Deck 8: Social Influence: Should We Resist?

Question 1

What does conformity,obedience,and persuasion all have in common?

A) They all occur when people are processing through the central route.
B) They are all forms of social influence.
C) They are all lead to central route processing.
D) They all lead to increases in stereotyping.

Answer 1

They are all forms of social influence.

Question 2

The unintentional and nonconscious mimicry of the postures,mannerisms,facial expressions,and other behaviors of another person with whom you are interacting is defined in your textbook as ____________.

A) descriptive norms.
B) the chameleon effect
C) social comparison.
D) social imitation.

Answer 2

the chameleon effect

Question 3

Robert Cialdini argued that public service announcements would be most effective if they focused on:

A) explicit norms.
B) descriptive norms.
C) injunctive norms
D) persona norms.

Answer 3

injunctive norms

Question 4

___________ is a type of social influence in which an individual changes his or her behavior to stay in line with social norms:

A) pluralistic ignorance
B) conformity
C) obedience
D) compliance

Question 5

Which type of norm is most closely associated with understanding and adhering to the moral rules of a society?

A) injunctive norms
B) descriptive norms.
C) personal norms.
D) explicit norms.

Question 6

What is one proposed reason for the chameleon effect?

A) It may benefit people who are of higher socioeconomic status.
B) It may decrease stereotyping.
C) It may improve race relations.
D) Being 'in sync' with people may allow for easier interactions between people.

Question 7

According to your textbook,which of the following represents a way people determine how to act in a novel situation?

A) Looking up the information in a book
B) Looking to other people to see how to behave
C) Spending a lot of time in the new place
D) Watching television

Question 8

Marc's college friends exercise everyday because they believe it's good for their health.Marc starts to exercise as well and also comes to believe it benefits his health.When everyone goes home for the summer,Marc continues to exercise.This best describes an example of:

A) public conformity.
B) normative social influence.
C) private conformity.
D) an injunctive norm.

Question 9

_________ refers to how people typically behave in a situation while _________ refers to what people typically approve or disapprove of in a given situation.

A) social roles; descriptive norms
B) social influence; descriptive norms.
C) injunctive norms; descriptive norms
D) descriptive norms; injunctive norms

Question 10

You are doing a group project with 8 other people and it's due in one week.One group member suggests that it shouldn't be very hard to finish it up and that it can be completed the night before it needs to be handed in.You feel that this is a bad idea but nobody else seems to be reacting negatively to his suggestion.Later you find out that others also believed that his plan bad idea.This illustrates an example of:

A) biased processing.
B) the chameleon effect.
C) an injunctive norm.
D) pluralistic ignorance.

Question 11

Muzafer Sherif conducted a study where he had participants estimate how far a light 'moved' in a dark room.Initially,people provided varied estimates.However,after placing participants together in the dark room he found that after several trials there estimates began to converge.What did he find happened to participant's estimates after testing them again individually?

A) Participants' estimates began to vary widely again.
B) Participants' estimates were much lower than those initially provided.
C) Participants' estimates were much lower than the group estimate.
D) Participants' estimates continued to be consistent with the group estimate.

Question 12

Who coined the term 'chameleon effect'?

A) Tanya Chartrand
B) John Bargh
C) Patricia Devine
D) Tanya Chartrand and John Bargh

Question 13

Solomon Asch conducted a study where he had participants select which of three lines was the same length as a comparison line.Confederates who were part of the experiment were instructed to give the same wrong answer.Asch was interested in the extent to which participants conformed to the wrong the answer.Asch found that:

A) Participants provided the correct answer even though it was opposite to the confederates' answers.
B) 90% of participants provided the correct answer even though it was opposite to the confederates' answers.
C) Participants often refused to provide an answer.
D) 37% of all answers were conforming in nature.

Question 14

Julia doesn't like to drink but decides to drink with her sorority sisters anyway because she wants to fit in and be liked by her new college friends.This illustrates a form of:

A) informational social influence.
B) normative social influence.
C) private conformity.
D) pluralistic ignorance.

Question 15

A type of influence that occurs when one turns to members of one's group to obtain accurate information is defined as____________.

A) public conformity.
B) informational social influence.
C) normative social influence.
D) an injunctive norm.

Question 16

When Danny is at work he interacts with customers in a friendly way and maintains a professional relationship with other staff members.This is likely because:

A) this is Danny's social role at work.
B) this is Danny's personality in general.
C) this is Danny's work ethic in general.
D) Danny is a very motivated individual.

Question 17

___________ describe patterns of behavior that are accepted as normal,and to which an individual is expected to conform.

A) The chameleon effect
B) Social influence
C) Social norms
D) Social roles

Question 18

In Asch's experiment,participants were most likely exhibiting what type of conformity?

A) private conformity
B) nonconformity
C) public conformity
D) personal conformity

Question 19

Scientists have shown that conformity is based on mechanisms in the brain that are associated with which of the following?

A) reinforcement learning
B) associative learning
C) superficial processing
D) peripheral route processing.

Question 20

Rubbing your nose because the person you are talking to is rubbing his nose is an example of:

A) social facilitation effect.
B) a self-fulfilling prophecy.
C) the chameleon effect.
D) social imitation effect.

Question 21

The prime minister of Iceland can be considered a good example of:

A) how most women end up conforming.
B) how most people conform.
C) how the pull to conform it strong but that it can be resisted.
D) how men are just as likely to conform as women.

Question 22

A politician who wants to deliver a more persuasive speech could attempt to do which of the following?

A) get members of the audience to nod their heads in an up and down motion
B) get members of the audience to shake their heads in a back and forth motion.
C) deliver a weak message but dress attractively.
D) deliver a very short message

Question 23

Based on information presented in your textbook,you would predict that as Laurie gets older her conformity to her parents' behavior will tend to __________ while conformity to her peers' behavior will tend to__________?

A) decrease; increase
B) stay the same; increase
C) decrease; also decrease
D) stay the same; decrease

Question 24

Based on research presented in your textbook on compliance,which of the following statements is MOST true?

A) People will often comply with a request even if there is no reason provided for the request.
B) The appearance of a reason for a request is enough to elicit compliance.
C) People will comply with a request when there is a reason provided for the request.
D) All of these statements can be considered true statements about compliance.

Question 25

You go to the drugstore to pick up medicine because a friend asked you to do her the favor.This can be considered an example of:

A) informational social influence
B) private conformity
C) compliance
D) ingratiation

Question 26

In grade school children,the correlation between conformity to parents and conformity to peers is:

A) negative
B) positive
C) nonsignificant
D) highly positive

Question 27

Brinol and Petty (2003)conducted a study where they prompted participants to either nod their head in agreement or shake their head in disagreement while listening to a persuasive message.They found that:

A) when the message was weak, nodding produced more persuasion than shaking.
B) when the message was strong, nodding produced more persuasion than shaking.
C) nodding produced less persuasion both when the messages were strong and when the messages were weak.
D) there was no difference in levels of persuasion between those who were nodding and those who were shaking their head.

Question 28

Gender is more likely to affect conformity under which of the following circumstances?

A) in time sensitive situations
B) in private situations
C) in public situations
D) gender does not affect conformity

Question 29

Which of the following factors is associated with decreased conformity?

A) low individuality
B) high individuality
C) high self-monitoring
D) high self-awareness

Question 30

Suppose Danielle doesn't want to go a party but everyone else in her friend group wants to go.What would make it easier for Danielle to resist conforming in this circumstance?

A) If Danielle was in 9th grade.
B) If Danielle's entire friend group consisted of males.
C) If there were only 3 other people trying to convince her to go.
D) If just one other person expressed the desire to do something other than go to the party.

Question 31

In comparison to Megan who is from an individualistic culture,Lee who is from a collectivist culture would:

A) be less likely to engage in conformity.
B) be more likely to engage in conformity.
C) be just as likely to engage in conformity.
D) be less influenced by social norms

Question 32

According to work by Asch,you would expect to maximum conformity in the presence of :

A) 1 other person.
B) 2 other people.
C) 3 other people
D) 4 other people

Question 33

_________ describes a process in which a small number of people within a group guide a change in the group's attitude or behavior?

A) pluralistic ignorance
B) social facilitation
C) minority influence
D) marginal influence

Question 34

Which of the following statements about conformity can be considered FASLE?

A) Conformity is sometimes positive.
B) Conformity is always bad.
C) Everyone conforms to some extent.
D) There is a limit to the number of individuals that can continue to increase the level of conformity.

Question 35

Social impact theory suggests that you will be more influenced by someone who is:

A) of the same status.
B) of lower status.
C) of higher status.
D) of the same intelligence level.

Question 36

__________ suggests that social influence depends on the strength,immediacy,and number of source persons relative to the target person.

A) Social impact theory
B) Social comparison theory
C) Social contact theory
D) The contact hypothesis

Question 37

A form of social influence that involves direct requests from one person to another person is called:

A) compliance
B) private conformity
C) informational social influence
D) public conformity

Question 38

If David's opinion is in the minority and he wants to sway the majority group members' views to be consistent with his own views,he should do which of the following?

A) be consistent and firm in his views.
B) initially agree with the majority to gain their approval then try to change their minds.
C) try to bribe the members of the majority group
D) threaten other group members.

Question 39

If James,who is from the United States,has a high need to feel unique and different,we would predict that:

A) he would be more resistant to the pressure to conform.
B) he would less resistant to the pressure to conform.
C) he would be more likely to behave in line with social norms.
D) he would be more likely to engage in public conformity

Question 40

Who would be most likely to conform to the majority?

A) a male
B) a female who can provide her viewpoint in private
C) a female who must provide her viewpoint in public
D) a male can provide his viewpoint in private

Question 41

The ___________ technique is based on commitment and consistency while the ___________ technique is based on reciprocity.

A) lowball technique; that's-not-all technique
B) that's-not-all technique; door-in-the-face technique
C) that's-not-all technique; low ball technique
D) door-in-the-face technique; foot-in-the-door technique

Question 42

_________ is defined as a form of social influence in which an individual orders another person to do something?

A) Compliance
B) Conformity
C) Obedience
D) Acquiescence

Question 43

What did Cialdini call people who depend upon their ability persuade other people?

A) compliance professionals
B) obedience professionals
C) conformity specialists
D) obedience specialists

Question 44

The door-in-the-face technique and the that's-not-all technique depend on the notion of:

A) obedience.
B) similarity.
C) scarcity.
D) reciprocity.

Question 45

Joe,a politician running for governor,tries to persuade a group of farmers to vote for him by calling them the 'backbone of the American economy.'This can be considered an example of:

A) foot-in-the-door technique.
B) door-in-the-face technique.
C) ingratiation.
D) that's-not-all technique.

Question 46

What have researchers found can increase people's tendency to agree to donate money to a charity when the request is made by a stranger?

A) Having the same first name as the individual requesting the money.
B) Having the same birthday as the individual requesting the money.
C) Having the request come from someone of a different race.
D) Having either the same first name or birthday of the individual requesting the money.

Question 47

Which compliance technique involves a target accepting a 'low cost' offer,only to then be told there are additional hidden costs?

A) The door-in-the-face technique.
B) The foot-in-the-door technique.
C) The lowball technique.
D) The that's-not-all technique.

Question 48

The foot-in-the-door technique is to the commitment and consistency principle as the door-in-the-face technique is to the _____________.

A) friendship or liking principle.
B) reciprocity principle.
C) scarcity principle.
D) social validation principle.

Question 49

You support gay marriage.Because of your stance on this issue you agree to sign a petition to fight for equal rights for gay couples.Which principle of compliance does this represent?

A) friendship or liking principle
B) scarcity principle
C) commitment or consistency principle.
D) ingratiation.

Question 50

Which persuasion technique is fueled by the commitment and consistency principle?

A) door-in-the-face technique
B) foot-in-the-door technique
C) lowball technique
D) both the low ball technique and the foot-in-the-door technique

Question 51

An attempt to get people to like you so they are more willing to comply with your request is known as:

A) ingratiation
B) smooth talk
C) sweet talk
D) social validation

Question 52

A friend asks you to donate an hour of your time helping out at a local soup kitchen.After agreeing to and fulfilling this request,she then asks you if you would be willing to spend one day a month volunteering at this soup kitchen.Your friend is using what type of compliance technique to persuade you to spend more time at the soup kitchen?

A) door-in-the-face technique
B) foot-in-the-door technique
C) lowball technique
D) that's-not-all technique

Question 53

Sarah thinks she has gotten a great deal on a new television.However,after agreeing to purchase the television,the salesperson reveals that the television stand that you thought came with it will actually cost extra.In addition,you will also have to pay extra for shipping.Sarah feels compelled to buy it anyway since she already initially agreed to the purchase.What compliance technique was the salesperson using on Sarah?

A) The door-in-the-face technique.
B) The foot-in-the-door technique.
C) The lowball technique.
D) The that's-not-all technique.

Question 54

You see an advertisement for a new ipod which claims "Buy now! Limited Supply.'You decide to buy it because you want to be sure to have the latest ipod model before it sells out of stock.This example illustrates:

A) the reciprocity principle.
B) the scarcity principle.
C) commitment or consistency principle.
D) friendship or liking principle.

Question 55

The charity organization is asking for donations.You see that all of your college peers are donating money so you decide that you will donate as well.This illustrates the:

A) friendship or liking principle.
B) reciprocity principle.
C) scarcity principle.
D) social validation principle

Question 56

Stanley Milgram's work on human subjects prompted social psychologists to become more concerned with:

A) ethics.
B) procedures.
C) external validity.
D) internal validity.

Question 57

A salesperson is trying to sell you a new cell phone.She tells you the price 69.99.When she sees your hesitation,she then says she'll throw in a free phone charger and phone case.Suddenly you're much more interested in making the purchase because it now seems like a better deal.What compliance technique is being applied to convince you to purchase the phone?

A) that's-not-all technique
B) foot-in-the-door technique
C) lowball technique
D) door-in-the-face technique

Question 58

The __________ is when an initial request is followed by adding something that makes the offer more attractive.

A) door-in-the-face technique
B) foot-in-the-door technique
C) lowball technique
D) that's-not-all technique

Question 59

Which of the following is NOT mentioned as a principle of compliance?

A) liking
B) scarcity
C) reciprocity
D) liking, scarcity, and reciprocity are all mentioned as principles of compliance.

Question 60

Why would a young child be likely to agree to do something requested by his or her parents?

A) Because parents are often viewed as authority figures
B) Because children always do what their parents want no matter what
C) Because children are trying to be consistent in their attitudes and beliefs
D) Children are unlikely to do anything requested by their parents

Question 61

Rubbing your cheek because the person you're talking to is rubbing her cheek is a an example of the chameleon effect.

Question 62

Which of the following is a strategy that can be used to resist authority?

A) take away the perceived authority level from the authority figure.
B) change proximity to the authority figure
C) obey the authority figure while privately disagreeing with him or her.
D) Both taking away the perceived authority level from the authority figure and changing proximity to the authority figure can be used to resist authority.

Question 63

Based on Milgram's work showing the effect of proximity on obedience,it would be harder for John to obey an order to kill another individual under which of the following conditions?

A) When the authority figure is far away from John.
B) When John is shooting at the individual from a great distance.
C) When John has to use his bare hands to kill the individual.
D) When the authority figure is wearing a military uniform.

Question 64

Injunctive norms concern how people typically behave.

Question 65

What did Stanley Milgram find in his work which supports the notion that the perception of authority is important for promoting obedience?

A) He found that the vast majority of people were unwilling to shock the confederate.
B) He found the same rates of obedience when he conducted the study at Yale University as when he conducted the study at a lab with no affiliation to Yale.
C) He found that obedience rates were higher when the person in charge looked like a scientist compared to when he was perceived to be another 'participant'.
D) He found the same rates of obedience when the person in charge looked like a scientist as when he was perceived to be another 'participant'.

Question 66

A computer company is relying on the scarcity principle by advertising that the newest model will only be available for a limited time.

Question 67

Ingratiation techniques hinge on the liking and friendship principle.

Question 68

Describe how gender impacts conformity.In what circumstances are women more likely to conform than men?

Question 69

Research shows that gender is not a factor in conformity.

Question 70

Jerry Burger's work on obedience suggests that people in today's society are much more likely to resist authority figures than those individuals tested back in the 60s by Stanley Milgram.

Question 71

Your sibling is using the that's-not-all technique when she asks to borrow your car then follows that with the request to borrow your new sweater.

Question 72

Define the concept of social norms.How did Muzafer Sherif's study illustrate the impact of social norms on people's beliefs?

Question 73

Jerry Burger,who replicated Milgram's experiments on obedience,found that:

A) participants showed much higher levels of obedience than demonstrated in Milgram's work.
B) participants showed slightly higher levels of obedience than demonstrated in Milgram's work.
C) participants showed the exact same levels of obedience as in Milgram's work.
D) participants showed slightly lower levels of obedience than demonstrated in Milgram's work.

Question 74

Compliance is a form of social influence in which an individual orders another individual to do something.

Question 75

Increasing the distance from an authority figure would be one way an individual could resist obedience.

Question 76

An individual holding a minority opinion will be more persuasive to the extent he or she is firm and consistent in his or her beliefs.

Question 77

Informational social influence occurs when one goes along with a group because one wants to be accepted

Question 78

Brian is using the lowball technique when he first asks you for a dollar,and.
then after getting that,asks you for $20.

Question 79

Define and describe the chameleon effect.Provide an example.

Question 80

Suppose there is a fire in a building.Using the concept of pluralistic ignorance,describe how this might delay people from exiting the building in a timely fashion.