Deck 8: Social Influence: Changing Others Behavior

Question 1

Erin has been living with her boyfriend for a year.During that time,Erin has heard her boyfriend and his family make many negative comments about Asians.When her boyfriend's family is around,Erin also occasionally makes negative comments about Asians,even though she doesn't believe these comments are based in facts.This situation best represents the distinction between and .

A)private speech; public beliefs
B)private conformity; public acceptance
C)public conformity; private acceptance
D)public speech; private beliefs
E)public conformity; private non-conformity

Answer 1

public conformity; private acceptance

Question 2

Injunctive norms .

A)indicate what most people do in a particular situation
B)help us distinguish ourselves from others in some respects
C)reflect our mental representation of our relationships with others
D)provide us with accurate perceptions of the social world
E)specify what behavior will be approved of in a particular situation

Answer 2

specify what behavior will be approved of in a particular situation

Question 3

All of the factors that bind group members together into a coherent social entity are collectively known as .

A)social norms
B)social influences
C)cohesiveness

Answer 3

cohesiveness

Question 4

People who see others picking up litter in a parking lot are less likely to litter themselves.This observation can best be explained by .

A)descriptive normative theory
B)conformity pressure
C)normative focus theory

Question 5

In Asch's classic experiment,a standard-setting line was first presented to small groups of people,followed by the presentation of three comparison lines of different lengths.In one condition,three accomplices,posing as students,chose an incorrect answer before the subject could respond.of the research participants never yielded to group pressure to accept an incorrect response.

A)Almost 25 percent
B)About 5 percent
C)50 percent

Question 6

Normative focus theory says .

A)norms will influence behavior only when they are salient
B)our behavior focuses attention on relevant norms
C)norms are the focus of much of our behavior
D)norms focus our attention on inappropriate behavior
E)relevant norms focus our behavior on a particular objective

Question 7

The type of social influence in which individuals change either their attitudes or behavior to adhere to existing social norms is known as .

A)obedience
B)conformity
C)ingratiation

Question 8

Norman is in a group where he strongly believes that his judgment is correct,but he does not want to appear different.A possible way he may deal with this situation is to .

A)alter his perception of the information provided so that he can feel comfortable with conforming to the group influence
B)privately reject the information provided by the group,but appear to be open to later arguments
C)argue his point of view,then pretend to allow the group to persuade him to their point of view
D)somehow convince the group that he should be perceived as an authority on the matter
E)strongly argue his point of view and simply risk any possible consequences of this action

Question 9

Injunctive norms .

A)are unspoken,implicit standards for behavior
B)encourage the adoption of certain attitudes but not others
C)specify what ought to be done in a particular situation
D)determine the ways in which we interact with other people
E)specify what most people do in a particular situation

Question 10

In several variations on Asch's classic experiment,a standard-setting line was first presented to small groups of people,followed by the presentation of three comparison lines of different lengths.In one condition,two of three accomplices,posing as students,chose an incorrect answer before the subject could respond.The third accomplice sometimes chose a correct response and sometimes chose a more incorrect response.Under these conditions,respondents were more likely to choose the correct response.These results suggest .

A)it becomes easier to resist conformity pressure once unanimity of the group is broken
B)group pressure to conform has only minimal effects on behavior
C)it is not possible to resist conformity pressure
D)it becomes more difficult to resist conformity pressure once unanimity of the group is broken
E)group pressure to conform is uniform and universal

Question 11

Public conformity is ; private acceptance is .

A)doing and/or saying what others do with a fair degree of acceptance; independently coming to question some aspects of the normative view
B)coming to feel or think as others around us do; saying,but not doing,what others say and do
C)doing or saying what others around us do or say; coming to feel or think as others around us do
D)doing what others do; privately entertaining arguments against the public view
E)saying what others say; thinking what we think privately,regardless of what others do

Question 12

Even though there is a sign that clearly says "Park closes after 9 P.M.," Mary says to herself "What a silly sign! I just want to walk around here,I'm not a 'bad guy'" and proceeds to walk in the park.Mary's behavior is with normative focus theory since .

A)consistent; she has not been thinking about the injunctive norm in question
B)inconsistent; she is disobeying an injunctive norm that she does not see as related to her own actions
C)consistent; she is disobeying an injunctive norm that she does not see as related to her own actions
D)inconsistent; consistent; she has not been thinking about the injunctive norm in question
E)irrelevant; she is ignoring a descriptive norm that is not important to her at the time

Question 13

In Asch's classic experiment,a standard-setting line was first presented to small groups of people,followed by the presentation of three comparison lines of different lengths.In one condition,three accomplices,posing as students,chose an incorrect answer before the subject could respond.of the research participants agreed with a clearly incorrect answer at least once.

A)More than 75 percent
B)All
C)One third

Question 14

Situational norms .

A)are more salient than are non-situational norms
B)have a relatively weak effect on behavior
C)only operate when we are consciously aware of them
D)use conformity pressure and group cohesiveness to regulate behavior
E)guide behavior in a particular situation or environment

Question 15

The type of social influence that involves direct requests from one individual to another is known as .

A)injunctive norms
B)conformity
C)compliance

Question 16

Efforts by one or more individuals to change another's attitudes,beliefs,perceptions,or behaviors are known as .

A)social influence
B)ingratiation
C)conformity

Question 17

Normative social influence is .

A)based on our desire to be liked or accepted by others
B)based on our desire to be correct and have accurate perceptions
C)based on our desire to comply with direct requests
D)based on our desire to obtain additional goods or services at no extra expense
E)based on our desire to be distinguishable or different from others in some respects

Question 18

Descriptive norms .

A)specify what we should do in a particular situation
B)provide us with accurate perceptions of the social world
C)indicate what most people do in a particular situation
D)help us distinguish ourselves from others in some respects
E)reflect our mental representation of our relationships with others

Question 19

James,a 17-year-old high school student,has just moved to a new city and enrolled in a new school.At his old school,there were strong social norms against teenagers smoking cigarettes.At his new school,however,several of his new friends regularly smoke and say to him,"C'mon,don't be a jerk,have one of mine." As a result,James is likely to begin smoking,because of .

A)the informational social influence
B)the normative social influence
C)the foot-in-the-door technique

Question 20

In Asch's classic experiment,a standard-setting line was first presented to small groups of people,followed by the presentation of three comparison lines of different lengths.In one condition,three accomplices,posing as students,chose an incorrect answer before the subject could respond.Frequently,the subject would then also select an incorrect response.This result illustrates .

A)the effects of compliance
B)the low-ball technique
C)an informational social influence
D)the absence of individuation tendencies in some participants
E)the influence of group pressure to conform

Question 21

Informational social influence is .

A)based on our desire to be distinguishable or different from others in some respects
B)based on our desire to be correct and have accurate perceptions
C)based on our desire to comply with direct requests
D)based on our desire to obtain additional goods or services at no extra expense
E)based on our desire to be liked or accepted by others

Question 22

George feels that going along with a group implies behaving in ways one might not ordinarily choose.Given this information,it is likely that George views conformity .

A)as irrelevant since he does not desire to be accurate
B)as an affront on his uniqueness
C)as important to his self-esteem and need to fit in
D)as irrelevant since he does not desire to be liked
E)as a threat to his desire for control

Question 23

One frequently used impression management technique is ingratiation.This involves .

A)first inducing the target person to like you,then attempting to change the person's behavior in a desired direction.
B)first beginning with a small request,then escalating to a larger request after the first one has been granted
C)offering additional benefits to a target person before they have decided whether or not to comply with a request
D)first beginning with a very large request,then making a much smaller but desired request after the first request has been refused
E)offering a very attractive deal,then changing the terms of the agreement after the attractive deal was accepted

Question 24

One form of social influence that involves direct requests from one person to another person is known as .

A)conformity
B)compliance
C)obedience

Question 25

One of the factors associated with compliance is friendship.This is because .

A)we are more willing to comply with those who can provide us with scarce resources if they choose to do so
B)we are more willing to comply with requests that are consistent with our other behaviors and beliefs
C)we are more resistant to requests that come from those who hold a position of authority over us
D)we are more likely to comply with requests from those whom we see as similar to ourselves in some way
E)we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike

Question 26

All of the following individuals would likely be considered a "compliance professional," EXCEPT .

A)a telephone operator
B)a fundraiser
C)a sales representative

Question 27

Individuals with a high need for personal control typically .

A)yield to social pressure to conform in at least some instances
B)are unaware of social pressure to conform in at least some instances
C)create social pressure for others to conform in at least some instances
D)are overly aware of social pressure to conform in at least some instances
E)resist social pressure to conform in at least some instances

Question 28

Seeking compliance through ingratiation is based on the underlying principle of .

A)reciprocity
B)social validation
C)friendship/liking

Question 29

One of the factors associated with compliance is social validation.This is because .

A)we want to be correct,and one way to do so is to emulate the behaviors of others whom we see as similar to ourselves in some way
B)we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike
C)we are more willing to comply with requests that call attention to scarcity than to those that do not
D)we are more likely to comply with requests that come from those who hold a position of authority over us
E)we are more willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to

Question 30

Minority members who are attempting to change the majority's opinion must be consistent in their opposition to the majority opinion.This is because .

A)inconsistencies represent complexities of thought that the majority usually cannot tolerate or understand
B)apparent wavering within the minority group tend to weaken the impact of the minority opinion
C)inconsistencies may be interpreted as partial support for the majority opinion
D)inconsistencies in minority opposition are a sign of weakness that can be exploited by the majority
E)apparent wavering or divisions within the minority group is perceived as incoherent or unclear thinking on the issue

Question 31

Jessie,Adam,Charles,and Paul were in the parking lot and saw a man as he fled from a convenience store after a robbery.When the police question the four friends,Paul answered first,saying that it was a black man who drove away in an older Pontiac car.Adam agreed with Paul fairly quickly.Jessie,who is not absolutely sure of the race of the suspect,is likely to with Paul and Adam because of the effect of .

A)disagree; informational social influence
B)disagree; normative social influence
C)agree; informational social influence
D)disregard what he heard the others say; individuational social influence
E)agree; normative social influence

Question 32

Research has shown substantial cross-cultural differences in people's need for individuation.This finding suggests that there should also be cross-cultural differences in .

A)ingratiation
B)personal control
C)conformity

Question 33

When factors such as and are considered,gender differences in susceptibility to conformity disappear.

A)confidence in one's own judgments as determined by familiarity with the situation); social status
B)trait stubbornness; social status
C)intelligence; unconsciously primed stubbornness
D)group judgment; knowledge of the source of the conformity pressure
E)elimination of cultural bias; knowledge of the source of the conformity pressure

Question 34

Individuation is .

A)our need to differ from others in some respects
B)our need to be part of a larger group
C)our need to feel an attraction to at least some members of our own group
D)our need to offer help to others within our own group
E)our need to fit in with our particular in-group

Question 35

In any particular situation,our conformity is influenced by at least four factors,including our desire to be liked by others,our need to be accurate,our need to be different from others,and .

A)our desire to love and be loved
B)our need to learn and obtain knowledge
C)our desire to be in control of our own behavior
D)our desire to provide for ourselves
E)our need to meet high standards

Question 36

A practical implication of research by Bond and Smith 1996)on cultural differences in conformity is that there tends to be .

A)no difference between individualistic and collectivistic cultures
B)unpredictable differences between individualistic and collectivistic cultures
C)more conformity in countries with collectivistic cultures
D)more conformity in countries with individualistic cultures
E)less conformity in countries with collectivistic cultures

Question 37

The need to resist conformity is stronger in .

A)small communities
B)older people
C)individualistic societies

Question 38

Tina and Rachael are the only two members of a jury who are trying to convince the rest of the jury that the defendant is not guilty.Tina and Rachael offer very different explanations for why the jury should vote not guilty.Because of their differing explanations,they will be to convince the majority to acquit the defendant than if both had a common explanation.

A)less likely
B)more likely
C)less likely,but only if the jury members won't listen to their explanations
D)The answer is not clear from the information given.
E)just as likely

Question 39

A reason for any gender differences in conformity involves a difference in between men and women.

A)status
B)behavior
C)attitudes

Question 40

Compliance professionals are .

A)people who enjoy influencing others for no other reason than the pleasure they derive from exercising such influence
B)people who depend on the generosity of others for some portion of their income
C)people who sell used cars for a living
D)people who study the issues related to compliance and obedience
E)people whose success depends on their ability to obtain agreement from others

Question 41

The type of social influence that involves one person directly ordering another person to behave in a specific way is known as .

A)the authority principle
B)obedience
C)symbolic influence

Question 42

Jack has agreed to purchase a new car for $18,000.However,just before he gets ready to sign the contract,the salesman tells Jack that the sales manager will not approve the amount allowed for his trade- in,and that the contract will have to be higher,probably around $19,000.Jack has just been the victim of .

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

Question 43

Research shows that the incidence of eating disorders among females may be strongly influenced by images associating celebrity thinness with .

A)ill health
B)being liked by others
C)media harassment by photographers

Question 44

One of the factors associated with compliance is commitment.This is because .

A)we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike
B)we are more willing to comply with requests that call attention to scarcity than to those that do not
C)we are more willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to
D)we are more likely to comply with requests from those whom we see as similar to ourselves in some way
E)we are more likely to comply with requests that come from those who hold a position of authority over us

Question 45

The foot-in-the-door technique is based on the principle of compliance.

A)social validation
B)commitment/consistency
C)reciprocity

Question 46

One of the factors associated with compliance is reciprocity.This is because .

A)we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike
B)we are more willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to
C)we are more likely to comply with requests from those who have previously done us a favor or made a concession to us in order to feel that we have repaid them to some extent
D)we are more likely to comply with requests from those whom we see as similar to ourselves in some way
E)we are more willing to comply with requests that call attention to scarcity than to those that do not

Question 47

One technique that is sometimes used to gain compliance is to tell the target person that they have only a limited amount of time in which to obtain a desired item or take advantage of an offer.This is known as .

A)the fast-approaching-deadline technique
B)the door-in-the-face technique
C)the foot-in-the-door technique

Question 48

One technique used for seeking compliance from others involves making a small request first,then making a larger request that is actually desired after compliance with the smaller request has been obtained.This is known as .

A)the foot-in-the-door technique
B)the lowball procedure
C)ingratiation

Question 49

One technique for gaining compliance is to begin with a large request,then make a smaller desired request after the first one is refused.This is known as .

A)the foot-in-the-door technique
B)the door-in-the-face technique
C)playing hard to get

Question 50

Cialdini's compliance principle of social validation suggests that compliance with a request is more likely when the requested action is seen as being consistent with information we have about what persons similar to us are doing.This principle is closely related to the aspect of conformity.

A)informational social influence
B)normative social influence
C)personal control
D)individuation
E)group cohesiveness aspect

Question 51

Ada had missed the notes for several classes and asked Rob for the notes for one day.Rob gave the notes to Ada,who copied them and then asked Rob for a week's worth of notes.Because of the ,Rob is highly likely to give Ada the notes.

A)foot-in-the-door technique
B)two stage compliance approach
C)lowball technique
D)door-in-the-face technique
E)ingratiation approach

Question 52

One way in which symbolic social influence may work is by allowing the psychological presence of others to trigger goals with which the other persons are associated.This may,in turn,influence .

A)our performance on tasks and our commitment to reaching these goals
B)our effort to achieve particular goals and meet behavioral standards
C)our liking for these persons and our willingness to exert effort on their behalf
D)our cognitions about our behaviors and activate heuristic thinking
E)our desire to impress these people and our impression-management behaviors

Question 53

The door-in-the-face technique is based on the principle of compliance.

A)reciprocity
B)friendship/liking
C)social validation

Question 54

One of the factors associated with compliance is authority.This is because .

A)we want to be correct,and one way to do so is to emulate the behaviors of others whom we see as similar to ourselves in some way
B)we are more willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to
C)we are more willing to comply with requests from those who hold or appear to hold legitimate authority over us
D)we are more willing to comply with requests that call attention to scarcity than to those that do not
E)we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike

Question 55

A technique sometimes used for gaining compliance is to suggest that a person or object is difficult to obtain.This technique is known as .

A)the foot-in-the-door technique
B)the playing hard to get technique
C)the fast-approaching-deadline technique

Question 56

One reason that people are willing to obey persons in authority who order them to engage in destructive behaviors is that .

A)total submission to the commands of authority figures is always an appropriate course of action
B)the authority figure may inadvertently stimulate heuristic mental processes that limit our ability to think about what we are doing
C)authority figures are selected on the basis of their superior knowledge and understanding in most situations
D)the authority figure relieves those who obey of responsibility for their actions
E)the authority figure represents a significant threat to those who do not obey

Question 57

One reason that people are willing to obey persons in authority who order them to engage in destructive behaviors is that .

A)the authority figure represents a significant threat to those who do not obey
B)authority figures may inadvertently stimulate heuristic mental processes that limit our ability to think about what we are doing
C)authority figures are selected on the basis of their superior knowledge and understanding in most situations
D)persons in authority often possess visible signs of their status which remind us of the social norm for obedience to authorities
E)total submission to the commands of authority figures is always an appropriate course of action

Question 58

When confronted with the that's not all technique,we should always remember that the person making the request .

A)correctly assumes that we will mindlessly approve of a cost reduction of any item - including a very expensive one
B)is trying to give us a "good" deal in order to help us out
C)ultimately just wants to gain compliance
D)wants us to make a commitment so that we are more likely to comply with the request about to be made
E)is watching our reactions and will add a bonus only if he or she feels it will work

Question 59

The playing-hard-to-get technique is based on the principle of compliance.

A)scarcity
B)authority
C)reciprocity

Question 60

One technique used for seeking compliance from others involves calling attention to relatively trivial,surprising similarities between the target person and ourselves.This is known as .

A)incidental similarity
B)the lowball procedure
C)ingratiation

Question 61

One way to help people become more resistant to commands from authorities that may lead to destructive behaviors is to .

A)expose people to the positive effects of obedience to authorities
B)remind people that they - not the authorities - are responsible for any harm done
C)expose people to the negative consequences of disobedience to authorities
D)remind people that challenges to authority can sometimes be met with violence
E)remind people that total obedience to authority is an acceptable course of action

Question 62

suggests that norms will only influence our behavior if they are focal for us at the time the behavior occurs.

Question 63

Normative social influence is based on our desire to by others.

Question 64

Minority members are more successful in their efforts influence the opinions of the majority if they are
in their opposition to the majority's opinions.

Question 65

norms specify what ought to be done in a particular situation.

Question 66

Describe three factors affecting conformity

Question 67

What is meant by automaticity in normative behavior? Describe the experiment in which experimenters primed people with a photo of a library: What norm was primed,and what dependent variable was used to measure the effect of the prime? What about when a fancy restaurant was used? What was the norm that was primed,and what was the DV used to measure its effect.What is the take- home message of this research?

Question 68

When someone is influenced by a person who is not there,then this is social influence.

Question 69

Describe the two basic motives that cause people to conform and the two kinds of social influence those motives give rise to.

Question 70

People who are asked to think of a close friend are subsequently willing to help strangers than are those who are asked to think of a coworker.

Question 71

Gender norms can have negative effects on members of either gender.What is the origin of these norms? Describe some of these negative effects.

Question 72

The technique begins with a large,usually unreasonable request.

Question 73

A possible reason why authority figures can be so successful in getting obedience for horrific tasks is that they .

A)encourage systematic processing
B)encourage thoughtful consideration of their position
C)try to engage in the process of ingratiation
D)allow the obedient person to escalate their tasks very gradually
E)put the obedient person's focus on considering whether he or she is doing something wrong

Question 74

Awareness of the power that authority figures have to command others is helpful in the impulse to be obedient to destructive commands.

Question 75

Individuals tend to show the greatest decrease in their ability to show harmful obedience when they .

A)question the expertise and motives of the authority figures
B)view a victim being physically harmed
C)hear protests by the victim
D)receive feedback from the victim
E)receive rewards from the authority figures

Question 76

Offering additional benefits to someone before they have time to decide whether to comply or reject a request is an effective technique for obtaining .

Question 77

involves our need to distinguish ourselves from others in some respects.

Question 78

Discuss briefly the issue of explicit vs.implicit social norms.By what means do explicit norms get expressed,and how are they enforced? Give some examples.How about implicit norms? Give examples,and say how they're "enforced."

Question 79

Badges and insignia are helpful in gaining obedience because they .

A)are a sign that the person who is wearing the badge has high intelligence
B)are constant reminders of who has authority
C)are a form of covert request
D)are indicators of widespread respect and submission
E)are characteristic of violent people

Question 80

Briefly discuss gender differences in the tendency to conform.