Question 1

Reactance theory suggests that compliance may be ________ likely if people ________.

Accepted Answer

Reactance theory proposes that when people perceive their freedom of choice is being threatened, they may respond with resistance and defiance, making them less likely to comply with requests or demands. Therefore, compliance may be less likely if people perceive a threat to their freedom of choice.

Question 2

After successfully requesting that his neighbor loan him his jumper cables to start his car, Jeremy then persuades his neighbor to drive him the ten miles to where his car is stalled. This kind of foot-in-the-door technique works because people

Accepted Answer

The answer of After successfully requesting that his neighbor loan...

Question 3

The principle of ideomotor action states that

Accepted Answer

The principle of ideomotor action states that thinking about a behavior can make its actual performance more likely. This means that simply imagining or visualizing an action can increase the chances of actually carrying out that action. It is often used in cognitive behavioral therapy to help individuals overcome anxiety or phobias through visualization and "rehearsal" of desired behaviors. Choices A, C, and D are not related to the principle of ideomotor action.

Question 4

Anya needs $500 to help pay for a trip to Europe. She calls her parents to see if they will give her $5,000 for her trip, and they say no. She then asks if she can have just $500, and they say yes. This demonstrates the effectiveness of the ________ technique.

Accepted Answer

The door-in-the-face technique involves making a large request that is expected to be refused, followed by a smaller request. Anya's initial large request for $5,000 was refused, but her smaller request for $500 was accepted, demonstrating this technique.

Question 5

Minorities influence majority opinion primarily through

Accepted Answer

Minorities influence majority opinion primarily through informational social influence. This occurs when people change their opinions or behaviors based on the information or evidence presented by the minority, suggesting that the minority's view might be correct.

Question 6

Jim just received an "A" on his statistics exam. While he is still happy about this, a classmate asks to borrow his lecture notes. According to research on emotion-based appeals for compliance, why is Jim likely to comply with this request?

Accepted Answer

According to research on emotion-based appeals for compliance, Jim is likely to comply with the request because it will seem less threatening to him and granting the request will help him sustain his good mood. Additionally, Jim may also feel a sense of guilt if he does not comply, making him more likely to do so. Therefore, both option A and C are correct.

Question 7

Juliet is in a committed romantic relationship with Romeo, but her parents have forbidden her to date him any longer. According to reactance theory,

Accepted Answer

According to reactance theory, when people experience a threat to their freedom, they may respond by increasing their desire for the prohibited behavior or object. This means that Juliet is likely to become even more committed to Romeo because of her parents' forbiddance. Romeo becomes more desirable to Juliet due to the threat to her freedom to choose whom she will date.

Question 8

According to the principle of reciprocal concessions, Amal's dad is more likely to comply with her request to buy her a used car if Amal

Accepted Answer

The principle of reciprocal concessions, also known as the door-in-the-face technique, suggests that people are more likely to agree to a smaller request after they have first declined a larger one. If Amal first asks for a new car and is declined, her dad might be more inclined to agree to the smaller request of a used car.

Question 9

Dave's roommates call him a "moocher," a "parasite," and a "leech." These names suggest that Dave

Accepted Answer

The names "moocher," "parasite," and "leech" all suggest that Dave is not reciprocating in some way, meaning he is violating the norm of reciprocity. This means that he is not providing or contributing something of value to his roommates in return for what he is receiving, leading to negative feelings and the use of those particular labels.

Question 10

Jillian heard that city officials wanted to construct a new highway near her house. Initially, she thought this was a bad idea. Then she attended a city council meeting where she heard several viewpoints and obtained detailed information about the highway project. After the meeting, she told her neighbors that the new highway seemed like a good idea. Jillian's endorsement of the project is best characterized as an instance of

Accepted Answer

Jillian initially had a negative attitude towards the new highway, but after attending the city council meeting and obtaining detailed information, she had a change of attitude and endorsed the project. This type of attitude change is known as internalization, where the individual adopts the attitude as their own due to the information received.

Question 11

A social norm that reflects how things are typically done is considered ________, whereas a social norm that reflects what behaviors are approved is considered ________.

Accepted Answer

Descriptive social norms describe existing behaviors, while prescriptive social norms prescribe what behaviors should be done.

Question 12

Parker has just been named Employee of the Month at the grocery store where she works and is delighted. Coincidentally, her younger brother Marty decides to ask her for $20 so he can take his girlfriend to the movies. Compared to any other day, Parker would be ________ likely to comply with his request today, because ________ compliance.

Accepted Answer

Parker's positive mood from being named Employee of the Month is likely to increase her willingness to comply with her brother's request for $20.

Question 13

All of the following statements about automatic mimicry are true EXCEPT people

Accepted Answer

Research has shown that people tend to like those who mimic them and are more likely to engage in prosocial behavior after being mimicked. People may not mimic individuals they hold negative attitudes toward, but this statement is not explicitly mentioned in the options given. However, there is no evidence to suggest that people feel irritated with the person who mimicked them, which is what option C states.

Question 14

Emily is in a good mood. This means that she is most likely to comply with which of the following requests?

Accepted Answer

People in a good mood are more likely to be prosocial and helpful, so Emily is most likely to comply with a request that involves prosocial behavior such as donating to a charitable organization. The other options involve negative behavior (giving electric shocks) or delivering bad news, which are less likely to be complied with in a positive mood.

Question 15

A television infomercial tells viewers that they can get the world's best steak knives for only $25. Right before the infomercial ends, viewers are told that if they call within the next thirty minutes, they will also receive a can opener for free. This example demonstrates the ________ technique.

Accepted Answer

The technique used in this example is "that's-not-all" where an additional incentive is offered just before the consumer makes a decision to buy.

Question 16

To increase compliance, descriptive and prescriptive norms should

Accepted Answer

Aligning descriptive and prescriptive norms is important because it creates a consistent message about what is expected behavior. Highlighting other people's failures can actually decrease compliance, as it suggests that the desired behavior is not the norm. Minority influence is not a reliable way to increase compliance.

Question 17

A study conducted by Jeffrey Sanchez-Burks and his colleagues (2009) found that ________ participants performed better and reported less anxiety in a mock job interview when the interviewer deliberately ________ the interviewee's behavior.

Accepted Answer

The study found that Hispanic American participants performed better and reported less anxiety when the interviewer mirrored their behavior, as it created a sense of rapport and cultural connection.

Question 18

Researchers asked Catholics to donate to the March of Dimes either when they were on their way into church for confession or on their way out. In support of the argument that ________ influences compliance, results revealed that ________.

Accepted Answer

People gave more money before confession due to feelings of guilt, which can increase compliance.

Question 19

Imagine that you work for a local animal shelter and your goal is to increase the number of people who are willing to adopt a dog from the shelter. According to the ________ technique, one approach could be to first ask people if they would be willing to wear a button that says, "Adopt a dog today," and then a couple of weeks later ask them if they would be willing to adopt a dog themselves.

Accepted Answer

The technique being described is the foot-in-the-door technique, which involves making a small request (wearing a button) before making a larger request (adopting a dog). This technique can increase compliance because people are more likely to agree to a larger request after they have already agreed to a smaller one.

Question 20

The main difference between Sherif's conformity study and Asch's conformity study is that Asch's study

Accepted Answer

Asch's study examined situations in which one's own beliefs clearly conflict with those of the group, while Sherif's study focused on the influence of group norms on individual perceptions and judgments.

Answer: C 
 Asch's study showed higher rates of conformity compared to Sherif's study.

Answers B and D are partially correct but not the main difference between the two studies.

Quiz 9: Social Influence

Reactance theory suggests that compliance may be likely if people .