Deck 14: Social Psychology

Question 1

An ad agency creates two ads for a particular car.One stresses the car's safety and gas mileage;the other simply shows how fun it is to drive.The first ad relies on the _____ route to persuasion;the second,on the _____ route.

A) peripheral;central
B) central;peripheral
C) primary;secondary
D) secondary;primary

Answer 1

central;peripheral

Question 2

Mr.Muller has an unfavorable view of an offshore drilling moratorium enacted in the wake of a major oil rig explosion in the Gulf of Mexico.A social psychologist would most likely say that Mr.Muller has a(n):

A) attribution for the moratorium.
B) schema for the moratorium.
C) impression of the moratorium.
D) attitude toward the moratorium.

Answer 2

attitude toward the moratorium.

Question 3

Which of the following occurs when the recipient thoughtfully considers the issues and arguments involved in persuasion?

A) Central route processing
B) Cognitive dissonance
C) Peripheral route processing
D) Emotional appeal

Answer 3

Central route processing

Question 4

Which of the following is TRUE of peripheral route processing?

A) People who enjoy thinking,philosophizing,and reflecting on the world,use peripheral route processing.
B) People who use peripheral route processing are persuaded by factors other than the quality and detail of messages.
C) People who use peripheral route processing are likely to be persuaded by complex,logical,and detailed messages.
D) People who have a high need for cognition are more likely to employ peripheral route processing.

Question 5

Sets of cognitions about people and social experiences are called _____.

A) images
B) algorithms
C) halo effects
D) schemas

Question 6

Which of the following is TRUE of factors that determine changes in attitudes?

A) Two-sided messages are less effective than one-sided messages.
B) Fear-producing messages are generally less effective when they provide the audience with a means for reducing the fear.
C) The communicator's expertise and trustworthiness are related to the impact of a message.
D) There is no existence of gender differences in persuasibility.

Question 7

When compared to a one-sided message,a two-sided message is:

A) equally persuasive.
B) somewhat less persuasive.
C) much less persuasive.
D) more persuasive.

Question 8

Social psychologist Leon Festinger is associated with the study of:

A) routes to persuasion.
B) cognitive dissonance.
C) conformity.
D) obedience.

Question 9

Blanche is extremely interested in politics and believes an upcoming election is very important to the future.Blanche would most likely be persuaded by a campaign message relying on the _____ route to persuasion.

A) primary
B) secondary
C) central
D) peripheral

Question 10

Andrea and Lily went together to watch a movie.Andrea was very excited to watch the movie,whereas Lily was absolutely bored and disinterested.While Andrea liked the script and the message of the movie,Lily liked only the location and the clothes worn by the lead actors in the movie.Based on this information,one can infer that Lily:

A) has a high need for cognition.
B) reflects on persuasive messages by employing central route processing.
C) makes judgments based on logical and complex messages.
D) is persuaded by using peripheral route processing.

Question 11

Fallon has an idea of what politicians are like: they are often lawyers;they are smooth and communicate well;but they are not always honest.These characteristics are components of Fallon's _____ of politicians.

A) concept
B) schema
C) image
D) propositional framework

Question 12

_____ occurs when people are persuaded on the basis of factors unrelated to the nature or quality of the content of a persuasive message.

A) Cognitive dissonance
B) Logical conclusion
C) Peripheral route processing
D) Central route processing

Question 13

A person who enjoys thinking,reflecting,and philosophizing is most likely to score high on a measure of the need for:

A) achievement.
B) ideation.
C) affiliation.
D) cognition.

Question 14

Carter loves philosophical discussions and theoretical debates;Dante,by contrast,is more interested in the practical and concrete and becomes impatient with hypothetical speculations.Carter is most likely to be persuaded via the _____ route;Dante,via the _____.

A) peripheral route;peripheral route as well
B) peripheral route;central route
C) central route;central route as well
D) central route;peripheral route

Question 15

You are developing advertisements to promote a political candidate.One ad is a radio spot airing during "drive time," when listeners are stressed,distracted,and impatient.Another advertisement is a print ad to appear in national newspapers and business magazines.Based on this information,which of the following would you recommend?

A) Both the radio spot and the print ad should rely on the peripheral route to persuasion.
B) The radio spot should rely on the peripheral route to persuasion.
C) Both the radio spot and the print ad should rely on the central route to persuasion.
D) The print ad should rely on the peripheral route to persuasion.

Question 16

Richard,a venture capitalist,funds budding entrepreneurs on the basis of the business plans presented.When a business plan is complex,logical,and presented in a detailed manner,Richard is convinced and provides funding to the entrepreneur.This implies that Richard:

A) has a low need for cognition.
B) is more likely persuaded by using central route processing.
C) becomes impatient when forced to spend too much time thinking about an issue.
D) does not enjoy thinking and reflecting on the world,and hence uses peripheral route processing.

Question 17

The mental conflict that occurs when a person holds two contradictory attitudes or thoughts is known as:

A) social cognition.
B) halo effect.
C) cognitive dissonance.
D) schema.

Question 18

Which of the following statements is TRUE of central route processing?

A) Central route processing occurs when people are persuaded on the basis of factors unrelated to the nature or quality of the content of a persuasive message.
B) In central route processing,people are swayed in their judgments by the logic,merit,and strength of arguments.
C) In central route processing,people are persuaded on the basis of factors that are extraneous to the issue,such as how long the arguments are,or the emotional appeal of the arguments.
D) People who are disinterested,unmotivated,bored,or distracted use central route processing to comprehend a message.

Question 19

An advertising agency creates two television commercials for a line of kitchen and laundry appliances.Commercial A emphasizes the sleek styling of the appliances,whereas Commercial B stresses the reliability and energy efficiency of the machines.Will the effectiveness of the two commercials vary as a function of the viewers' need for cognition?

A) Commercials A and B should be equally effective,regardless of the viewers' need for cognition.
B) Commercial A should be more effective than Commercial B,regardless of the viewers' need for cognition.
C) Commercial A should be more effective than Commercial B for viewers with a low need for cognition,whereas Commercial B should be more effective than Commercial A for viewers with a high need for cognition.
D) Commercial B should be more effective than Commercial A for viewers with a low need for cognition,whereas Commercial A should be more effective than Commercial B for viewers with a high need for cognition.

Question 20

Which of the following is TRUE of central route processing?

A) People who are disinterested,unmotivated,bored,or distracted use central route processing to comprehend a message.
B) People who have a low need for cognition are more likely to employ central route processing.
C) People who have a low need for cognition become impatient when forced to spend too much time thinking about an issue,and consequently use central route processing.
D) People with a high habitual level of thoughtfulness and cognitive activity are more likely to employ central route processing.

Question 21

If you are exhibiting the self-serving bias,which statement would be your most likely explanation for a poor grade on the test?

A) "The professor doesn't know how to teach."
B) "I'm just not very good at this subject."
C) "I didn't study well enough to get a good grade."
D) "In general,I'm not very smart."

Question 22

The field of _____ examines the influence of cognitive biases and attribution errors on people's economic decision making.

A) forensic psychology
B) economic psychology
C) industrial/organizational psychology
D) behavioral economics

Question 23

George met Paul at a seminar for the first time.When Paul expressed his political interests,George felt that Paul was very much like him as they shared the same opinions on political ideals.George's inference is an example of:

A) selective perception.
B) self-serving bias.
C) assumed-similarity bias.
D) fundamental attribution error.

Question 24

"Probably,he cheated on the test because he is a dishonest person." This is a(n)_____ attribution.

A) dispositional
B) situational
C) central
D) peripheral

Question 25

Fiona got an e-mail from her manager,Rebecca,asking her to meet to discuss a past project.Unfortunately,Fiona was struggling to complete a project due that afternoon and had to reply that she was too busy to meet today.Rebecca was not pleased with Fiona's refusal to meet her and told another coworker that she thought Fiona was "too busy and important" to meet with her supervisor,thus she is an unpleasant snob.Rebecca is making a ______ attribution of Fiona.

A) situational
B) dispositional
C) primary
D) secondary

Question 26

Which of the following is TRUE of the fundamental attribution error?

A) There are weak group level differences in the use of the fundamental attribution error.
B) It is actually not very common,either in Western or Eastern cultures.
C) It is more common in Western than in Eastern cultures.
D) It is more common in Eastern than in Western cultures.

Question 27

The tendency to attribute personal success to personal factors (skill,ability,or effort)and to attribute failure to factors outside oneself is known as the:

A) assumed-similarity bias.
B) halo effect.
C) self-serving bias
D) fundamental attribution error.

Question 28

Sharon was made the captain of her softball team due to her excellent playing skills.However,the fact that she did not display good team management skills and was not very cooperative with her teammates was ignored while making her the captain.Which of the following biases is illustrated in this instance?

A) Fundamental attribution error
B) Assumed-similarity bias
C) Self-serving bias
D) Halo effect

Question 29

Which of the following is TRUE of schemas?

A) A schema occurs when a person holds two contradictory attitudes or thoughts.
B) Schemas are never susceptible to error.
C) Schemas are absolutely accurate as our moods affect how we perceive others and we make judgments based on our moods.
D) Schemas help us predict what others are like on the basis of relatively little information.

Question 30

Unusually important characteristics that help one form an initial overall impression of another individual are called _____ traits.

A) primary
B) cardinal
C) central
D) schematic

Question 31

Shaun is angry at the way a coworker has treated him.Shaun feels justified in his anger because "surely,anybody would feel the same way if the same thing happened to them." This example reveals Shaun's susceptibility to the:

A) halo effect.
B) assumed-similarity bias.
C) self-serving bias.
D) fundamental attribution error.

Question 32

Behavioral economists:

A) focus on the irrationality of judgments.
B) view people as rational beings.
C) view people as thoughtful decision makers.
D) see people as decision makers who impartially weigh choices to draw conclusions.

Question 33

One forms an impression of another individual:

A) very quickly,within a few seconds.
B) very quickly,within a few minutes.
C) gradually,over time.
D) within the first several encounters.

Question 34

Perceived causes of behavior that are based on internal traits or personality factors are called _____ causes.

A) situational
B) circumstantial
C) environmental
D) dispositional

Question 35

_____ are brought about by something in the environment.

A) Dispositional causes
B) Situational causes
C) Internal causes
D) Personality causes

Question 36

While making a fundamental attribution error,we center our attention on the person whose behavior we're considering because:

A) we are more likely to make attributions based on personal situational factors and less likely to make attributions relating to the dispositional factors.
B) the individual's immediate surroundings remain relatively unchanged and less attention-grabbing.
C) we tend to exaggerate the importance of environmental factors in producing others' behavior and minimize the influence of personality characteristics.
D) when we view another person's behavior in a particular setting,the most conspicuous information is the person's immediate surroundings.

Question 37

If we do well on a test,we say,"I got an A!" If we do poorly,we say,"She gave me an F." This best illustrates:

A) the assumed-similarity bias.
B) the fundamental attribution error.
C) the self-serving bias.
D) the halo effect.

Question 38

In determining the causes of others' behavior,we overemphasize _____ factors;this is the _____.

A) dispositional;self-serving bias
B) dispositional;fundamental attribution error
C) situational;self-serving bias
D) situational;fundamental attribution error

Question 39

Which of the following attribution biases is correctly matched with its definition?

A) Halo effect-An initial impression that an individual has some positive (or negative)traits leads us to infer that they have many other positive (or negative)characteristics as well.
B) Self-serving bias-We overemphasize dispositional factors when explaining other people's behavior.
C) Fundamental attribution error-We assume that other people are similar to ourselves,even when we first meet them.
D) Assumed-similarity bias-The tendency to attribute personal success to personal factors (skill,ability,or effort)and to attribute failure to factors outside oneself.

Question 40

The fundamental attribution error is very common because:

A) when we view another person's behavior in a particular setting,the most conspicuous information is the person's immediate surroundings.
B) we center on an individual's immediate surroundings which change rapidly without focusing on the person's behavior.
C) of the nature of information available to the people making an attribution.
D) we tend to exaggerate the importance of environmental factors in producing others' behavior and minimize the influence of personality characteristics.

Question 41

Which alternative below correctly defines a social influence concept?

A) Conformity - a change in behavior in response to commands
B) Compliance - a change in behavior or attitudes in response to direct social pressure
C) Obedience - a change in behavior or attitudes in order to follow social norms
D) Conformity - a change in behavior or attitudes in response to direct social pressure

Question 42

In Asch's classic conformity studies,participants thought they were taking part in a study of:

A) learning.
B) perceptual skills.
C) prison life.
D) visual learning.

Question 43

Classic experimental studies of conformity were conducted in the 1950s by:

A) Solomon Asch.
B) Stanley Milgram.
C) Philip Zimbardo.
D) Leon Festinger.

Question 44

The influential "prison" study of the power of social roles was conducted by:

A) Solomon Asch.
B) Stanley Milgram.
C) Philip Zimbardo.
D) Leon Festinger.

Question 45

In Asch's study on conformity,what percentage of the subjects conformed at least once when they knew their answer to be false?

A) 10%
B) 35%
C) 50%
D) 75%

Question 46

A petroleum company enacts a plan to stem the flow of oil gushing from a broken rig.The plan is largely unsuccessful.Nevertheless,the company continues to promote and finance the plan.Which of the following concepts is illustrated in this example?

A) Cognitive dissonance
B) Foot-in-the-door effect
C) Self-serving bias
D) Entrapment

Question 47

According to Asch's pioneering work on conformity,which of the following statements is true?

A) Groups that unanimously support a position show the least pronounced conformity pressures.
B) Having just one person present who shares the minority point of view is sufficient to reduce conformity pressures.
C) Conformity refers to behavior that occurs only in response to direct social pressure.
D) The more attractive a group appears to its members,the lesser its ability to produce conformity.

Question 48

Identify the correct statement regarding conformity.

A) Conformity is considerably higher when people must respond privately.
B) The higher a person's status in the group,the greater the groups' power over that person's behavior.
C) People without a clear answer are more susceptible to conformity.
D) Conformity does not arise from subtle social pressure.

Question 49

_____ refers to a circumstance in which commitments to a failing point of view or course of action are increased to justify investments in time and energy that have already been made.

A) Catharsis
B) Fundamental attribution
C) Door-in-the-face effect
D) Entrapment

Question 50

Which of the following was a significant finding in studies conducted by Asch on conformity?

A) Conformity is considerably higher when people must respond publicly.
B) People working on ambiguous tasks and questions (those with no clear answer)are less susceptible to conformity.
C) Groups that unanimously support a position show the least pronounced conformity pressures.
D) Tasks at which an individual is less competent than others in the group make conformity less likely.

Question 51

Which of the following statements is TRUE of a group?

A) The existence of a person in a group does not affect any other group member.
B) People in a group do not perceive themselves as part of a group.
C) A group consists of people who are interdependent.
D) The behavior of members does not have any significant consequence for the success of the group in meeting its goals.

Question 52

Which of the following statements is TRUE of social roles and social norms?

A) Social role refers to behavior that occurs in response to direct social pressure.
B) Social roles are the behaviors that are associated with people in a given position.
C) Conforming to a social role does not induce people to change their behavior in undesirable ways.
D) Social norms are less specific than social norms,because they do not apply to particular social positions.

Question 53

Which of the following statements is TRUE of groupthink?

A) Groupthink typically leads to excellent decisions.
B) Under groupthink,members lose the ability to critically evaluate alternative points of view.
C) Groupthink is most likely to occur when a weak leader is surrounded by people of powerful status.
D) Under groupthink,groups increase the list of possible solutions and spend maximum time on considering various alternatives.

Question 54

Which of the following statements is TRUE of conformity?

A) People working on ambiguous tasks and questions (those with no clear answer)are less susceptible to conformity.
B) The less attractive a group appears to its members,the greater its ability to produce conformity.
C) Conformity is considerably lower when people must respond publicly.
D) Subtle or even unspoken social pressure results in conformity.

Question 55

_____ is the process by which communal groups and individuals exert pressure on an individual,either deliberately or unintentionally.

A) Central interaction
B) Altruism
C) Diffusion of responsibility
D) Social influence

Question 56

The social rank held within a group is termed _____.

A) social support
B) status
C) groupthink
D) social pressure

Question 57

Which of the following is TRUE of the findings made by Asch on conformity?

A) The more attractive a group appears to its members,the lesser its ability to produce conformity.
B) Conformity is considerably higher when people must respond privately than it is when they can do so publicly.
C) There is less chance for conformity when an individual is less competent at a task than others in the group.
D) Groups that unanimously support a position show the most pronounced conformity pressures.

Question 58

_____ refers to a change in behavior or attitudes brought about by a desire to follow the beliefs or standards of other people.

A) Dissonance
B) Conformity
C) Schema
D) Incongruity

Question 59

How might the presence of a single dissenter influence the degree of conformity seen in a study modeled on Asch's classic investigation?

A) It would have no effect.
B) It would reduce it,but only slightly.
C) It would greatly reduce it.
D) It would actually increase it,because of groupthink.

Question 60

Dahlia is trying to make partner at one of the city's most prestigious law firms.It is generally understood that associates remain hard at work in the office until at least 7 or 8 each evening.This is an element of the firm's group:

A) role.
B) schema.
C) norm.
D) attitude.

Question 61

The _____ theory suggests that people tend to be ethnocentric,viewing the world from their own perspective and judging others in terms of their group membership.

A) social identity
B) resource competition
C) observational learning
D) social neuroscience

Question 62

Neil was selected for his college baseball team because of his racial origin.Which of the following is illustrated in this scenario?

A) Discrimination
B) Reciprocity-of-liking effect
C) Acculturation
D) Diffusion of responsibility

Question 63

Milgram's participants were told that the study concerned:

A) obedience.
B) visual perception.
C) learning.
D) problem solving.

Question 64

On late-night TV,you see an infomercial claiming that the price of the product has been slashed for a special offer and now includes a bonus sample size of something that is in adjunct to the product.This illustrates the _____ compliance technique.

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

Question 65

In Juanita's community,girls are not expected to enjoy or excel at mathematics.Juanita's algebra grades drop;by the time she is a high school junior,she is enrolled only in consumer mathematics courses.Which concept does Juanita's example best illustrate?

A) Cognitive dissonance
B) Social identification
C) Entrapment
D) Self-fulfilling prophecy

Question 66

In the _____ technique,one asks a person to agree to a small request which-because it is small-the likelihood that he or she will comply is fairly high.

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

Question 67

The classic "shock" study of obedience is associated with:

A) Solomon Asch.
B) Stanley Milgram.
C) Philip Zimbardo.
D) Leon Festinger.

Question 68

Discrimination refers to:

A) a negative (or positive)evaluation of a particular group and its members.
B) a set of generalized beliefs and expectations about a particular group and its members.
C) behavior directed toward individuals on the basis of their membership in a particular group.
D) consideration of individuals for their personal qualities and not their membership in a group.

Question 69

A magazine publisher asks you to commit to a brief trial subscription.Having committed to the trial subscription,you may be more likely to buy a full year-long subscription.This exemplifies the _____ compliance technique.

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

Question 70

Approximately _____ of the participants in Milgram's experiment were willing to deliver the maximum shock level to the participant.

A) 35%
B) 50%
C) 65%
D) 75%

Question 71

Which alternative correctly names the psychologist often associated with a given social influence concept?

A) Conformity - Cialdini
B) Compliance - Asch
C) Obedience - Festinger
D) Obedience - Milgram

Question 72

_____ refers to a negative (or positive)evaluation of a particular group and its members.

A) Discrimination
B) Prejudice
C) Diffusion of responsibility
D) Reciprocity-of-liking effect

Question 73

Which of the following compliance techniques is correctly matched with its description?

A) Foot-in-the-door-Someone makes a large request,expects it to be refused,and follows it with a smaller one.
B) Door-in-the-face-When salespeople provide samples to potential customers,they do so to instigate the norm of reciprocity.
C) That's-not-all technique-When a salesperson offers you a deal at an inflated price,immediately after the initial offer,the salesperson offers an incentive,discount,or bonus to clinch the deal.
D) Not-so-free sample-You ask a person to agree to a small request which-because it is small-the likelihood that he or she will comply is fairly high.

Question 74

The foot-in-the-door technique works because:

A) of the effectiveness of the norm of reciprocity.
B) an incentive,discount,or bonus is always offered.
C) the first large request is always refused and the smaller request is accepted.
D) involvement with the small request leads to an interest in an issue.

Question 75

Which of the following sales techniques is based on the "norm of reciprocity"?

A) That's-not-all technique
B) Door-in-the-face technique
C) Not-so-free-sample technique
D) Foot-in-the-door technique

Question 76

A(n)_____ is an expectation about the occurrence of a future event or behavior that acts to increase the likelihood the event or behavior will occur.

A) reciprocity-of-liking effect
B) self-fulfilling prophecy
C) diffusion of responsibility
D) entrapment

Question 77

In the _____ technique,someone makes a large request,expects it to be refused,and follows it with a smaller one.

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

Question 78

A man asks you for $10 as you walk down the street.You refuse.He then asks for $2.You give it to him.The man has used the _____ compliance technique.

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

Question 79

Dr.Greene studies ways to increase the safety behavior of workers on offshore oil platforms.Dr.Greene is a(n)_____ psychologist.

A) developmental
B) social
C) cognitive
D) industrial-organizational

Question 80

As an adolescent,Travis realizes that he is gay.Immediately on coming out,he withdraws from his heterosexual friends and promotes positions more radical than those he formerly endorsed.He favors the "outing" of closeted public figures under all circumstances,and he argues that gays who wish to marry are imitating heterosexual values.Which account of prejudice does Travis' example illustrate most clearly?

A) Cognitive categorization
B) Resource competition
C) Observational learning
D) Social identity