Deck 9: Social Influence

Question 1

People who hold a minority view tend to change the majority opinion through

A) normative social influence.
B) informational social influence.
C) public compliance.
D) guilt and shame.

Answer 1

informational social influence.

Question 2

According to the textbook, conformity can be beneficial for society because it can

A) free us from having to deliberate about every possible action.
B) eliminate potential conflict.
C) lead to smoother social interactions.
D) All of the above are correct.

Answer 2

All of the above are correct.

Question 3

John is a mathematics graduate student, whereas Lisa is a local celebrity.Although both John and Lisa are likely to have some increased ability to elicit conformity from others, Lisa is more likely to influence conformity through

A) informational social influence.
B) internalization.
C) reciprocal concessions.
D) normative social influence.

Answer 3

normative social influence.

Question 4

Roxanne is exerting significant social influence on Christian in an attempt to get her way.In exerting social influence, Roxanne is attempting to bring about changes in Christian's ____________ through her comments, actions, or mere presence.

A) attitudes, beliefs, feelings, behavior
B) feelings, behavior
C) attitudes, beliefs
D) behavior

Question 5

If you decide to buy new clothes that fit the latest fashion trend just to blend in with others, you are responding to ___________ conformity pressures.

A) explicit
B) implicit
C) compliance
D) informative

Question 6

Janet is afraid she will conform to the majority opinion at an upcoming meeting about a dorm curfew.Research suggests that to avoid this fate, Janet should

A) express strong negative emotions during the meeting.
B) bring an ally to the meeting.
C) bring cookies to the meeting.
D) adopt an interdependent mindset right before the meeting.

Question 7

Gerald has been spending a good deal of time reading about elderly nursing-home patients, their ailments, and the physical decline that they experience.When he returns home, his wife comments that Gerald is walking slowly and seems to be stooped over, as though he were physically weaker.Gerald has probably been influenced by

A) ideomotor action.
B) autosuggestion.
C) self-hypnosis.
D) an excessive empathic response.

Question 8

Going into a group meeting at work, you are concerned that once again you will end up conforming to the rest of the group on decisions that are made.Which of the following would NOT be a factor in influencing whether you would conform?

A) feeling uncertain about the topic at hand
B) recognizing that other group members have more status than you do
C) having to share your opinion with group members
D) understanding why the group opinion differs from yours

Question 9

Compared with people who are reared in independent cultures, people who are reared in interdependent cultures are ____________ susceptible to ____________.

A) more; normative social influence but not to informational social influence.
B) more; informational and normative social influence.
C) less; normative social influence but not to informational social influence.
D) less; informational and normative social influence.

Question 10

Mike will be more likely to agree with the recommendations of others on the best tax-preparation company to use, a matter about which he knows little, because people are particularly susceptible to informational social influence when they

A) are in a bad mood.
B) are uncertain.
C) want to be liked.
D) have internalized cultural norms.

Question 11

The main difference between compliance and obedience is that obedience occurs in response to

A) a more powerful person.
B) a request.
C) a threat.
D) real or imagined pressure from others.

Question 12

Research on gender and conformity shows that compared with women, men are

A) more likely to conform where traditionally "female" topics are concerned (for example, child rearing).
B) more likely to conform during face-to-face social interactions.
C) less likely to conform when the judgment at hand is ambiguous.
D) more likely to conform where traditionally male topics are concerned (for example, geography, cars).

Question 13

Hank attends a focus group where he and five other men are asked to rate each of three lawn mowers.Hank knows a lot about lawn mowers.He is certain that lawn mower A is superior and deserves the highest rating.However, the rest of the men say that lawn mower B is the best.If Hank ends up publicly agreeing with the rest of the group, he has probably succumbed to

A) the autokinetic effect.
B) informational social influence.
C) normative social influence.
D) the chameleon effect.

Question 14

Which of the following is the best example of normative social influence?

A) Bob thinks to himself, "I'm not sure whether Janet is attractive." Later on, his friends mention that Janet is unattractive.Bob then tells his friends that he agrees with them.
B) Bob thinks to himself, "I am positive that Janet is attractive." Later on, his friends mention that Janet is attractive.Bob then tells his friends that he agrees with them.
C) Bob thinks to himself, "I'm not sure whether Janet is attractive." Later on, his friends mention that Janet is attractive.Bob then tells his friends that he agrees with them.
D) Bob thinks to himself, "I am positive that Janet is attractive." Later on, his friends mention that Janet is unattractive.Bob then tells his friends that he agrees with them.

Question 15

Glenda has just heard a compelling statement from Rhonda about why she should fasten her seatbelt, even though she had not originally intended to fasten her seatbelt.Glenda's act of conforming to Rhonda's comments because she believed these comments were accurate is called

A) informational social influence.
B) educational social influence.
C) automatic social influence
D) normative social influence.

Question 16

Social psychologists differentiate several types of social influence.Which of the following scenarios best characterizes the concept of obedience?

A) Janet is making several photocopies on the library copy machine.Bill, Janet's classmate, shows up and asks if he can make just one copy.Janet says, "Sure, no problem."
B) Bob is socializing at a party, and he does not feel like drinking alcohol.But Bob notices that almost everyone else at the party is drinking heavily.So Bob ends up drinking beer as well.
C) David is pouring himself a cup of coffee when his boss shows up and says, "Pour me a cup of coffee." David pours the cup of coffee and gives it to his boss.
D) Howard is eating dinner at his professor's house with several other classmates.His professor asks him if he likes sushi.Howard does not, but he still says, "Yes, I sure do!"

Question 17

In his attempts to persuade Roger to get a fraternity tattoo on his arm, Dan assembles 100 tattooed fraternity members.Dan probably wasted a lot of effort in doing so, because

A) the effect of group size on conformity is relevant only for women.
B) group size influences epistemological social influence, but it does not influence affective social influence.
C) the effect of group size on conformity levels off when group size reaches about three to four people.
D) group size does not affect conformity levels.

Question 18

Recall that Sherif showed participants a point of light in a completely darkened room.The participants were asked to judge the light's movement.This study suggests that people

A) rarely experience conflict when their own judgments differ from those of other people.
B) adopt more extreme judgments with the passage of time.
C) change their own judgments in accordance with other people's judgments.
D) often ignore others' judgments, even when these judgments are obviously accurate.

Question 19

Normative influence often has a greater impact on ____________ than on____________.

A) public compliance; private acceptance.
B) private acceptance; public compliance.
C) private acceptance; internalization.
D) internalization; private acceptance.

Question 20

Chartrand and Bargh (1999)found that people mimic such behaviors as face rubbing and foot shaking, and that this mimicry is particularly likely to occur in

A) people with an empathic orientation toward others.
B) people with a high need to affiliate with others.
C) people who have less self-awareness.
D) Both a and b are correct.

Question 21

The main difference between Sherif's conformity study and Asch's conformity study is that Asch's study

A) examined situations in which one's own beliefs clearly conflict with those of the group.
B) demonstrated the powerful effects of social influence.
C) showed higher rates of conformity.
D) measured participants' judgments of visual stimuli.

Question 22

Mikell telephoned her uncle to see if she could live with him and his family for a year while she sorted out what she was going to do with her life.Unsurprisingly, he declined.She then asked if she could stay with him for just a couple of weeks, and he agreed to this.This demonstrates the effectiveness of the

A) door-in-the-face technique.
B) foot-in-the-door technique.
C) that's-not-all technique.
D) negative state relief technique.

Question 23

Hideous crimes against humanity include the Holocaust in Nazi Germany, the ethnic cleansing in Bosnia, and the tribal massacres in Rwanda.According to the textbook, there are two different ways of explaining such crimes.One of these explanations, the normalist thesis, holds that

A) only highly sadistic, desperate, or ethnocentric people harm others.
B) under certain circumstances, almost anyone has the capacity to harm others.
C) evolutionary pressures selected for humans who can harm others.
D) the media (television, movies, video games)have made violence commonplace.

Question 24

Researchers asked male and female Catholics to donate to the March of Dimes either when they were on their way into church for confession or on their way out.In support of the argument that ____________ influences compliance, results revealed that ____________.

A) a positive mood; people gave more money before confession.
B) guilt; people gave more money before confession.
C) a positive mood; people gave less money before confession.
D) guilt; people gave less money before confession.

Question 25

Parker has just been named Employee of the Month at the grocery store where she works.She is delighted by this award.Coincidentally, her younger brother Marty decides to ask her for $20 so he can take his girlfriend to the movies.Parker would be ____________ likely to comply with his request, because ____________.

A) more; positive mood increases compliance.
B) less; negative mood increases compliance.
C) just as; mood state has no influence on compliance.
D) less; only reason-based requests increase compliance.

Question 26

In the classic Milgram study, participants found themselves in an agonizing conflict.Forces compelling them to complete the experiment included all of the following EXCEPT

A) advancing science.
B) avoiding the experimenter's disapproval.
C) a sense of fair play.
D) feeling empathy for the victim.

Question 27

A social norm that reflects how things are typically done is considered ______________, whereas a social norm that reflects what behaviors are approved of is considered ____________________.

A) descriptive; prescriptive.
B) prescriptive; descriptive.
C) normative; informational
D) informational; normative

Question 28

Boss Milledge, the prison warden, has instructed his prison guards to hose down the prisoners with icy cold water as punishment, despite the fact that this is likely illegal.When one of the guards protests, Boss Milledge informs the guards that he himself will take personal responsibility for any negative consequences.This will make the guards more likely to obey because it

A) reduces the guards' stress about what they are doing.
B) reduces the guards' empathy for the prisoners.
C) distracts guards from the prisoners' distress.
D) increases the guards' decisiveness.

Question 29

In the initial Milgram study, the experimenter asked participants to shock someone else whenever that person made a mistake on a learning task.The results of Milgram's initial study showed that people

A) learned better when they were punished.
B) did not experience distress when other people were in pain.
C) were unwilling to advance science if it meant hurting someone else.
D) were willing to inflict pain on strangers.

Question 30

Jillian heard that city officials want to construct a new highway near her house.Initially, she thought this was a bad idea.Then, she attended a city council meeting where she heard several viewpoints and obtained detailed information about the highway project.After the meeting, she tells her neighbors that the new highway seems like a good idea.Jillian's endorsement of the project is best characterized as an instance of

A) public compliance.
B) internalization.
C) reciprocal concessions.
D) the chameleon effect.

Question 31

About ____________ percent of the participants in Milgram's initial obedience study delivered the maximum shock of 450 volts.

A) 22
B) 42
C) 62
D) 82

Question 32

Following his initial study, Milgram conducted several experiments on factors that might increase or decrease obedience to authority.In one of these experiments, Milgram showed that participants (that is, the "teachers")were less likely to obey the experimenter's orders if

A) they thought the learner would perform better without getting shocked.
B) the experimenter's requests to continue were issued over a telephone.
C) they thought the experimenter was responsible for the learner's welfare.
D) they were put into a sad mood.

Question 33

Which of the following are true about the Milgram studies?

A) Nearly all participants called the experimenter's attention to the learner's suffering.
B) Many participants stated explicitly that they refused to continue.
C) Both a and b are correct.
D) None of the above are correct.

Question 34

Dave's roommates call him a "moocher," a "parasite," and a "leech." These names suggest that Dave

A) is an exceptionalist.
B) violates the norm of reciprocity.
C) lacks negative state relief.
D) is reactive.

Question 35

A television infomercial tells viewers that they can get the world's best steak knives for only $25.Right before the infomercial ends, viewers are told that if they call within the next 30 minutes, they will also receive a can opener for free.This example demonstrates the

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

Question 36

Imagine that you work for the local animal shelter.Your goal is to increase the number of people who are willing to adopt a dog from the shelter.According to the ____________ technique, you should first ask people if they would be willing to wear a button that says, "Adopt a dog today." A couple of weeks later, you should then ask these people to adopt a dog themselves.

A) door-in-the-face technique
B) foot-in-the-door technique
C) even-a-penny technique
D) lowball technique

Question 37

Technological advances-such as long-range missiles-allow countries to inflict harm on each other from great distances.Research conducted by ____________ most clearly suggests that these advances make it considerably more likely that people will be willing to hurt each other.

A) Sherif
B) Asch
C) Milgram
D) Cialdini

Question 38

Marcia's car has a flat tire, and she would like to increase the likelihood that one of the customers in a diner would agree to change the tire for her.She remembers reading that mood states can influence compliance; she would do well to recall that ____________ is one mood state that does not increase compliance.

A) sadness
B) guilt
C) anger
D) happiness

Question 39

The results of the Milgram studies are less surprising to us when we consider

A) the stepwise nature of the experimenter's commands.
B) the participants' attempts to terminate the experiment.
C) the participants' ability to view the experimenter as responsible for their actions.
D) All of the above are correct.

Question 40

The principle of ideomotor action states that

A) pretending to feel a certain way can make you truly feel that way.
B) thinking about a behavior can make its actual performance more likely.
C) people intentionally mimic each other's behavior.
D) most behavior is consciously determined and deliberative.

Question 41

The effect of group size on conformity levels off when group size reaches four to five people.

Question 42

Some types of conformity are beneficial for society.

Question 43

According to the norm of reciprocity,

A) people should agree to others' requests.
B) people rarely return favors.
C) people should benefit those who benefit them.
D) emotions lead to compliance.

Question 44

After successfully requesting that his neighbor loan him his jumper cables to start his car, Jeremy then persuades his neighbor to drive him the 10 miles to where his car is stalled.The reason the foot-in-the-door technique works, as in this case, is that

A) people feel obligated to reciprocate a favor.
B) people want to be liked.
C) people perform certain actions because they are consistent with their self-image.
D) people engage in mindless obedience.

Question 45

Juliet is in a committed romantic relationship with Romeo.But her parents end up forbidding her to date him any longer.According to reactance theory,

A) Juliet will become even more committed to Romeo.
B) Juliet will become less committed to Romeo.
C) Juliet will break up with Romeo entirely.
D) Juliet will ignore her parents' request, and her commitment to Romeo will remain unchanged.

Question 46

Jim just received an "A" on his statistics exam.While he is still happy about this, a classmate he has never met asks to borrow his lecture notes.According to research on emotion-based appeals for compliance, why is Jim likely to comply with this request?

A) The request will seem less intrusive or threatening to him.
B) Granting the request will activate an emotionally neutral state.
C) Granting the request will sustain his good mood.
D) Both a and c are correct.

Question 47

According to the negative state relief hypothesis,

A) positive mood states increase compliance.
B) negative mood states decrease compliance.
C) granting someone's request decreases negative mood states.
D) granting someone's request increases negative mood states.

Question 48

Tori learns about the principle of reciprocal concessions and decides that she will ask her dad for a used car after her sister has unsuccessfully asked their dad for a new car.Under these circumstances, their dad is ____________.The reason for this is that there was ____________.

A) likely to comply; a perceived concession on the part of the requester (Tori).
B) unlikely to comply; no perceived concession on the part of the requester (Tori).
C) unlikely to comply; a repetition of the same request.
D) likely to comply; no repetition of the same request.

Question 49

Positive moods increase compliance with requests that involve hurting someone else.

Question 50

Reactance theory posits that when people are unaware of others' attempts to influence them, they are particularly likely to reassert their rights and freedom.

Question 51

Minorities influence majorities primarily through informational social influence.

Question 52

Milgram's experiments show that participants mindlessly obey authority.

Question 53

The first step in the door-in-the-face technique is to make a large request that people are likely to refuse.

Question 54

____________ is the first step in the foot-in-the-door technique.

A) Giving people a small gift
B) Giving people a large gift
C) Making a small request
D) Making a large request

Question 55

Reactance theory suggests that compliance may be ___________________ likely if people ___________________.

A) more; are aware that others are trying to influence their behavior.
B) less; perceive that their freedom of choice is being threatened.
C) more; are motivated to feel better about themselves.
D) less; are motivated to feel better about themselves.

Question 56

Imagine that you are waiting for class to start.Another student sits down next to you and offers you one of his two Cokes.You like Coke, so you take it.A few days later, the same student sits next to you again.This time, you have a bag of potato chips, and you feel obligated to offer him some.This urge you have is a manifestation of

A) the reciprocity norm.
B) the foot-in-the-door technique.
C) the door-in-the-face technique.
D) public compliance.

Question 57

The foot-in-the-door studies and the Milgram studies are similar in that

A) they both ask people to comply with a small, relatively unobjectionable action at first.
B) they both need to use authority figures to induce compliance.
C) neither of them creates stress.
D) neither of them studies the impact of step-by-step requests.

Question 58

Roland is playing a game with several friends.He notices that their strategy for winning differs dramatically from his own strategy.According to Lee Ross and colleagues' research, he is more likely to conform to his friends' strategy if he understands why their strategy differs from his own.

Question 59

"Tight" cultures are those with strong norms about how people should behave.

Question 60

Using facial expressions to induce people to do things is not an example of social influence.