Question 1

Which of the following defenses are suggested in Influence to combat use of the weapon of Commitment and Consistency?

Accepted Answer

C

Question 2

In a study by Jones and Harris, subjects were shown an essay that was favorable to Fidel Castro. Half were told that the essay's author had been assigned to write the pro-Castro essay, whereas the other half were told that the author had chosen to write the pro-Castro essay. All subjects were then asked to estimate the true attitude of the author toward Castro. What happened?

Accepted Answer

Subjects rated the author as liking Castro regardless of whether they were told the author had chosen or been assigned to write the essay, demonstrating the fundamental attribution error.

Question 3

Which of the following would be the best way to ensure that people do not discuss a survey they completed until the end of the semester?

Accepted Answer

Asking for agreement (C) is more effective because it involves a commitment from the participant, making them more likely to adhere to the request.

Question 4

Someone is especially vulnerable to the Commitment and Consistency principle if he/she is

Accepted Answer

The answer of Someone is especially vulnerable to the Commitment...

Question 5

In a study by Deutsch and Gerard, subjects committed themselves to some initial judgments, privately, or not at all. Later they received information that their initial judgements may have been mistaken. They were then given the opportunity to change those first judgments. What happened?

Accepted Answer

Public commitments tend to create a stronger sense of obligation or loyalty to the initial judgment because individuals feel a social pressure to remain consistent with their publicly stated views, making them more resistant to change even in the face of contradictory evidence.

Question 6

An experiment done at a horsetrack measured bettors' confidence that their horse would win. Half of the bettors were approached immediately before laying down their bets and the other half were approached immediately after. What was found?

Accepted Answer

This phenomenon is due to the psychological effect known as the "post-decisional dissonance reduction." Once bettors have made a decision (placing a bet), they tend to feel more confident in their choice to reduce cognitive dissonance. This leads to increased confidence in their horse's chances of winning after placing the bet compared to before.

Question 7

Automatic, unthinking consistency is a dangerous thing. Yet, in Influence, it was stated that many times we find it attractive. Why?

Accepted Answer

Automatic, unthinking consistency is considered attractive because it serves as a mental shortcut, allowing us to make decisions quickly without the need to analyze every piece of evidence. This is particularly useful in situations where time is limited or the decision-making process is too complex to consider every possible factor.

Question 8

The study by Aronson and Mills in which some college women were made to go through an embarrassing initiation ceremony in order to gain access to a discussion group:

Accepted Answer

The study by Aronson and Mills demonstrated the phenomenon of effort justification, where individuals who undergo a difficult or embarrassing initiation process tend to value the group or outcome more highly, as seen in choice B. This concept has broader implications for understanding group dynamics and initiation practices across various social contexts, including fraternities and primitive societies, as mentioned in choice C.

Question 9

Jonathan Freedman conducted a study in which students at an all-boys school were threatened with mild or severe punishment for playing with a "forbidden toy". Approximately 6 weeks later, were given another opportunity to play with the "forbidden toy." Which of the following is true regarding the boys' behavior?

Accepted Answer

The answer of Jonathan Freedman conducted a study in which...

Question 10

Which of the following is true regarding the foot-in-the-door technique?

Accepted Answer

The foot-in-the-door technique is a compliance tactic that assumes agreeing to a small request increases the likelihood of agreeing to a second, larger request.

Question 11

Which of the following alternatives best describes the explanation given in Influence for our strong desire to be and look consistent?

Accepted Answer

The explanation given in "Influence" for our strong desire to be and look consistent encompasses all the provided options: consistency is generally adaptive and beneficial, people inherently desire to remain consistent with themselves, and inconsistency is often viewed negatively by others.

Question 12

A research project by Pallak and his associates demonstrated the effectiveness of the low- ball compliance technique often used by car dealers. In the Pallak work, Iowa homeowners were promised newspaper publicity if they conserved energy, which led to energy savings initially. A month later they were told that they would not get the publicity after all. What happened?

Accepted Answer

The homeowners continued to save energy at the same rate, and in some cases, even increased their energy savings, despite the cancellation of the promised publicity. This demonstrates the low-ball technique's effectiveness, where initial commitment leads to sustained behavior change even after the incentive is removed.

Question 13

In Influence several factors were discussed that increased the ability of a commitment to produce changes in a person's self-image and future action. Which of the following is not such a factor? When the commitment is:

Accepted Answer

All the options listed (active, effortful, public, perceived as internally motivated) are factors that increase the ability of a commitment to produce changes in a person's self-image and future action, according to principles discussed in the field of influence and persuasion.

Question 14

Which of the following statements is true about commitments?

Accepted Answer

Commitments, once made, tend to influence future behavior in a consistent manner, as people strive to act in ways that are congruent with their prior commitments. This is a psychological principle known as commitment and consistency, where individuals prefer to align their actions with their commitments and values.

Question 15

Why do written commitments tend to be effective?

Accepted Answer

Written commitments are effective because they require active participation, are hard to deny once made, and can influence others to believe in the sincerity of the writer's beliefs.

Quiz 3: Commitment and Consistency