Question 1

Compare and contrast injunctive and descriptive norms.Elaborate on why Robert Cialdini argued that public service announcements should focus more on injunctive norms than on descriptive norms.Provide research evidence to support his viewpoint.

Accepted Answer

Injunctive norms and descriptive norms a...

Question 2

The __________ is when an initial request is followed by adding something that makes the offer more attractive.

Accepted Answer

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

Question 3

If David's opinion is in the minority and he wants to sway the majority group members' views to be consistent with his own views,he should do which of the following?

Accepted Answer

A)   be consistent and firm in his views.
B)   initially agree with the majority to gain their approval then try to change their minds.
C)   try to bribe the members of the majority group
D)   threaten other group members.

Question 4

Muzafer Sherif conducted a study where he had participants estimate how far a light 'moved' in a dark room.Initially,people provided varied estimates.However,after placing participants together in the dark room he found that after several trials there estimates began to converge.What did he find happened to participant's estimates after testing them again individually?

Accepted Answer

A)   Participants' estimates began to vary widely again.
B)   Participants' estimates were much lower than those initially provided.
C)   Participants' estimates were much lower than the group estimate.
D)   Participants' estimates continued to be consistent with the group estimate.

Question 5

The ___________ technique is based on commitment and consistency while the ___________ technique is based on reciprocity.

Accepted Answer

A)   lowball technique; that's-not-all technique
B)   that's-not-all technique; door-in-the-face technique
C)   that's-not-all technique; low ball technique
D)   door-in-the-face technique; foot-in-the-door technique

Question 6

A friend asks you to donate an hour of your time helping out at a local soup kitchen.After agreeing to and fulfilling this request,she then asks you if you would be willing to spend one day a month volunteering at this soup kitchen.Your friend is using what type of compliance technique to persuade you to spend more time at the soup kitchen?

Accepted Answer

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

Question 7

An attempt to get people to like you so they are more willing to comply with your request is known as:

Accepted Answer

A)   ingratiation
B)   smooth talk
C)   sweet talk
D)   social validation

Question 8

Which persuasion technique is fueled by the commitment and consistency principle?

Accepted Answer

A)   door-in-the-face technique
B)   foot-in-the-door technique
C)   lowball technique
D)   both the low ball technique and the foot-in-the-door technique

Question 9

___________ is a type of social influence in which an individual changes his or her behavior to stay in line with social norms:

Accepted Answer

A)   pluralistic ignorance
B)   conformity
C)   obedience
D)   compliance

Question 10

Brinol and Petty (2003) conducted a study where they prompted participants to either nod their head in agreement or shake their head in disagreement while listening to a persuasive message.They found that:

Accepted Answer

A)   when the message was weak, nodding produced more persuasion than shaking.
B)   when the message was strong, nodding produced more persuasion than shaking.
C)   nodding produced less persuasion both when the messages were strong and when the messages were weak.
D)   there was no difference in levels of persuasion between those who were nodding and those who were shaking their head.

Question 11

Julia doesn't like to drink but decides to drink with her sorority sisters anyway because she wants to fit in and be liked by her new college friends.This illustrates a form of:

Accepted Answer

A)   informational social influence.
B)   normative social influence.
C)   private conformity.
D)   pluralistic ignorance.

Question 12

Social impact theory suggests that you will be more influenced by someone who is:

Accepted Answer

A)   of the same status.
B)   of lower status.
C)   of higher status.
D)   of the same intelligence level.

Question 13

Rubbing your nose because the person you are talking to is rubbing his nose is an example of:

Accepted Answer

A)   social facilitation effect.
B)   a self-fulfilling prophecy.
C)   the chameleon effect.
D)   social imitation effect.

Question 14

A form of social influence that involves direct requests from one person to another person is called:

Accepted Answer

A)   compliance
B)   private conformity
C)   informational social influence
D)   public conformity

Question 15

Scientists have shown that conformity is based on mechanisms in the brain that are associated with which of the following?

Accepted Answer

A)   reinforcement learning
B)   associative learning
C)   superficial processing
D)   peripheral route processing.

Question 16

You go to the drugstore to pick up medicine because a friend asked you to do her the favor.This can be considered an example of:

Accepted Answer

A)   informational social influence
B)   private conformity
C)   compliance
D)   ingratiation

Question 17

You are hired to solicit donations for a charity.Pick two compliance techniques described in your textbook and describe how you could use each one to increase the likelihood of receiving donations.

Accepted Answer

One compliance technique that could be u...

Question 18

Stanley Milgram's work on human subjects prompted social psychologists to become more concerned with:

Accepted Answer

A)   ethics.
B)   procedures.
C)   external validity.
D)   internal validity.

Question 19

What did Stanley Milgram find in his work which supports the notion that the perception of authority is important for promoting obedience?

Accepted Answer

A)   He found that the vast majority of people were unwilling to shock the confederate.
B)   He found the same rates of obedience when he conducted the study at Yale University as when he conducted the study at a lab with no affiliation to Yale.
C)   He found that obedience rates were higher when the person in charge looked like a scientist compared to when he was perceived to be another 'participant'.
D)   He found the same rates of obedience when the person in charge looked like a scientist as when he was perceived to be another 'participant'.

Question 20

Your sibling is using the that's-not-all technique when she asks to borrow your car then follows that with the request to borrow your new sweater.

Accepted Answer

A) True 
 B)False

Exam 8: Social Influence: Should We Resist?

Stanley Milgram's work on human subjects prompted social psychologists to become more concerned with:

Correct Answer
verified

Social impact theory suggests that you will be more influenced by someone who is:

Correct Answer
verified

What did Stanley Milgram find in his work which supports the notion that the perception of authority is important for promoting obedience?

Correct Answer
verified

If David's opinion is in the minority and he wants to sway the majority group members' views to be consistent with his own views,he should do which of the following?

Correct Answer
verified

Correct Answer
verified

You go to the drugstore to pick up medicine because a friend asked you to do her the favor.This can be considered an example of:

Correct Answer
verified

The __________ is when an initial request is followed by adding something that makes the offer more attractive.

Correct Answer
verified

Rubbing your nose because the person you are talking to is rubbing his nose is an example of:

Correct Answer
verified

Your sibling is using the that's-not-all technique when she asks to borrow your car then follows that with the request to borrow your new sweater.

Correct Answer
verified

Julia doesn't like to drink but decides to drink with her sorority sisters anyway because she wants to fit in and be liked by her new college friends.This illustrates a form of:

Correct Answer
verified

A form of social influence that involves direct requests from one person to another person is called:

Correct Answer
verified

Scientists have shown that conformity is based on mechanisms in the brain that are associated with which of the following?

Correct Answer
verified

The _ technique is based on commitment and consistency while the _ technique is based on reciprocity.

Correct Answer
verified

Compare and contrast injunctive and descriptive norms.Elaborate on why Robert Cialdini argued that public service announcements should focus more on injunctive norms than on descriptive norms.Provide research evidence to support his viewpoint.

Correct Answer
Answered by ExamLex AI
Injunctive norms and descriptive norms a...
View Answer

An attempt to get people to like you so they are more willing to comply with your request is known as:

Correct Answer
verified

___________ is a type of social influence in which an individual changes his or her behavior to stay in line with social norms:

Correct Answer
verified

You are hired to solicit donations for a charity.Pick two compliance techniques described in your textbook and describe how you could use each one to increase the likelihood of receiving donations.

Correct Answer
Answered by ExamLex AI
One compliance technique that could be u...
View Answer

Which persuasion technique is fueled by the commitment and consistency principle?

Correct Answer
verified

Brinol and Petty (2003) conducted a study where they prompted participants to either nod their head in agreement or shake their head in disagreement while listening to a persuasive message.They found that:

Correct Answer
verified

Correct Answer
verified

Exam 8: Social Influence: Should We Resist?

Stanley Milgram's work on human subjects prompted social psychologists to become more concerned with:

Correct AnswerverifiedShow Answer

Social impact theory suggests that you will be more influenced by someone who is:

Correct AnswerverifiedShow Answer

What did Stanley Milgram find in his work which supports the notion that the perception of authority is important for promoting obedience?

Correct AnswerverifiedShow Answer

If David's opinion is in the minority and he wants to sway the majority group members' views to be consistent with his own views,he should do which of the following?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

You go to the drugstore to pick up medicine because a friend asked you to do her the favor.This can be considered an example of:

Correct AnswerverifiedShow Answer

The __________ is when an initial request is followed by adding something that makes the offer more attractive.

Correct AnswerverifiedShow Answer

Rubbing your nose because the person you are talking to is rubbing his nose is an example of:

Correct AnswerverifiedShow Answer

Your sibling is using the that's-not-all technique when she asks to borrow your car then follows that with the request to borrow your new sweater.

Correct AnswerverifiedShow Answer

Julia doesn't like to drink but decides to drink with her sorority sisters anyway because she wants to fit in and be liked by her new college friends.This illustrates a form of:

Correct AnswerverifiedShow Answer

A form of social influence that involves direct requests from one person to another person is called:

Correct AnswerverifiedShow Answer

Scientists have shown that conformity is based on mechanisms in the brain that are associated with which of the following?

Correct AnswerverifiedShow Answer

The ___________ technique is based on commitment and consistency while the ___________ technique is based on reciprocity.

Correct AnswerverifiedShow Answer

Compare and contrast injunctive and descriptive norms.Elaborate on why Robert Cialdini argued that public service announcements should focus more on injunctive norms than on descriptive norms.Provide research evidence to support his viewpoint.

Correct AnswerAnswered by ExamLex AIInjunctive norms and descriptive norms a...View AnswerShow Answer

An attempt to get people to like you so they are more willing to comply with your request is known as:

Correct AnswerverifiedShow Answer

___________ is a type of social influence in which an individual changes his or her behavior to stay in line with social norms:

Correct AnswerverifiedShow Answer

You are hired to solicit donations for a charity.Pick two compliance techniques described in your textbook and describe how you could use each one to increase the likelihood of receiving donations.

Correct AnswerAnswered by ExamLex AIOne compliance technique that could be u...View AnswerShow Answer

Which persuasion technique is fueled by the commitment and consistency principle?

Correct AnswerverifiedShow Answer

Brinol and Petty (2003) conducted a study where they prompted participants to either nod their head in agreement or shake their head in disagreement while listening to a persuasive message.They found that:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

The _ technique is based on commitment and consistency while the _ technique is based on reciprocity.

Correct Answer
verified

Correct Answer
Answered by ExamLex AI
Injunctive norms and descriptive norms a...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
Answered by ExamLex AI
One compliance technique that could be u...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
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