Deck 6: Social Influence in Our Relations With Others

Question 1

The primary goal of Phil Zimbardo's 1972 Stanford Prison Experiment was to

A) evaluate what individual characteristics would make for the best prison guards.
B) determine if specific personality types contributed to more prison riots.
C) determine the psychological influence of prison life on inmates and guards.
D) evaluate the effects of gender on prison behavior.

Answer 1

determine the psychological influence of prison life on inmates and guards.

Question 2

Applicants for the Stanford Prison Study were screened for physical and mental health, as well as randomly assigned to the prisoner and guard conditions. This was important because it

A) minimized the effects of the situation.
B) ruled out the effects of individual differences that could have contributed to differences in behavior.
C) decreased the insurance premiums charged to the university.
D) protected those individuals running the study from harm.

Answer 2

ruled out the effects of individual differences that could have contributed to differences in behavior.

Question 3

Volunteers began their participation in the Stanford Prison Experiment

A) by showing up to participate.
B) when police cars picked them up at their places of residence.
C) after being arrested for a real crime.
D) by signing up at the cafeteria.

Answer 3

when police cars picked them up at their places of residence.

Question 4

One form of punishment the "guards" in the Stanford Prison Experiment relied on involved prisoner isolation. This is also known as

A) prisoner segregation.
B) individual seclusion.
C) time out.
D) solitary confinement.

Question 5

Chains were locked around the prisoners' ankles in the Stanford Prison Experiment to

A) slow down their movement.
B) remind them of their status as prisoners.
C) make them easier to control.
D) attach them to their cells.

Question 6

Because they were not allowed to use physical punishment to control the prisoners in the Stanford Prison Experiment, the guards began to rely on

A) positive reinforcement.
B) negative reinforcement.
C) humiliation and degradation.
D) a 12-step program.

Question 7

What was Dr. Zimbardo's role in the Stanford Prison Experiment?

A) Clergy
B) Warden
C) Parole officer
D) Guard

Question 8

The Stanford Prison Experiment was originally planned for two weeks. How long did it last?

A) Two days
B) Four days
C) Six days
D) The full two weeks

Question 9

Which of the following best explains why Philip Zimbardo stopped the experiment when he did?

A) His role in the study made him more aware of the participants' suffering.
B) A graduate student assistant told him she thought what he was doing was terrible.
C) The debriefing of the participants made him question his treatment of the guards and prisoners.
D) His personal belief system about prison life caused him to question his study.

Question 10

The extensive debriefings of the participants in the Stanford Prison Experiment revealed that participants who had the role of prisoners

A) were not aware of how depersonalized they had become.
B) never abandoned their concerns for others.
C) were struck by the fact that their grasp on reality could be endangered so quickly.
D) were not as shaken up as they previously thought.

Question 11

The extensive debriefings of those participants in the Stanford Prison Experiment revealed that participants who had the role of guards

A) were faced with the reality of the cruelty they had inflicted on others.
B) avoided blaming the "victims," in this case the prisoners.
C) were not able to justify their behavior.
D) were not as shaken up as they previously thought.

Question 12

_________ is a voluntary change in belief or behavior with the intent to follow a perceived social norm.

A) Uniformity
B) Homogeny
C) Standardization
D) Conformity

Question 13

Stacy noticed that all the other girls were wearing dresses to school, and although she preferred to wear pants, she also began wearing dresses. This is an example of

A) uniformity.
B) homogeny.
C) standardization.
D) conformity.

Question 14

When we are unsure of how to behave, we often look to others to gain information about rules for appropriate behavior in a culture or subculture. These rules are also known as

A) informal policies.
B) laws.
C) social norms.
D) overgeneralizations.

Question 15

Clapping at the end of a musical performance or play is an example of a(n)

A) rule.
B) law.
C) social norm.
D) overgeneralization.

Question 16

Conformity is necessary for society because it

A) allows people to know to which groups they belong.
B) helps maintain a sense of order.
C) accentuates what makes us different from one another.
D) decreases feelings of belonging.

Question 17

Conforming to "fit in" with a certain group even though you as an individual may not believe in the behavior is also known as ________ social influence.

A) normative
B) informational
C) reciprocal
D) responsive

Question 18

Although Gerry doesn't like the taste of alcoholic beverages, she drinks a beer to "fit in" with the other kids at a party. Her behavior is an example of ________ social influence.

A) normative
B) informational
C) reciprocal
D) responsive

Question 19

Normative social influence is to ___________as informational social influence is to

A) knowing; belonging.
B) catastrophizing; generalizing.
C) thinking; doing.
D) belonging; knowing.

Question 20

Conformity can be helpful when we are involved in ambiguous situations and don't know what to do. In this case, we do what others are doing because it provides us with

A) informational.
B) acceptance.
C) approval.
D) culture.

Question 21

Parker wasn't sure what the best strategy for studying for his upcoming exam would be, so he asked another student who had taken the class. Since she had used the online quizzes and found them helpful, he chose to use them, too. This is an example of _______ social influence.

A) informational
B) acceptance
C) approval
D) normative

Question 22

Everyone told Zach the first exam for Dr. Desmond would be tough, but he chose to ignore their advice and didn't study as much as he should have. In this case, it was unfortunate that he was not persuaded by ______ social influence.

A) informational
B) acceptance
C) approval
D) cultural

Question 23

____________ in the situation leads to increased conformity.

A) Confidence
B) Knowledge
C) Ambiguity
D) Experience

Question 24

Which of the following best describes the relationship between group size and conformity?

A) As the number of people increases, the degree to which we conform is directly proportional.
B) There is no relationship between group size and our likelihood to conform.
C) Conformity increases as the group grows to about five. Additional members make little or no difference.
D) Group size only influences conformity when groups are crowd size.

Question 25

Culture influences conformity in that collectivistic cultures value ____________ and, therefore, value conformity.

A) information
B) idealization
C) independence
D) group harmony

Question 26

____________ goes beyond conformity because it involves a response to an overt request.

A) Informational social influence
B) Normative social influence
C) Agreement
D) Compliance

Question 27

Believing it is important to pay back favors is also known as

A) commitment.
B) liking.
C) reciprocity.
D) approval.

Question 28

Like many times before, Suzanne watched her friend Stan's house while he was away on business. In return, he shoveled her walk after it snowed. These behaviors illustrate the norm of

A) reciprocity.
B) liking.
C) authority.
D) scarcity.

Question 29

Sometimes, we comply with another person's request to build a reciprocity "savings account." According to your text, the benefit to us would be

A) we will have more money.
B) the person we help won't ask us for another favor.
C) we increase the likelihood they will remember our compliance and return the favor.
D) we will like them more.

Question 30

One study had individuals participate in an "art appreciation study." In one condition of the real study on reciprocity, one participant (actually a confederate to the experiment) offered the other participant a Coke. After the experiment, the confederate asked the real participant to buy a raffle ticket. What was the outcome of this study?

A) Participants across the Coke/no Coke conditions were equally likely to buy raffle tickets.
B) Only participants in the no Coke condition bought raffle tickets.
C) Neither participants in the Coke or no Coke conditions bought raffle tickets.
D) Participants in the Coke condition bought, on average, twice as many raffle tickets as participants in the no Coke condition.

Question 31

According to ________________ psychology, we feel a strong obligation to reciprocate because social exchange has been a crucial component in individual and group survival.

A) developmental
B) humanistic
C) evolutionary
D) behaviorism

Question 32

Sondra wanted to stay out with friends until 10 p.m. on Saturday. Rather than ask her mom if she could come home at 10, Sondra asked her mom if she could stay out until midnight. When Mom said no (an answer Sondra expected), Sondra replied, "Oh, Mom! How about until 10 then?" Which technique is Sondra using to get her way?

A) Get what you want
B) Door in the face
C) Foot in the door
D) Pane in the window

Question 33

When it comes to the principle of reciprocity, the best way to avoid obligations if you find yourself feeling suspicious of an individual's motive for a request is to

A) say yes to the request.
B) say no to the request.
C) have someone else fulfill the request.
D) ask the individual his or her motives.

Question 34

According to the principle of commitment, once we make a small commitment to a person or idea,

A) there is less of a chance we will make a larger commitment later.
B) there is more of a chance we will make a larger commitment later.
C) we are equally likely to make a similar commitment later.
D) we are likely to make a similar commitment to someone else later.

Question 35

Jessica borrowed a pencil from a classmate on Tuesday. On Thursday, she asked the same classmate to borrow a calculator. Based on the principle of commitment, predict what the classmate will do?

A) Loan her another pencil.
B) Refuse to loan her the calculator.
C) Loan her another student's calculator.
D) Loan her the calculator.

Question 36

The effectiveness of the "foot-in-the-door" technique comes from

A) our need for consistency, which motivates us to maintain a commitment.
B) our need for approval.
C) the pressure others put on us.
D) our desire to help others.

Question 37

Publicly announcing your intentions to change a behavior before you start utilizes the principle of _________ in a positive way.

A) approval
B) commitment
C) scarcity
D) liking

Question 38

Jason announced to everyone that on Monday he was going to the gym. This public announcement uses the principle of _________ in a positive way.

A) approval
B) commitment
C) scarcity
D) liking

Question 39

According to Cialdini, two signs you are about to agree to a request that makes you uncomfortable include a(n) _____________and asking yourself, "If I had to do this over again and knew at the beginning what I know now, would I do it again?"

A) tightening in your stomach
B) check of the credentials of the requestor
C) evaluation of others in comparable situations
D) consideration of past experiences

Question 40

The principle of social proof involves

A) having others prove why their behavior is more appropriate in a given situation.
B) going along with a belief or behavior because it looks like many others are doing the same thing.
C) a mathematical formula for estimating how many others would behave similarly if in your situation.
D) refusing to do something because others have already done it.

Question 41

One principle of social proof, _____, suggests that once we know others in the neighborhood or at the store are engaged in a behavior, we are more likely to do it, too.

A) consistency
B) behaviorism
C) complacency
D) consensus

Question 42

We are more influenced by a social proof if we see ourselves as _______ others engaged in the behavior.

A) more successful than
B) similar to
C) less successful than
D) different from

Question 43

According to the principle of ______, we are more likely to agree to a request when the person asking is someone we like.

A) liking
B) admiration
C) caring
D) attraction

Question 44

Rhonda gets frustrated because the kids on the block are always selling something for their respective schools. Her husband, Josh, asks, "Why do you buy stuff from Jocelyn and not Karl?" "Easy," said Rhonda, "because she's nice." What principle of compliance is at work here?

A) Attraction
B) Similarity
C) Liking
D) Commitment

Question 45

One stereotype concerning politicians is they never miss the opportunity to have their picture taken with a baby. If this stereotype is true, it is based on the concept of associating yourself with something

A) controversial.
B) likeable.
C) sympathetic.
D) revolutionary.

Question 46

The principle of ________suggests we are more likely to comply to a request made by someone in charge.

A) similarity
B) liking
C) authority
D) commitment

Question 47

Elisabeth attended a concert with her dad and proceeded to stand on the chair and scream for the band. Although her father tried to get her down twice, Elisabeth refused. A security guard asked her once, and she complied, behaving for the rest of the concert. Which principle of compliance was at work here?

A) Commitment
B) Authority
C) Reciprocity
D) Liking

Question 48

A study by Peters & Ceci (1982) illustrating the influence of authority chose 12 published articles by well-known authors from important universities and changed the names and affiliations to unfamiliar names. The articles were resubmitted to the same journals. How many articles were accepted for publication under these circumstances?

A) None
B) 1 of 12
C) 6 of 12
D) 12

Question 49

Participants were asked to pick up a paper bag by either an individual dressed in a security guard's uniform or in plain clothes. How did clothing influence compliance rates in this study?

A) Ninety-two percent of the sample complied to the request by the security guard whereas 42 percent of the sample complied to the request by the individual in plain clothes.
B) Forty-two percent complied when the request was made by the security guard compared to 92 percent of the sample who complied when the request was made by the person in plain clothes.
C) Regardless of the clothing condition, individuals were resistant to picking up the paper bag.
D) Regardless of the clothing condition, individuals were equally likely to pick up the paper bag.

Question 50

Wanting something more when the availability appears to be limited is also known as the principle of

A) commitment.
B) reciprocity.
C) similarity.
D) scarcity.

Question 51

The concept of limited edition artwork, collectibles, or ice cream relies on the principle of __________ to get customers to buy and buy quickly.

A) commitment
B) reciprocity
C) similarity
D) scarcity

Question 52

Whitney searched for the last pair of rhinestone earrings at the store. Turning to her friend, she said, "If I don't go ahead and get these, I won't have them for the wedding." This is an example of the principle of

A) liking.
B) scarcity.
C) reciprocity.
D) similarity.

Question 53

Retail stores capitalize on the principle of __________ with sales that indicate the offer is time limited.

A) liking
B) scarcity
C) reciprocity
D) similarity

Question 54

Humans have the need to control their own destinies and choices. As a result, when this need is threatened, we work harder to maintain this freedom. According to Brehm & Brehm (2013), this effortful response is known as

A) resistance.
B) overacting.
C) psychological reactance.
D) predicted response.

Question 55

Anderson was told he would never pass calculus. As a result, he worked harder than ever and passed with a B. Anderson's response to being told he wouldn't do well is also known as

A) predicted response.
B) resistance.
C) overacting.
D) psychological reactance.

Question 56

According to Hamilton, being interested in a romantic partner who isn't interested in you may be a form of

A) predicted response.
B) resistance.
C) overacting.
D) psychological reactance.

Question 57

____________ occurs when you agree to a request from an authority figure to avoid a negative consequence.

A) Social proof
B) Obedience
C) Compliance
D) Conformity

Question 58

Audrey agreed to do her homework when her mother asked in order to avoid punishment. In this case, agreeing to the request is an example of

A) social proof.
B) obedience.
C) compliance.
D) conformity.

Question 59

Milgram's (1974) Yale study investigated factors influencing

A) compliance.
B) conformity.
C) obedience.
D) commitment.

Question 60

Obedience is distinguished from compliance by the addition of a ___________ for refusal.

A) positive consequence
B) neutral stimulus
C) liking
D) negative consequence

Question 61

Milgram (1974) designed his experiment to demonstrate that Americans

A) would obey authority even if it meant hurting others.
B) would not obey authority if it meant hurting others.
C) would not differ from others on measures of obedience.
D) would have the capacity to carry out an order to commit mass execution.

Question 62

What historical event was Milgram trying to understand when he developed his 1974 experiment?

A) The atrocities perpetuated on the Jews by the Nazis
B) The stock market crash of 1929
C) The bombing of Pearl Harbor
D) Prisoner behavior at Abu Ghraib prison

Question 63

Who were the subjects in Milgram's original 1974 study on obedience?

A) College students at Yale
B) Nursing students recruited from a local hospital
C) German immigrants to the United States
D) Male volunteers responding to a local newspaper advertisement

Question 64

The teacher's role in Milgram's study involves

A) learning a list of words to avoid getting shocked.
B) reading a list of words and shocking the listener when the word is not recalled.
C) training the experimenter to run the study.
D) expressing concern when the words were needed.

Question 65

In Milgram's (1974) study on obedience, when the learner missed a word on the list, the teacher responded by

A) rereading the word.
B) administering a shock.
C) asking for the word again.
D) saying harsh words.

Question 66

Whenever the "teacher" hesitated in administering the shock,

A) the "learner" yelled louder.
B) the checked the list for errors.
C) the "learner" asked for additional words.
D) the researcher responded with "please go on" and "the experiment requires that you continue."

Question 67

Before assuming the people who shocked to 450 volts did so because they were evil, we are making

A) an external attribution.
B) a situational attribution.
C) the fundamental attribution error.
D) an internal attribution.

Question 68

One factor that influences how far a "teacher" shocked the "learner" involved the physical distance between the two. In close proximity, the teacher delivered

A) the same number of shocks.
B) fewer shocks.
C) more shocks.
D) shocks as well as verbal reprimands.

Question 69

In replications of Milgram's (1974) study, one of the factors that influenced obedience was the proximity of the experimenter. When the experimenter gave instructions by phone, participant obedience

A) stayed the same.
B) increased by 21 percent.
C) decreased from 63 percent to 21 percent.
D) dropped to 0.

Question 70

In one replication of Milgram's (1974) study, three participants shocked the "learner" rather than one. Two of those "participants" were actually confederates, and at one point in the study, they refused to shock the learner. When the two other teachers defied the experimenter, the conformity level of the actual participant

A) increased.
B) decreased.
C) stayed the same.
D) changed over time.

Question 71

Compared to men in the original Milgram study, women participants in later studies obeyed at _________ rates.

A) similar
B) dissimilar
C) lower
D) higher

Question 72

Compared to the obedience rates of individuals in America, participants in other countries obeyed the experimenter at __________ rates.

A) similar
B) dissimilar
C) lower
D) higher

Question 73

Of all the cross-cultural Milgram replications, the highest obedience rates belong to individuals from

A) America.
B) Europe.
C) South Africa.
D) Germany.

Question 74

According to your text, people in ___________ cultures tended to be influenced by others more than people in ___________ cultures.

A) individualistic; collectivistic
B) collectivistic; individualistic
C) disobedient; obedient
D) masculine; feminine

Question 75

A Dutch study created a new obedience paradigm by asking men and women to make a series of 15 negative and derogatory comments to a prospective job applicant. As the applicant (really a confederate) became increasingly distressed, the participant, either in the presence or absence of an experimenter, made a choice of whether to stop the comments. What was the outcome of this study?

A) Control group participants who did not have an experimenter present read the entire list of statements.
B) There was no difference in the number of words read as a function of the presence or absence of the experimenter.
C) When the experimenter was present, 92 percent of the participants read all of the derogatory words to the confederate.
D) When the experimenter was not present, participants and confederates chatted, and no data were collected.

Question 76

According to the text, people in _________________ have a knee-jerk negative reaction to the idea of conformity.

A) Germany
B) the United States
C) Sweden
D) Scotland

Question 77

An experiment by Hendrickson and Goei (2009) studied the likelihood of a woman accepting a date after a man bought her a drink. Researchers found that women were ___________ likely to accept a date from a man that they thought was a janitor, rather than a man they thought was a doctor.

A) equally
B) more
C) less
D) not at all

Question 78

According to Guégen (2014), people are more likely to give blood once when they are asked to participate in a long-term blood donation program. This is an example of the

A) door-in-the-face strategy.
B) foot-in-the-door strategy.
C) principle of authority.
D) principle of liking.

Question 79

Pansu found that in _____________, the door-in-the-face strategy was more effective in getting hospital employees to smoke less than a traditional information campaign.

A) the United States
B) France
C) England
D) Japan

Question 80

Lokhorst (2013) found that people were more likely to follow through on their promise to recycle when they made a public statement. This is an example of the

A) principle of commitment.
B) door-in-the-face strategy.
C) principle of authority.
D) principle of social proof.