Deck 9: Achieving Personal and Relational Goals

Question 1

What did Ashley Smith do?

A) She was the first woman to swim the English Channel.
B) She convinced her captor to release her and to surrender to the authorities.
C) She was a notorious con artist who deceived several people out of money.
D) Smith is a communication scholar well known for her development of the Theory of Reasoned Action.
E) Ashley Smith is the author of our book.

Answer 1

B

Question 2

On the question of intentionality in persuasion, what is the position of the authors?

A) Persuasion cannot occur without intending to persuade someone else.
B) Persuasion is never intentional.
C) Intentionality has no role at all in social influence attempts.
D) Sometimes we persuade other people even when we didn't intend to.
E) All of the above.

Answer 2

D

Question 3

Sanders and Fitch describe this as the most heavy-handed form of social influence.

A) Persuasion
B) Compliance seeking
C) Giving directives
D) Giving advice
E) Refuting arguments

Answer 3

A

Question 4

What are persuadables?

A) Topics exhibiting high consensus in any given cultural group.
B) Topics with greater appeal to men
C) Topics with great appeal to women
D) In many cultures, there is a taboo against mentioning these topics.
E) These are topics open to persuasion.

Question 5

The authors discuss goal competence in the framework of the film Paper Clips, which is based upon which of the following historical events?

A) The sinking of the Titanic
B) The Holocaust
C) The devastating tsunami at Phuket Island in Thailand
D) The destruction of the Twin Towers in New York City
E) The war in Iraq

Question 6

Which of the following descriptions defines positive face?

A) Personally competent and knowledgeable person
B) Our need to be approved of and appreciated by others
C) Our need to feel superior and unique from other people
D) Our need for freedom and lack of constraint by others
E) All of the above

Question 7

Which of the following descriptions defines negative face?

A) Personally competent and knowledgeable person
B) Our need to be approved of and appreciated by others
C) Our need to feel superior and unique from other people
D) Our need for freedom and lack of constraint by others
E) All of the above

Question 8

According to the authors, persuasion is related to face because:

A) trying to persuade someone else often involves a face threat.
B) you need to be "in your face" in order to persuade someone else.
C) persuasion often is based on face-to-face communication.
D) persuasion gives approval to other people and thus exemplifies face.
E) only dysfunctional people have face needs and these are easy to persuade.

Question 9

This describes a negative, defensive response to an attempt to persuade:

A) Implicit personality
B) Reasoned action
C) Recency effect
D) Attribution bias
E) Psychological reactance

Question 10

When we put aside our own needs and take on, as much as possible, the experience of another person, the authors call this:

A) empathic reactive response.
B) symbolic role taking.
C) self-reflexive hypothesis.
D) other orientation syndrome.
E) eyes open bias.

Question 11

When you were in high school, your parents praised you for your good behavior and grounded you for your bad behavior. Their use of reward and punishment illustrates which of the following theories?

A) Theory of planned behavior
B) Dual-action theory
C) Accommodation theory
D) Learning theory

Question 12

The two basic elements of learning theory are which of the following?

A) Positive and negative face
B) Stimulus and response
C) Compliance attempt and compliance resistance
D) Foot in the door and door in the face
E) Internal attribution and situational attribution

Question 13

The three theories that hold that people are motivated by a need for consistency and stability are:

A) operant, classical, and social learning theories.
B) balance, congruity, and dissonance theories.
C) cognitive response, uncertainty reduction, and value theories.
D) none of the above.

Question 14

The three theories that hold that people are motivated by a desire to gain rewards and avoid punishments are:

A) operant, classical, and social learning theories.
B) balance, congruity, and dissonance theories.
C) cognitive response, uncertainty reduction, and value theories.
D) none of the above

Question 15

Which of the following theories emphasizes indirect learning based on anticipation and imagination?

A) Classical learning theory
B) Operant learning theory
C) Vicarious or social learning theory
D) Congruity theory

Question 16

How is social learning theory different from classical conditioning and operant conditioning?

A) Social learning theory focuses on paired stimuli.
B) Social learning theory focuses on obtaining knowledge by observation.
C) Social learning theory is likely to occur only in the classroom.
D) Social learning theory focuses primarily on reward and punishment responses.

Question 17

Razran found that people exhibited more positive attitudes to social influence attempts when they were eating. He called this phenomenon:

A) the food coma syndrome.
B) eating chocolate bias.
C) French fry buzz syndrome.
D) dinner doldrums.
E) the luncheon technique.

Question 18

Regarding cult conversion and membership, which of the following is true?

A) The techniques cults use are seldom used in more normal communication situations.
B) The techniques cults use depend heavily on the creation of interpersonal bonds.
C) Members are encouraged to interact socially with members of the community outside the cult.
D) Ninety percent of cult members remain in the cult for over 5 years.

Question 19

All of the following are one of Cialdini's weapons of influence EXCEPT:

A) authority.
B) self-monitoring.
C) consistency and commitment.
D) social proof.
E) liking.

Question 20

Objects or actions that carry relational meaning and that are exchanged between people in a relationship are called:

A) relational currencies.
B) supplications.
C) cognitive responses.
D) instrumental responses.

Question 21

Uncertainty reduction theory holds that:

A) humans are excited by and desirous of uncertainty.
B) humans need to be certain of who they are and what is expected of them.
C) humans have a basic drive to avoid and diminish uncertainty.
D) humans find predictability boring and annoying.

Question 22

The consistency theory that best explains why we are attracted to similar others and why conformity pressures often work is:

A) balance theory.
B) cognitive dissonance theory.
C) social learning theory.
D) uncertainty reduction theory.

Question 23

Which of the following ways of discouraging drug use uses counterattitudinal advocacy?

A) Lecturing students on all of the negative health effects of drug use
B) Having students compose anti-drug slogans
C) Showing students statistics that correlate drug use and success later in life
D) Appealing to religious values

Question 24

Teachers have the right to make assignments by virtue of their position as teachers. This right is an example of which kind of power?

A) Referent
B) Legitimate
C) Coercive
D) Expert

Question 25

A well-liked teacher can influence students because students admire her. This is an example of which kind of power?

A) Referent
B) Legitimate
C) Coercive
D) Expert

Question 26

Teachers often control students through the threat of bad grades. This use of punishment is an example of which kind of power?

A) Referent
B) Legitimate
C) Coercive
D) Expert

Question 27

A brilliant teacher can influence students through her knowledge of the subject matter of her field. This is an example of which kind of power?

A) Referent
B) Legitimate
C) Coercive
D) Expert

Question 28

Adrienne obeys Jack because she is afraid he will lose his temper. Jack is using which self-presentation strategy?

A) Exemplification
B) Self-promotion
C) Supplication
D) Intimidation

Question 29

To influence others, Anita lets everyone know about the prestigious boarding school she attended and about how many awards she won. She is using which self-presentation strategy?

A) Exemplification
B) Self-promotion
C) Supplication
D) Intimidation

Question 30

Bethany gets her roommate June to do all her work because Bethany is too sick or too tired or too confused to do it herself. Bethany is using which self-presentation strategy?

A) Exemplification
B) Self-promotion
C) Supplication
D) Intimidation

Question 31

Sean is the perfect employee who influences his boss by asking for extra assignments and working late. Sean is using which self-presentation strategy?

A) Exemplification
B) Self-promotion
C) Supplication
D) Intimidation

Question 32

In supplication, a person gets his or her way by appearing to be:

A) likable.
B) weak.
C) competent.
D) good.

Question 33

In ingratiation, a person gets his or her way by appearing to be:

A) likable.
B) weak.
C) competent.
D) good.

Question 34

In exemplification, a person gets his or her way by appearing to be:

A) likable.
B) weak.
C) competent.
D) good.

Question 35

In self-promotion, a person gets his or her way by appearing to be:

A) likable.
B) weak.
C) competent.
D) good.

Question 36

According to cognitive response theory:

A) the receiver plays a relatively passive part during influence.
B) what receivers think is relatively unimportant; what the speaker says is the key to influence.
C) during influence, receivers are active generators of information.
D) during influence, only the speaker generates information.

Question 37

Which of the following is NOT a dysfunctional behavior?

A) Assertiveness
B) Aggressiveness
C) Nonassertiveness
D) a and c.

Question 38

Which of the following responses shows that Pia is being appropriately assertive toward her housemate Favio who has borrowed her hairdryer without asking?

A) I'm sick and tired of your thoughtlessness. Don't ever touch my things again.
B) I'm sorry. I hate to ask, but in the future do you think you could let me know when you take something? If it's not too much trouble.
C) Please give me back my hairdryer. I couldn't find it this morning. In the future, ask me before you borrow it, and when you do, return it promptly.
D) Oh, never mind. I'll just buy myself a new hairdryer.

Question 39

Which of the following is a good way to increase your assertiveness?

A) Pay more attention to the rights of others and less attention to your own needs.
B) Learn never to give in to others.
C) Rehearse correct responses by role-playing them.
D) b and c.

Question 40

According to Clark and Delia, the three issues simultaneously addressed whenever we talk are:

A) instrumental, contact, and literal.
B) instrumental, relational, and identity.
C) instrumental, relational, and content.
D) literal, relational, and content.

Question 41

Which of the following is true of symbolic role-taking?

A) It essentially involves the same behaviors as perspective taking.
B) It essentially involves the same behaviors as social sensitivity.
C) It is synonymous with digital codes.
D) It is synonymous with analogic codes.

Question 42

The classical conditioning model:

A) focuses on what happens before a response.
B) focuses on what happens after a response.
C) focuses on the human being involved in the S-R chain.
D) a and b

Question 43

Controlling the consequences of an action is called:

A) operant conditioning.
B) coercive power.
C) vicarious learning.
D) reinforcement.

Question 44

Symbolic role-taking is necessary in order to understand how others will respond to persuasive attempts.

Question 45

The scientist most closely associated with operant conditioning is Pavlov.

Question 46

The scientist most closely associated with classical conditioning is B. F. Skinner.

Question 47

The technique of pairing two stimuli so that the response to one is elicited by the other is based on classical conditioning.

Question 48

Being grounded for missing curfew is an example of operant conditioning.

Question 49

According to operant conditioning, people are motivated by a desire to know as much as possible about the world.

Question 50

Influencing people by providing them with positive role models is an example of social learning theory.

Question 51

According to classical learning theory, people are motivated by a need to be true to their own values.

Question 52

"It's Thursday" and "I smoke" are consonant cognitions.

Question 53

"I value my health" and "I smoke" are consonant cognitions.

Question 54

"I value my health" and "I work out and eat sensibly" are dissonant cognitions.

Question 55

According to value theory, there is no relationship between our identities and the values that we hold.

Question 56

Cheerfulness, honesty, and courage are examples of instrumental values.

Question 57

Instrumental values are preferred modes of conduct.

Question 58

Terminal values are preferable end states of existence.

Question 59

To satisfy another's negative face needs, you should assume that he or she will comply with your requests and avoid any uncertainty about his or her willingness to comply.

Question 60

When we acknowledge another's desire to feet autonomous and uncoerced, we are taking into account his or her negative face needs.

Question 61

When we acknowledge another person's need to be liked and appreciated, we are taking into account his or her positive face needs.

Question 62

To make an effective request, you should be aware of both the positive and negative face needs of your receiver.

Question 63

Assertiveness is a dysfunctional behavior in which individuals ignore the rights of others and make offensive and hostile responses.

Question 64

Persuasive ability is enhanced when the request is accompanied by reasons that are framed in terms of the target's needs.

Question 65

One of the reasons it is hard to understand why others disagree with us is that our ideas seem so evident to us that we automatically assume they will seem that way to others.

Question 66

Learning theorists believe that the stimulus response chain has little impact on behavior.

Question 67

A response is any unit of sensory input.

Question 68

Jones and Pittman have described five methods of strategic self-presentation that are used in interpersonal influence. Identify and explain these five methods.

Question 69

Discuss some of the tactics that cult members use to attract new members. How do they employ principles of learning theory, consistency theory, and value theory?

Question 70

What is compliance-gaining, and how does it work? How does a competent communicator know which of the message strategies to use?

Question 71

Discuss the notion of reinforcement-what it is and how it works in the three theories of learning discussed in this chapter.

Question 72

What are assertiveness, aggressiveness, and nonassertivenes? Are they mutually exclusive? How can assertiveness be increased?

Question 73

Do you believe all behavior is a result of learning, or that our primary need is for cognitive consistency? Explain your position by addressing three key consistency theories.

Question 74

How does the need for self-respect motivate action? Discuss Rokeach's value theory as it applies to interpersonal influence.