Question 1

The foot-in-the-door technique was demonstrated by Freedman and Fraser (1966)when they found that people who ________ were later more likely to ________.

Accepted Answer

The foot-in-the-door technique involves making a small request first, followed by a larger request. In this case, asking people to answer a questionnaire for a consumer group is the small request, and allowing the group to spend two hours cataloging products in the home is the larger request. Freedman and Fraser found that people who agreed to the smaller request were more likely to comply with the larger request later on.

Question 2

In Solomon Asch's series of experiments,participants judged the length of a line incorrectly when everyone else in the room gave the wrong answer.Which of the following statements best explains Asch's results?

Accepted Answer

Asch's results suggest that participants were strongly influenced by the opinions and behavior of others in the group, even when they knew the correct answer. This is known as conformity pressure, which can lead individuals to conform to group norms and beliefs, rather than express their own independent judgment. The other choices do not explain Asch's results as adequately.

Question 3

Door-to-door sales companies discovered that if they had the buyer write the details of the contract,rather than the sales representative,fewer buyers canceled the deal after the salesperson left.This exemplifies the social influence principle of

Accepted Answer

This scenario demonstrates the social influence principle of commitment/consistency, as having the buyer write down the details of the contract creates a sense of commitment to the agreement and consistency with their own actions. This reduces the likelihood of them canceling the deal later on.

Question 4

Advertising a product by claiming that it is the best-selling in the market exemplifies which of the following principles of social influence?

Accepted Answer

Claiming that a product is the best-selling in the market is an example of social validation, as it implies that many people are already using and enjoying the product, which can influence others to also choose it. Reciprocation refers to the idea of giving in return for receiving, scarcity refers to the perception of limited availability, and authority refers to the influence of experts or credible sources.

Question 5

Your text mentions that during Steve Hassan's induction to the Unification Church,he was invited to a party,then a workshop,then an intense recruiting effort,and so on.This sequence is an example of the ________ technique.

Accepted Answer

The sequence of being invited to a party, then a workshop, and then an intense recruiting effort is an example of the foot-in-the-door technique. This technique involves starting with a small request or action (like attending a party or workshop) and then gradually increasing the demands to elicit compliance or agreement with a larger request (in this case, joining the Unification Church).

Question 6

Telling yourself,"I should wear what other people are wearing at the party tonight," is an example of

Accepted Answer

Conformity refers to the process of changing one's behavior or attitudes to match those of a larger group. In this case, the individual is considering wearing what others are wearing at the party, indicating a desire to conform to social norms or expectations.

Question 7

"A change in overt behavior caused by real or imagined pressure from others" is defined as

Accepted Answer

The given definition refers to social influence, which is the process by which individuals change their thoughts, feelings, and behaviors in response to the real or imagined pressure from others. Inoculation refers to the process of building resistance to persuasive messages, brainwashing is an extreme form of social influence that involves the use of manipulative techniques to change a person's attitudes and beliefs, and social comparison refers to the tendency of individuals to evaluate themselves in relation to others.

Question 8

Robert Cialdini,one of your textbook authors,engaged in a type of systematic natural observation called participant observation.Using this methodology,he

Accepted Answer

Participant observation involves the researcher immersing themselves in the environment they are studying and engaging in activities relevant to the research. In Cialdini's case, he disguised his identity and enrolled in the training programs of compliance professionals to observe and learn about their techniques. This is an example of participant observation. Choices A, B, and D are not accurate descriptions of this methodology.

Question 9

One way to gain compliance from others is through the use of the foot-in-the-door technique.Which of the following represents the sequence corresponding to this technique?

Accepted Answer

The foot-in-the-door technique involves starting with a small request (such as filling out a survey or signing a petition) and then following up with a larger request (such as making a donation or volunteering time). This approach increases the likelihood that the person will comply with the larger request, since they have already agreed to the smaller request and want to remain consistent with their previous behavior.

Question 10

Peter doesn't like pizza,but he went along with the rest of the group when they said they wanted to go out for pizza.Afterward,Peter didn't like pizza any more or any less than before.Peter yielded to

Accepted Answer

Peter yielded to social influence, which refers to the impact that others have on our thoughts, feelings, and behaviors. In this case, he may have felt pressure to go along with the group's preference for pizza, even though he personally did not like it. However, this social influence did not change his actual preference for pizza.

Question 11

Asch's series of experiments,in which participants judged the length of a line incorrectly because everyone else in the room gave the wrong answer,demonstrated the process of

Accepted Answer

Asch's experiments were designed to test conformity, which is the tendency to conform to the majority opinion or behavior, even when it goes against one's own beliefs or judgments. In this case, participants gave the wrong answer because they felt pressured to conform to the group's response, even though they knew it was incorrect. Compliance refers to the tendency to conform to a request or demand from an authority figure, while obedience involves following direct orders from an authority figure. Illusory perception refers to a false perception or misinterpretation of sensory information.

Question 12

Participants in the Berns et al.(2005)study of conformity

Accepted Answer

Participants in the Berns et al.(2005)study of conformity conformed to both the computers and the people, but more often to the people than to the computers. The study found that people are more likely to conform to social pressure than to conform to computers.

Question 13

Suppose that someone says to you,"Can you give a contribution to St.Mary's Food Bank to feed the poor this Thanksgiving?" If you give them some money,this is an example of

Accepted Answer

Compliance is the act of changing one's behavior in response to a direct request from another person or group. In this case, the person is making a direct request for a contribution to the food bank, and if you give them money, you are complying with their request. Conformity is changing one's behavior to match the norms of a group, social validation is seeking approval from others for one's behavior, and obedience is following the orders of an authority figure. These concepts do not apply in this situation.

Question 14

Obedience is

Accepted Answer

Obedience refers to a behavior change that occurs as a result of following a directive or command from an authority figure. This can include following rules or instructions from a teacher, parent, or other respected figure. Choice C directly reflects this definition. Choices A, B, and D are related to other forms of behavior change but not specifically obedience.

Question 15

The foot-in-the-door technique is based on the ________ principle,whereas the door-in-the-face technique is based on the ________ principle.

Accepted Answer

The foot-in-the-door technique is based on the principle of commitment/consistency, where a small request is made and, after compliance, a larger request is made. This is because people have a natural tendency to maintain consistency in their attitudes and behaviors. 
The door-in-the-face technique is based on the principle of reciprocation, where a large request is made, expecting it to be refused, and then a smaller request is made. This is because people typically feel a sense of obligation to reciprocate after someone has made a concession or compromise.

Question 16

The Disabled American Veterans nearly double their donation rate in response to a mailed solicitation when they include personalized address labels.This success can be attributed to the ________ principle.

Accepted Answer

The success of the fundraising campaign can be attributed to the reciprocation principle, which suggests that people feel obligated to give back to someone who has given to them first. In this case, the personalized address labels serve as a small gift or favor from the organization, leading the recipients to feel more inclined to make a donation in return.

Question 17

The study by Freedman and Fraser (1966),in which housewives were called on the phone and asked for permission to have a consumer group come to their home and classify all their household products,is an example of

Accepted Answer

The study conducted by Freedman and Fraser is an example of a field experiment as it involved manipulating variables in a natural setting (the participants' homes) and recording the results.

Question 18

The foot-in-the-door technique may be summarized by the phrase

Accepted Answer

The foot-in-the-door technique involves starting with a small request or action, and then gradually increasing it to a larger request or action. Therefore, the phrase "start small and build" best summarizes this technique. The other options do not apply to this strategy.

Question 19

Robert Young,who once played the part of a physician in a television show,became a successful spokesperson for a company that produced a non-caffeinated hot drink.In his TV ads,he extolled the medical benefits of drinking less caffeine.This tactic represents an attempt to use the social influence principle of

Accepted Answer

Robert Young's previous role as a physician in a television show gives him authority and credibility in the eyes of the public, making his endorsement of a non-caffeinated hot drink more convincing.

Question 20

Compliance is

Accepted Answer

Compliance refers to a behavior change that occurs as a result of a direct request. Option A refers to conformity, Option C refers to obedience, and Option D refers to persuasion.

Quiz 6: Social Influence: Conformity, Compliance, and Obedience

The foot-in-the-door technique was demonstrated by Freedman and Fraser (1966) when they found that people who were later more likely to .

In Solomon Asch's series of experiments,participants judged the length of a line incorrectly when everyone else in the room gave the wrong answer.Which of the following statements best explains Asch's results?

Door-to-door sales companies discovered that if they had the buyer write the details of the contract,rather than the sales representative,fewer buyers canceled the deal after the salesperson left.This exemplifies the social influence principle of

Advertising a product by claiming that it is the best-selling in the market exemplifies which of the following principles of social influence?

Your text mentions that during Steve Hassan's induction to the Unification Church,he was invited to a party,then a workshop,then an intense recruiting effort,and so on.This sequence is an example of the ________ technique.

Telling yourself,"I should wear what other people are wearing at the party tonight," is an example of

"A change in overt behavior caused by real or imagined pressure from others" is defined as

Robert Cialdini,one of your textbook authors,engaged in a type of systematic natural observation called participant observation.Using this methodology,he

One way to gain compliance from others is through the use of the foot-in-the-door technique.Which of the following represents the sequence corresponding to this technique?

Peter doesn't like pizza,but he went along with the rest of the group when they said they wanted to go out for pizza.Afterward,Peter didn't like pizza any more or any less than before.Peter yielded to

Asch's series of experiments,in which participants judged the length of a line incorrectly because everyone else in the room gave the wrong answer,demonstrated the process of

Participants in the Berns et al.(2005) study of conformity

Suppose that someone says to you,"Can you give a contribution to St.Mary's Food Bank to feed the poor this Thanksgiving?" If you give them some money,this is an example of

Obedience is

The foot-in-the-door technique is based on the principle,whereas the door-in-the-face technique is based on the principle.

The Disabled American Veterans nearly double their donation rate in response to a mailed solicitation when they include personalized address labels.This success can be attributed to the ________ principle.

The study by Freedman and Fraser (1966) ,in which housewives were called on the phone and asked for permission to have a consumer group come to their home and classify all their household products,is an example of

The foot-in-the-door technique may be summarized by the phrase

Compliance is

Quiz 6: Social Influence: Conformity, Compliance, and Obedience

The foot-in-the-door technique was demonstrated by Freedman and Fraser (1966) when they found that people who ________ were later more likely to ________.

In Solomon Asch's series of experiments,participants judged the length of a line incorrectly when everyone else in the room gave the wrong answer.Which of the following statements best explains Asch's results?

Door-to-door sales companies discovered that if they had the buyer write the details of the contract,rather than the sales representative,fewer buyers canceled the deal after the salesperson left.This exemplifies the social influence principle of

Advertising a product by claiming that it is the best-selling in the market exemplifies which of the following principles of social influence?

Your text mentions that during Steve Hassan's induction to the Unification Church,he was invited to a party,then a workshop,then an intense recruiting effort,and so on.This sequence is an example of the ________ technique.

Telling yourself,"I should wear what other people are wearing at the party tonight," is an example of

"A change in overt behavior caused by real or imagined pressure from others" is defined as

Robert Cialdini,one of your textbook authors,engaged in a type of systematic natural observation called participant observation.Using this methodology,he

One way to gain compliance from others is through the use of the foot-in-the-door technique.Which of the following represents the sequence corresponding to this technique?

Peter doesn't like pizza,but he went along with the rest of the group when they said they wanted to go out for pizza.Afterward,Peter didn't like pizza any more or any less than before.Peter yielded to

Asch's series of experiments,in which participants judged the length of a line incorrectly because everyone else in the room gave the wrong answer,demonstrated the process of

Participants in the Berns et al.(2005) study of conformity

Suppose that someone says to you,"Can you give a contribution to St.Mary's Food Bank to feed the poor this Thanksgiving?" If you give them some money,this is an example of

Obedience is

The foot-in-the-door technique is based on the ________ principle,whereas the door-in-the-face technique is based on the ________ principle.

The Disabled American Veterans nearly double their donation rate in response to a mailed solicitation when they include personalized address labels.This success can be attributed to the ________ principle.

The study by Freedman and Fraser (1966) ,in which housewives were called on the phone and asked for permission to have a consumer group come to their home and classify all their household products,is an example of

The foot-in-the-door technique may be summarized by the phrase

Compliance is

The foot-in-the-door technique was demonstrated by Freedman and Fraser (1966) when they found that people who were later more likely to .

The foot-in-the-door technique is based on the principle,whereas the door-in-the-face technique is based on the principle.