Deck 9: Section 2: Social Psychology

Question 1

In the foot-in-the-door technique, compliance _____.

A) to a large request is gained by preceding it with a very small request
B) is gained by starting with a large, unreasonable request that is turned down and following it with a more reasonable, smaller request
C) to a costly request is gained by first getting compliance to an attractive, less costly request but then reneging on it
D) to a planned second request with additional benefits is gained by presenting this request before a response can be made to the first request

Answer 1

to a large request is gained by preceding it with a very small request

Question 2

In Sherif's autokinetic study, participants likely conformed because _____.

A) the task was ambiguous
B) the task was difficult
C) they wanted to be correct
D) All the answers are correct.

Answer 2

All the answers are correct.

Question 3

Sherif's study of the autokinetic effect illustrated _____ social influence and Asch's study of judgments of line length illustrated _____ social influence.

A) informational; informational
B) informational; normative
C) normative; informational
D) normative; normative

Answer 3

informational; normative

Question 4

In considering social influence, which term does NOT belong?

A) compliance
B) personality
C) obedience
D) conformity

Question 5

Dr. Lincoln decided to let the class vote on whether or not the due date for a paper should be postponed. To MOST accurately assess the true opinions of the students in the class, how should Dr. Lincoln conduct the vote?

A) ask those against postponement to raise their hands, then ask those in favor to do so
B) ask students to announce their preference, one at a time
C) ask all students to write down their preference on a secret ballot, then tally the votes
D) ask students to meet in small groups to collectively cast one vote

Question 6

Social psychology is defined as how we _____ one another's behavior and thinking.

A) relate to
B) influence
C) explain
D) predict

Question 7

In the Asch line-length study, participants likely conformed because _____.

A) the task was ambiguous
B) the task was difficult
C) participants wanted to avoid the disapproval and gain the approval of others
D) All the answers are correct.

Question 8

Linda was uncertain about the effects of a new county referendum for reorganizing the school board. Before casting her vote, she spoke to a few teachers she knew and respected in her neighborhood, and voted the same way they did. This is an example of _____ social influence, as illustrated in the classic study involving _____.

A) informational; the autokinetic effect
B) informational; judgments of line length
C) normative; the autokinetic effect
D) normative; judgments of line length

Question 9

Which factor did Asch identify as increasing conformity in the line-length judgment studies?

A) when participants could use a secret ballot
B) when the line-length judgments were very easy
C) when at least one of the confederate participants gives an answer that differs from the rest of the group
D) None of the answers is correct.

Question 10

Informational social influence would be MOST likely to produce conformity for which individual(s)?

A) Alice, who is pledging a prestigious sorority and wants to gain their approval by wearing the same type of clothing they do
B) Ben, an inexperienced pilot who is being advised by air traffic controllers to not land his airplane because of bad weather
C) Colleen, who is voting for the new senior class president and is using a secret ballot
D) All the answers are correct.

Question 11

Normative social influence would be MOST likely to produce conformity for which individual?

A) George, an inexperienced pilot being advised by air traffic controllers to not land his airplane because of bad weather
B) Frank, a relatively new member of a fraternity who must vote by secret ballot for next year's fraternity president
C) Emily, who wants to be invited to join a prestigious country club and is deciding the attire that is most appropriate for an upcoming formal dinner
D) None of the answers is correct.

Question 12

Which statement concerning Sherif's autokinetic effect study is FALSE?

A) Participants' estimates of light movement varied significantly during the first session.
B) Participants' estimates of light movement became increasingly similar over consecutive sessions.
C) When participants returned a year later to repeat the experiment, their estimates of light movement were at the group norm.
D) None of the answers is correct.

Question 13

Solomon Asch found that conformity _____ when the participant is of lesser status than other group members and that conformity _____ when the participant is able to write a response rather than give it orally.

A) increases; decreases
B) decreases; increases
C) decreases; decreases
D) increases; increases

Question 14

Conformity is lower for a person when the group _____ the person's responses and when _____ in the group gives a different response from the remainder of the group.

A) hears; no one
B) does not hear; no one
C) hears; at least one other person
D) does not hear; at least one other person

Question 15

During a conformity study with a mental rotation task, Berns et al. (2005) used an fMRI to record brain activity. For conforming responses, brain activity was greater in areas devoted to _____, and, for nonconforming responses, brain activity was greater in areas devoted to _____.

A) decision making; perception
B) emotion; decision making
C) emotion; perception
D) perception; emotion

Question 16

When her car broke down, Jennifer asked her neighbor for a ride to the store a few blocks away, and her neighbor agreed. The next day, with her car still not operable, Jennifer asked the same neighbor for a ride to her attorney's office, which was more than an hour's drive from the house. Feeling pressure to be consistent, her neighbor agreed again. By asking for a small favor before a larger one, Jennifer was relying on the _____ technique to encourage her neighbor's cooperation.

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

Question 17

Informational social influence stems from the need _____.

A) to appear to have more information concerning a current situation when in the presence of others.
B) for more information in situations in which the correct action or judgment is uncertain.
C) to gain the approval and avoid the disapproval of others when they ask us for information in social situations.
D) All the answers are correct.

Question 18

When individuals conform to some group behavior to avoid disapproval, their behavior is being influenced by _____.

A) reciprocity
B) informational social influence
C) normative social influence
D) compliance

Question 19

Which statement about conformity is FALSE?

A) Collectivism encourages conformity.
B) Conformity is greater in individualistic cultures than in collectivistic cultures.
C) Research suggests that women conform more than men do.
D) The gender difference in conformity has not narrowed over time.

Question 20

Michelle did not like horror movies but agreed to go with her new friends to the newly released horror movie because she wanted them to like her. This is an example of _____ social influence, as illustrated in the classic study involving _____.

A) informational; the autokinetic effect
B) informational; judgments of line length
C) normative; the autokinetic effect
D) normative; judgments of line length

Question 21

Nancy asks her mother if she can have three cookies before dinner, and her mother says "no." Nancy then asks if she can have just one cookie before dinner and her mother says "yes." Nancy's dual requests BEST illustrate which of the following?

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

Question 22

In Milgram's experiments, the actual participant was always assigned which role?

A) teacher
B) learner
C) supervisor
D) recorder

Question 23

The subject of Stanley Milgram's controversial study was _____.

A) conformity
B) obedience
C) groupthink
D) group polarization

Question 24

Which two compliance techniques specifically involve reciprocity?

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

Question 25

A saleswoman displays a set of pots and pans and asks a shopper, "What do you think this wonderful set of cookware is worth?" Before the shopper can answer, the saleswoman adds a set of cooking utensils, and mentions a single selling price for the combination of pots, pans, and utensils. The shopper agrees to purchase the set. It appears that the saleswoman has effectively used which of the following?

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

Question 26

In the door-in-the-face technique, a _____ request is followed by a _____ request.

A) small; large
B) large; small
C) more attractive; less attractive
D) less attractive; more attractive

Question 27

Volunteers collecting money for charity often ask potential donors to donate a large sum, prior to asking for a smaller contribution. This fund-raising technique MOST closely resembles which of the following?

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

Question 28

In the low-ball technique, a _____ offer is followed by a _____ offer.

A) small; large
B) large; small
C) more attractive; less attractive
D) less attractive; more attractive

Question 29

In the door-in-the-face technique, compliance _____.

A) to a large request is gained by preceding it with a smaller request
B) is gained by starting with a large, unreasonable request that is turned down, followed by a more reasonable, smaller request
C) to a costly request is gained by first getting compliance to an attractive, less costly request that is then withdrawn
D) to a planned second request is gained by presenting this request with additional benefits before a response can be made to a first request

Question 30

The human tendency toward needing to appear consistent is one factor that contributes to the success of the _____ compliance techniques.

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

Question 31

During the Korean War, Communist Chinese captors made use of which compliance technique(s) to brainwash prisoners of war to become more pro-Communist?

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

Question 32

Students in a psychology class ask their professor to postpone an exam to one week later than the originally scheduled date. When the professor says "no," the students then ask if she will postpone it to one class period later. If she says "yes," this demonstrates that their use of the _____ compliance technique has been successful.

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

Question 33

Agreeing to a request is to _____ as obeying a command is to _____.

A) social facilitation; deindividuation
B) deindividuation; social facilitation
C) obedience; compliance
D) compliance; obedience

Question 34

Why is the foot-in-the-door technique effective?

A) We think the person making the request has made a concession, and we want to reciprocate.
B) We feel obligated to complete a deal that we have agreed to, even if terms have become less favorable.
C) We feel the effect of our initial behavior on our attitudes and want to appear consistent.
D) A second request is made before we can respond to the first request.

Question 35

The two primary factors influencing the success of compliance techniques are the human tendencies to _____.

A) be consistent and reasonable
B) appear intelligent and reasonable
C) be consistent and to reciprocate
D) reciprocate and be reasonable

Question 36

In the low-ball technique, compliance _____.

A) to a large request is gained by preceding it with a smaller request
B) is gained by starting with a large, unreasonable request that is turned down and following it with a more reasonable, smaller request
C) to a costly request is gained by first getting compliance to an attractive, less costly request but then withdrawing it
D) to a planned second request is gained by presenting this request with additional benefits before a response can be made to the first request

Question 37

Why is the that's-not-all technique effective?

A) Most people find it difficult to resist what is perceived to be a bargain.
B) The buyer considers the "bonus" offer to be a concession and feels the need to reciprocate.
C) After the buyer has agreed to purchase the first item, the "bonus" offer is perceived as being a gift that would be rude to refuse.
D) All the answers are correct.

Question 38

The human tendency toward reciprocity is one factor that contributes to the success of the _____ compliance techniques.

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

Question 39

After a couple orally agrees to purchase an appliance at a special price, the salesman tells them he misquoted the price, indicating it was only available for an out-of-stock model with fewer options. The couple then agrees to purchase the appliance at a higher price. It appears that the salesman has effectively used which of the following?

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

Question 40

Which statement about Milgram's obedience experiments is FALSE?

A) Other researchers in different cultures have replicated Milgram's findings.
B) When auditory input was absent, virtually all participants administered the maximum possible shock.
C) Female participants were less likely to demonstrate obedience than were male participants.
D) None of the answers is correct.

Question 41

In Milgram's obedience experiments, participants were more likely to administer maximum shocks when _____ than they were when _____.

A) the experiment was conducted in a run-down office building; the experimenter was not present
B) the experimenter was not present; the experiment was conducted in a run-down office building
C) the teacher and learner were in the same room; the experiment was conducted in a run-down office building
D) the experimenter was not present; the teacher and learner were in the same room

Question 42

In Milgram's baseline experiment, the learner begins to complain about the shocks at which voltage level?

A) 15 volts, the very first shock
B) 120 volts
C) 300 volts
D) 435 volts, the next to last shock

Question 43

In which condition of Milgram's experiments did the percentage of participants who administered the maximum shock drop to 0 percent?

A) when there were two models of disobedience
B) when the teacher forced the learner's hand onto a shock plate
C) when two experimenters disagreed about continuing the shocking
D) when the experimenter was not physically present

Question 44

Reverend Jim Jones used which compliance techniques to successfully recruit members?

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

Question 45

The mass suicide among followers of Reverend Jim Jones occurred in the alien and uncertain environment of the rain forests of Guyana. Which factor may have played an important role in many followers' decision to commit suicide?

A) the foot-in-the-door technique
B) the door-in-the-face technique
C) informational social influence
D) normative social influence

Question 46

The "Astroten" study extended Milgram's work to which situation?

A) production line employees instructed to reduce product quality
B) nurses instructed to give excess medication
C) college students instructed to cheat
D) sales clerks instructed to give customers incorrect change

Question 47

All of the following factors, except one, were involved in the recruitment of Reverend Jones's followers and their eventual mass suicide. Which one was NOT applicable to this situation?

A) the foot-in-the-door technique
B) the door-in-the-face technique
C) social isolation in an alien environment
D) normative social influence

Question 48

To avoid ethical issues, Slater et al. (2006) designed a computer-based obedience study. In the visible condition, participants saw and heard the avatar representing the learner, and in the hidden condition, participants saw only text responses. Findings indicated that the proportion of participants administering the highest shock was _____ in the visible condition and that participants _____ aroused in this artificial situation.

A) smaller; were
B) smaller; were not
C) greater; were
D) greater; were not

Question 49

Which of Milgram's experimental conditions described below produced the lowest level of obedience?

A) The experiment was conducted in a run-down office building.
B) The teacher and learner were in the same room.
C) Two confederate teachers disobeyed the experimenter.
D) The experimenter was not present.

Question 50

Results of the "Astroten" study indicated _____ of the nurses and nursing students said they would not follow a phone order for excess medication and _____ of the nurses actually obeyed the order when it was given.

A) almost all; almost all
B) almost all; about half
C) about half; almost all
D) about half; about half

Question 51

Which statement about Milgram's investigations is FALSE?

A) Both college students and psychiatrists were incorrect in their estimates of how Milgram's participants would actually perform.
B) Milgram designed his experiments using the foot-in-the-door technique.
C) Milgram's experiments illustrated the power of situational forces on behavior.
D) After the experiment, interviews with participants indicated they suffered harmful emotional distress.

Question 52

In Milgram's pilot study in which the learner did not complain, _____ of the participants continued to 450 volts. In the replication of the baseline study when the learner complained, _____ of the participants continued to 450 volts.

A) 65 percent; 35 percent
B) 75 percent; 50 percent
C) nearly 100 percent; 65 percent
D) nearly 100 percent; 90 percent

Question 53

Based on Milgram's obedience study, it would be expected that a military soldier would be LEAST likely to follow orders to shoot an enemy combatant in which circumstance?

A) when the enemy is very close physically
B) when the military soldier is told he will not be held responsible for his actions
C) when the order to shoot comes from a very low-ranking officer
D) when two high-ranking officers disagree about whether or not the soldier should shoot

Question 54

The social facilitation effect is explained by the finding(s) that when performing a task in the presence of others, _____.

A) the performer's dominant response is enhanced
B) performance on well-learned tasks is hindered
C) performance on complex tasks is improved
D) performance on well-learned tasks is hindered and performance on complex tasks is improved

Question 55

Which factor likely contributed to Reverend Jones's success in gaining financial support for his religious cult?

A) door-in-the-face
B) foot-in-the-door
C) normative social influence
D) informational social influence

Question 56

Compared to the baseline compliance rate of 62.5 percent, participants in Milgram's obedience study were _____ likely to administer the maximum shock when the experiment was conducted in a run-down office building and _____ likely to administer the maximum shock when the teacher and learner were in the same room.

A) more; less
B) less; more
C) more; more
D) less; less

Question 57

Milgram employed the _____ compliance technique to elicit obedience from his participants.

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

Question 58

Compared to Milgram's baseline condition, which increased the percentage of participants who administered the maximum shock?

A) taking direct responsibility for giving a shock away from the teacher
B) conducting the experiment in a less prestigious setting
C) increasing the proximity of teacher and learner
D) including confederate teachers who did not obey the experimenter

Question 59

Compared to the baseline compliance rate of 62.5 percent, participants in Milgram's obedience study were _____ likely to administer the maximum shock when the teacher did not have direct responsibility for administering the shock and were _____ likely to administer the maximum shock when the experiment was conducted in a run-down office building.

A) more; less
B) less; more
C) more; more
D) less; less

Question 60

Packer's (2008) meta-analysis of Milgram's studies revealed that _____ was the critical juncture at which most participants were MOST likely to disobey.

A) 90 volts
B) 120 volts
C) 150 volts
D) 180 volts

Question 61

The bystander effect is when we _____.

A) exert less effort toward a common goal when working in a group than when working alone
B) are less likely to help someone in an emergency if others are also present
C) perform better on a well-learned task if others are watching us
D) lose self-awareness and self-restraint in a group situation

Question 62

Diffusion of responsibility would be MOST likely to occur in which situation?

A) when each employee must account for the number of hours she contributed to a group project
B) when employees complete tasks for which they have sole responsibility
C) when employees are individually monitored by a supervisor for their contributions to a group project
D) when employees work in large groups on a group project

Question 63

Which is said to explain the social facilitation effect?

A) The presence of others increases normative social influence.
B) The presence of others decreases normative social influence.
C) The presence of others increases a person's arousal.
D) The presence of others decreases a person's arousal.

Question 64

Diffusion of responsibility is concerned with _____.

A) conformity
B) actor-observer bias
C) accountability
D) groupthink

Question 65

Deindividuation can be thought of as combining the _____ arousal in social facilitation with the _____ sense of responsibility in social loafing.

A) increased; increased
B) increased; diminished
C) diminished; diminished
D) diminished; increased

Question 66

The BEST explanation for the inaction of bystanders during the Kitty Genovese murder, based on several studies of helping behavior, is that the bystander failed to _____.

A) experience any empathy for a stranger
B) assume individual responsibility for helping the victim
C) realize that the incident was really an emergency
D) notice that the incident was taking place

Question 67

After a rock concert, a crowd of fans mobbed the stage, trampling other people in their way. It is MOST likely that this unrestrained behavior was a result of which of the following?

A) social facilitation
B) group polarization
C) the bystander effect
D) deindividuation

Question 68

In Darley and Latané's experiment regarding adjustment difficulties experienced in college, when were participants MOST likely to seek help?

A) when they presumed there was only one other potential helper
B) when they presumed they were the only ones present other than the victim
C) when they presumed the victim was female
D) when they presumed they would receive a reward for seeking help

Question 69

When he was alone, Spencer made several mistakes when playing a very familiar piece on the piano. However, when asked to play the same selection for several of his relatives, Spencer did not make a single error. This difference in Spencer's performance is MOST likely explained by _____.

A) social facilitation
B) the bystander effect
C) actor-observer bias
D) groupthink

Question 70

_____ is at least partially explained by _____.

A) Deindividuation; the bystander effect
B) The bystander effect; social loafing
C) Social facilitation; deindividuation
D) Social loafing; diffusion of responsibility

Question 71

Social loafing is the tendency to _____.

A) perform a simple task more easily when in the presence of others
B) exert less effort toward a common goal when in a group than when working alone
C) exert less effort toward a common goal when group members are not of high status
D) exert less effort toward a common goal when in a group than when working alone and when group members are not of high status

Question 72

"Social facilitation" is the answer to which question?

A) What is the tendency for an individual to exert more effort in a group when he is held individually responsible for an outcome?
B) What is the likelihood that in a social situation people are more likely to help if there are few observers?
C) What is the tendency to exhibit your dominant response on a task when other people are present?
D) What is the tendency to look to the actions of others when making decisions about how to act in uncertain social situations?

Question 73

The lack of response by observers to the brutal attack of Kitty Genovese could possibly be explained by _____.

A) deindividuation
B) diffusion of responsibility
C) social loafing
D) both diffusion of responsibility and social loafing

Question 74

Which of the following can be explained in part by diffusion of responsibility?

A) social loafing and the bystander effect
B) social loafing and social facilitation
C) the bystander effect and group polarization
D) group polarization and groupthink

Question 75

Darley and Latané observed that most university students failed to help a fellow student experiencing an epileptic seizure when they thought there were four other students who also heard the seizure. The results of this experiment are BEST explained in terms of _____.

A) self-serving bias
B) indifference and apathy
C) informational social influence
D) diffusion of responsibility

Question 76

Social facilitation _____ performance for well-learned tasks and _____ performance for complex tasks.

A) improves; hinders
B) hinders; improves
C) improves; improves
D) hinders; hinders

Question 77

Social facilitation _____ performance for complex tasks and _____ performance for unfamiliar tasks.

A) improves; hinders
B) hinders; improves
C) improves; improves
D) hinders; hinders

Question 78

In Darley and Latané's model of the intervention process in an emergency, the first step involves _____.

A) feeling personal responsibility for helping
B) noticing the situation
C) choosing between direct or indirect intervention
D) defining the event as an emergency

Question 79

The influence of the presence of others helps to explain which of the following?

A) social loafing
B) diffusion of responsibility
C) social facilitation
D) All of the answers are correct.

Question 80

In which situation is social facilitation LEAST likely to improve performance?

A) sorting papers according to color
B) doing simple arithmetic problems
C) solving an unfamiliar, complex puzzle
D) raking leaves