Deck 12: Understanding Social Psychology and Persuasion Techniques

Question 1

You are developing advertisements to promote a political candidate. One ad is a radio spot to be aired during "drive time," when listeners are stressed, distracted, and impatient. Another advertisement is a print ad to appear in national newspapers and business magazines. Based on this information, which of the following would you recommend?

A) Both the radio spot and the print ad should rely on peripheral route processing.
B) The radio spot should rely on peripheral route processing.
C) Both the radio spot and the print ad should rely on central route processing.
D) The print ad should rely on peripheral route processing.

Answer 1

B

Question 2

Richard, a venture capitalist, funds budding entrepreneurs on the basis of the business plans presented. When a business plan is complex, logical, and presented in a detailed manner, Richard is convinced and provides funding to the entrepreneur. This implies that Richard:

A) has a low need for cognition.
B) is more likely to use central route processing.
C) becomes impatient when forced to spend too much time thinking about an issue.
D) does not enjoy thinking or reflecting on the world and, hence, uses peripheral route processing.

Answer 2

B

Question 3

An advertising agency creates two television commercials for a range of kitchen and laundry appliances. Commercial A emphasizes the sleek styling of the appliances, whereas commercial B stresses their reliability and energy efficiency. Will the effectiveness of the two commercials vary as a function of the viewers' need for cognition?

A) Commercials A and B would be equally effective, regardless of the viewers' need for cognition.
B) Commercial A would be more effective than commercial B, regardless of the viewers' need for cognition.
C) Commercial A would be more effective than commercial B for viewers with a low need for cognition, whereas commercial B would be more effective than commercial A for viewers with a high need for cognition.
D) Commercial B would be more effective than commercial A for viewers with a low need for cognition, whereas commercial A would be more effective than commercial B for viewers with a high need for cognition.

Answer 3

C

Question 4

Blanche is extremely interested in politics and believes the upcoming election is very important to the future. Blanche would most likely be persuaded by a campaign message relying on the _____ route to persuasion.

A) primary
B) secondary
C) central
D) peripheral

Question 5

Fallon has an idea of what politicians are like: they are often lawyers, are smooth and communicate well, and are not always honest. These characteristics are components of Fallon's _____ of politicians.

A) concept
B) schema
C) image
D) framework

Question 6

Unusually important characteristics that help one form an initial overall impression of another individual are called _____ traits.

A) primary
B) cardinal
C) central
D) schematic

Question 7

An ad agency creates two ads for a particular car. One stresses the car's safety and gas mileage, while the other simply shows how fun it is to drive. The first ad relies on the _____ route to persuasion; the second, on the _____ route.

A) peripheral; central
B) central; peripheral
C) primary; secondary
D) secondary; primary

Question 8

Which of the following is true of schemas?

A) A schema occurs when a person holds two contradictory attitudes or thoughts.
B) A schema is never susceptible to error.
C) Schemas are absolutely accurate as our moods affect how we perceive others, and we make judgments based on our moods.
D) Schemas help us predict what others are like on the basis of relatively little information.

Question 9

One forms an impression of another individual:

A) very quickly, within a few seconds.
B) very quickly, within a few minutes.
C) gradually, over time.
D) during the first few encounters.

Question 10

Which of the following is true of central route processing?

A) People who are disinterested, unmotivated, bored, or distracted use central route processing to comprehend a message.
B) People who have a low need for cognition are more likely to employ central route processing.
C) People who have a low need for cognition become impatient when forced to spend too much time thinking about an issue and, consequently, use central route processing.
D) People with a high habitual level of thoughtfulness and cognitive activity are more likely to employ central route processing.

Question 11

Which of the following is true of peripheral route processing?

A) People who enjoy thinking, philosophizing, and reflecting on the world use peripheral route processing.
B) People who use peripheral route processing are persuaded by factors other than the quality and nature of a message.
C) People who use peripheral route processing are likely to be persuaded by complex, logical, and detailed messages.
D) People who have a high need for cognition are more likely to employ peripheral route processing.

Question 12

Sets of cognitions about people and social experiences are called _____.

A) images
B) algorithms
C) halo effects
D) schemas

Question 13

Which of the following occurs when a recipient thoughtfully considers the issues and arguments involved in persuasion?

A) Central route processing
B) Cognitive dissonance
C) Peripheral route processing
D) Emotional appeal

Question 14

Social psychology is the scientific study of:

A) changes in humans over their life span.
B) how people's thoughts, feelings, and actions are affected by others.
C) unconscious processes.
D) how people's perceptions are affected by their environment.

Question 15

When compared with a one-sided message, a two-sided message is:

A) equally persuasive.
B) somewhat less persuasive.
C) much less persuasive.
D) more persuasive.

Question 16

Fiona received an e-mail from her manager, Rebecca, asking her to meet her to discuss a past project. However, Fiona was struggling to complete an urgent project and had to reply that she wouldn't be able to meet her that day. Rebecca was not pleased with Fiona's reply and told her colleague that Fiona was "too busy and important" to meet with her supervisor and was, therefore, an unpleasant snob. In this scenario, Rebecca believes that Fiona's behavior has a _____ cause.

A) situational
B) dispositional
C) primary
D) secondary

Question 17

Dr. Garza is a social psychologist. Which of the following is she most likely to study?

A) The heritability of mental illness
B) Comparison between genetics and environment in terms of their influence over a child's development
C) How attitudes about global warming have been formed
D) The efficacy of person-centered therapy

Question 18

_____ are brought about by something in the environment.

A) Dispositional causes
B) Situational causes
C) Internal causes
D) Personality causes

Question 19

_____ occurs when people are persuaded on the basis of factors unrelated to the nature or quality of the content of a persuasive message.

A) Cognitive dissonance
B) Logical conclusion
C) Peripheral route processing
D) Central route processing

Question 20

The mental conflict that occurs when a person holds two contradictory attitudes or thoughts is known as:

A) social cognition.
B) the halo effect.
C) cognitive dissonance.
D) a schema.

Question 21

Which of the following statements is true of conformity?

A) People working on ambiguous tasks and questions (those with no clear answer) are not susceptible to conformity.
B) The less attractive a group appears to its members, the greater its ability to produce conformity.
C) Conformity is considerably lower when people must respond publicly.
D) Subtle or even unspoken social pressure results in conformity.

Question 22

The field of _____ examines the influence of cognitive biases and attribution errors on people's economic decision making.

A) forensic psychology
B) economic psychology
C) industrial/organizational psychology
D) behavioral economics

Question 23

Sharon was made the captain of her softball team due to her excellent playing skills. However, the fact that she did not display good team management skills and did not cooperate with her teammates was ignored while making her the captain. Which of the following biases is illustrated in this instance?

A) Fundamental attribution error
B) Assumed-similarity bias
C) Self-serving bias
D) Halo effect

Question 24

George met Paul at a seminar for the first time. When Paul expressed his political interests, George felt that Paul was very similar to himself as they shared the same opinions on political ideals. George's inference is an example of:

A) selective perception.
B) self-serving bias.
C) assumed-similarity bias.
D) fundamental attribution error.

Question 25

"He probably cheated on the test because he is a dishonest person." This represents a(n) _____ cause of behavior.

A) dispositional
B) situational
C) central
D) peripheral

Question 26

Which of the following attribution biases is correctly matched with its definition?

A) Halo effect-An initial impression of an individual having some positive traits causing one to infer that the individual has many other positive traits as well
B) Self-serving bias-Overemphasizing dispositional factors when explaining other people's behavior
C) Fundamental attribution error-Assuming that other people are similar to oneself, even when meeting them for the first time
D) Assumed-similarity bias-The tendency to attribute personal success to personal factors (skill, ability, or effort) and to attribute failure to factors outside oneself

Question 27

The tendency to attribute personal success to personal factors (skill, ability, or effort) and to attribute failure to factors outside oneself is known as the:

A) assumed-similarity bias.
B) halo effect.
C) self-serving bias.
D) fundamental attribution error.

Question 28

Shaun is angry at the way a coworker has treated him. Shaun feels justified in his anger because "surely, anybody would feel the same way if the same thing happened to them." This example reveals Shaun's susceptibility to the:

A) halo effect.
B) assumed-similarity bias.
C) self-serving bias.
D) fundamental attribution error.

Question 29

According to Asch's pioneering work on conformity, which of the following statements is true?

A) Groups that unanimously support a position show the least pronounced conformity pressures.
B) The presence of just one person who shares the minority point of view is sufficient to reduce conformity pressures.
C) Conformity refers to behavior that occurs only in response to direct social pressure.
D) The more attractive a group appears to its members, the lower its ability to produce conformity.

Question 30

_____ refers to a change in behavior or attitudes brought about by a desire to follow the beliefs or standards of other people.

A) Dissonance
B) Conformity
C) Schema
D) Incongruity

Question 31

Which of the following is true of the fundamental attribution error?

A) There are weak group-level differences in the use of the fundamental attribution error.
B) It is actually not very common, either in Western or in Eastern cultures.
C) It is more common in Western than in Eastern cultures.
D) It is more common in Eastern than in Western cultures.

Question 32

Perceived causes of behavior that are based on internal traits or personality factors are called _____ causes.

A) situational
B) circumstantial
C) environmental
D) dispositional

Question 33

_____ is the process by which communal groups and individuals exert pressure on an individual, either deliberately or unintentionally.

A) Central interaction
B) Altruism
C) Diffusion of responsibility
D) Social influence

Question 34

Which of the following was a significant finding in the studies conducted by Asch on conformity?

A) Conformity is considerably higher when people must respond publicly.
B) People working on ambiguous tasks and questions (those with no clear answer) are not susceptible to conformity.
C) Groups that unanimously support a position show the least pronounced conformity pressures.
D) Tasks at which an individual is less competent than others in a group have reduced conformity.

Question 35

In Asch's classic conformity studies, participants thought they were taking part in a study of:

A) learning.
B) perceptual skills.
C) prison life.
D) visual learning.

Question 36

Which of the following is true of the findings made by Asch on conformity?

A) The more attractive a group appears to its members, the lower its ability to produce conformity.
B) Conformity is considerably higher when people must respond privately than it is when they can do so publicly.
C) There is less chance for conformity when an individual is less competent at a task than others in a group.
D) Groups that unanimously support a position show the most pronounced conformity pressures.

Question 37

In determining the causes of others' behavior, we overemphasize _____ factors; this is the _____.

A) dispositional; self-serving bias
B) dispositional; fundamental attribution error
C) situational; self-serving bias
D) situational; fundamental attribution error

Question 38

If you are exhibiting the self-serving bias, which of the following statements would you most likely use to explain a poor grade on a test?

A) "The professor doesn't know how to teach."
B) "I am just not very good at this subject."
C) "I didn't study well enough to get a good grade."
D) "In general, I am not very smart."

Question 39

Which alternative below correctly defines a social influence concept?

A) Conformity-a change in behavior in response to commands
B) Compliance-a change in behavior or attitudes in response to direct social pressure
C) Obedience-a change in behavior or attitudes to follow social norms
D) Conformity-a change in behavior or attitudes in response to direct social pressure

Question 40

Dahlia is an associate at one of the city's most prestigious law firms. The associates in the firm generally work until at least 7 or 8 each evening. This is an element of the firm's:

A) role.
B) schema.
C) norm.
D) attitude.

Question 41

Which of the following compliance techniques is correctly matched with its description?

A) Foot-in-the-door technique-Someone makes a large request, expects it to be refused, and follows it with a smaller one.
B) Door-in-the-face technique-When salespeople provide samples to potential customers, they do so to instigate the norm of reciprocity.
C) That's-not-all technique-When a salesperson offers you a deal at an inflated price; immediately after the initial offer, the salesperson offers an incentive, discount, or bonus to clinch the deal.
D) Not-so-free sample technique-One asks a person to agree to a small request, which has a high likelihood of compliance because it is small.

Question 42

Which of the following statements is true of the Implicit Association Test?

A) The test is based on questions such as "Would you prefer interacting with a member of Group X rather than Group Y?" that typically identify the most blatant prejudices.
B) The test makes use of the fact that people's automatic reactions often provide the most valid indicator of what they actually believe.
C) The test was developed, in part, as a reaction to the frank and uncensored responses of people regarding their racial attitudes.
D) The test proves that people can't be prejudiced if they do not know that they are engaged in it.

Question 43

Which social influence concept has been correctly matched with a psychologist often associated with it?

A) Conformity-Cialdini
B) Compliance-Asch
C) Obedience-Festinger
D) Obedience-Milgram

Question 44

Discrimination refers to:

A) a negative (or positive) evaluation of a particular group and its members.
B) a set of generalized beliefs and expectations about a particular group and its members.
C) the behavior directed toward individuals on the basis of their membership in a particular group.
D) the consideration of individuals for their personal qualities and not their membership in a group.

Question 45

_____ refers to a negative (or positive) evaluation of a particular group and its members.

A) Discrimination
B) Prejudice
C) Diffusion of responsibility
D) Reciprocity-of-liking effect

Question 46

Neil was selected for his college baseball team because of his racial origin. Which of the following is illustrated in this scenario?

A) Discrimination
B) Reciprocity-of-liking effect
C) Acculturation
D) Diffusion of responsibility

Question 47

The foot-in-the-door technique works because:

A) of the effectiveness of the norm of reciprocity.
B) an incentive, discount, or bonus is always offered.
C) a first large request is refused but a smaller request is accepted.
D) an involvement with a small request leads to an interest in an issue.

Question 48

The Implicit Association Test was developed because:

A) people may not be consciously aware of their own racial attitudes.
B) people are very direct and frank while reporting their racial attitudes.
C) earlier measures failed to tap into the emotional aspect of racial attitudes.
D) people do not censor their responses regarding their own racial attitudes.

Question 49

As an adolescent, Travis comes out as gay. Following this, he withdraws from his heterosexual friends and promotes positions more radical than those he did formerly. He favors the "outing" of closeted public figures under all circumstances, and he argues that gays who wish to marry are imitating heterosexual values. Which account of prejudice does Travis's example illustrate?

A) Cognitive categorization
B) Resource competition
C) Observational learning
D) Social identity

Question 50

In the _____ technique, one asks a person to agree to a small request, which has a high likelihood of compliance because it is small.

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

Question 51

In the _____ technique, someone makes a large request, expects it to be refused, and follows it with a smaller one.

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

Question 52

Which of the following statements reflects a criticism that has been leveled against the Implicit Association Test?

A) The test measures only conscious racial attitudes.
B) The test requires people to directly report their racial feelings.
C) The biases that the test measures may not affect overt behavior.
D) The test proves that people can't be prejudiced if they do not know that they are engaged in it.

Question 53

A magazine publisher asks you to commit to a brief trial subscription. Having committed to the trial subscription, you may be more likely to buy a full year subscription. This exemplifies the _____ compliance technique.

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

Question 54

In Juanita's community, girls are not expected to enjoy or excel at mathematics. Juanita's algebra grades drop as she progresses in school. As a high school junior, she is enrolled only in consumer mathematics courses. Which concept does Juanita's example best illustrate?

A) Cognitive dissonance
B) Social identification
C) Entrapment
D) Self-fulfilling prophecy

Question 55

Dr. Greene studies the ways to increase the safety behavior of workers on offshore oil platforms. Dr. Greene is a(n) _____ psychologist.

A) developmental
B) social
C) cognitive
D) industrial-organizational

Question 56

Which of the following sales techniques is based on the norm of reciprocity?

A) That's-not-all technique
B) Door-in-the-face technique
C) Not-so-free sample technique
D) Foot-in-the-door technique

Question 57

An infomercial is aired on late-night TV that claims that the price of a product has been slashed for a special offer and now includes a bonus sample size of an adjunct to the product. This illustrates the _____ compliance technique.

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

Question 58

Milgram's participants were told that the study concerned:

A) obedience.
B) visual perception.
C) learning.
D) problem-solving.

Question 59

The _____ theory suggests that people tend to be ethnocentric, viewing the world from their own perspective and judging others in terms of their group membership.

A) social identity
B) resource competition
C) observational learning
D) social neuroscience

Question 60

The use of group membership to provide social respect produces an unfortunate outcome because we may:

A) inflate the negative aspects of our in-group and, at the same time, devalue outgroups.
B) come to think that our in-group is better than the groups to which we don't belong.
C) start to view the members of outgroups as superior to the members of our in-group.
D) start to prejudice against the members of our in-group and inflate the positive aspects of outgroups.

Question 61

Which of the following coping mechanisms for stress attempts to modify the source of stress?

A) Emotion-focused coping
B) Problem-focused coping
C) Nature-focused coping
D) Future-focused coping

Question 62

Ten-year-old Joanne expresses her love for her mother every morning before she leaves for school. This is an example of _____ love.

A) romantic
B) passionate
C) consummate
D) companionate

Question 63

Which of the following is true of the factors that initially attract two people to each other?

A) Chances are that one becomes bored of those who live geographically closest to him or her.
B) The less similar others are, the more one likes them.
C) Repeated exposure to a person is often not sufficient to produce attraction.
D) Proximity leads to liking.

Question 64

According to Sternberg, the _____ component of love involves initial thoughts that one loves someone and the longer-term feelings of commitment to maintain love.

A) intimacy
B) passion
C) decision
D) closeness

Question 65

Generally, which of the following is true of moral decisions made by people?

A) There is no relation between the moral decisions made by people and situational factors.
B) Most social psychologists agree that no single set of attributes differentiates helpers from non-helpers.
C) Most psychologists believe that prosocial behavior always contains an element of self-sacrifice.
D) Psychologists using a neuroscience perspective believe that if the rational side wins out, one is less likely to take a logical view of moral situations.

Question 66

The reciprocity-of-liking effect means that we like:

A) people we've seen repeatedly.
B) people who live nearby.
C) people similar to ourselves.
D) people who like us.

Question 67

Lynette is sexually attracted to her boyfriend and cares for his needs. In this scenario, Lynette is most likely experiencing _____ love.

A) companionate
B) passionate
C) platonic
D) cathartic

Question 68

Which of the following is suggested by Sternberg in his theory on love?

A) The different combinations of the three components of love vary over the course of relationships.
B) Sternberg proposes that love is not a necessary ingredient of marriage.
C) The love we feel for our parents, other family members, and even some close friends is categorized as passionate love.
D) Relationships are happiest when the strengths of the various components differ between two partners.

Question 69

Psychologists have found that prejudice and discrimination may be reduced by:

A) decreasing contact among in-group and outgroup members.
B) making values and norms against prejudice less conspicuous.
C) educating people about other groups.
D) encouraging stereotype vulnerability.

Question 70

Courtney is enrolled in an advanced physics class at her high school. She is one of the only three girls in the class, and she is aware of the notion that girls are not as good as boys at math and science. This knowledge may actually hinder Courtney's performance in the class as a result of:

A) entrapment.
B) stereotype threat.
C) cognitive dissonance.
D) diffusion of responsibility.

Question 71

Which of the following is a term used for long-term, chronic problems?

A) Background stressors
B) Cataclysmic events
C) Personal stressors
D) Cathartic events

Question 72

Which of the following explanations is correctly paired with the process it reflects?

A) Awareness of a negative view of one's group generating anxiety, and thus impairing performance-stereotype threat
B) High-status individuals, such as celebrities or athletes, receiving reinforcement for reflecting stereotypes in their behavior-cognitive dissonance
C) Behavior being brought in line with a stereotype to reduce the tension created by a discrepancy between the stereotype and one's own experience-observational learning
D) A change in behavior in response to the commands of others-conformity

Question 73

The notion of diffusion of responsibility is usually included in the study of:

A) group decision making.
B) prosocial behavior.
C) aggression.
D) social influence.

Question 74

According to Sternberg, the _____ component of love includes the motivational drives relating to sex, physical closeness, and romance.

A) intimacy
B) passion
C) decision
D) closeness

Question 75

Which of the following was suggested by ethologist Konrad Lorenz about aggression?

A) Lorenz argued that aggression is a primary instinctual drive observed only in animals.
B) Lorenz believed that society should offer people acceptable ways of permitting catharsis.
C) Lorenz said that the shorter the period of aggressive-energy buildup, the greater the amount of aggression displayed when it is discharged.
D) Lorenz suggested that participation in aggressive sports and games would encourage the discharge of aggression in socially undesirable ways.

Question 76

According to Sternberg, the _____ component of love includes feelings of closeness and connectedness.

A) intimacy
B) passion
C) decision
D) commitment

Question 77

The love we feel for family members and close friends is termed _____ love.

A) committed
B) compassionate
C) companionate
D) consummate

Question 78

_____ love involves a state of intense absorption in someone that includes intense physiological arousal, psychological interest, and caring for the needs of another.

A) Companionate
B) Affectionate
C) Passionate
D) Cathartic

Question 79

Which of the following statements best defines stress?

A) It is an injury that one inflicts on oneself.
B) It is an individual's response to events that threaten or challenge him or her.
C) It is the release of aggressive energy that has built over time within an individual.
D) It is the reaction of an individual to the blocking of his or her goals.

Question 80

Consider the distinction many researchers make between passionate love and companionate love. How do the two types of love differ?

A) Passionate love does not involve feelings of closeness and connectedness; companionate love does.
B) Passionate love does not involve commitment; companionate love does.
C) Companionate love does not involve feelings of closeness and connectedness; passionate love does.
D) Companionate love does not involve physical intimacy; passionate love does.