Question 1

You are a door-to-door salesperson selling car cleaning products and you are interested in determining whether the norm of reciprocity or the norm of commitment is the more powerful tactic to help sell your product. Explain how you could use the norm of reciprocity at half of the houses you visit and the norm of commitment at the other half of houses you visit. In your explanations, you should provide enough detail to illustrate exactly how you will use each technique to maximize its effectiven

Accepted Answer

The answer of You are a door-to-door salesperson selling car...

Question 2

Linda received a birthday gift from one of her acquaintances and Linda now feels compelled to give her acquaintance a birthday gift in return. This example best illustrates the norm of _________.

Accepted Answer

A)  conformity 
B)  obedience 
C)  reciprocity 
D)  consistency

Question 3

Two important factors that will increase obedience to authorities are:

Accepted Answer

A)  Authority figures must be seen as legitimate and the individuals that they command must accept personal responsibility for their actions. 
B)  Authority figures must be seen as agentic and the individuals that they command must have submissive personalities. 
C)  Authority figures must be seen as legitimate and must also accept responsibility for the actions of those they command. 
D)  Authority figures must be seen as agentic and the individuals that they command must accept personal responsibility for their actions.

Question 4

Research suggests that humans have evolved over time to follow norms.

Accepted Answer

A) True 
 B)False

Question 5

In the study by Milgram, participants were asked to play the role of ""teacher"" and were prodded by an experimenter to give increasingly strong shocks to a ""learner"" for every incorrect response. The results of this study showed that:

Accepted Answer

A)  Only a few participants in a thousand went all the way to the 450-volt level. 
B)  Only the participants with the most sadistic personalities went all the way to the 450-volt level. 
C)  Most of the participants went all the way to the 450-volt level. 
D)  Only the participants with the most submissive personalities went all the way to the 450-volt level.

Question 6

According to the text, which of the following provides the best explanation for why we follow the norms of important in-groups?

Accepted Answer

A)  Because we are faced with explicit pressure to follow group norms. 
B)  Because deliberate and systematic processing leads us to the conclusion that we should follow group norms. 
C)  Because failing to follow group norms would lead to punishment by authority members. 
D)  Because we want to follow group norms.

Question 7

Dr. Joyce is trying to get her patients from low socioeconomic backgrounds to eat more fruits and vegetables. Use what you know about social norms and the 1943 study by Lewin to encourage these patients to eat more healthy foods.

Accepted Answer

The answer of Dr. Joyce is trying to get her...

Question 8

When people are high in motivation and ability to process an argument, they will be more influenced by injunctive norms.

Accepted Answer

A) True 
 B)False

Question 9

Norms can influence behavior even when they are not directly activated.

Accepted Answer

A) True 
 B)False

Question 10

Jayden is part of a public health campaign with the goal of increasing the number of people in his town who get flu shots. Given your knowledge of norms, how would you recommend that Jayden make his campaign more successful?

Accepted Answer

A)  Post signs around town saying that getting flu shots protects people from getting sick. 
B)  Post signs around town saying that the majority of people in the town get flu shots. 
C)  Post signs around town saying that only a minority of people in town get flu shots. 
D)  All of these tactics would be equally effective.

Question 11

In some situations, norm violators are perceived to have higher status and ability.

Accepted Answer

A) True 
 B)False

Question 12

One of your friends calls and says that she bought a new shelving unit for her garage. She then asks if you can come over and help her take the heavy box out of the back of her car. When you arrive, your friend also asks you to help put the shelving unit together and to find a space for it in her garage. What you thought would be a 5-minute trip has turned into a 2-hour long ordeal. You have just experienced the ___________ technique.

Accepted Answer

A)  low-ball technique 
B)  social proof technique 
C)  foot-in-the-door technique 
D)  door-in-the-face technique

Question 13

Individuals who obey authority figures are usually more sadistic and uncaring than those who do not obey.

Accepted Answer

A) True 
 B)False

Question 14

Once people have repaid a favor, they are less inclined to agree to future requests from the same requesters.

Accepted Answer

A) True 
 B)False

Question 15

Tamara, an employee at a fast food restaurant, is striking along with a massive crowd of fellow fast food employees in an attempt to demand an increase in the minimum wage. It is likely that, at this point in time, Tamara is thinking of herself as:

Accepted Answer

A)  A woman 
B)  A unique and special person 
C)  An employee at a fast food restaurant 
D)  All of the above

Question 16

In a study by Johnson and Downing (1979), participants' anonymity was manipulated and then the participants were asked to give shocks of varying levels to another person when they failed a task. The results of this study showed that:

Accepted Answer

A)  Participants dressed as nurses gave lower levels of shock when they were identifiable. 
B)  Participants dressed as nurses gave lower levels of shock when they were unidentifiable. 
C)  Participants who wore robes and hoods and were unidentifiable gave lower levels of shock than participants in any other condition. 
D)  Participants who wore robes and hoods and were identifiable gave higher levels of shock than participants in any other condition.

Question 17

In the Milgram study, if the learner is in the same room as the teacher, levels of obedience drop significantly.

Accepted Answer

A) True 
 B)False

Question 18

Research on the relation between culture and the norm of reciprocity has shown which of the following results?

Accepted Answer

A)  Compared to people from collectivist cultures, people from individualist cultures are more influenced by the norm of reciprocity. 
B)  Compared to people from India, people from America regard social commitment as a moral imperative rather than a choice. 
C)  Compared to people from Canada, people from China are more likely to refuse gifts in order to avoid the pressure to return a favor later. 
D)  All of the above

Question 19

Martin wants to buy a used car, but he doesn't want to be swindled by a used car salesperson. Which of the following tactics could Martin use to avoid being swindled?

Accepted Answer

A)  He could show up to the car dealership and ask to speak to the legitimate authority on used car sales. 
B)  He could point out the tactics that the used car salesperson is using to try and sell him a car. 
C)  He could encourage the used car salesperson to see him as a friend and ally. 
D)  All of the above

Question 20

According to research on the relation between norms and deindividuation, in which of the following conditions should Tom be most likely to follow the norm of the prototypical rowdy soccer fan?

Accepted Answer

A)  When Tom is watching the game at home with his friends. 
B)  When Tom is at a crowded game and he sees himself on the jumbotron. 
C)  When Tom gets caught in a crowd of fans storming the turf at the end of the game. 
D)  When Tom is working as a physical trainer for his team and he gets caught in a crowd of fans storming the turf at the end of the game.

Exam 10: Norms and Behavior

Linda received a birthday gift from one of her acquaintances and Linda now feels compelled to give her acquaintance a birthday gift in return. This example best illustrates the norm of _________.

Two important factors that will increase obedience to authorities are:

Research suggests that humans have evolved over time to follow norms.

In the study by Milgram, participants were asked to play the role of ""teacher"" and were prodded by an experimenter to give increasingly strong shocks to a ""learner"" for every incorrect response. The results of this study showed that:

According to the text, which of the following provides the best explanation for why we follow the norms of important in-groups?

Dr. Joyce is trying to get her patients from low socioeconomic backgrounds to eat more fruits and vegetables. Use what you know about social norms and the 1943 study by Lewin to encourage these patients to eat more healthy foods.

When people are high in motivation and ability to process an argument, they will be more influenced by injunctive norms.

Norms can influence behavior even when they are not directly activated.

Jayden is part of a public health campaign with the goal of increasing the number of people in his town who get flu shots. Given your knowledge of norms, how would you recommend that Jayden make his campaign more successful?

In some situations, norm violators are perceived to have higher status and ability.

Individuals who obey authority figures are usually more sadistic and uncaring than those who do not obey.

Once people have repaid a favor, they are less inclined to agree to future requests from the same requesters.

Tamara, an employee at a fast food restaurant, is striking along with a massive crowd of fellow fast food employees in an attempt to demand an increase in the minimum wage. It is likely that, at this point in time, Tamara is thinking of herself as:

In a study by Johnson and Downing (1979) , participants' anonymity was manipulated and then the participants were asked to give shocks of varying levels to another person when they failed a task. The results of this study showed that:

In the Milgram study, if the learner is in the same room as the teacher, levels of obedience drop significantly.

Research on the relation between culture and the norm of reciprocity has shown which of the following results?

Martin wants to buy a used car, but he doesn't want to be swindled by a used car salesperson. Which of the following tactics could Martin use to avoid being swindled?

According to research on the relation between norms and deindividuation, in which of the following conditions should Tom be most likely to follow the norm of the prototypical rowdy soccer fan?