Question 1

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

Accepted Answer

The "That's-not-all technique" is correctly described as a situation where a salesperson first offers a deal at an inflated price and then immediately adds an incentive, discount, or bonus to make the deal seem more attractive, thereby increasing the likelihood of clinching the deal.

Question 2

Milgram's participants were told that the study concerned:

Accepted Answer

Milgram's participants were initially told that the study was about the effects of punishment on learning, not about obedience. This was part of the deception used to study obedience to authority.

Question 3

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-long subscription.This exemplifies the _____ compliance technique.

Accepted Answer

This scenario fits the foot-in-the-door compliance technique, where a small request (trial subscription) is followed by a larger request (buying a full year-long subscription).

Question 4

Discrimination refers to:

Accepted Answer

Discrimination is behavior directed toward individuals on the basis of their membership in a particular group. Option A refers to prejudice, option B refers to stereotypes, and option D refers to judging individuals based on their personal qualities rather than their group membership.

Question 5

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

Accepted Answer

Juanita's situation reflects a self-fulfilling prophecy, where the belief that girls cannot excel in math leads Juanita to perform poorly in math, ultimately resulting in her enrollment in consumer math courses. The expectation that girls cannot do well in math becomes a reality for Juanita due to this cycle of beliefs and actions.

Question 6

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

Accepted Answer

The answer of Which of the following sales techniques is...

Question 7

Which alternative correctly names the psychologist often associated with a given social influence concept?

Accepted Answer

Obedience is often associated with Stanley Milgram, who conducted famous experiments on obedience to authority figures.

Question 8

A(n)_____ is an expectation about the occurrence of a future event or behavior that acts to increase the likelihood the event or behavior will occur.

Accepted Answer

A self-fulfilling prophecy is a belief or expectation that influences a person's behavior in such a way that it brings about the expected outcome. Essentially, the person behaves in a way that confirms the belief or expectation, thus making it come true. In the context of social psychology, a common example is the Pygmalion effect, where expectations or beliefs about someone's performance can influence their actual performance.

Question 9

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.

Accepted Answer

The social identity theory suggests that people tend to view the world from their own perspective and judge others in terms of their group membership, which can lead to ethnocentrism. Resource competition theory suggests that intergroup conflict arises due to competition for limited resources. Observational learning theory suggests that people learn by observing others' behaviors. Social neuroscience examines the neural processes that underlie social behavior.

Question 10

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

Accepted Answer

Dr.Greene is studying workplace behavior and is concerned with increasing safety, which is a typical focus of industrial-organizational psychologists.

Question 11

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

Accepted Answer

Neil was selected based solely on his racial origin, which is an example of discrimination, the unjust or prejudicial treatment of individuals based on certain characteristics such as race.

Question 12

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

Accepted Answer

The foot-in-the-door technique works by getting a person to agree to a small request, and then gradually increasing the size of the requests. Once a person has agreed to a small request, they become more invested in the situation and are more likely to comply with larger requests. This works because involvement with the small request leads to an interest in the issue, making the person more willing to comply in the future. The effectiveness of the norm of reciprocity may also play a role, but it is not the main reason why the foot-in-the-door technique works. Incentives or bonuses are not always offered, and the first large request is not always refused.

Question 13

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

Accepted Answer

Prejudice refers to a negative (or positive) evaluation of a particular group and its members. Discrimination, on the other hand, refers to negative behavior or actions towards a particular group or its members. Diffusion of responsibility refers to the phenomenon where individuals feel less responsibility for their actions when others are also present. Reciprocity-of-liking effect refers to the tendency for individuals to like others who like them as well.

Question 14

A man asks you for $10 as you walk down the street.You refuse.He then asks for $2.You give it to him.The man has used the _____ compliance technique.

Accepted Answer

The "door-in-the-face" technique involves making a large request that is expected to be refused, followed by a smaller request that seems much more reasonable by comparison, leading to compliance.

Question 15

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

Accepted Answer

The door-in-the-face technique involves making a large request that is likely to be refused, followed by a smaller request that is more likely to be accepted. This works because the smaller request seems reasonable in comparison to the initial large request.

Question 16

The classic "shock" study of obedience is associated with:

Accepted Answer

The classic "shock" study of obedience is most famously associated with Stanley Milgram, who conducted experiments in which participants were instructed by an authority figure to administer increasingly powerful electric shocks to a confederate in another room, even when the confederate expressed distress and pleas to stop. The study demonstrated the power of situational influence on behavior and raised ethical questions about the treatment of human subjects.

Question 17

In the _____ technique,one asks a person to agree to a small request which,because it is small,the likelihood that he or she will comply is fairly high.

Accepted Answer

The technique described is known as the "foot-in-the-door" technique, where a small request is made in order to increase the likelihood of compliance with a larger request later on.

Question 18

As an adolescent,Travis realizes that he is gay.Immediately on coming out,he withdraws from his heterosexual friends and promotes positions more radical than those he formerly endorsed.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' example illustrate most clearly?

Accepted Answer

Travis' example illustrates social identity prejudice because he is distancing himself from his former heterosexual friends and promoting more radical positions to align himself with the gay community. He also believes that some behaviors associated with heterosexuality, like marriage, are not applicable or desirable for gay people. These actions reflect an emphasis on his social identity as a part of the gay community and a rejection of his former identity as a heterosexual.

Question 19

Approximately _____ of the participants in Milgram's experiment were willing to deliver the maximum shock level to the participant.

Accepted Answer

Milgram's experiment found that approximately 65% of participants were willing to deliver the maximum shock level to the participant. This high level of obedience to authority has been a cause for concern and has sparked further studies on obedience and ethical considerations in research.

Question 20

On late-night TV,you see an infomercial claiming that the price of the product has been slashed for a special offer and now includes a bonus sample size of something that is in adjunct to the product.This illustrates the _____ compliance technique.

Accepted Answer

The "that's-not-all" compliance technique is when a person is offered a deal that is then improved upon by adding more incentives or bonuses, like in the infomercial example given. The price reduction and bonus sample are both incentives to get people to comply with the offer.

Quiz 17: Social Psychology