimenter provided instructions via tape recorder

Question 71

Suppose there is a fire in a building. Using the concept of pluralistic ignorance, describe how this might delay people from exiting the building in a timely fashion.

Question 72

Describe how gender impacts conformity. In what circumstances are women more likely to conform than men?

Question 73

Your sibling is using the that's-not-all technique when she asks to borrow your car then follows that with the request to borrow your new sweater.

Question 74

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

Question 75

Based on Milgram's work showing the effect of proximity on obedience, it would be harder for John to obey an order to kill another individual under which of the following conditions?

A) When the authority figure is far away from John
B) When John is shooting at the individual from a great distance
C) When John has to use his bare hands to kill the individual
D) When the authority figure is wearing a military uniform

Question 76

The chameleon effect is both conscious and non-conscious mimicry.

Question 77

Who is more likely to conform, a person from a collectivist culture or a person from an individualistic culture? Why?

Question 78

Increasing the distance from an authority figure would be one way an individual could resist obedience.

Question 79

Which of the following is a strategy that can be used to resist authority?

A) Take away the perceived authority level from the authority figure
B) Change proximity to the authority figure
C) Obey the authority figure while privately disagreeing with him or her
D) Both taking away the perceived authority level from the authority figure and changing proximity to the authority figure can be used to resist authority.

Question 80

Define and describe the chameleon effect. Provide an example.