Question 1

Which of the following will lead someone to value an item more?

Accepted Answer

A)   Presenting the item soon after another item of a much lesser value.
B)   Charging more for the item.
C)   Presenting information that the item is scarce.
D)   All of the above D

Question 2

What do the door-in-the-face technique a.k.a. the rejection-then-retreat technique) and the foot-in-the-door technique have in common?

Accepted Answer

A)   They both employ the principle of reciprocity.
B)   They both operate through automatic, shortcut responding.
C)   They both work only for door-to-door salespeople.
D)   Both a and b B

Question 3

As the environment becomes more complex, people are more likely to process the environment

Accepted Answer

A)   heuristically
B)   systematically
C)   centrally
D)   None of the above. A

Question 4

What is the contrast principle of perception?

Accepted Answer

A)   That some stimuli are seen better against light than dark backgrounds.
B)   That presenting two items in succession that differ substantially from one another in some way will make the second seem even more different from the first than it is.
C)   That presenting two items in succession that are quite similar to one another will make the second seem even more similar to the first than it is.
D)   None of the above.

Question 5

Ethologists have identified in some species certain sequences of behavior called fixed action patterns. Which of the following is false about fixed action patterns?

Accepted Answer

A)   Social scientists have found nothing like them in human behavior.
B)   The behaviors that comprise them appear to occur in a regular, automatic fashion.
C)   They are stimulated primarily by a "trigger" feature of a situation rather than that situation as a whole.
D)   Most of the time, fixed action patterns produce behavior that is appropriate to the situation.

Question 6

Weapons of influence exploit

Accepted Answer

A)   judgmental heuristics
B)   automaticity
C)   decision rules that normally lead to good decisions
D)   All of the above.

Question 7

In Influence, it was stated that mechanical adherence to certain rules, like "Expensive = good":

Accepted Answer

A)   represents a shortcut path through the informational density of modern life.
B)   is often the most efficient method of responding.
C)   makes us vulnerable to exploitation of others.
D)   all of the above.
E)   only a and b.

Question 8

We are more likely to use automatic responding when

Accepted Answer

A)   the issue is important to us.
B)   we have lots of time to make a decision.
C)   we are highly emotionally aroused.
D)   all of the above.

Question 9

If you were a clerk in a fashionable men's clothing store and a man came in to purchase a suit and a sweater, which should you sell him first to get him to spend the most total money, according to the contrast principle?

Accepted Answer

A)   Sell him the suit first.
B)   Sell him the sweater first.
C)   It doesn't matter which one is shown first.
D)   Sell him a belt first, then the sweater, then the suit.

Question 10

a study by Langer, Blank, and Chanowitz 1978) a requester asked subjects to allow him to cut in front of them in line to make 5 xerox copies. One group of subject received no reason for the request. A second group received a good reason, "because I'm in a rush." A third group received a trivial placibic) reason, "because I have to make some copies." What happened?

Accepted Answer

A)   Only the group getting the good reason complied more than the group getting no reason.
B)   Only the group getting the trivial reason complied more than the group getting no reason.
C)   Both of the groups getting a reason of either sort complied more than the group getting no reason.
D)   All of the groups complied about equally.

Question 11

Which of the following is not a judgmental heuristic:

Accepted Answer

A)   "If the arguments are this strong, I should be persuaded."
B)   "If an expert said so, it must be true."
C)   "If it is rare, it must be valuable."
D)   "If all those people are doing it, it's probably the right thing to do."
E)   None of the above. They are all judgmental heuristics.

Question 12

A marketer wishing to increase the perceived quality of a product should

Accepted Answer

A)   lower the price of the product.
B)   raise the price of the product.
C)   either a or b
D)   neither a nor b - changing the price of the product will not affect its perceived quality

Question 13

Weapons of influence tend to be used in a way that

Accepted Answer

A)   is subtle and leaves the exploiter looking blameless.
B)   exploits certain tendencies that normally lead people to irrational behavior.
C)   encourages people to think more carefully about a decision or situation.
D)   All of the above.

Question 14

Under which conditions) will people consider an argument carefully in a controlled, systematic fashion?

Accepted Answer

A)   They are able to do so.
B)   They desire to do so.
C)   Either A or B is sufficient.
D)   Both A and B are necessary.

Question 15

In a 1981 study by Petty, Cacioppo, and Goldman, students listened to a speech that supported the idea that seniors should have to pass a comprehensive exam before graduating. Some students group A) were told that comprehensive exams might be implemented at their school the following year. Others group B) were told that the exams wouldn't be implemented until well after they had graduated. Based on the theories of controlled and automatic responding, what would we expect each group of students to focus on?

Accepted Answer

A)   Group A would be persuaded primarily by the expertise of the speaker, while group B would be persuaded primarily by the quality of the speaker's arguments.
B)   Group A would be persuaded primarily by the quality of the speaker's arguments, while group B would be persuaded primarily by the expertise of the speaker.
C)   Both groups A and B would be persuaded primarily by the expertise of the speaker.
D)   Both groups A and B would be persuaded primarily by the quality of the speaker's arguments.

Exam 1: Weapons of Influence