Question 1

You are asked by a close friend to outline a complete textbook to aid her studying for a final exam.You refuse to help.Later,your friend asks if you would at least outline two chapters.Feeling guilty,you now agree to help.Your behavior is predicted by the

Accepted Answer

This scenario involves the door-in-the-face effect, where an initial large request (outline a complete textbook) is met with refusal, but then a smaller request (outline two chapters) is granted due to feelings of guilt or obligation.

Question 2

You have agreed to buy a new car for an attractive low price,then the dealer mentions some extras that you must have and the various city and state taxes that must be added.The price is now becoming much less attractive.This illustrates the

Accepted Answer

The lowball technique is a tactic in which a person offers a low price to gain agreement from another person, but then raises the price by adding additional costs or requirements once the person has committed. This is what is happening in the scenario described, as the dealer is first offering an attractive low price, but then adding on extras and taxes to increase the overall price.

Question 3

Psychologist Robert Cialdini coined a term to describe the tendency for a person who has refused a major request to later be more likely to comply with a minor request.The term for this compliance approach is called the

Accepted Answer

The door-in-the-face effect involves making an initial request that is so large that it is likely to be rejected, but following up with a smaller request that is more likely to be accepted. The theory behind this is that the person will feel more inclined to comply with the smaller request after having already refused the larger one. The foot-in-the-door effect involves making a small request first and then following up with a larger request, while the lowball technique and highball technique involve presenting an initial offer at a low or high price respectively, and then changing the terms of the deal after the person has committed to it.

Question 4

A car dealer offers you a test drive and you accept.He then wants you to go in the office and fill out some papers "just to see what kind of price" he could offer.Thus,you are becoming more and more committed to purchase the car due to the

Accepted Answer

The car dealer is using the foot-in-the-door effect by first getting the individual to commit to a small action (taking a test drive) and then gradually increasing the commitment level (filling out paperwork and considering a purchase). This technique aims to increase the likelihood of the individual eventually making a purchase.

Question 5

A classmate asks you to give them a ride to school the next morning.Only after you have agreed to give them a ride do they tell you that they have to be at the school by 6:30 a.m.You have succumbed to the

Accepted Answer

The classmate has used the lowball technique to get a ride by withholding the information about the early morning requirement until after the agreement was made.

Question 6

If you initially agree to put a small sign in your window,later you are more likely to allow a larger,uglier sign in your yard.This course of events exemplifies

Accepted Answer

The foot-in-the-door effect refers to the phenomenon where agreeing to a small or initial request increases the likelihood of agreeing to a larger request later on. In this case, agreeing to the small sign in the window makes it more likely that the person will agree to a larger sign in the yard.

Question 7

Regarding compliance,which of the following statements is FALSE?

Accepted Answer

The statement about the definition of the door-in-the-face effect is incorrect. It was actually coined by Cialdini, not Milgram.

Question 8

Which of the following compliance approaches is based on observing your own behavior and seeing yourself agree to a small request,which helps convince you that you did not mind doing what was asked,so you give in to a larger request?

Accepted Answer

The foot-in-the-door effect is based on the idea that agreeing to a small request makes it more likely that a person will agree to a larger request later on. This is because the person sees themselves as someone who agrees to requests, and therefore is more likely to comply with a larger request as well. The lowball technique involves getting someone to agree to something and then changing the terms of the agreement later, while the set-and-hook technique involves luring someone in with an initial offer and then revealing hidden costs or requirements later. The door-in-the-face effect involves making a large request first, which is likely to be refused, and then following up with a smaller request.

Question 9

You agree to take out a credit card from your local bank based on what appear to be very reasonable terms,but later you receive additional information in the mail regarding less reasonable terms and interest rates being applied in six months.You have succumbed to the compliance strategy known as the

Accepted Answer

The situation described is an example of the lowball technique, which involves getting someone to agree to a commitment or purchase by presenting attractive terms or offers at first, and then revealing less attractive terms later on. In this case, the victim agrees to the credit card based on what they believe to be reasonable terms, only to later receive information regarding less favorable terms.

Question 10

Sarah thought she was getting a great deal on her first home.She later learned that the realtor did not divulge the added expenses.She felt compelled to close the deal even though she would be paying too much in the deal.Sarah succumbed to the

Accepted Answer

The lowball technique involves initially offering a favorable deal to get someone to agree to a commitment and then making the terms less favorable. Sarah thought she was getting a great deal but later found out about additional expenses, which is characteristic of the lowball technique.

Question 11

According to your textbook,one of the main benefits of knowing the strategies for gaining compliance is that one

Accepted Answer

Knowing the strategies for gaining compliance can help individuals protect themselves from being manipulated by others who use those tactics. It can also help individuals recognize when they are being influenced or persuaded, allowing them to make more informed decisions. The other options (A, C, and D) are not the main benefits of knowing these strategies and may even be seen as negative outcomes.

Question 12

A friend asks you to bring dip to a party,and you agree.Then,your friend adds that you need to make at least two quarts of it and bring at least three bowls to serve it in and three bags of chips.This party planner has used which compliance strategy on you?

Accepted Answer

The answer of A friend asks you to bring dip...

Question 13

If you make a small contribution to a political party,you are more likely to give a larger donation when asked later.This is an example of the

Accepted Answer

The foot-in-the-door effect refers to the tendency for people who have first agreed to a small request to more readily comply with a larger request later on. In this scenario, making a small contribution to a political party is the first small request, and later being asked for a larger donation is the larger request that people are more likely to comply with due to the foot-in-the-door effect.

Question 14

A neighbor comes to your door and asks you to feed his dogs,water his plants,and mow his yard while he is out of town for a month.Feeling only slightly guilty,you turn down this large request.Then,the same neighbor returns the next day and asks if you would at least pick up his mail while he is gone.Chances are very good that you will honor this smaller request because of which compliance approach?

Accepted Answer

The scenario described is an example of the "door-in-the-face" effect, where a large, likely-to-be-refused request is followed by a smaller, more reasonable request. This makes the second request seem more manageable in comparison, increasing the likelihood of compliance.

Question 15

Marian watches Jan's two kids one afternoon while Jan gets a haircut.The next weekend,Marian asks Jan if she will keep her three kids the whole weekend while she and her husband go to her class reunion.According to research on compliance,which statement is most accurate?

Accepted Answer

This scenario demonstrates the norm of reciprocity, where individuals feel obligated to repay someone who has done something nice for them in the past. Marian watched Jan's kids, so Jan may feel more inclined to agree to watch Marian's kids in return. This is supported by research on compliance.

Question 16

Which of the following compliance approaches works because when we deny a large request,it appears that the person who made the request has given up something,so we feel that we must repay that person by giving in to the smaller request?

Accepted Answer

The door-in-the-face effect is a compliance technique where a large request is made that is most likely to be denied, followed by a smaller request that is more likely to be accepted. This works because of the perceived reciprocal concession - the person who made the large request is perceived as having given something up, so the person being asked feels obligated to repay them by agreeing to the smaller request.

Question 17

Tony asks his friend Clay how he was able to get his mom to give him $10 for the movies.Clay replies that you first ask for a loan of $25.When she refuses,you then ask if she could at least loan you $10.Clay has learned that which approach works his mom?

Accepted Answer

The answer of Tony asks his friend Clay how he...

Question 18

You ask your friend to review a couple of pages of your term paper,and she agrees.Later,you ask her to read the whole 15-page paper.She will most likely comply because of the

Accepted Answer

The foot-in-the-door effect is a persuasion technique in which a small request is made first, followed by a larger request. The person is more likely to comply with the larger request after agreeing to the smaller one. In this scenario, the friend has already agreed to review a couple of pages, which serves as the smaller request. When asked to review the entire 15-page paper, she is more likely to comply due to the foot-in-the-door effect.

Question 19

Which of the following consists of getting a person committed to fulfilling a request and then making the terms of request less desirable?

Accepted Answer

The lowball technique involves gaining compliance by initially offering a desirable or attractive deal, and then changing the terms to make the deal less desirable. This can create a psychological sense of commitment, making it more likely for the person to agree to the less desirable terms.

Question 20

Your church does not have a Sunday School teacher for the preschool class.They ask you to teach it for the whole upcoming year.You explain why this will not be possible.So,they ask if you will teach it for a month,while they look for someone else.Your agreement is testament to the

Accepted Answer

The answer of Your church does not have a Sunday...

Quiz 16: B: Social Thinking and Social Influence