Question 1

You need to meet a professor who is very busy,and you are afraid she will refuse to meet you.According to research,the professor will be more willing to meet with you for about 15-20 minutes if you

Accepted Answer

This approach utilizes the principle of contrast. By first asking for a significantly larger commitment (2 hours a week for the rest of the semester) and then reducing the request to a 15-20 minute meeting, the smaller request seems much more reasonable in comparison, making the professor more likely to agree.

Question 2

When faced with the fact that customers were not using his newly developed shopping carts,Sylvan Goldman

Accepted Answer

Hiring fake shoppers to use the carts would create the perception that the carts are popular and encourage genuine customers to use them as well.

Question 3

The door-in-the-face technique begins with getting a target person to say ________ to a large request and then making a second ________ request.

Accepted Answer

The door-in-the-face technique involves first asking for a larger request, which is likely to be refused, and then following up with a smaller request. This creates a sense of reciprocity and a willingness to comply with the smaller request, which was the real goal from the beginning. Therefore, the best choice is A, as it accurately describes the process of the door-in-the-face technique.

Question 4

The door-in-the-face technique,in which the requester makes a large request and then retreats to the smaller,desired favor,is based on the

Accepted Answer

The door-in-the-face technique operates on the principle of the norm of reciprocity, where after refusing a large request, individuals feel a social obligation to comply with a smaller request.

Question 5

Imagine that you are the only person who doesn't like punk music in a group of fans of a popular punk band.According to the work of Schachter (1951),

Accepted Answer

Schachter's (1951) research on social deviance and group cohesion suggests that groups tend to exert pressure on non-conforming members to change their opinions. If the non-conformist conforms, they are likely to be accepted; if they do not, they are likely to face rejection.

Question 6

Imagine that you are stopped in the street by a Boy Scout selling tickets to the circus for $5 each.You refuse to buy a ticket,and then the boy offers you chocolate bars for $1 each.You are ________ likely to buy some of the chocolate bars now than if you had been approached first with the chocolate bar offer because ________.

Accepted Answer

This phenomenon is known as the door-in-the-face technique, where a large request is made first to increase the likelihood of compliance with a smaller request. When the Boy Scout offered the circus ticket for $5, it may have seemed too expensive, but when he offered the chocolate bar for $1, it appeared as a concession, making the customer more likely to buy it due to the reciprocity principle.

Question 7

Someone who gives you a flower at the airport and then asks for a donation,is attempting

Accepted Answer

This situation is an example of the reciprocity rule, which suggests that people should try to repay a gift or favor with something of equal or greater value. The individual gave you a flower, which creates a feeling of indebtedness, making it more likely that you will donate money to their cause.

Question 8

Participants in Sherif's classic experiments estimated how far a dot of light moved in a dark room.Their judgments were influenced primarily by

Accepted Answer

Sherif's classic experiments on social influence demonstrated that participants' estimates were primarily influenced by the estimations made by other group members, illustrating the power of conformity.

Question 9

An individual's conformity in a group is most likely to happen under all of the following conditions EXCEPT

Accepted Answer

A dissenter in the group can reduce conformity by providing an alternative viewpoint or course of action, thereby making it more acceptable for others to express their own individual opinions or doubts.

Question 10

According to a classic set of studies by Schachter (1951),"For a deviate in a group,the unforgivable sin is not to ________,but to ________."

Accepted Answer

The studies by Schachter (1951) showed that for a deviate in a group, the unforgivable sin is not to be different but to stay different. This indicates that it is not the initial deviation that is problematic but the failure to conform to the group norms over time.

Question 11

Sherif's experiments of how people judged the amount of movement of a dot of light in a dark room demonstrated that when there is no objectively correct response,participants were

Accepted Answer

Sherif's experiments showed that when there is no objectively correct response, participants were likely to doubt themselves and accept the group opinion. This is known as informational conformity, where individuals conform to the group because they believe the group has more knowledge or expertise.

Question 12

You open your mailbox and discover a free packet of Health-Nut granola bars.The next time you go to the supermarket to buy snacks,you think about buying Health-Nut bars.However,you decide not to because you are angry with the manufacturers for manipulating you by activating the norm of

Accepted Answer

The norm of reciprocity refers to the social expectation that if someone does something nice or gives a gift, the recipient will feel compelled to return the favor in some way. In this scenario, receiving the free packet of Health-Nut granola bars activated the norm of reciprocity, making the person consider purchasing more of the same product. However, they decided not to do so because they felt manipulated. This response shows an understanding of the norm of reciprocity and the influence it can have on consumer behavior.

Question 13

People are likely to be influenced by others because they rely on the heuristic: "If it's popular,it must be ________."

Accepted Answer

The heuristic "If it's popular, it must be good" suggests that people often use the popularity of something as a shortcut to judge its quality, appropriateness, or general approval. This means all the options (effective choice, appropriate way to act, generally approved) are considered under this heuristic.

Question 14

To say that it is wrong to chat with another student during a lecture is to state a/an

Accepted Answer

An injunctive norm refers to what is perceived as socially acceptable behavior and would dictate that chatting with another student during a lecture is wrong. Descriptive norms refer to what is commonly done in a certain context, conjunctive norms refer to the minimum threshold of behavior necessary to be considered a member of a group, and reciprocal norms refer to expectations of fairness and reciprocity in social relationships.

Question 15

If a group is initially uncertain,but then agrees on a particular response,

Accepted Answer

When a group is initially uncertain but then agrees on a particular response, members tend to hold strongly to the response as a way of reducing their own uncertainty and affirming their decision-making abilities. This is known as the phenomenon of "groupthink." Therefore, option A is the best choice. Option B is incorrect because when the group agrees on a response, they are more likely to defer to the authority in the group. Option C is also incorrect because members who hold strongly to a response may be less likely to change their minds, even in the face of disconfirming information.

Question 16

________ norms define what is typically done;________ norms define what is typically approved or disapproved.

Accepted Answer

Descriptive norms refer to perceptions of how people actually behave in given situations, whereas injunctive norms refer to perceptions of what behaviors are approved or disapproved by society.

Question 17

People are more likely to follow the crowd when they are

Accepted Answer

When people are motivated to be accurate but uncertain of their own decision, they are more likely to look to the opinions and behaviors of others as a way to guide their own decision-making. This is known as informational social influence, where people conform because they believe others have more knowledge or understanding of the situation.

Question 18

The pressure to recycle that you feel when you hear that most of your neighbors recycle is primarily awareness of

Accepted Answer

The pressure to recycle that is felt when you hear that most of your neighbors recycle is an example of a descriptive norm. This is because it is based on the observation of what most people are actually doing rather than what is socially expected or approved of (injunctive norm), or scarcity or ambiguity.

Question 19

During a meeting in an advertising agency,Robert discovers that the rest of the team unanimously disagrees with his judgment about the poor quality of a particular product.According to research in social psychology,it's highly likely that Robert will

Accepted Answer

This scenario represents the phenomenon of conformity, where individuals change their behavior or beliefs to match those of a majority group. Given that the entire team disagrees with Robert, it is likely that he will doubt his own judgment and conform to the group's judgment in order to fit in and avoid social rejection.

Question 20

All of the following are sources of uncertainty EXCEPT

Accepted Answer

The opinions of authorities may provide some level of certainty, although there may be disagreements among experts. Lack of familiarity, difficult tasks, and ambiguous situation are all sources of uncertainty.

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

You need to meet a professor who is very busy,and you are afraid she will refuse to meet you.According to research,the professor will be more willing to meet with you for about 15-20 minutes if you

When faced with the fact that customers were not using his newly developed shopping carts,Sylvan Goldman

The door-in-the-face technique begins with getting a target person to say to a large request and then making a second request.

The door-in-the-face technique,in which the requester makes a large request and then retreats to the smaller,desired favor,is based on the

Imagine that you are the only person who doesn't like punk music in a group of fans of a popular punk band.According to the work of Schachter (1951) ,

Someone who gives you a flower at the airport and then asks for a donation,is attempting

Participants in Sherif's classic experiments estimated how far a dot of light moved in a dark room.Their judgments were influenced primarily by

An individual's conformity in a group is most likely to happen under all of the following conditions EXCEPT

According to a classic set of studies by Schachter (1951) ,"For a deviate in a group,the unforgivable sin is not to ,but to ."

Sherif's experiments of how people judged the amount of movement of a dot of light in a dark room demonstrated that when there is no objectively correct response,participants were

You open your mailbox and discover a free packet of Health-Nut granola bars.The next time you go to the supermarket to buy snacks,you think about buying Health-Nut bars.However,you decide not to because you are angry with the manufacturers for manipulating you by activating the norm of

People are likely to be influenced by others because they rely on the heuristic: "If it's popular,it must be ________."

To say that it is wrong to chat with another student during a lecture is to state a/an

If a group is initially uncertain,but then agrees on a particular response,

norms define what is typically done; norms define what is typically approved or disapproved.

People are more likely to follow the crowd when they are

The pressure to recycle that you feel when you hear that most of your neighbors recycle is primarily awareness of

During a meeting in an advertising agency,Robert discovers that the rest of the team unanimously disagrees with his judgment about the poor quality of a particular product.According to research in social psychology,it's highly likely that Robert will

All of the following are sources of uncertainty EXCEPT

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

You need to meet a professor who is very busy,and you are afraid she will refuse to meet you.According to research,the professor will be more willing to meet with you for about 15-20 minutes if you

When faced with the fact that customers were not using his newly developed shopping carts,Sylvan Goldman

The door-in-the-face technique begins with getting a target person to say ________ to a large request and then making a second ________ request.

The door-in-the-face technique,in which the requester makes a large request and then retreats to the smaller,desired favor,is based on the

Imagine that you are the only person who doesn't like punk music in a group of fans of a popular punk band.According to the work of Schachter (1951) ,

Someone who gives you a flower at the airport and then asks for a donation,is attempting

Participants in Sherif's classic experiments estimated how far a dot of light moved in a dark room.Their judgments were influenced primarily by

An individual's conformity in a group is most likely to happen under all of the following conditions EXCEPT

According to a classic set of studies by Schachter (1951) ,"For a deviate in a group,the unforgivable sin is not to ________,but to ________."

Sherif's experiments of how people judged the amount of movement of a dot of light in a dark room demonstrated that when there is no objectively correct response,participants were

You open your mailbox and discover a free packet of Health-Nut granola bars.The next time you go to the supermarket to buy snacks,you think about buying Health-Nut bars.However,you decide not to because you are angry with the manufacturers for manipulating you by activating the norm of

People are likely to be influenced by others because they rely on the heuristic: "If it's popular,it must be ________."

To say that it is wrong to chat with another student during a lecture is to state a/an

If a group is initially uncertain,but then agrees on a particular response,

________ norms define what is typically done;________ norms define what is typically approved or disapproved.

People are more likely to follow the crowd when they are

The pressure to recycle that you feel when you hear that most of your neighbors recycle is primarily awareness of

During a meeting in an advertising agency,Robert discovers that the rest of the team unanimously disagrees with his judgment about the poor quality of a particular product.According to research in social psychology,it's highly likely that Robert will

All of the following are sources of uncertainty EXCEPT

The door-in-the-face technique begins with getting a target person to say to a large request and then making a second request.

According to a classic set of studies by Schachter (1951) ,"For a deviate in a group,the unforgivable sin is not to ,but to ."

norms define what is typically done; norms define what is typically approved or disapproved.