Deck 7: Social Influence: Being Influenced Byand Influencingothers

Question 1

One of the major reasons many political candidates use lots of television commercials during political campaigns is to cash in on the effectiveness of ______.

A) two-sided arguments
B) emotional appeal
C) repeated exposure
D) lowballing

Answer 1

repeated exposure

Question 2

Advertisements that associate a product with appealing images are using the ______ route to get customers to buy the product.

A) central
B) primary
C) peripheral
D) tertiary

Answer 2

peripheral

Question 3

Each of the following is described by your text as a factor in getting your message across EXCEPT ______ variables.

A) message
B) recipient
C) intrinsic
D) source

Answer 3

intrinsic

Question 4

The elaboration likelihood model focuses on ______ routes for persuading others to change their attitudes and behaviors.

A) two
B) four
C) six
D) eight

Question 5

The route for changing someone's opinion that involves weighing the arguments and the evidence is the ______ route.

A) central
B) primary
C) peripheral
D) tertiary

Question 6

In regard to repeated exposure, research indicates that familiarity breeds ______.

A) contempt
B) boredom
C) increased antipathy
D) enhanced appeal

Question 7

The view that persuasion occurs through central routes and peripheral routes is the ______ model.

A) multiple intelligences
B) elaboration likelihood
C) role diffusion
D) adaptive nonresponding

Question 8

According to the elaboration likelihood model, if viewers of a political debate are well-informed and interested in the issues, they are most likely to be ______.

A) persuaded by neither the central nor the peripheral route
B) persuaded primarily by the central route
C) persuaded by the peripheral route
D) equally persuaded by both the central and peripheral routes

Question 9

Two-sided arguments are most effective when ______.

A) the communicator is considered unattractive
B) the audience is already sure of its position on the issue being presented
C) the audience is uninterested in the position being presented
D) advertisers admit the product's weak points, but then point out its strengths

Question 10

A famed politician decides that the only way to convince voters to support her controversial political views is to carefully explain to them the facts lending support to those views. Her approach utilizes the ______ route.

A) primary
B) peripheral
C) central
D) tertiary

Question 11

According to the elaboration likelihood model, if viewers of a political debate are disinterested or have the lack of skills needed to weigh the merits of each candidate's views, they are most likely to be ______.

A) persuaded by neither the central nor the peripheral route
B) persuaded primarily by the central route
C) persuaded by the peripheral route
D) equally persuaded by both the central and peripheral routes

Question 12

A famed politician decides that the only way to convince voters to support her controversial political views is to exploit their fears of each other and their distrust of the government. Her approach utilizes the ______ route.

A) primary
B) peripheral
C) central
D) tertiary

Question 13

According to the text, the message, the communicator, the context of a message, and the audience are all examples of ______.

A) the four key elements in a lynch mob
B) central and peripheral routes in persuasion
C) elements of baiting a crowd
D) primary and tertiary routes in persuasion

Question 14

According to the elaboration likelihood model, the central route of cognitive processing is preferred when motivational state is ______ and skills or knowledge needed to evaluate the message is ______.

A) low, low
B) low, high
C) high, low
D) high, high

Question 15

According to the elaboration likelihood model, the peripheral route of processing is preferred when motivational state is ______ and skills or knowledge needed to evaluate the message is ______.

A) low, low
B) low, high
C) high, low
D) high, high

Question 16

Peripheral routes and central routes are important to ______.

A) persuading others to change their attitudes
B) developing assertive behavior patterns
C) effectively coping with cognitive dissonance
D) resisting attempts to force you to conform to group norms

Question 17

Advertisements that focus on the quality of a product are using the ______ route to get customers to buy the product.

A) central
B) primary
C) peripheral
D) tertiary

Question 18

______ is the area of psychology that studies the ways in which people influence the thoughts, feelings, and behavior of other people.

A) Social pressure
B) Organizational psychology
C) Cultural diversity
D) Social influence

Question 19

Which of the following is NOT a peripheral factor in persuasion?

A) the nature of the message
B) the person delivering the message
C) the context in which the massage is delivered
D) the audience

Question 20

Techniques such as emotional appeal, trustworthiness and likeability of the communicator, and the context in which the message is given are called ______ routes to changing someone's opinion.

A) central
B) primary
C) peripheral
D) tertiary

Question 21

The social anxiety that makes it difficult for some people to say no to the requests of others seems to be linked to ______.

A) what they are thinking at the time the request is made
B) their level of emotional arousal at the time the request is made
C) their socioeconomic status
D) unresolved early childhood conflicts

Question 22

A salesperson promises you the item you want at a low price and you make a commitment to buy it. Then, the salesperson comes back and tells you that the item you committed to buy is no longer in stock, but that you can have a more expensive item at a "special" price that is still much more expensive than you had originally committed to spend. You have just been victimized by the ______ technique.

A) lowballing
B) bait and switch
C) foot-in-the-door
D) door-in-the-face

Question 23

Prior warning that a persuasive appeal is coming tends to ______.

A) lower people's resistance to it
B) have no impact on people's resistance to it
C) have unpredictable effects on people's resistance to it
D) stiffen people's resistance to it

Question 24

Research indicates that each of the following can help a communicator's persuasiveness EXCEPT ______.

A) a fearsome image
B) high status or prestige
C) credibility
D) attractiveness

Question 25

Which of the following people are MOST likely to resist social pressure?

A) people with high self-esteem and low social anxiety
B) people with high self-esteem and high social anxiety
C) people with low self-esteem and high social anxiety
D) people with low self-esteem and low social anxiety

Question 26

A person calls you on the phone and asks you to take a "few minutes" to complete a survey. Once you agree to this, the salesperson then asks if you would also agree to listen to a sales pitch for his/her product. When you agree to this, the salesperson then aggressively tries to sell you the product AND all the expensive attachments that go with it. This approach is a classic example of the ______ technique.

A) lowballing
B) door-in-the-face
C) foot-in-the-door
D) bandwagon

Question 27

Studies on mood and persuasion indicate that ______.

A) people's moods are not related to their susceptibility to a persuasive message
B) people are more likely to be affected by a persuasive message when they are physically aroused
C) people are more likely to be affected by a persuasive message when they are in a bad mood
D) people are more likely to be affected by a persuasive message when they are in a good mood

Question 28

Each of the following is true of atrocities EXCEPT ______.

A) they reflect the inherently selfish and evil nature of capitalistic societies
B) victims are often portrayed as being criminals
C) victims are often depicted by propaganda as being subhuman
D) they are often made possible by the compliance of people more concerned about the approval of their supervisors than their own morality

Question 29

Surprising people with a persuasive message (as opposed to warning them ahead of time) tends to ______.

A) lower their resistance to it
B) have no impact on their resistance to it
C) have unpredictable effects on their resistance to it
D) stiffen their resistance to it

Question 30

By exposing their followers to the arguments of the opposition, then refuting them, one-by-one, theologians and politicians ______.

A) unintentionally encourage their followers to believe the opposition
B) have little effect on their followers' beliefs, either way
C) give their followers a sort of psychological immunity to the arguments of the opposition
D) often discourage their followers, causing them to disregard both sides of the argument

Question 31

We are ______ influenced by the groups with which we interact.

A) private creatures, and we are not
B) private creatures, but we are
C) social creatures, but we are not
D) social creatures, and we are

Question 32

The makers of Ivory soap often use real people who look so freshly scrubbed that you may think you can smell the soap through the television set. This is an example of using ______ to sell a product.

A) trustworthiness
B) the bandwagon technique
C) attractiveness
D) snob appeal

Question 33

A sales tactic involving initially offering shoddy merchandise at an extremely low price to get customers in the store, and then hard-selling higher-quality merchandise at a much higher price, is the ______ technique.

A) lowballing
B) bait and switch
C) foot-in-the-door
D) door-in-the-face

Question 34

Research indicates that convincing communicators show each of the following EXCEPT ______.

A) expertise
B) trustworthiness
C) attractiveness
D) novel differences in attitude from the audience

Question 35

A type of persuasive communication that influences behavior on the basis of feelings that are aroused instead of rational analysis of the issues is known as ______.

A) snob appeal
B) the foot-in-the-door technique
C) lowballing
D) emotional appeal

Question 36

The technique by which if you ask someone a small request and they agree, they are more likely to later agree to a larger, more intrusive request, is called the ______ technique.

A) lowballing
B) door-in-the-face
C) foot-in-the-door
D) bandwagon

Question 37

Research on using sex to sell products indicates that ______.

A) sex tends to decrease sales
B) sex has no effect on product sales
C) sex does sell, but only in some contexts
D) sex increases sales in every context

Question 38

When exposed to ads warning about the negative effects of sun tanning, students ______.

A) ignored both ads that warned of cancer risks and ads that warned of risks to students' appearance
B) were more affected by ads that warned of cancer risks than ads that warned of risks to students' appearance
C) were more affected by ads that warned of risks to students' appearance than by ads that warned of cancer risks
D) were strongly and equally affected by ads that warned of cancer risks and of risks to students' appearance

Question 39

A method of persuasion in which extremely attractive terms are offered to induce a person to make a commitment, and then once the commitment is made the terms are revised, is the ______ technique.

A) lowballing
B) door-in-the-face
C) foot-in-the-door
D) bait-and-switch

Question 40

John goes to the store to buy a DVD player advertised at an unbelievably low price. When he gets there he finds that the only one in stock is the floor model, which has several chips and nicks on it, and does not have many of the features the ad led him to believe it had. The salesperson then shows John several models that have the features he wants, but at a substantially higher price. This is an example of the ______ technique.

A) lowballing
B) bait and switch
C) foot-in-the-door
D) door-in-the-face

Question 41

If you volunteered for Milgram's study, you would have been appointed "by chance" as ______.

A) a learner
B) an observer
C) a referee
D) a teacher

Question 42

"Teachers" in the Milgram study were told that they could give electric shocks to "learners" of up to ______ volts.

A) 150
B) 250
C) 350
D) 450

Question 43

When Milgram replicated his study in a dingy storefront in a nearby town, as opposed to the Yale laboratory where he conducted the original study, the number of subjects who complied with the experimenter's demands ______.

A) dropped significantly
B) remained about the same
C) increased slightly
D) increased significantly

Question 44

Which of the following best describes the reactions of many of the "teachers" while delivering shocks in Milgram's studies?

A) they appeared to be unfeeling
B) they groaned, sweated, and dug their fingernails into their flesh
C) they looked slightly concerned, but not uncomfortable
D) they smiled, became more intense, and appeared to enjoy what they were doing

Question 45

Compared to the compliance rates found in Milgram's original research, a recent study involving partial replication of the Milgram study found ______.

A) much lower rates of compliance
B) similar rates of compliance
C) higher rates of compliance for people from individualist societies, but much lower rates of compliance for people from collectivist societies
D) much higher rates of compliance

Question 46

Participants in the Milgram study were told that they were participating in a study on ______.

A) obedience training
B) the effects of electric shock on conformity
C) the effects of punishment on learning
D) the use of deception in psychology

Question 47

Which of the following is NOT a reason why "teachers" obeyed orders from the experimenter to punish "learners" in Milgram's studies?

A) buffers
B) the foot-in-the-door technique
C) lack of proper socialization
D) inaccessibility of values

Question 48

In Milgram's studies, "teachers" were given a sample ______ volt shock to let them know what it felt like.

A) 45
B) 120
C) 225
D) 450

Question 49

Milgram's research alerted us to the real and present danger of the tendency of people to ______.

A) inflict overly severe punishment out of pure anger and frustration
B) obey authority figures, even when it involves immoral actions
C) lose control of innate aggressive tendencies, once those tendencies are released
D) use deception to get away with activities in which they shouldn't be engaged

Question 50

Which of the following would NOT increase the likelihood that a person would obey an illegal, immoral, or unethical order?

A) the foot-in-the-door technique
B) inaccessibility of values
C) removal of buffers
D) perception of legitimate authority

Question 51

Of the 40 men in Milgram's study, how many complied with the scientist throughout the study, believing they were delivering the maximum voltage shocks?

A) 2 (5 percent)
B) 10 (25 percent)
C) 18 (45 percent)
D) 26 (65 percent)

Question 52

Which of the following is NOT a reason why "teachers" obeyed orders from the experimenter to punish "learners" in Milgram's studies?

A) perception of legitimate authority
B) propaganda
C) lack of proper socialization
D) lack of social comparison

Question 53

In Milgram's studies, ______ to give severe electric shocks to the "learners."

A) women refused
B) women were less likely than men
C) women were about as likely as men
D) women were more likely than men

Question 54

The person who is known for his studies on whether people would resist authority figures who made immoral requests was ______.

A) Asch
B) Zimbardo
C) Rokeach
D) Milgram

Question 55

The only real participants in Milgram's studies were the ______.

A) learners
B) observers
C) referees
D) teachers

Question 56

In Milgram's study, the "learner" was supposed to learn ______.

A) nonsense syllables
B) word pairs
C) number sequences
D) geographic locations

Question 57

In Milgram's studies, how did the "teacher" punish the "learner's" errors?

A) verbal criticism
B) electric shock
C) a painfully loud buzzer
D) the learner had to drink a foul-tasting liquid

Question 58

In Milgram's study, with each mistake the "learner" made, the "teacher" was to ______.

A) decrease the voltage of the electric shock
B) give electric shocks of the same voltage and duration
C) increase the voltage of the electric shock
D) increase the duration of the electric shock

Question 59

Milgram found that of the different groups he studied, ______.

A) males from the general community gave the highest levels of electric shocks
B) Yale undergraduates gave the highest levels of electric shocks
C) women gave the highest levels of electric shocks
D) all three groups gave relatively equal levels of electric shocks

Question 60

Stanley Milgram conducted his studies on ______.

A) cognitive dissonance
B) selective perception
C) obedience
D) persuasion factors

Question 61

Research on conformity and group pressures has found that if one person in a group agrees with you in opposing group judgments, ______.

A) it significantly decreases your tendency to conform
B) it has no significant effect on your tendency to conform
C) it only decreases your tendency to conform if the person who agrees with you is a male
D) it actually increases your tendency to conform

Question 62

Subjects in the Asch study were asked to ______.

A) learn word pairs
B) give "learners" electric shocks
C) act as guards in a mock prison
D) match similar length straight lines

Question 63

Research on conformity and group pressures has found that it takes ______ who agree(s) with the subject to significantly increase the chances that subjects would "stick to their guns" and oppose group judgments.

A) just one other person
B) at least two other people
C) at least three other people
D) at least four other people

Question 64

In the Asch study, ______ percent of subjects agreed with the majority's wrong answer at least once.

A) 25
B) 50
C) 75
D) 100

Question 65

When we change our behavior in order to adhere to social norms (without a direct order to change) we are said to ______.

A) obey
B) conform
C) deindividuate
D) undergo role diffusion

Question 66

A person is LEAST likely to conform if he or she is from ______ culture and is ______ with the task.

A) an individualistic, unfamiliar
B) a collectivist, unfamiliar
C) an individualistic, familiar
D) a collectivist, familiar

Question 67

A person is MOST likely to conform if he or she is from ______ culture and is ______ with the task.

A) an individualistic, unfamiliar
B) a collectivist, unfamiliar
C) an individualistic, familiar
D) a collectivist, familiar

Question 68

In Milgram's research, when subjects had full view of their victims, which they did not have in his original study, the number of subjects who complied with the experimenter's demands ______.

A) dropped significantly
B) remained about the same
C) increased slightly
D) increased significantly

Question 69

You enter an empty elevator. The next three people who enter the elevator all turn and face backward. You decide that since they are facing backward, they must know something you don't, so you turn around and face backward too. This is an example of ______.

A) obedience
B) altruism
C) the phi phenomenon
D) conformity

Question 70

In a classic Candid Camera episode, a person is riding an elevator. The next three people who board the elevator (who are all in league with the producers of the show) face the rear. By the time the third confederate boarded the elevator, the subject ______.

A) had also turned to face the rear
B) left the elevator early
C) ignored them all
D) continued to face forward, but kept looking over his should while giving them weird looks

Question 71

A person is LEAST likely to conform to social norms if she or he has ______ social shyness and ______ self-esteem.

A) low, low
B) low, high
C) high, low
D) high, high

Question 72

Being fashionably late to a party or social gathering is an example of conforming to a ______.

A) response cue
B) fear hierarchy
C) social norm
D) passive-aggressive behavior

Question 73

The tendency to conform to social norms is ______ good.

A) never
B) rarely
C) often
D) always

Question 74

Laws are derived from explicit ______.

A) response sets
B) instinctive trends
C) interactive patterns
D) social norms

Question 75

Subjects in the Asch study were told they were participating in a study on ______.

A) learning and memory
B) visual discrimination
C) obedience to authority
D) group psychology

Question 76

The researcher known for his studies on conformity to group pressure was ______.

A) Asch
B) Zimbardo
C) Milgram
D) Sharif

Question 77

Ron decides to wear low-hanging, loose, baggy pants, because all of his friends are wearing them. No one told him he has to; he chooses to do it simply because he wants to "fit in," and look like his friends. His behavior is an example of ______.

A) obedience
B) conformity
C) deindividuation
D) role diffusion

Question 78

Explicit and implicit rules that reflect social expectations and influence the way people behave in social situations are called ______.

A) social norms
B) social mores
C) social values
D) laws

Question 79

A person is MOST likely to conform to social norms if she or he has ______ social shyness and ______ self-esteem.

A) low, low
B) low, high
C) high, low
D) high, high

Question 80

Research on situational factors and conformity indicates that the probability of conformity, even to incorrect group judgments, grows most rapidly as a group increases to ______ members.

A) three
B) five
C) seven
D) nine