Question 1

A representative from a cleaning company is going door-to-door asking homeowners to try small samples of their cleaning product. A few weeks later, they stop by to see if the same homeowners would like to buy larger quantities of their products. These representatives are using the __________.

Accepted Answer

A)  door-in-the-face technique 
B)  foot-in-the-door technique 
C)  norm of reciprocity 
D)  effort justification effect

Question 2

People's behavior toward homosexuals will be more in line with their attitudes if the person with whom they interact fits their stereotype.

Accepted Answer

A) True 
 B)False

Question 3

According to the theory of planned behavior, which factors would contribute to someone being able to get their college degree?

Accepted Answer

The answer of According to the theory of planned behavior,...

Question 4

If the humane society wants to recruit local college students to volunteer at the animal shelter for 10-hours a week, how can they use the foot-in-the-door effect to help them recruit volunteers?

Accepted Answer

A)  Invite groups of college students to stop by and play with the animals for one hour. 
B)  Initially ask students to volunteer for 40-hours per week, but then drop it down to 10-hours when they say no. 
C)  Flatter the students and tell them that they are so smart and that smart people like to work with animals. 
D)  Make the students feel guilty by showing them commercials of sad-looking animals.

Question 5

According to self-perception theory, people who are forced to behave in a particular way will eventually come to infer their attitudes from their behavior.

Accepted Answer

A) True 
 B)False

Question 6

According to self-perception theory, where do your attitudes come from and in which situations will our attitudes develop in this way?

Accepted Answer

The answer of According to self-perception theory, where do your...

Question 7

People who pull items toward them are more likely to prefer those items than items that they push away from themselves.

Accepted Answer

A) True 
 B)False

Question 8

Participants in a study by Wells and Petty (1980) were asked to test out some headphones while simulating the movements of jogging (moving their head up or down) or bike riding (moving their head side to side) While engaging in these movements, participants listened to a message that either advocated increasing tuition or decreasing tuition. The results showed that:

Accepted Answer

A)  Participants who simulated jogging were more likely to disagree with the message. 
B)  Participants who simulated bike riding were more likely to disagree with the message. 
C)  Regardless of movement type, participants who were in better shape were more likely to agree with the message. 
D)  Regardless of movement type, participants who interacted with an attractive experimenter were more likely to agree with the message.

Question 9

While attitudes tend to influence actions, our actions rarely influence our attitudes.

Accepted Answer

A) True 
 B)False

Question 10

A study in which the time participants spent completing a crossword puzzle was measured showed that people spent longer on the puzzle when:

Accepted Answer

A)  The participants were strongly encouraged to complete the puzzle. 
B)  The participants were paid handsomely for completing the puzzle. 
C)  The participants were given the choice of whether or not to complete the puzzle. 
D)  The participants were given a choice between two word search topics.

Question 11

Snyder and Swann (1976) conducted a study in which participants served as mock jurors in a sex-discrimination trial. The participants who were given a few minutes to bring to mind their thoughts about affirmative action were more likely to reach verdicts consistent with their attitudes. This study provides evidence for which factor thought to increase the extent to which attitudes predict behavior?

Accepted Answer

A)  Attitude accessibility 
B)  Implicit attitudes 
C)  Automatic attitudes 
D)  Dissonant attitudes

Question 12

Briefly describe two conditions that must be met that will increase the extent to which attitudes guide behaviors.

Accepted Answer

The answer of Briefly describe two conditions that must be...

Question 13

People often come to love what they have suffered for.

Accepted Answer

A) True 
 B)False

Question 14

When people are paid $1 to lie to someone else, they actually come to believe the lie that they have told.

Accepted Answer

A) True 
 B)False

Question 15

According to research on cheating, who should have the most favorable attitude toward this type of behavior?

Accepted Answer

A)  Student A who has never cheated before. 
B)  Student B whose best friend cheats all the time. 
C)  Student C who has cheated many times before. 
D)  Student D who has only cheated once before.

Question 16

If you are trying to convince someone to try an exotic food that they've never eaten before, what should you do?

Accepted Answer

A)  Put the food on a plate that is out of their reach, so they have to pull it toward them. 
B)  Talk to them about trying the food while you're out for a jog. 
C)  Show them a variety of food pictures on the computer and have them use the mouse to point out the food you want them to try. 
D)  All of the above

Question 17

Fazio and colleagues (1977), examined when engaging in attitude-discrepant behavior will lead to attitude change. They proposed that self-perception processes will result in attitude change when ________, whereas attitude change will be a result of dissonance reduction strategies when ________.

Accepted Answer

A)  behaviors are forced and the attitude is relatively trivial; behaviors are forced and the attitude is important. 
B)  behaviors are forced and the attitude is important; behaviors are forced and the attitude is relatively trivial. 
C)  behaviors are freely chosen and the attitude is relatively trivial; behaviors are freely chosen and the attitude is important. 
D)  behaviors are freely chosen and the attitude is important; behaviors are freely chosen and the attitude is relatively trivial.

Question 18

Mr. Nike wants to market a new brand of shoes. Help Mr. Nike use the foot-in-the-door effect to sell his shoes and explain to him why this effect is so successful. In your explanation, you should include a description of a relevant study.

Accepted Answer

The answer of Mr. Nike wants to market a new...

Question 19

How could you use the door-in-the-face technique to increase the number of people who wear their seatbelts?

Accepted Answer

A)  Have people imagine wearing their seatbelts. 
B)  Have people watch a short video on the importance of wearing seatbelts. 
C)  Have people answer a few questions about their seatbelt use. 
D)  All of the above

Question 20

Explain how you could use effort justification to encourage a group of college students to enjoy exercising. Alternatively, what might be another way that you could use cognitive dissonance to create persistent attitudes?

Accepted Answer

The answer of Explain how you could use effort justification...

Exam 8: Attitudes and Behavior

A representative from a cleaning company is going door-to-door asking homeowners to try small samples of their cleaning product. A few weeks later, they stop by to see if the same homeowners would like to buy larger quantities of their products. These representatives are using the __________.

People's behavior toward homosexuals will be more in line with their attitudes if the person with whom they interact fits their stereotype.

According to the theory of planned behavior, which factors would contribute to someone being able to get their college degree?

If the humane society wants to recruit local college students to volunteer at the animal shelter for 10-hours a week, how can they use the foot-in-the-door effect to help them recruit volunteers?

According to self-perception theory, people who are forced to behave in a particular way will eventually come to infer their attitudes from their behavior.

According to self-perception theory, where do your attitudes come from and in which situations will our attitudes develop in this way?

People who pull items toward them are more likely to prefer those items than items that they push away from themselves.

While attitudes tend to influence actions, our actions rarely influence our attitudes.

A study in which the time participants spent completing a crossword puzzle was measured showed that people spent longer on the puzzle when:

Briefly describe two conditions that must be met that will increase the extent to which attitudes guide behaviors.

People often come to love what they have suffered for.

When people are paid $1 to lie to someone else, they actually come to believe the lie that they have told.

According to research on cheating, who should have the most favorable attitude toward this type of behavior?

If you are trying to convince someone to try an exotic food that they've never eaten before, what should you do?

Fazio and colleagues (1977) , examined when engaging in attitude-discrepant behavior will lead to attitude change. They proposed that self-perception processes will result in attitude change when , whereas attitude change will be a result of dissonance reduction strategies when .

Mr. Nike wants to market a new brand of shoes. Help Mr. Nike use the foot-in-the-door effect to sell his shoes and explain to him why this effect is so successful. In your explanation, you should include a description of a relevant study.

How could you use the door-in-the-face technique to increase the number of people who wear their seatbelts?

Explain how you could use effort justification to encourage a group of college students to enjoy exercising. Alternatively, what might be another way that you could use cognitive dissonance to create persistent attitudes?

Exam 8: Attitudes and Behavior

A representative from a cleaning company is going door-to-door asking homeowners to try small samples of their cleaning product. A few weeks later, they stop by to see if the same homeowners would like to buy larger quantities of their products. These representatives are using the __________.

People's behavior toward homosexuals will be more in line with their attitudes if the person with whom they interact fits their stereotype.

According to the theory of planned behavior, which factors would contribute to someone being able to get their college degree?

If the humane society wants to recruit local college students to volunteer at the animal shelter for 10-hours a week, how can they use the foot-in-the-door effect to help them recruit volunteers?

According to self-perception theory, people who are forced to behave in a particular way will eventually come to infer their attitudes from their behavior.

According to self-perception theory, where do your attitudes come from and in which situations will our attitudes develop in this way?

People who pull items toward them are more likely to prefer those items than items that they push away from themselves.

While attitudes tend to influence actions, our actions rarely influence our attitudes.

A study in which the time participants spent completing a crossword puzzle was measured showed that people spent longer on the puzzle when:

Briefly describe two conditions that must be met that will increase the extent to which attitudes guide behaviors.

People often come to love what they have suffered for.

When people are paid $1 to lie to someone else, they actually come to believe the lie that they have told.

According to research on cheating, who should have the most favorable attitude toward this type of behavior?

If you are trying to convince someone to try an exotic food that they've never eaten before, what should you do?

Fazio and colleagues (1977) , examined when engaging in attitude-discrepant behavior will lead to attitude change. They proposed that self-perception processes will result in attitude change when ________, whereas attitude change will be a result of dissonance reduction strategies when ________.

Mr. Nike wants to market a new brand of shoes. Help Mr. Nike use the foot-in-the-door effect to sell his shoes and explain to him why this effect is so successful. In your explanation, you should include a description of a relevant study.

How could you use the door-in-the-face technique to increase the number of people who wear their seatbelts?

Explain how you could use effort justification to encourage a group of college students to enjoy exercising. Alternatively, what might be another way that you could use cognitive dissonance to create persistent attitudes?

Fazio and colleagues (1977) , examined when engaging in attitude-discrepant behavior will lead to attitude change. They proposed that self-perception processes will result in attitude change when , whereas attitude change will be a result of dissonance reduction strategies when .