Question 1

Which compliance technique is correctly defined?

Accepted Answer

Both foot-in-the-door and door-in-the-face compliance techniques are correctly defined as stated.

Question 2

_____ occurs when behavior changes at the request of a person or group with no real authority.

Accepted Answer

Compliance occurs when behavior changes at the request of a person or group with no real authority. It is different from obedience as obedience involves following the commands of someone in authority, while compliance is more about social influence and persuasion. Conformity is the tendency to adjust behavior to match the norms of a group, while persuasion involves an attempt to change someone's attitudes or beliefs.

Question 3

Classic experimental studies of conformity were conducted in the 1950s by:

Accepted Answer

The classic experimental studies of conformity were conducted in the 1950s by Solomon Asch. Milgram conducted studies on obedience, Zimbardo conducted studies on the effects of roles and social situations on behavior, and Festinger conducted studies on cognitive dissonance.

Question 4

Conformity based on a desire for approval is called _____ social influence.Conformity based on the desire to reduce uncertainty is called _____ social influence.

Accepted Answer

Normative social influence is based on a desire for approval from others and a fear of rejection, while informational social influence is based on a desire to be correct and reduce uncertainty.

Question 5

During a discussion,Dr.Mansfield argues that Asch's participants conformed to the confederates' responses because they wished to be correct about the lengths of the lines in the experiment.Dr.Roarch counters that the participants conformed because they simply sought the confederates' approval.Dr.Mansfield is suggesting that Asch's conformity is an example of _____ social influence.Dr.Roarch is suggesting instead that it reflects ____ social influence.

Accepted Answer

Dr. Mansfield's argument that participants conformed because they wanted to be correct suggests that they were influenced by informational social influence (the desire to be accurate and gain knowledge). Dr. Roarch's argument that participants conformed because they sought the confederates' approval suggests that they were influenced by normative social influence (the desire to fit in and be accepted). Therefore, the best choice is D, informational and normative social influence.

Question 6

It is an election year,and a volunteer asks if Mrs.Timmins would put a small,one-foot sign in her yard.She agrees.The next week,her husband cannot believe that she agreed to let the volunteer put a new,three-foot-wide sign on the front lawn.This example illustrates:

Accepted Answer

This example illustrates the foot-in-the-door technique, where the person starts with a small request and then gradually increases it to a larger one. The volunteer started with a small request for a one-foot sign and then increased it to a three-foot-wide sign, which Mrs. Timmins agreed to because she had already committed to the smaller request.

Question 7

The tendency to modify one's attitudes,behaviors,and beliefs to match those of others is called:

Accepted Answer

Conformity refers to the change in attitudes, behaviors, and beliefs to match those of others in a group or social context. Compliance refers to the act of conforming to a request for a specific behavior. Persuasion involves an attempt to change someone's attitudes or beliefs. Obedience is the compliance with a request or order from an authority figure.

Question 8

A cell phone manufacturer uses a famous pop singer to advertise its product to teenagers.The company is relying on the _____ route to persuasion.

Accepted Answer

The use of a famous pop singer as an endorser is a classic example of the peripheral route to persuasion. In this approach, the focus is on using peripheral cues like the attractiveness of the endorser or emotional appeal rather than the actual features of the product to influence consumer attitudes and behavior.

Question 9

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 year-long subscription.This exemplifies the ___________ compliance technique.

Accepted Answer

The foot-in-the-door compliance technique involves getting someone to agree to a small request first. Once they have committed to the small request, they are more likely to agree to a larger request later on. In this case, the brief trial subscription is the small request that the magazine publisher is using to get the person to commit to a year-long subscription.

Question 10

You are trying to convince your parents to send you to Europe.First,you ask them for a small favor (a bus ticket to a local city),hoping that later they will be more willing to send you on the longer,more expensive trip.This example illustrates:

Accepted Answer

The foot-in-the-door technique involves starting with a small request and then gradually increasing the size of the request until the desired outcome is achieved. In this scenario, asking for a small favor of a bus ticket to a local city is the initial small request with the hope of eventually convincing the parents to send the person to Europe on a longer, more expensive trip.

Question 11

A man asks you for $10 as you walk past him.You refuse.He then asks for $2.You give it to him.The man has taken advantage of:

Accepted Answer

The door-in-the-face technique involves making a large request that is expected to be refused, followed by a smaller request, which is the actual goal. The man first asked for $10, which was refused, and then asked for $2, which was accepted.

Question 12

In the Solomon Asch conformity experiments,researchers found that participants were more likely to conform when:

Accepted Answer

The Solomon Asch conformity experiments found that participants were more likely to conform when the task seemed difficult to them. This is because they were more uncertain about their answer and more likely to rely on the opinions of others in the group. Other factors such as culture, confidence, and the presence of a dissenter did not have a significant impact on conformity rates.

Question 13

In Asch's study on conformity,what percentage of the participants conformed at least once even when they knew their answer to be false?

Accepted Answer

In Asch's conformity experiments, about 75% of participants conformed to the group's incorrect answer at least once, despite knowing it was wrong.

Question 14

______ is to _____ as Asch is to Milgram.

Accepted Answer

Asch's conformity experiments focused on how individuals conform to group pressure to conform to the majority opinion, whereas Milgram's obedience experiments focused on how individuals obey authority figures even if it goes against their own morals or beliefs. Therefore, the best comparison between the two is that Asch is to conformity as Milgram is to obedience. Choice D (Conformity; obedience) is the only option that reflects this comparison.

Question 15

The textbook cites the concept of reciprocal concessions as a potential explanation for the:

Accepted Answer

The door-in-the-face technique involves making a large request that is likely to be rejected followed by a smaller request that is the actual goal. This technique can be explained by reciprocal concessions, as the power of the smaller request is increased due to the feeling that the requester has already made a concession by lowering the ask.

Question 16

Early one Halloween evening,Bart's friends asked him to join them in smashing their neighbors' decorative pumpkins.He complied.Later,he was surprised by his own failure to resist them when they got him to throw eggs at a passing police car.Bart's experience BEST illustrates the:

Accepted Answer

Bart's compliance with a small request (smashing pumpkins) leading to compliance with a larger request (throwing eggs at a police car) is an example of the foot-in-the-door technique, where agreeing to a small initial request increases the likelihood of agreeing to a second, larger request.

Question 17

Luna lives in Houston,Texas,and wants to visit New Orleans during Mardi Gras.First,she asks her dad to buy her an expensive plane ticket so that she can visit a friend in Seattle,Washington,and he refuses.Luna then asks for the bus ticket to New Orleans and he agrees.Luna capitalized on:

Accepted Answer

The door-in-the-face technique involves making a large request that is expected to be refused, followed by a smaller request. Luna first asked for an expensive plane ticket, which was refused, and then asked for a bus ticket, which was granted.

Question 18

Marcie is invited to a black-tie dinner at the Ritz-Carlton.She has never been served a 10-course meal before,so she is unfamiliar with the social etiquette regarding silverware selection.Because Marcie is in a foreign environment,she gets through the night by watching others who appear to know what they are doing.For each course,she follows their selection of silverware.Marcie is displaying _____ social influence.

Accepted Answer

Marcie is observing others and following their behavior to learn what is appropriate, which is an example of informational social influence.

Question 19

Dahlia is trying to make partner at one of the city's most prestigious law firms.It is generally understood that associates remain hard at work in the office until at least 7 or 8 each evening.This is an element of the firm's:

Accepted Answer

Norms are the unwritten rules and expectations that guide behavior within a group or organization. The expectation that associates remain in the office until at least 7 or 8 each evening is a norm of the law firm.

Question 20

In making wedding preparations,Jason conforms to the expectations of his future bride's family in order to win their favor.His behavior illustrates the importance of ____ social influence.

Accepted Answer

Normative social influence refers to the influence that others have on us to conform to social norms and expectations in order to be accepted and avoid rejection. In this scenario, Jason is conforming to the expectations of his future bride's family, which are likely social norms and expectations within their culture or subculture, in order to be accepted by them and potentially win their favor.

Quiz 14: Social Psychology