Deck 12: Social Psychology

Question 1

What do we call judgments about people, situations, objects, or thoughts?

A) cognitions
B) stereotypes
C) attitudes
D) attributions

Answer 1

C

Question 2

What term do psychologists use to describe our liking of other people?

A) love
B) appeal
C) interpersonal attraction
D) cognitive dissonance

Answer 2

C

Question 3

Some have suggested that the results of Milgram's obedience study may have been due to the ________ effect.

A) reciprocity
B) indebtedness
C) foot-in-the-door
D) returning-a-favor

Answer 3

C

Question 4

The realistic conflict theory focuses on conflict ________.

A) within an in-group
B) between two groups
C) within an out-group
D) between two members of an in-group

Question 5

Many people hang up on telemarketers, but others will listen politely to their pitches even if they are not interested in the product. Telemarketers know that anyone who agrees to listen to a pitch is more likely to buy the product, thanks to the ________ phenomenon.

A) risky shift
B) polarization
C) foot-in-the-door
D) door-in-the-face

Question 6

What term do psychologists use for the phenomenon that occurs when people are less likely to aid a person in trouble if there are other people around who are also potential helpers?

A) bystander effect
B) sole-witness effect
C) subtle aggressive effect
D) antisocial behavior effect

Question 7

Attributions are ________.

A) explanations that account for one's own behaviors and/or the behaviors of others.
B) innate personality traits
C) genetic predispositions to behave a certain way
D) physical qualities people have such as attractiveness

Question 8

The hormone associated with aggression seems to be ________.

A) testosterone
B) estrogen
C) MDH
D) peptone
Chapter 12 - Quick Quiz 2

Question 9

According to the research of Latané and Darley, which of the following situations would be the most likely in which someone would offer to help?

A) person on the side of the road with a flat tire during rush hour
B) person asking for help in a crowded stadium parking lot
C) person falling down coming out of an elevator with only one other person in it
D) a student falling off a ladder outside a full classroom Chapter 12 - Quick Quiz 1

Question 10

Social psychology differs from psychology in its focus on ________.

A) people's susceptibility to clever advertising
B) our social world influences
C) abnormal behavior
D) conformity

Question 11

All of the following are Sternberg's components of love EXCEPT ________.

A) passion
B) intimacy
C) loyalty
D) commitment

Question 12

All of the following terms are used in social identity theory EXCEPT ________.

A) in-group
B) control group
C) identification
D) social comparison

Question 13

Which of the following is NOT an example of "groupthink"?

A) the Challenger disaster
B) the Titanic
C) the Boston Red Sox
D) Deepwater Horizon oil explosion

Question 14

Alex is standing in line at Wal-Mart waiting to pay for his purchases. A man cuts in front of the line and drops his items on the counter. Alex says to his friend, "That man is incredibly rude." A social psychologist who is within earshot jots down a note so she can use the example in class. What does she write concerning Alex?

A) He made a situational attribution.
B) He made a dispositional attribution.
C) His remark is based on a stereotype.
D) His remark is considered a collectivistic remark.

Question 15

Which of the following would result in cognitive dissonance?

A) Wearing glasses is dignified; a respected political leader wears glasses.
B) Dresses are feminine; Katy Perry wears dresses.
C) Pink shirts are considered feminine; Dwayne "The Rock" Johnson wears pink shirts.
D) Orange juice is healthy; I love orange juice.

Question 16

Which term refers to a set of characteristics believed to be shared by all members of a particular group?

A) stereotype
B) expectation
C) classification
D) categorization

Question 17

It is 1951, and you are required to participate in a perception experiment. You join seven others seated in a room. You are shown a 12-inch test line and must choose the line that matches it in length from a choice of three lines. The experimenter, Solomon Asch, is studying ________.

A) bystander apathy
B) social loafing
C) groupthink
D) conformity

Question 18

Your best friend has been acting rather cool toward you lately. As you try to figure out why, you are engaging in the process called ________.

A) attribution
B) causal analysis
C) ascribing values
D) nonverbal communication

Question 19

The classic Robber's Cave study showed that prejudice can be reduced by ________.

A) mere exposure
B) relearning social norms
C) cooperating to meet a mutually beneficial goal
D) rethinking one's stereotypes

Question 20

What process describes the use of social influence to cause other people to change their attitudes and behavior?

A) enticement
B) persuasion
C) conversion
D) affectance

Question 21

When members of a group give priority to the cohesiveness of the group over the facts of a situation, they are engaging in what social psychologists call ________.

A) groupthink Correct. When members of a group give priority to the cohesiveness of the group over the facts of a situation, they are engaging in groupthink.
B) mass thought Incorrect. Mass thought sounds plausible, but is not the term social psychologists use.
C) consumerism
D) solidarity think TOPIC: Social Influence

Question 22

"Look! Up in the sky! It's a bird. It's a plane. It's Superman!" If you looked up, would you be conforming?

A) Yes. You would be looking up because you were told to do so. Incorrect. Looking up because you are being told to look up is more like compliance. You have to look up because everyone else is if it is to be considered conformity.
B) No. Conformity requires that you base your behavior on what other people are doing, not being told to do so. Correct. Conformity requires that you base your behavior on what other people are doing, not being told what to do.
C) Yes. Conformity means doing what you are told or else.
D) No. Looking up only means you are curious. TOPIC: Social Influence

Question 23

Which aspect of culture tends to decrease rates of conformity?

A) sex-role stereotypes
B) low socioeconomic status Incorrect. Low socioeconomic status actually increases conformity.
C) lower levels of collectivism Correct. People in individualistic cultures are less likely to conform than are people in collectivist cultures.
D) high levels of societal dependence TOPIC: Social Influence

Question 24

In Solomon Asch's study, which factor increased the rate of conformity?

A) The task difficulty was increased.
B) The confederates were all adults. Incorrect. The factor that increased the rate of conformity was the addition of confederates.
C) The number of confederates increased. Correct. The more confederates, the greater was the rate of conformity.
D) The participants were given two chances at responding. TOPIC: Social Influence

Question 25

Social psychology is the scientific study of how a person's behavior, thoughts, and feelings are influenced by ________.

A) cognition
B) mental processes
C) social groups Correct. Social psychology is the scientific study of how a person's behavior, thoughts, and feelings are influenced by a group.
D) psychology Incorrect. Psychology is the scientific study of behavior and mental processes; social psychology is a separate field that focuses on an individual within the social world.
TOPIC: Social Influence

Question 26

It is 1951, and you are required to participate in a perception experiment. You join seven others seated in a room. You are shown a 10-inch test line and must choose the line that matches it in length from a choice of three lines. The experimenter, Solomon Asch, is studying ________.

A) bystander apathy
B) social loafing
C) groupthink Incorrect. Asch studied conformity, not groupthink, by using the 10-inch line.
D) conformity Correct. Asch studied conformity by using a 10-inch line.
TOPIC: Social Influence

Question 27

Asch found that the likelihood of conformity increased with group size until ________ confederates were present.

A) three
B) four Correct. Asch found that the likelihood of conformity increased with group size until four confederates were present.
C) five Incorrect. Asch found that the likelihood of conformity increased with group size until four confederates were present.
D) six TOPIC: Social Influence

Question 28

Vince has always believed children deserve the best prenatal care available. During a class discussion, he hears the first of several speakers express very negative attitudes toward spending tax money on prenatal care for the poor. When it is his turn to speak, he voices an opinion more in keeping with the previous speakers. Vince's behavior is an example of ________.

A) compliance Incorrect. Compliance would be the case if someone had asked him to voice an opinion in keeping with the previous speakers. In this case, Vince did it on his own as a result of internal pressure to conform.
B) persuasion
C) conformity Correct. Conformity involves going along with the group despite one's real opinion.
D) obedience TOPIC: Social Influence

Question 29

Social psychology differs from psychology in its focus on ________.

A) people's susceptibility to clever advertising
B) the influences of the social world in which we exist Correct. Social psychology differs from psychology in its focus on the way we are influenced by others around us and the way we, in turn, influence others.
C) abnormal behavior
D) conformity Incorrect. Conformity is one aspect of social psychology, but social psychology's main distinction from psychology is its focus on the individual within a group.
TOPIC: Social Influence

Question 30

Which factor significantly decreased the likelihood of conformity in Solomon Asch's studies?

A) The task difficulty was increased.
B) The confederates were all adults. Incorrect. The factor that decreased the likelihood of conformity was having one confederate who gave a correct response.
C) One confederate gave a correct response. Correct. If even one confederate gave a correct response, the likelihood of conformity decreased.
D) The participants were given two chances at responding. TOPIC: Social Influence

Question 31

Experiments showing the effects of group pressure on conformity were conducted by ________.

A) Asch Correct. Solomon Asch first did experiments showing the effects of group pressure on conformity.
B) Milgram Incorrect. Milgram studied obedience.
C) Luchens
D) Singer TOPIC: Social Influence

Question 32

Asch's studies showed that overall conformity to group pressure occurred just over ________ of the time.

A) one-fifth
B) one-third Correct. Asch's studies showed that overall conformity to group pressure occurred about one-third of the time.
C) one-half Incorrect. Asch's studies showed that overall conformity to group pressure occurred about one-third of the time.
D) three-fourths TOPIC: Social Influence

Question 33

The process through which we are affected by the real or implied presence of others around us is called social ________.

A) dissonance
B) affectivity
C) cognition Incorrect. Social cognition and social influence, though related, are not the same thing.
D) influence Correct. Some forms of social influence include conformity, compliance, and obedience.
TOPIC: Social Influence

Question 34

Recent research using the Asch paradigm has found less conformity in the United States than the original study found in the 1950s. The reason for this decrease in conformity may be that ________.

A) the nature of the people in the 1950s seemed to be more conforming Correct. The culture of the 1950s was more conformist than today's culture.
B) people today are more obedient Incorrect. The decrease in conformity since the 1950s is believed to be due to the change of American culture into one that is less conformist.
C) people in the 1950s had less money
D) people today watch more television TOPIC: Social Influence

Question 35

Which of the following is NOT a form of social influence?

A) conformity
B) compliance
C) obedience Incorrect. Obedience occurs when we comply with the orders of an authority figure. It is a form of social influence.
D) altruism Correct. Altruism is when a person acts in a self-sacrificing way without expectation of benefit or reward.
TOPIC: Social Influence

Question 36

A group of four friends, two men and two women, are out for an evening on the town. "I'd like to go to the bookstore and get coffee," one of the women says. "Nah, let's go over to that club and have drinks while we listen to the band," one of the men replies. What does Solomon Asch's research suggest will be the likely outcome?

A) The group will probably go to the club, as Asch found that women tend to conform more than men when a public response is required. Correct. Asch found that in private, there are no gender effects for conformity, but when the decisions are public, women tend to conform more than men.
B) The group will end up going in two separate ways-the women to the bookstore and the men to the club -as Asch found that women prefer quieter environments and men prefer louder environments. Incorrect. Asch's research investigated the phenomenon of conformity, not gender differences related to the noise level of social environments.
C) The group will probably go to the bookstore, as Asch found that men are more willing to comply with the demands of women than the demands of other men.
D) The group will probably do both tasks, as Asch found that in a group with both men and women, compromise tends to be the likely outcome. TOPIC: Social Influence

Question 37

After a group of gang members learned that their friend had died in a seemingly random accident, several of the friends started blaming a rival gang for the death. Even though there was no evidence whatsoever that the death had been intentional, the more the gang members talked, the more passionate they became in their belief that an act of revenge was necessary. What concept from social psychology may contribute to an act of violent revenge in this case?

A) social influence
B) prosocial behavior Incorrect. Prosocial behavior refers to actions that serve the better of society. Planning a revenge killing is not prosocial behavior.
C) altruism
D) groupthink Correct. Groupthink explains why the cohesiveness of the group, in this case a gang, overwhelmed the individuals' ability to consider facts in the death of their friend.
TOPIC: Social Influence

Question 38

Research has found support for Asch's findings in countries including Hong Kong, Japan, and Zimbabwe. In fact, in these locations the conformity effect was even higher than Asch reported. What might explain this increase in conformity?

A) These three countries are all located in warmer climates, which Asch found leads to more conformity.
B) These three countries have generally collectivist cultures. Correct. The collectivistic nature of these cultures is thought to lead to greater levels of conformity.
C) These three countries have generally individualistic cultures. Incorrect. In an individualistic culture, conformity should decrease, not increase.
D) These three countries did not have access to Asch's work, so their findings were not influenced by the original study. TOPIC: Social Influence

Question 39

The main task of the Solomon Asch studies was ________.

A) selecting paint colors Incorrect. Solomon Asch's studies had nothing to do with paint or choosing colors.
B) judging line sizes Correct. Solomon Asch asked participants to rate the size of a comparison line to standard lines.
C) rating new fashions
D) taste-testing new candies TOPIC: Social Influence

Question 40

Close, friendly groups usually work well together, but they may face a problem involving an extreme form of conformity called ________.

A) fundamental attribution error Incorrect. A fundamental attribution error is what occurs when people overestimate the influence of another person's internal characteristics on behavior and underestimate the influence of the person's situation.
B) groupthink Correct. Members of a close, friendly group may engage in groupthink (i.e., give priority to the cohesiveness of the group over the facts of a situation).
C) generational identity
D) self-serving bias TOPIC: Social Influence

Question 41

During the NBA Finals, LeBron James misses a foul shot that would have given his team the lead with 10 seconds left in the game. Even though LeBron usually makes those shots during practice, he missed it at a crucial time. Why do you think this might have happened?

A) social loafing
B) diffusion of responsibility
C) social facilitation Incorrect. Social facilitation suggests that the presence of others has a positive effect on performance, while this example demonstrates a negative effect. Social impairment is the best answer.
D) social impairment Correct. LeBron's awareness that millions of people may have been watching live and on television may have led to social impairment, which is a negative impact on performance caused by the presence of other people.
TOPIC: Social Influence

Question 42

All of the following are causes for groupthink EXCEPT ________.

A) the belief that the group can do no wrong Incorrect. This is a cause of groupthink.
B) the belief that the group is invulnerable
C) the belief that those who oppose the group have no worthwhile opinions
D) openness to differing opinions Correct. Groupthink results in lack of differing opinions.
TOPIC: Social Influence

Question 43

Which of the following is NOT an example of "groupthink"?

A) the Challenger disaster
B) the Titanic
C) the Boston Red Sox Correct. This is a group that works together as a team and considers facts realistically.
D) Deepwater Horizon oil explosion Incorrect. The Deepwater Horizon oil explosion is an example of groupthink.
TOPIC: Social Influence

Question 44

Kwan really doesn't feel like riding the stationary bicycle today, but he doesn't want the people around him to think he is a slacker. If he decides to continue exercising, what concept might explain his actions?

A) social loafing Incorrect. Social loafing is what occurs when someone slacks off of a task to let others carry the workload.
B) social idleness
C) social facilitation Correct. Social facilitation is the term for the positive effect on one's performance caused by the perception that others are watching. Kwan does more exercise because of this perception.
D) social productivity TOPIC: Social Influence

Question 45

Once called the "risky shift" phenomenon, which of the following refers to the tendency for members involved in a group discussion to take somewhat more extreme positions and suggest riskier actions when compared to individuals who have NOT participated in a group discussion?

A) social loafing
B) social idleness
C) group polarization Correct. The presence of others can cause individuals to go to greater extremes, leading to group polarization.
D) cognitive dissonance Incorrect. Cognitive dissonance is an uncomfortable state caused by an inconsistency between one's attitudes and their behaviors.
TOPIC: Social Influence

Question 46

What is the term for an improvement in performance caused by the perception that others are watching?

A) social loafing
B) social idleness
C) social facilitation Correct. Social facilitation is the term for the positive effect on one's performance caused by the perception that others are watching.
D) social productivity Incorrect. There is no such term as social productivity to refer to the positive effect on performance caused by the perception that others are watching.
TOPIC: Social Influence

Question 47

Behavior that is initiated or changed in response to a request, as opposed to a command or direct order, is an example of ________.

A) obedience Incorrect. Obedience is a response to a command or order that comes from an outside source in a position of authority.
B) compliance Correct. Compliance is a response to a request.
C) conformity
D) persuasion TOPIC: Social Influence

Question 48

Marco accepts a request to play the piano at his church's Sunday services, even though he is still learning how to play. He plays a well-learned, simple piece. Happily, he performs very well in front of his congregation. Marco's behavior illustrates ________.

A) social facilitation Correct. Social facilitation is the term for the positive effect on one's performance caused by the perception that others are watching.
B) social compensation
C) social loafing Incorrect. Social loafing is what occurs when someone slacks off of a task to let others carry the workload.
D) the bystander effect TOPIC: Social Influence

Question 49

On the 72^nd hole of the U.S. Open golf tournament, Phil Mickelson misses a one-foot putt that would have won the championship. During an interview afterward, he stated, "I've made that putt a thousand times on the practice green. I can't believe that I missed it!" Based on your knowledge of social psychology, which phenomenon may have contributed to the errant putt?

A) social impairment Correct. Social impairment explains why an action that was so simple in private may become more difficult in the public setting of a major golf tournament.
B) social loafing
C) social facilitation
D) diffusion of ability Incorrect. Diffusion of ability is not a term that is studied by social psychologists.
TOPIC: Social Influence

Question 50

Bryon likes to spend time in a Facebook group devoted to a specific hobby. He looks for ways to irritate other members, posting inflammatory comments and "trolling" the group. He does so because he knows that nobody will ever really identify him, since he uses a fake name online. The fact that he can reduce a sense of personal responsibility by hiding his identity is what social psychologists call ________.

A) deindividuation Correct. Deindividuation refers to the lessening of personal responsibility, self-restraint, and personal identity that can occur within a group.
B) anonymity Incorrect. Bryon is certainly using a sense of being anonymous to troll the group, but social psychologists have a more specific term for this.
C) social impairment
D) social facilitation TOPIC: Social Influence

Question 51

John has practiced his difficult trumpet solo over and over before his performance. He has played it perfectly in his practice room. However, when he performs in public, he makes mistakes due to his anxiety. John is a victim of ________.

A) performance-in-public syndrome
B) social impairment Correct. Social impairment occurs when a task is not as well performed due to arousal caused by the perception that others are watching.
C) social facilitation Incorrect. Social facilitation is the term for the positive effect on performance caused by the perception that others are watching.
D) social loafing TOPIC: Social Influence

Question 52

A teacher decides against assigning group projects in which all group members get the same grade. What social psychological phenomenon might the teacher be concerned about?

A) conformity
B) social loafing Correct. The teacher knows that some students will slack off if they are not being evaluated for their individual performance due to a phenomenon known as social loafing.
C) social influence
D) social facilitation Incorrect. Social facilitation is the term for the positive effect on one's performance caused by the perception that others are watching.
TOPIC: Social Influence

Question 53

The prime minister notices that her closest advisors never seem to disagree with her or with each other on a lot of important issues, such as arms control. She worries that she is not getting the pros and cons of different issues because her advisors are engaging in ________.

A) latent obedience Incorrect. This is a fictitious term. The tendency of the advisors to give priority to the group rather than pay attention to the facts of a situation is known as groupthink.
B) intrinsic reinforcement
C) latent learning
D) groupthink Correct. Members of a close, friendly group may engage in groupthink (i.e., give priority to the cohesiveness of the group over the facts of a situation).
TOPIC: Social Influence

Question 54

In what way is compliance different from conformity?

A) Compliance is a response to a direct request, whereas conformity is a response to indirect social pressure. Correct. Compliance is a response to a direct request, whereas conformity is a response to indirect social pressure.
B) Conformity and compliance are very similar; the distinction depends on whether one is a male or female.
C) Conformity involves direct group pressure for change, whereas compliance involves orders or commands. Incorrect. Conformity does not involve direct group pressure. The group pressure is always indirect.
D) Compliance involves eliciting reaction on the part of group members, whereas conformity involves subliminal persuasion. TOPIC: Social Influence

Question 55

An example of ________ is the decision by NASA to launch the space shuttle Challenger despite the knowledge by a few that a part on the shuttle was known to be unacceptable.

A) group polarization
B) groupthink Correct. Groupthink occurs when individual group members all make the same decision, even though they may be inclined to go in a different direction.
C) social loafing Incorrect. This example does not demonstrate the concept of social loafing.
D) social facilitation TOPIC: Social Influence

Question 56

An individual who exerts less effort when working on a group task if individual contributions will not be evaluated is engaging in what is called ________.

A) social loafing Correct. An individual who exerts less effort when working on a group task if individual contributions will not be evaluated is engaging in social loafing.
B) social idleness
C) social facilitation Incorrect. Social facilitation is the term for the positive effect on one's performance caused by the perception that others are watching.
D) the goof-off phenomenon TOPIC: Social Influence

Question 57

In both social facilitation and social impairment, the key factor is ________.

A) time
B) the number of people Incorrect. The number of people is important only if it affects arousal.
C) arousal Correct. Arousal levels interfere with performance.
D) task difficulty TOPIC: Social Influence

Question 58

People who exert less effort on a task when working in a group than they do when working individually are engaging in ________.

A) groupthink
B) social loafing Correct. People who exert less effort on a task when working in a group than when working individually are engaging in social loafing.
C) social conformity Incorrect. Social conformity occurs when people behave according to group norms as opposed to their own preferences.
D) malingering TOPIC: Social Influence

Question 59

How can a coach get his football team to perform better if he suspects they are exhibiting social loafing?

A) introduce new challenges
B) get the captain to apply pressure Incorrect. Getting the captain to apply pressure might help, but is not the specific solution for the problem of
Social loafing.
C) grade their individual performances Correct. Social loafers stop their loafing when they are being evaluated on their individual performance.
D) ignore the behavior TOPIC: Social Influence

Question 60

Bella wanted to reduce groupthink among her team members. Which of the following would she want to avoid?

A) making sure that group leaders remain impartial
B) finding holes in all arguments that go against the group's desires Correct. This would actually increase groupthink rather than decrease it.
C) seeking opinions of people outside of the group
D) voting for a choice by secret ballot rather than with a show of hands Incorrect. The chance to vote in secret reduces the groupthink effect, so this would not be a correct answer.
TOPIC: Social Influence

Question 61

A social psychologist has been invited to give a community lecture on the importance of Milgram's research. He asks a social psychology class for suggested titles. Which of the following titles might they suggest as the most appropriate?

A) "Obedience and Aggression Are Inborn" Incorrect. Milgram did not find that obedience and aggression are inborn.
B) "Do Not Underestimate the Power of Perceived Authority" Correct. Milgram found that more people obeyed than he expected.
C) "Training in Ethics Can Overcome the Pull of Obedience"
D) "Make a Small Request First and the World Can Be Yours" TOPIC: Social Influence

Question 62

Analysis of the participants in Milgram's obedience study has indicated that which personality trait was highly related to the willingness to be obedient?

A) hostility
B) submissiveness Incorrect. While one might assume that a person with a submissive nature would be more likely to obey, Milgram's study did not demonstrate this phenomenon.
C) aggressiveness
D) No one single personality trait has been found to be associated with high levels of obedience. Correct. No one trait or group of traits has been found to predict obedience in Milgram's study.
TOPIC: Social Influence

Question 63

Imagine 100 individuals are asked to take part in a replication of Milgram's famous study on obedience. How are these 100 people likely to respond?

A) The majority would administer the maximum voltage as instructed. Correct. The Milgram experiment has been repeated at various times in the United States and in other countries, and the percentage of participants who went all the way consistently remained between 61 and 66 percent.
B) The majority would immediately realize the use of deception and leave.
C) Most of the women would refuse to obey, whereas almost all of the men would obey. Incorrect. The Milgram study showed few sex differences.
D) Most of the participants would work together to force the experimenter to end the experiment. TOPIC: Social Influence

Question 64

Some have suggested that the results of Milgram's obedience study may have been due to the ________ effect.

A) reciprocity Incorrect. The situation was not one in which the participant was made to feel he or she owed anyone anything.
B) indebtedness
C) foot-in-the-door Correct. Some thought the participants felt obliged to continue with each level of shock because they had already complied with the previous ones.
D) returning-a-favor TOPIC: Social Influence

Question 65

After agreeing to Nat's request to share her lecture notes from one class, Maria now agrees to Nat's request to share her notes from three classes. This example illustrates the ________ technique.

A) lowball
B) foot-in-the-mouth
C) door-in-the-face Incorrect. The door-in-the-face phenomenon operates on the principle that after someone has turned down a large request, that person is more likely to then comply with a smaller request that follows, because he or she wants to make up for refusing the first request.
D) foot-in-the-door Correct. The foot-in-the door phenomenon operates on the principle that after someone has complied with a small request, that person is more likely to then comply with a larger request that follows, because he or she wants to behave consistently.
TOPIC: Social Influence

Question 66

The tendency of people to comply with a second, lesser request after refusing a larger one is called the ________ technique.

A) lowball
B) door-in-the-face Correct. The tendency of people to comply with a second, lesser request after refusing a larger one is called the door-in-the-face effect.
C) foot-in-the-door Incorrect. The tendency of people to comply with a second, larger request after complying with a small one is called the foot-in-the-door effect.
D) bait-and-switch TOPIC: Social Influence

Question 67

What term is used to describe compliance with an initial small request followed by compliance with a larger request?

A) risky shift
B) foot-in-the-door effect Correct. The foot-in-the door effect occurs when someone complies with a small request and then with a larger
Request that follows.
C) door-in-the-face effect Incorrect. The door-in-the-face effect occurs when someone complies with a small request after having refused an
Initial large request.
D) polarization phenomenon TOPIC: Social Influence

Question 68

What is a difference between obedience and conformity?

A) In obedience, there is a difference in status between the one who obeys and the one who makes the request. Correct. Obedience occurs when one individual has some sort of status or authority that allows them to compel the actions of a second individual.
B) Conformity requires strict adherence to the rules, whereas obedience does not.
C) Obedience is an indirect request, whereas conformity is a direct request.
D) In conformity, there is a perceived difference in status between the one who conforms and the group. Incorrect. Conformity refers to a person's decision to alter his or her behavior to be like others when there has been no direct request for such a behavioral change.
TOPIC: Social Influence

Question 69

Stanley Milgram's study of obedience took on a special importance in the wake of ________.

A) the September 11, 2001 attacks
B) President Clinton's impeachment Incorrect. This very important historical event did not have a particular impact on the study of obedience.
C) President Kennedy's assassination
D) the atrocities committed by soldiers in Nazi Germany Correct. After the war, many Nazi soldiers tried for war atrocities claimed that they were only "following orders," and thus were not responsible for their actions.
TOPIC: Social Influence

Question 70

Car salespersons are notorious for using the ________ technique, which involves changing terms after an agreement has been made.

A) foot-in-the-door Incorrect. While car salespeople may use the foot-in-the-door techniques to get you to their lot, their primary method for gaining compliance is the lowball technique.
B) foot-in-the-mouth
C) door-in-the-face
D) lowball Correct. As pointed out by your authors, car salespersons often change the rules of the sale after you have set down to sign the final papers.
TOPIC: Social Influence

Question 71

Which statement BEST describes an important finding of Milgram's classic research?

A) Individuals easily conform to group norms. Incorrect. Milgram's study focused on obedience, not conformity.
B) The presence of other people makes aggression more likely.
C) People will easily obey an authority figure and do harm to others. Correct. Milgram did find that people will easily obey authority and do harm to others.
D) Agreeing to a small request makes it more likely you will agree to a big request. TOPIC: Social Influence

Question 72

Many people hang up on telemarketers, but others will listen politely to their pitches even if they are not interested in the product. Telemarketers know that anyone who agrees to listen to a pitch is more likely to buy the product, thanks to the ________ phenomenon.

A) risky shift
B) polarization
C) foot-in-the-door Correct. The foot-in-the door phenomenon operates on the principle that after someone has complied with a small request (to listen to the pitch), that person is more likely to then comply with a larger request that follows (buying the product) because he or she wants to behave consistently.
D) door-in-the-face Incorrect. The door-in-the-face phenomenon operates on the principle that after someone has turned down a large request, that person is more likely to then comply with a smaller request that follows, because he or she wants to make up for refusing the first request.
TOPIC: Social Influence

Question 73

Which of the strategies for gaining compliance discussed by your textbook is LEAST likely to influence an individual from a collectivist culture, such as Japan?

A) that's-not-all technique
B) lowball technique Incorrect. No research regarding the effectiveness of the lowballing technique in collectivist cultures is discussed in the textbook.
C) norm of reciprocity
D) foot-in-the-door technique Correct. People in collectivistic cultures are not as concerned with being consistent with previous behavior because they are less focused on their inner motivation than are people in individualistic cultures, who are more concerned with their inner motives and consistency. Therefore, the foot-in-the-door technique is less effective.
TOPIC: Social Influence

Question 74

A person asks you if you would volunteer to counsel delinquent youths at a detention center for one year. When you refuse, she asks you if you could supervise the youths during a trip to the zoo. She is using the ________.technique.

A) lowball
B) door-in-the-face Correct. The door-in-the-face effect occurs when someone complies with a small request (the zoo trip) after having refused an initial large request (one year of volunteer work).
C) foot-in-the-door Incorrect. The foot-in-the-door effect would occur if you were first asked to supervise the zoo trip and said yes and then were asked to do the two years of volunteer work and said yes.
D) bait-and-switch TOPIC: Social Influence

Question 75

"Mommy, mommy, mommy," your young son asks frantically. "Can we please buy a new PlayStation^®3 console with all of the games and the wireless controllers so that we don't have to sit near the television?" "No," you reply, "we can't afford to buy all of that!" Seemingly unperturbed by your rejection, your son comes back with "Then can we just buy one new game for our PlayStation^®2?" "Okay, I guess so," you answer, not realizing that your precocious son has taken a social psychology class and has just used the ________ technique to get what he wanted.

A) door-in-the-face Correct. Your savvy child knows that by asking for a large request first, he is more likely to get his smaller request approved.
B) foot-in-the-door
C) that's-not-all Incorrect. Your child has not offered you an extra incentive before making his own request. Therefore, it is not the that's-not-all technique.
D) lowball TOPIC: Social Influence

Question 76

________ is a change of behavior in response to an explicit request.

A) Conformity
B) Obedience Incorrect. Obedience is a change of behavior in response to a command or direct order.
C) Compliance Correct. Compliance is a change of behavior in response to an explicit request.
D) Deindividuation TOPIC: Social Influence

Question 77

Hannah asks Jin to babysit her daughter for five hours each on both Saturday and then Sunday. Once Jin declines, Hannah asks Jin to babysit for four hours on Saturday only and Jin agrees to do it. This example demonstrates the ________ technique.

A) foot-in-the-door Incorrect. The foot-in-the door phenomenon operates on the principle that after someone has complied with a small request, that person is more likely to then comply with a larger request that follows because he or she wants to behave consistently.
B) foot-in-the-mouth
C) door-in-the-face Correct. The door-in-the-face phenomenon operates on the principle that after someone has turned down a large request, that person is more likely to then comply with a smaller request that follows because he or she wants to make up for refusing the first request.
D) lowball TOPIC: Social Influence

Question 78

The tendency of people to comply with a second, larger request after complying with a small request is called the ________ technique.

A) lowball
B) door-in-the-face Incorrect. The door-in-the-face effect occurs when someone complies with a small request after having refused an initial large request.
C) foot-in-the-door Correct. The tendency of people to comply with a second, larger request after complying with a small request is called the foot-in-the-door effect.
D) response cue TOPIC: Social Influence

Question 79

Which statement correctly characterizes one aspect of Stanley Milgram's study of obedience?

A) Subjects were shown an ominous-looking shock machine that was marked 0 to 450 volts. Correct. Subjects were shown an ominous-looking shock machine that was marked 0 to 450 volts; they were told it was real.
B) Participants in the study were randomly assigned to be "teachers" or "learners." Incorrect. The assignments were not random-the learner was always a confederate.
C) Participants were shocked when they made errors in reciting word pairs.
D) A "learner" and the "teacher" sat side by side across from the shock machine. TOPIC: Social Influence

Question 80

A dealer persuades a customer to buy a new car by reducing the price to well below that of his competitors. Once the customer has agreed to buy the car, the terms of the sale are shifted by lowering the value of the trade-in and requiring the purchase of expensive extra equipment. Now the car costs well above the current market rate. This is an example of the ________ technique.

A) lowball Correct. Lowball occurs when the cost of something increases after the commitment to buy has been made.
B) foot-in-the-door Incorrect. The foot-in-the-door effect occurs when you comply with a lesser request before complying with a greater one.
C) primacy
D) bait-and-switch TOPIC: Social Influence