Deck 16: Extension C: Social Thinking and Social Influence

Question 1

Cult leaders

A)demand absolute loyalty and obedience to themselves and the cult.
B)victimize their followers.
C)have a charismatic personality.
D)are characterized by all of these.

Answer 1

D

Question 2

According to Singer, people are often persuaded to join cults

A)during periods of mild depression, indecision, or alienation.
B)by techniques totally opposite of those used in brainwashing.
C)by people who initially employ threats and fear.
D)through all of these.

Answer 2

A

Question 3

A cult involves following someone

A)with a charismatic personality.
B)whose beliefs and values you share.
C)who is a well known leader.
D)who has attitudes different from your own.

Answer 3

A

Question 4

Cult conversions often begin with intense displays of affection and understanding, which is termed

A)empathic arousal.
B)brainwashing.
C)social exchange.
D)love-bombing.

Question 5

During cult conversion, recruits are first asked to make small commitments, such as staying after a meeting.After making these small commitments, larger commitments are gradually encouraged, such as staying an extra day, calling in sick to work, and eventually signing over a bank account or property.This cult conversion technique illustrates the

A)door-in-the-face effect.
B)foot-in-the-door effect.
C)lowball technique.
D)broken record technique.

Question 6

The final step in the conversion to a cult that creates a powerful cognitive dissonance effect involves

A)making some major public commitment.
B)isolation from non-cult members.
C)drills, disciplines, and rituals.
D)techniques to wear down emotional resistance.

Question 7

In Todd's conversion to a cult, he went through all-night meditation session in which the group continually chanted praises to the leader of the cult.These rituals do all of the following EXCEPT

A)wear down physical and emotional resistance.
B)instill discipline and discourage critical thinking.
C)generate feelings of commitment to this new "religion."
D)help to sort and clarify ideas regarding this new "religion."

Question 8

Conversion to a cult often includes

A)intense displays of affection and understanding.
B)isolation from non-cult members.
C)drills, disciplines, and rituals.
D)all of these

Question 9

A _____ is an authoritarian group in which the leader's personality is more important than the beliefs she or he preaches.

A)political party
B)membership group
C)cult
D)reference group

Question 10

Cult members try to convert potential members

A)at a time of personal need.
B)who will succumb to the halo effect.
C)who are emotionally dependent on family and friends.
D)who are relatives of cult members.

Question 11

Cult members try to catch potential converts at a time of need, especially when

A)a sense of belonging will be attractive to converts.
B)their need for self-actualization is at its highest.
C)a sense of accomplishment will be attractive to converts.
D)their need for adventure and experimentation is at its highest level.

Question 12

Psychologist and pioneering brainwashing expert _____ studied and aided hundreds of former cult members.

A)Karen Horney
B)Margaret Singer
C)Philip Zimbardo
D)Stanley Milgram

Question 13

Regarding cults, which of the following statements is FALSE?

A)The leader of the cult is considered above criticism.
B)The members of a cult are often victimized by their leader.
C)The beliefs of the cult are the most important aspect of membership.
D)The members of the cult are expected to give full allegiance to their leader.

Question 14

Missy is a college student attending a college thousands of miles from her hometown.She has made few friends at the college and has just broken up with her long-time boyfriend back home.According to Margaret Singer, Missy would be extremely susceptible to

A)just world beliefs.
B)brainwashing.
C)cult conversion.
D)an empathy-helping relationship.

Question 15

In _____, the leader's personality is more important than the beliefs she or he preaches.

A)persuasion
B)brainwashing
C)cult conversion
D)a reference group

Question 16

Cult members try to catch potential converts

A)when a sense of belonging will be attractive.
B)who can easily persuaded that joining the cult is all they need to do to be happy again.
C)at a time of need, such as after a broken romance, during exams, or when the person is struggling to become independent from their families.
D)in all of these situations.

Question 17

People suffering from _____, which is common during adolescence, are more susceptible to recruitment by cults.

A)identity confusion
B)overly high self-esteem
C)self-actualization
D)introspective idealism

Question 18

A critical aspect in conversion to cult membership is

A)the physical health of the recruit.
B)the age differential between the recruit and the cult leader.
C)the use of media for recruitment.
D)isolation of individuals from family and friends.

Question 19

"Love bombing" is a technique often found in

A)the freezing stage of brainwashing.
B)the change stage of brainwashing.
C)conversion to a cult.
D)empathic-helping behavior.

Question 20

Adolescents are especially vulnerable to recruitment by cults because

A)they have a need for achievement and accomplishment that is not being met by the academic and athletic challenges at school.
B)their critical thinking is at a low level.
C)they may be seeking a cause to conform to as a replacement for the parental authority they are rebelling against.
D)their need for adventure and experimentation is at its highest level.

Question 21

_____ training teaches people how to stand up for their rights without becoming aggressive.

A)Achievement
B)Assertiveness
C)Relationship
D)Behavioral

Question 22

Self-assertion

A)involves a direct, honest expression of feelings and desires.
B)involves achieving one's goals through unexpected expressions of pent-up rage.
C)does not take into account the feelings or rights of others.
D)is characterized by all of these.

Question 23

Regarding self-assertion, which of the following statements is/are TRUE?

A)It is an exclusively self-serving process.
B)It often damages relationships as this pent-up anger explodes with unexpected fury.
C)It involves standing up for one's rights by speaking out on one's own behalf.
D)All of these are true statements regarding self-assertion.

Question 24

Many people find it difficult to assert themselves because

A)most of us have been rewarded, first as children and later as adults, for compliant, obedient, or "good" behavior.
B)they are anxious about "making a scene" or dealing with a confrontation.
C)they do not want people to dislike them after they assert themselves.
D)of all of these reasons.

Question 25

Self-assertion involves standing up for your right to

A)make requests of other people.
B)turn down the requests and demands of other people.
C)change situations that have wronged you.
D)do all of these.

Question 26

Unlike true spiritual leaders, cult leaders encourage their followers to

A)strive for security over critical thinking.
B)question their beliefs and reach their own conclusions about their lives.
C)show love and compassion to all people.
D)do all of these.

Question 27

In a cult,

A)the members are cut off from family, friends, and former reference groups.
B)the cult controls the flow and interpretation of information to its members.
C)the members think of themselves more as group members than individuals.
D)all of these situations occur.

Question 28

Which of the following is NOT a typical element of assertiveness training?

A)group exercises and staged conflicts
B)field trips to shops and restaurants where students practice what they have learned.
C)individual sessions of psychotherapy to reduce the anxiety that accompanies self-assertion.
D)practicing disagreeing, questioning authority, and assertive postures and gestures.

Question 29

Unlike cult leaders, true spiritual leaders

A)teach love and compassion.
B)encourage followers to question their beliefs and leaders.
C)encourage followers to reach their own conclusions about how to live.
D)do all of these.

Question 30

Regarding conversion to a cult, which of the following statements is FALSE?

A)Isolation from family and friends is important to promote the new member's allegiance.
B)Rituals such as chanting and meditation are used to help new members to question their beliefs and reach their own conclusions regarding their life choices.
C)Many cults apply the foot-in-the-door technique as part of the conversion process.
D)During conversion, new members are expected to show greater and greater commitment to the cult's mission.

Question 31

In _____ training, people learn to how to disagree, question authority, and deal with conflicts through an honest expression of their feelings, while still respecting the rights of others.

A)achievement
B)assertiveness
C)relationship
D)behavioral

Question 32

Regarding cults, which of the following statements is/are TRUE?

A)Most former members mention guilt and fear as the main reasons for not leaving when they wished they could.
B)Most cult members are reduced to childlike dependency on the group for meeting all of their daily needs.
C)After they leave, many former cult members suffer from anxiety, panic attacks, and emotional disturbances much like posttraumatic stress disorder.
D)All of these statements are true.

Question 33

Regarding retention of cult members, which of the following statements is FALSE?

A)Once in the cult, members experience continued isolation from former reference groups.
B)Once in the cult, members are usually completely separated from former value systems.
C)Once in the cult, members think of themselves as individuals as well as group members.
D)Once in the cult, members' obedience to the leader is nearly total.

Question 34

_____ is NOT one of the reasons people stay in cults.

A)Having a new reference group
B)Having a controlled and limited amount of information
C)Being psychologically isolated from their former value system
D)Having questioned their beliefs and reached their own conclusions

Question 35

Which of the following is usually the first step in assertiveness training?

A)rehearsing dialogue, posture, and gestures that enable you to stick up for yourself
B)convincing yourself that you have the right to refuse others' requests, the right to request things for yourself, and the right to correct wrongs that have been done to you
C)role playing assertive actions in the presence of a friend
D)expressing pent-up feelings and desires directly to others

Question 36

After making major public commitments to the cult, a powerful _____ effect often occurs that makes it virtually impossible for converts to admit they have made a mistake.

A)cognitive dissonance
B)empathy-helping
C)just-world belief
D)social exchange

Question 37

Assertive techniques

A)emphasize firmness, not attack.
B)achieve goals at others' expense.
C)often leads to the receiver feeling hurt, defensive, humiliated, or taken advantage of.
D)are characterized by all of these.

Question 38

The behavioral therapist _____ developed a technique called assertiveness training to instruct people in how to be self-assertive.

A)Philip Zimbardo
B)Margaret Singer
C)Joseph Wolpe
D)Solomon Asch

Question 39

Self-assertion

A)involves a direct, honest expression of feelings and desires.
B)is an exclusively self-serving process.
C)will sometimes lead to pent-up anger exploding, which can damage relationships.
D)sometimes involves hurting another person to achieve one's goals.

Question 40

The first step in assertiveness training is to convince yourself of three basic rights.Which of the following is NOT one of these three rights?

A)the right to refuse
B)the right to request
C)the right to right a wrong
D)the right to say whatever one feels

Question 41

Which of the following is NOT a part of assertiveness training?

A)role-playing the scene with a friend
B)rehearsing in front of a mirror
C)learning to achieve one's goals at the expense of others
D)practicing what to say in situations in which a person is aggressive and in situations where the person is cooperative

Question 42

Sissy comes up to Elena and insults her indirectly by saying that she "loves Elena's taste in clothes that it is so folksy," Elena should respond assertively by

A)asking for clarification, such as "What are you trying to say, Sissy?"
B)pointing out that Sissy is always indirectly insulting her, and she is tired of it.
C)rolling her eyes, sighing, and leaving the area.
D)returning the indirect insult to Sissy by saying that she "likes the orange glow of Sissy's make-up; that it really helps to even out her complexion."

Question 43

In order to avoid becoming flustered in a situation when asserting your rights, you should _____, a process that involves practicing the assertion skills after you have initially mastered them.

A)overlearn
B)overdisclose
C)positive practice
D)self-efficacy

Question 44

The basic idea in assertiveness training is that each assertive action is practiced

A)using a different tone of voice.
B)with and without gestures.
C)as if reacting to a high status or a low status person.
D)until it can be repeated even under stress.

Question 45

_____ involve(s) hurting another person or achieving one's goals at the expense of another.

A)Assertiveness
B)Aggression
C)Both assertiveness and aggression
D)Neither assertiveness nor aggression

Question 46

Assertive techniques

A)emphasize firmness, not attack.
B)maintain one's self-respect.
C)often leads to the receiver feeling respected.
D)are characterized by all of these.

Question 47

Which of the following is/are TRUE of nonassertive people?

A)Nonassertive people are seldom successful in achieving their intended goals.
B)Nonassertive people are usually patient to a fault.
C)Sometimes nonassertive people's pent-up anger explodes with unexpected fury, which can damage relationships.
D)All of these statements are true.

Question 48

Which of the following is a technique likely to improve self-assertion?

A)learning to use constructive anger to express your desires
B)the door-in-the-face technique
C)the lowball technique
D)the "broken record"

Question 49

Aggressive behavior

A)is an attempt to get one's own way no matter what.
B)often leads to the receiver feeling hurt, defensive, or humiliated.
C)achieves goals at others' expense.
D)is characterized by all of these.

Question 50

Using the repetition of the "broken record" technique is a good way to

A)prevent assertion from becoming aggression.
B)implement the door-in-the-face effect.
C)role play an assertive action before using it in a natural setting.
D)overlearn a skill that you are having trouble learning.

Question 51

Good ways to assertively respond to a "put down" includes which of the following?

A)If you are wrong, admit it.
B)Acknowledge the person's feelings.
C)Assert yourself about the other person's aggression.
D)all of these

Question 52

In order to avoid becoming flustered in a situation when asserting your rights, you should overlearn, a process that involves

A)practicing assertive gestures and voice modulation in front of a mirror.
B)disclosing your true feelings and desires to a friend.
C)practicing the assertion skills after you have initially mastered them.
D)playing out a confrontational scene in which you stand up for yourself.

Question 53

Compared to assertive behavior, aggressive behavior

A)is seldom successful in achieving the individual's intended goals.
B)is a direct, but dishonest expression of feelings and desires.
C)fosters improved human relationships.
D)ignores the feelings or rights of others.

Question 54

Nonassertive behavior

A)is self-enhancing and maintains one's self-respect.
B)often leads to the receiver feeling sympathy, guilt, or contempt for the nonassertive person.
C)often achieves the goals intended.
D)is characterized by all of these.

Question 55

In assertion training, people learn to restate their request as many times and in as many ways as necessary to achieve satisfaction.This technique is known as

A)role playing.
B)the "broken record."
C)rehearsal.
D)overlearning.

Question 56

Judith is taking back a defective item to a store and does not have her receipt.In speaking with the clerk, who is refusing to replace the item without a receipt, Judith simply restates her request in several polite ways without raising her voice.Her persistent restatement of her request is known as

A)the door-in-the-face technique.
B)the "broken record."
C)assertive rehearsal.
D)overlearning.

Question 57

You have accidentally bumped into someone, and this person responds in anger that "You fool, you should watch where you are going.You could have hurt me!" To respond assertively, you should

A)become very angry and call this person names also.
B)point out that you did not bump into him; that he is the one that should be apologizing since he bumped into you.
C)apologize, acknowledge his anger, but explain that there was no reason to call you names, since you did not bump into him intentionally.
D)apologize profusely and leave the area immediately.

Question 58

If someone insults you indirectly, Alberti and Emmons suggest that you should _____ since it will force the person to take responsibility for the aggression and will provide an opportunity to change the way the person interacts with you.

A)use the "broken record" technique
B)give this person a genuine compliment
C)ask for clarification
D)return the indirect insult

Question 59

Which of the following is a technique likely to improve self-assertion?

A)learning to ignore the feelings of others
B)rehearsal and role playing
C)going with your intuition
D)becoming a Type A personality

Question 60

Which of the following is NOT a technique likely to improve self-assertion?

A)learning to ignore the feelings of others
B)rehearsal and role playing
C)overlearning
D)the "broken record"

Question 61

If you do something contrary to your beliefs or attitudes, you will experience the most cognitive dissonance when the amount of the reward or justification for your actions is low.

Question 62

The most direct and intensive of the five forms of social influence is conformity.

Question 63

Research on persuasion suggests that attitude change is encouraged when the communicator is an expert on the topic.

Question 64

A friend tells you that she will be vacationing at a particular beach resort.You tell her that you would never go back to that beach resort because on one trip it rained the whole time and the other you got sunburned and sick from the seafood.Your attitude regarding this beach resort was acquired through chance conditioning.

Question 65

Imagine you are riding your bicycle along the bike path when another rider pulls up beside you.According to the research on social facilitation, you are more likely to speed up your pedaling.

Question 66

A book entitled Your Perfect Right by Alberti and Emmons provides information about

A)assertiveness training.
B)stereotyping and prejudice.
C)compliance techniques, such as the foot-in-the door approach.
D)dealing with burnout on the job.

Question 67

A compulsion by decision-makers to maintain each other's approval, even at the cost of critical thinking and good judgment, is called the halo effect.

Question 68

Vanessa is female, a daughter, and a young adult.The roles that shape her behavior are called ascribed roles.

Question 69

Research suggests that if you wish to persuade an audience, only one side of the argument should be presented to a well-informed audience.

Question 70

A person who lives in a culture that emphasizes group cooperation is more likely to conform than one who lives in an individualistic culture.

Question 71

The mean world view develops mainly due to chance conditioning.

Question 72

The range of 4 to 12 feet in which impersonal business and causal social gatherings take place is known as one's social distance.

Question 73

Although Lisa had never really considered recycling, she now is very much an advocate after her college roommates encouraged her to join the environmental club with them.Her roommates and the environmental club would be considered both membership and reference groups for Lisa.

Question 74

When a psychologist delivers testimony in a court case, he or she is exhibiting referent power.

Question 75

Finding something attractive or unattractive, desirable or undesirable is the basis for the belief component of an attitude.

Question 76

The actor-observer bias refers to the tendency to assign external causes to other people's behavior and internal causes to our own behavior.

Question 77

In most situations, people are more likely to comply with a request made by a higher status person even if this higher status person is impolite.

Question 78

A book entitled Your Perfect Right by _____ provides information about assertiveness training.

A)Alberti and Emmons
B)Rogers and Maslow
C)Watson and Skinner
D)Zink and Zimbardo

Question 79

Before taking an exam, a self-handicapping person with a fragile self-image will most likely study very hard to get the best grade possible.

Question 80

The network of roles, communication pathways, and power in a group is known as group cohesiveness.