Question 1

If you initially agree to put a small sign in your window, later you are more likely to allow a larger, uglier sign in your yard.This course of events exemplifies

Accepted Answer

This scenario exemplifies the foot-in-the-door effect, which is a persuasive technique that involves getting someone to comply with a small request and then gradually increasing the request until the person complies with a larger request. In this case, the small sign in the window was the initial request, and the larger sign in the yard was the gradually increasing request to which the person eventually complied.

Question 2

You are buying an appliance, and the salesperson suggests that you get an extended warranty on the appliance.If you agree, then you are showing _____ to the salesperson.

Accepted Answer

Compliance refers to the act of conforming to the request or suggestion of an authority figure, like a salesperson. In this case, by agreeing to purchase an extended warranty, the buyer is complying with the suggestion of the salesperson. Obedience (A) would be a more extreme form of compliance where one follows the request without questioning, but this doesn't necessarily apply in this situation. Conformity (B) refers to changing one's behavior to match the group's expectations, which is not really relevant in a buyer-seller interaction. Pseudostupidity (D) is not a valid option as it doesn't accurately describe the behavior of the buyer in this scenario.

Question 3

Your phone rings, and a voice on the line asks if you will answer a short survey about your Internet service.When you agree and spend the next ten minutes answering questions regarding your Internet service, you have just exhibited

Accepted Answer

Compliance refers to the act of conforming to a request or demand, which is what the individual is doing by agreeing to answer the survey questions. Obedience implies a higher degree of authority, which is not present in this situation. Conformity refers to the tendency of people to change their behavior or attitudes to fit in with a group, which is not relevant here. Pseudostupidity is not a recognized psychological term or concept.

Question 4

Tony asks his friend Clay how he was able to get his mom to give him $10 for the movies.Clay replies that you first ask for a loan of $25.When she refuses, you then ask if she could at least loan you $10.Clay has learned that the _____ works on his mom.

Accepted Answer

The door-in-the-face effect involves making a large request that is expected to be refused, followed by a smaller request, which is more likely to be accepted.

Question 5

According to the text, all of the following are techniques to gain a person's compliance EXCEPT the

Accepted Answer

The sucker-punch technique is not a known technique for gaining a person's compliance. The other three techniques mentioned, door-in-the-face effect, lowball technique, and foot-in-the-door effect, are well documented methods of gaining compliance.

Question 6

If you make a small contribution to a political party, you are more likely to give a larger donation when asked later.This is an example of the

Accepted Answer

The foot-in-the-door effect refers to the tendency for people to comply with larger requests after first agreeing to smaller, more trivial requests. In this scenario, making a small contribution to a political party is the smaller, trivial request, and it increases the likelihood that the person will later give a larger donation when asked. This phenomenon is consistent with the principles of the foot-in-the-door effect.

Question 7

You are asked by a close friend to outline a complete textbook to aid her studying for a final exam.You refuse to help.Later, your friend asks if you would at least outline two chapters.Feeling guilty, you now agree to help.Your behavior is predicted by the

Accepted Answer

This scenario involves the door-in-the-face effect, as the friend initially asked for a complete textbook and was refused help, but later asked for a smaller request which was agreed to (outlining two chapters). The refusal of the initial request (the "big ask") can often make someone more likely to agree to a smaller request afterwards.

Question 8

Which of the following is NOT one of the common techniques for bringing about compliance?

Accepted Answer

The bandwagon technique, which relies on the principle that people like to be part of a group or trend, is not typically classified among the common techniques specifically designed for bringing about compliance in the same direct manner as the lowball technique, the foot-in-the-door effect, or the door-in-the-face effect. These latter techniques involve more direct psychological strategies to encourage someone to agree to a request.

Question 9

When people exhibit compliance, they are bending to the request

Accepted Answer

The answer of When people exhibit compliance, they are bending...

Question 10

Regarding compliance, which of the following statements is/are TRUE?

Accepted Answer

All three statements are true. A is an example of the foot-in-the-door technique, where doing a small favor for someone increases the likelihood of them complying with a larger request later. B describes the lowball technique, which involves initially offering a lower price and then increasing it later. C is true because knowing about different compliance strategies can help individuals recognize when someone is attempting to manipulate them and better resist their influence.

Question 11

You ask your friend to review a couple of pages of your term paper, and she agrees.Later, you ask her to read the whole 15-page paper, the goal you wanted all along.This process best illustrates the

Accepted Answer

This scenario best illustrates the foot-in-the-door effect, where a small request (reviewing a couple of pages) is made initially, followed by a larger request (reading the entire paper) that was the initial goal. The person is more likely to comply with the larger request after agreeing to the smaller request, as their initial agreement creates a sense of commitment towards the final goal. The highball technique involves presenting a large request first and then following up with a smaller one, while the lowball technique involves presenting a tempting offer initially that is later revealed to be less desirable. The door-in-the-face effect involves making a large initial request that is rejected, followed by a smaller request that may be accepted due to the contrasting nature of the two requests.

Question 12

The _____ is based on observing your own behavior and seeing yourself agree to a small request, which helps convince you that you did not mind doing what was asked.Therefore, you give in to a larger request.

Accepted Answer

The foot-in-the-door effect is based on a small request being made first (such as filling out a survey or signing a petition), which increases the likelihood of compliance with a larger request later on (like donating money or volunteering time). This works because people like to see themselves as consistent in their behavior, so they will follow through with the larger request in order to maintain that sense of consistency.

Question 13

Marian watches Jan's two kids one afternoon while Jan gets a haircut.The next weekend, Marian asks Jan if she will keep her three kids the whole weekend while she and her husband go to her class reunion.According to research on compliance, which statement is most accurate?

Accepted Answer

This scenario is an example of the principle of reciprocity, where Marian did a favor for Jan by watching her kids one afternoon, and now she is asking for a favor in return. Research shows that people are more likely to comply with requests from others who have previously done them a favor. Therefore, it is likely that Jan will agree to Marian's request to watch her kids for the weekend.

Question 14

The _____ works because a person who abandons a large request appears to have given up something.So, in response, many people feel that they must repay the person by giving in to the smaller request.

Accepted Answer

The door-in-the-face technique is when a large request is made first, which is likely to be rejected, but is followed by a smaller request, which is more likely to be accepted. The reason why it works is because people feel more obligated to comply with the second, smaller request, after having refused the first, larger request.

Question 15

Janice is about to order her coffee after waiting in line for 15 minutes when a stranger walks up and asks can she order ahead of Janice since she has an appointment in five minutes.Janice lets the stranger place her order first.Janice has just exhibited

Accepted Answer

Janice complied with the stranger's request by letting her order ahead of her. This is an example of compliance, where a person's behavior changes because of a direct request from someone else. Obedience involves following orders from an authority figure, conformity involves changing behavior to fit in with a group, and pseudostupidity is not a recognized term in psychology.

Question 16

If you bend to the requests of a person who has little or no social power or authority, you are exhibiting

Accepted Answer

Compliance is the act of adjusting one's behavior in response to a direct request from someone who has little or no authority or power over them. Obedience involves following the orders or commands of an authority figure, while conformity involves adjusting one's behavior to match the expectations of a group. Groupthink refers to a situation in which group members prioritize group cohesiveness and consensus over critical thinking and individual decision-making.

Question 17

Your church does not have a Sunday School teacher for the preschool class.They ask you to teach it for the whole upcoming year.You explain why this will not be possible.So, they ask if you will teach it for a month, while they look for someone else.Your agreement is testament to the

Accepted Answer

The answer of Your church does not have a Sunday...

Question 18

Psychologist Robert Cialdini coined the term _____ to describe the tendency for a person who has refused a major request to later be more likely to comply with a minor request.

Accepted Answer

The "door-in-the-face effect" is a compliance method where a person is more likely to agree to a smaller request after refusing a larger one.

Question 19

The person who agrees to a small request initially is more likely later to comply with a larger demand.This describes the

Accepted Answer

The foot-in-the-door effect describes the tendency for people to agree to a small request initially, which makes them more likely to comply with a larger demand later on.

Question 20

Compliance involves people

Accepted Answer

The answer of Compliance involves people
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Quiz 16: Extension B: Social Thinking and Social Influence