Deck 13: Social Influence and Behavioral Compliance

Question 1

Research has shown that the door-in-the-face technique is actually a compare and contrast type of effect.

Answer 1

False

Question 2

Self-perception theory is the best explanation for the low-ball effect.

Answer 2

False

Question 3

Giving someone a reason to comply with a request is rarely sufficient to gain compliance.

Answer 3

False

Question 4

The even-a-penny technique is equally effective in face-to-face and telemarketing contexts.

Question 5

When car salespersons try to get an initial commitment from their customers and then change the deal they are using the door-in-the-face technique.

Question 6

The bait-and-switch technique is illegal in the United States.

Question 7

The foot-in-the-door technique is effective over a period of several days.

Question 8

The commitment and consistency principle is the cornerstone of all social influence.

Question 9

Self-perception theory suggests that complying with small requests lead people to label themselves has helpful, reasonable people.

Question 10

The timing of a request is very important when seeking compliance.

Question 11

According to the because heuristic, people process all requests mindlessly, so just hearing the word "because" can trigger the heuristic.

Question 12

The scarcity principle is based on the premise of the diffusion of responsibility effect.

Question 13

The affmnation of the consequent helps explain the social validation effect.

Question 14

Both the foot-in-the-door and the low-ball techniques try to gain compliance through the social influence principle of reciprocity.

Question 15

Research has shown that self-prophecy can increase charitable giving due to the social validation principle.

Question 16

The reciprocity principle is most effective if the same requester (vs.different requesters) are used.

Question 17

Routines and habits are performed over and over with relatively little conscious thought because people don't have time or cognitive resources to think carefully about everything they do.

Question 18

Verbal compliance is when someone says "yes" to a request.

Question 19

The door-in-the-face technique becomes less effective as the time between requests increases.

Question 20

The low-ball technique is generally more powerful than the foot-in-the-door technique.

Question 21

In Milgram's classic experiments on obedience to authority, only one person in a thousand administered the maximum (450 volts), potentially lethashock.

Question 22

Research shows that people are more likely to help someone when they perceives themselves as the only person around to help.

Question 23

During a recent fund-raising campaign for a university, fund-raisers were told to specifically tell prospective donors that the money raised by the campaign would be used to build a new college of business building and that's why they should donate.This is an example of what type of social influence technique?

A)Low-ball technique
B)Multiple-deescalating-requests technique
C)Even-a-perrny technique
D)Foot-in-the-door technique
E)Because heuristic

Question 24

One reason that censorship (e.g., under-age drinking is illegal) often backfires is because it triggers the scarcity principle.

Question 25

Attractiveness, familiarity, similarity, and authority all drive the liking principle of social influence.

Question 26

People assume that attractive people are also kind and honest.

Question 27

People want scarce objects except when the objects are not perceived as higher in quality.

Question 28

Which of the following statements about the concept of compliance is false?

A)Behavioral compliance is where someone carries out our request.
B)The wording of a request is very important when seeking compliance.
C)Timing of a request is very important when seeking compliance.
D)Robert Cialdini has done extensive research to disprove the principles of compliance.
E)Verbal compliance indicates someone has verbally said "yes" to a compliance request.

Question 29

Research on the affirmation of the consequent shows that people are less likely to help a person when many other people are present.

Question 30

What principle is the cornerstone of all social influence?

A)The principle of authority
B)The principle of social proof
C)The principle of liking
D)The principle of automaticity
E)The principle of commitment

Question 31

In Milgram's classic experiments on obedience to authority, cultural differences accounted for differences in behavior to perceived authority.

Question 32

The listing technique can trigger the social validation principle of social influence

Question 33

The mere exposure effect is tied to familiarity and liking.

Question 34

We tend to like people who are similar to ourselves.

Question 35

People who live in individualistic (versus collectivistic) cultures tend to be more susceptible to social influence tactics.

Question 36

Flattery often enhances a person's liking even when we realize we are being ingratiated.

Question 37

In Milgram's classic experiments on obedience to authority, it was shown that men are more susceptible to authority than women.

Question 38

One common management practice that project teams sometimes employ is to have all of the members of the team sign an informal "contract" at the beginning of the project, which says they all agree with the project goals and dedicate themselves to the success of the project.This is an example of what social influence principle?

A)Liking
B)Reciprocity
C)Social validation
D)Commitment and consistency
E)None of the above is correct.

Question 39

Prescriptive norms tell us how we should behave.

Question 40

When trying to discourage a socially objectionable behavior (e.g., don't drink and drive), a marketer should not portray the undesirable behavior as common.

Question 41

The sunk cost effect (i.e., the reluctance to give up a product or service after an investment of time, money, or effort) is most closely tied to what social influence technique?

A)Low-ball technique
B)Even-a-penny technique
C)Because heuristic
D)Multiple-deescalating-requests technique
E)Door-in-the-face technique

Question 42

Leslie is shopping for a new computer the day after Thanksgiving.She is hoping to get a good deal.The local electronics store has advertised a leading brand of computer at a 60% discount.Leslie goes to the store to purchase that computer, but when she arrives, the salesperson tries to convince her to purchase a higher priced computer with more features.This tactic is commonly known as:

A)foot-in-the-door technique
B)authority principle
C)bait-and-switch technique
D)door-in-the-face technique
E)scarcity principle

Question 43

What social influence principle is at work with the that's-not-all technique?

A)Liking
B)Social validation
C)Authority
D)Scarcity
E)None of the above is correct.

Question 44

Offering free shipping on all Internet orders, offering an extended warranty on a car purchase, and selling ice cream at the grocery store for "buy one/get one" deals, are all examples of what type of social influence mechanism?

A)Multiple-deescalating-requests technique
B)The halo technique
C)The liking principle
D)That's-not-all-technique
E)Because heuristic

Question 45

Someone does you a favor, and you feel obligated to return it in kind.This the basis of what social influence principle?

A)Authority
B)Liking
C)Commitment and consistency
D)Automaticity
E)Reciprocity

Question 46

The technique begins with an unreasonably large request.Upon rejection of the request, a more reasonable request is made.

A)foot-in-the-door
B)door-in-the-face
C)low-ball
D)that's-not-all
E)even-a-penny

Question 47

Which social influence principle is Coke using to appeal to consumers when it donates money to Boys & Girls Clubs?

A)The automaticity principle
B)The social validation principle
C)The reciprocity principle
D)The scarcity principle
E)None of the above is correct.

Question 48

Which of the following is not an influence technique based on the social influence principle of commitment and consistency?

A)Low-ball technique
B)Bait-and-switch
C)Foot-in-the-door-technique
D)Door-in-the-face-technique
E)All of the above are correct.

Question 49

Which of the following statements about social influence techniques is true?

A)The foot-in-the-door technique is more influential than the low-ball technique.
B)The bait-and-switch technique is a special case of the door-in-the-face technique.
C)The low-ball technique is most effective when public commitment is obtained.
D)With the foot-in-the door technique, one behavioral request is made and then the deal changes.
E)None of the above statements are true.

Question 50

What social influence principle is at work with the door-in-the-face technique?

A)Liking
B)Social validation
C)Authority
D)Reciprocity
E)Commitment and consistency

Question 51

What is the social influence principle that justify's marketers' use of free samples?

A)Authority
B)Liking
C)Commitment and consistency
D)Automaticity
E)Reciprocity

Question 52

Tim just purchased a new tread mill.Before ringing up the sale, the salesperson offers Tim an expensive 3-year warranty on the machine for $300.Tim rejects the offer.The salesperson then offers a !-year warranty for $100, which Tim accepts.This is an example of what social influence principle?

A)Liking
B)Automaticity
C)Authority
D)Reciprocity
E)Commitment and consistency

Question 53

In a recent telemarketing marketing research field experiment, researchers showed that following a request for a large amount of money , etc.(up to six requests if necessary), is more effective than a single request for a donation of an unspecified amount.This is an example of what social influence technique?

A)Multiple-deescalating-requests technique
B)Even-a-perrny technique
C)Foot-in-the-door technique
D)Door-in-the-face technique
E)Low-ball technique

Question 54

The involves two separate requests: a large request followed by a smaller, more reasonable request, whereas, the involves more than two requests.

A)door-in-the-face; multiple-deescalating-requests
B)foot-in-the-door; door-in-the-face
C)even-a-penny; foot-in-the-door
D)foot-in-the-door; low-ball
E)door-in-the-face; bait-and-switch

Question 55

Many real estate agents know that if they can persuade a potential buyer to make a preliminary offer on a house, the buyer will feel committed to the purchase and hesitant to walk-away, even if the "deal" changes (such as having to pay for repairs or closing costs, etc.) This is representative of what social influence mechanism?

A)Reciprocity principle social influence
B)Low-ball technique
C)Foot-in-the-door-technique
D)Door-in-the-face-technique
E)The because heuristic

Question 56

Investment counselors understand that if they can persuade a potential client to schedule an appointment and visit their office, the task of selling that person investment services becomes substantially easier.This is representative of what social influence mechanism?

A)Reciprocity principle social influence
B)Even-a-perrny-will-help-technique
C)Foot-in-the-door-technique
D)Door-in-the-face-technique
E)The because heuristic

Question 57

Which heuristic is not a reciprocity type of social influence technique?

A)Door-in-the-face
B)That's-not-all
C)Low-ball
D)Even-a-penny
E)All of the above are correct.

Question 58

First making a small request, followed by making a larger request is known as:

A)multiple-deescalating-requests technique
B)even-a-perrny-will-help technique
C)foot-in-the-door-technique
D)door-in-the-face-technique
E)low-ball technique

Question 59

indicates that complying with a small request leads people to label themselves as helpful, good citizens or as reasonable people, and this increases the likelihood of compliance.

A)Reciprocity principle
B)Self-perception theory
C)Self-prophesy theory
D)Halo effect
E)Automaticity principle

Question 60

Research has shown that self-prophecy can increase charitable giving due to what social influence principle?

A)Liking
B)Authority
C)Social validation
D)Commitment and consistency
E)Automaticity

Question 61

When watchmakers manufacture their watches in limited editions, which social influence principle are they hoping will influence the consumer?

A)Automaticity
B)Authority
C)Reciprocity
D)Liking
E)Scarcity

Question 62

Draw on the automaticity principle to explain Langer et al.'s (1978) findings depicted below:

Question 63

When a marketer labels a product as a "best seller" or tells prospective buyers that "everyone is buying this product," the marketer is trying to trigger:

A)commitment and consistency
B)diffusion of responsibility
C)descriptive norms
D)affrrrnation of the consequent
E)injunctive norms

Question 64

The mere exposure effect is most closely associated with what social influence principle?

A)Authority
B)Liking
C)Social validation
D)Automaticity
E)None of the above is correct.

Question 65

Mary is extremely pretty, but most people think she is also very kind, and funny, and smart; people just seem to like her.Mary may be the fortunate recipient of what effect?

A)Social validation effect
B)Positive association effect
C)Mere exposure effect
D)Halo effect
E)Ingratiation effect

Question 66

The Johnson and Johnson Company needed to find a way to effectively improve teamwork in their product research division.One technique they used to generate cohesion was by having employees wear orange on Fridays.From a social influence perspective, this tactic was an example of:

A)automaticity
B)reciprocity
C)authority
D)liking
E)None of the above is correct.

Question 67

The is the premise that because valuable objects are rare, rare objects must be valuable.

A)automaticity principle
B)endowment effect
C)halo effect
D)affmnation of the consequent
E)None of the above is correct.

Question 68

Describe the because heuristic.

Question 69

Briefly explain why self-perception theory helps explain the foot-in-the-door technique.

Question 70

Sales people who sell insurance, software, or other types of services frequently show potential customers stacks of letters from satisfied customers.This tactic applies to which principle of compliance?

A)Commitment and consistency
B)Reciprocity
C)Social validation
D)Scarcity
E)Authority

Question 71

The scarcity principle is based on what type logic?

A)Self-prophesy
B)Self-perception
C)The halo effect
D)Affmnation of the consequent
E)None of the above is correct.

Question 72

The principle maintains that the perceived validity of an idea is positively correlated with the number of people supporting the idea.

A)commitment and consistency
B)reciprocity
C)social validation
D)liking
E)authority

Question 73

List the social influence techniques associated with the commitment and consistency principle of social influence.

Question 74

Fans of sports teams like to wear clothing and accessories that carry the team name, colors, and logos.This creates an indirect association with team.This desire for association can best be explained by what social influence principle?

A)Automaticity
B)Scarcity
C)Reciprocity
D)Socmlvalidation
E)Liking

Question 75

A large newspaper did a story on a recent sales tactic: Dozens of fast-talking salespersons call thousands of people every day.In the opening call, a salesperson claims to represent an impressive-sounding company.A second follow­ up call involves a sales pitch on the profits to be made and the salesperson tells the customer it is no longer possible to invest.A third call gives the customer a chance to invest.Which social influence principle is applied here?

A)Automaticity
B)Authority
C)Reciprocity
D)Liking
E)Scarcity

Question 76

Recalling the Milgram obedience experiments discussed in your readings, what was Milgram actually trying to prove?

A)Peer pressure- going against the crowd- is a powerful persuasive tool.
B)Flattery often enhances a person's likability.
C)Only one person in a thousand would administer the maximum (450 volts), potentially lethal, shock during the experiment.
D)Cultural differences from country-to-country account for differences in behavior to perceived authority figures.
E)Men are more susceptible to authority than women.

Question 77

How are the door-in-the-face and the foot-in-the-door techniques different from each other?

Question 78

Recalling the Milgram obedience experiments discussed in your readings, what did Milgram conclude from his experiments?

A)Peer pressure- going against the crowd- is a powerful persuasive tool.
B)Blind obedience to authority can happen anywhere.
C)Only one person in a thousand would administer the maximum (450 volts), potentially lethal, shock during the experiment.
D)Cultural differences from country-to-country account for differences in behavior to perceived authority figures.
E)Men are more susceptible to authority than women.

Question 79

Which of the following is not one of the factors that drives liking in social influence?

A)Attractiveness
B)Similarity
C)Ingratiation
D)Familiarity
E)All of the above are factors.

Question 80

Many sitcoms on TV use canned laughter.Research has shown that jokes are rated as funnier when they are accompanied by canned Iaugher than when they are not, even though most people have negative opinions about canned Iaugher and most people say it is easy to detect canned laughter.Which social influence principle is involved here?

A)Commitment and consistency
B)Reciprocity
C)Social validation
D)Scarcity
E)Authority