Question 1

Bjorn has decided to join a fraternity, but before he gets in, he has to go through an initiation. During the initiation he has to endure all sorts of pain and humiliation. Based on this account, which of the following is most likely to occur?

Accepted Answer

The description of the initiation suggests that it is designed to increase Bjorn's commitment to the fraternity. Therefore, it is most likely that he will feel more committed to the group after going through it. While he may not enjoy the pain and humiliation, this is not necessarily incompatible with feeling committed to the group. A and B are less likely because they do not fit with the fact that Bjorn has chosen to participate in the initiation in the first place. D is irrelevant because there is no information in the question about whether Bjorn was influenced by informational or normative factors.

Question 2

People from _______ power distance cultures are less likely to conform than those from ________ power distance cultures.

Accepted Answer

Studies have shown that people from low power distance cultures (such as those in North America and Northern Europe) are less likely to conform to authority figures, compared to those from high power distance cultures (such as those in Latin America and Asia). Therefore, the best choice is A.

Question 3

When salespeople call a product popular, cool, or in great demand, which tactic of persuasion are they using?

Accepted Answer

When salespeople use terms such as popular, cool or in great demand, they are using the persuasion tactic of social proof. They are suggesting that others have already bought the product, indicating that it is a good decision to make.

Question 4

When trying to indoctrinate new members, cults often use "love bombing" to shower the recruit with affection and attention. At what stage of indoctrination is this most likely to occur?

Accepted Answer

Love bombing is most likely to occur during the softening-up stage, where the recruit is being drawn in and kept engaged by the group's tactics before any real indoctrination takes place. This stage typically involves building rapport, trust, and emotional connections between the recruit and the group or its members. Love bombing is one of the ways cults use to create an atmosphere of positive reinforcement and make the recruit feel special and appreciated, which can be effective in lowering their guard and inducing a sense of obligation or indebtedness towards the group.

Question 5

_________ predicts that (a) the second or third member added to a group has the most effect on group conformity, and (b) individual group members may suspect collusion if the other members unanimously agree on some issue or decision.

Accepted Answer

The Social Influence Model suggests that the second or third member added to a group has the most effect on group conformity and that unanimous agreement among group members may lead individuals to suspect collusion.

Question 6

_________ is the belief that one's own culture is the best standard by which all others should be evaluated.

Accepted Answer

Ethnocentrism is the belief that one's own culture is superior to other cultures and should be used as the benchmark for evaluating them. This attitude can lead to prejudice and discrimination against other cultures and an inability to appreciate and learn from diverse perspectives.

Question 7

Glenn believes that his circle of friends is wrong about a political issue but does not say anything because he does not want to be ostracized. This is an example of

Accepted Answer

This is an example of normative influence in groups because Glenn is conforming to the opinions of his friends to avoid negative social consequences, even though he disagrees with them.

Question 8

People with a high preference for consistency, compared to people with a low preference for consistency:

Accepted Answer

People with a high preference for consistency are more susceptible to the effects of cognitive dissonance because they strive to maintain consistency in their beliefs, attitudes, and behaviors. When they encounter information or situations that conflict with their existing beliefs, they experience discomfort (cognitive dissonance) and are motivated to resolve this inconsistency.

Question 9

Derrick is the sheriff of a small town with trouble on his hands. A mob has just marched to the jail and is planning on lynching one of Derrick's prisoners. Based on what you know about deindividuation, what would you advise Derrick to do in order to prevent the lynching?

Accepted Answer

Deindividuation is the loss of self-awareness and accountability that can occur in group situations. In this case, the mob may feel anonymous and less responsible for their actions. To prevent the lynching, Derrick should try to encourage the individuals in the crowd to reflect on their personal beliefs about the wrongness of lynching. By focusing on their individual values and morality, they may be less susceptible to deindividuation and more likely to reconsider their actions. Option A may not be effective as social identity theory suggests that people may prioritize the goals and norms of their group over their personal beliefs. Option C is incorrect as research has shown that deindividuation can be prevented or reduced through strategies that increase self-awareness and accountability. Option D may not be ethical or effective as it involves manipulation and deception.

Question 10

Which of the following statements best summarizes the life-stage hypothesis?

Accepted Answer

The life-stage hypothesis suggests that people's susceptibility to persuasion varies with their age, with middle-aged individuals being less persuadable compared to younger and older people. This is because middle-aged individuals are often more settled in their beliefs and life choices.

Question 11

Which of the following affects how likely a person is to conform to a group?

Accepted Answer

The size of the group affects how likely a person is to conform. Generally, larger groups have a stronger influence on an individual's behavior, making them more likely to conform to group norms.

Question 12

__________ refers to how being in a group causes members to become less aware of themselves and less concerned with others' evaluations of them.

Accepted Answer

Deindividuation refers to the loss of self-awareness and individual accountability that can occur when a person is part of a group. In this state, people are more likely to engage in impulsive and sometimes destructive behavior because they feel anonymous and less accountable for their actions.

Question 13

________________ suggests that as a group becomes larger, its members are

Accepted Answer

Social Impact Theory suggests that as a group becomes larger, its members are more likely to conform due to increased social pressure and influence from the group.

Question 14

Which of the following statements best describes the morality as motivated resistance hypothesis?

Accepted Answer

The morality as motivated resistance hypothesis suggests that people with stronger moral convictions are more likely to resist majority influence than those with weaker moral convictions. Therefore, option D is the best choice that describes this hypothesis. Resisting group influence does not necessarily make people more moral, so option A is incorrect. Options B and C are also incorrect because they suggest that group members exert more pressure on people with stronger and weaker moral convictions, respectively, which is not necessarily part of the hypothesis.

Question 15

Pete has an authoritarian personality. Tom has a dogmatic personality. Larry is a social vigilante. Which of these people is most likely to think his beliefs are superior to others' beliefs, impress his beliefs onto others, argue more, AND be more resistant to persuasion?

Accepted Answer

Larry, as a social vigilante, is most likely to believe his views are superior, actively try to impose them on others, engage in arguments, and resist persuasion.

Question 16

Frank is the member of an "art group" that is given the task of judging the quality of several paintings. He likes the group and wants to fit in, but finds that he disagrees about the quality of all the paintings with every member of the group but one: Tim, who wears glasses that are so thick that everyone in the group wonders if he can even see the paintings. According to what we learned about conformity, having Tim in the group will probably cause Frank to

Accepted Answer

Frank is likely to conform to the beliefs of the group in order to fit in and be accepted. However, he also finds that he agrees with Tim's judgments. In this situation, he is most likely to conform to Tim's judgments (the minority opinion) rather than the majority opinion, as it provides a way for him to fit in while also maintaining his own beliefs.

Question 17

To be effective, viral marketing relies on this tactic of persuasion.

Accepted Answer

Viral marketing relies on social proof, which is the concept that people are more likely to adopt a behavior or belief if they see others doing the same thing. This tactic involves leveraging social influence and creating a sense of "FOMO" (fear of missing out) to encourage people to share and participate in a viral campaign.

Question 18

_______ are the expectations we have about what behaviors are right or wrong.

Accepted Answer

Norms are the expectations we have about what behaviors are right or wrong in a given society or culture. Rules are specific guidelines or directives that govern behavior in a more formalized context, such as in an organization or institution. Cultural guidelines may refer to a broad set of values, beliefs, and practices that shape behavior in a society or culture. Peer pressure refers to the influence that peers can have on an individual's beliefs or behaviors.

Question 19

A group that has the power to influence us through the process of identification is known as a/an ________ group.

Accepted Answer

Reference groups are those that a person identifies with and uses as a basis for their attitudes, values, and behavior. These groups can have a significant influence on an individual's purchasing behavior, lifestyle choices, and social interactions. Norman C. Wong's research provides empirical evidence suggesting that "reference group influence is more important in consumer behavior than previously believed." In contrast, normative groups enforce social norms and expectations, informational groups provide information and knowledge, and ethnocentric groups promote their own cultural identity as superior to others.

Question 20

Cultures vary in the degree to which their members conform. Which of the following leads members to be more conforming?

Accepted Answer

Uncertainty avoidance refers to the extent to which members feel threatened by ambiguity and uncertainty. Cultures with high uncertainty avoidance tend to be more rule-bound and conformist, while cultures with low uncertainty avoidance are more accepting of ambiguity and innovation. Therefore, cultures with high uncertainty avoidance lead members to be more conforming.

Quiz 1: Why Study Persuasion