Question 1

In a classic study,some participants were paid $1 for lying and telling another person that a boring task was fun,while others were paid $20 for doing the same thing.When participants later rated how enjoyable the boring task actually was:

Accepted Answer

The $1 group rated the task as more enjoyable than the $20 group because of cognitive dissonance. Those paid only $1 had insufficient external justification for lying, leading them to reduce dissonance by altering their internal attitudes about the task's enjoyability.

Question 2

When students were highly motivated to analyze arguments by a Princeton professor or a high-school student because they would be personally affected by them,their attitudes were more influenced by:

Accepted Answer

When students are motivated to analyze arguments that will personally affect them, their attitudes are more likely to be influenced by the strength of the argument rather than the perceived authority of the speaker. Therefore, whichever person gives the strongest argument is more likely to influence their attitudes.

Question 3

Political candidates are eager for endorsements from movie stars and famous athletes,knowing that these endorsements will evoke emotional arousal and influence people to vote for them.This technique is termed _____ persuasion.

Accepted Answer

Heuristic persuasion involves using simple cues or shortcuts (like endorsements from well-known personalities) to influence decisions or opinions, rather than detailed information or logical arguments.

Question 4

A technique that involves making a small request and then following it with a larger request is known as the _____ technique.

Accepted Answer

The technique described is known as the "foot-in-the-door" technique, as it involves getting someone to agree to a small request (e.g. letting you borrow a pencil) before presenting a larger request (e.g. asking to borrow money). This technique is often used in marketing and advertising.

Question 5

The fact that people often come to love the things that they had to sacrifice much to obtain illustrates the effects of:

Accepted Answer

This phenomenon is an example of cognitive dissonance, which refers to the discomfort that arises from holding two contradictory beliefs or values. In this case, a person may have initially felt some discomfort or regret over the sacrifices they had to make to obtain something, but over time they come to rationalize that the sacrifices were necessary and that the thing they gained was worth it. This reduces the cognitive dissonance and leads to greater affection for the thing gained.

Question 6

The foot-in-the-door technique works because of:

Accepted Answer

The foot-in-the-door technique works because of the human desire for consistency. Once people have agreed to a small request, they are more likely to comply with a larger request because they want to remain consistent with their prior actions and statements. This is also known as the "commitment and consistency" principle of persuasion.

Question 7

The unpleasant state that arises when people recognize the inconsistency of their actions,attitudes,or beliefs is called:

Accepted Answer

Cognitive dissonance is the psychological state in which a person experiences discomfort or stress when holding two or more contradictory beliefs or values, or engaging in behaviors that are inconsistent with one's beliefs or values. It is the result of a mental conflict that occurs when people's actions or thoughts are not in line with their personal beliefs or attitudes. The theory of cognitive dissonance suggests that people often resolve this inconsistency by changing their attitudes, beliefs, or behaviors to align them more closely with one another, in order to reduce the tension caused by the inconsistency.

Question 8

Print ads for cars are more likely to present a lot of facts about the car,whereas print ads for clothing typically show an attractive model.The clothing manufacturers are relying on _____ persuasion.

Accepted Answer

Print ads for clothing typically use heuristic persuasion, relying on the attractiveness of the model to influence consumer behavior, while print ads for cars tend to use systematic persuasion, providing a lot of factual information about the car. Option A (hedonic) is incorrect because while clothing ads may have a hedonic appeal, it is not the primary mode of persuasion used. Option D (automotive) is incorrect as it is not a recognized mode of persuasion.

Question 9

Isabel told her friend Ella that her new outfit was "very stylish," even though she thought the outfit was quite unflattering to Ella.Afterward,Isabel is likely to:

Accepted Answer

The answer of Isabel told her friend Ella that her...

Question 10

Aronson and Mills (1958)demonstrated that women were more likely to enjoy an extremely boring discussion about sex if,in order to join the discussion,they first had to:

Accepted Answer

Aronson and Mills conducted a study in which women were asked to read aloud a boring passage about the mating behaviors of animals. However, before being given the passage, some of the women were required to publicly read a sexually explicit passage to a male experimenter. The women who had performed the embarrassing task rated the boring discussion as more interesting and enjoyable than those who had not. Therefore, the choice that best aligns with the study is C, which involves reading pornography to a stranger.

Question 11

A _____ is a simple shortcut or "rule of thumb."

Accepted Answer

A heuristic is a mental shortcut or "rule of thumb" that helps us make quick judgments or decisions. It is a cognitive strategy that simplifies information processing and can be useful in certain situations, but can also lead to errors or biases. A stereotype is a fixed, oversimplified belief about a group of people, while a schematic is a mental representation or framework for organizing information. A norm is a shared expectation or rule for behavior in a specific situation or culture.

Question 12

Senior psychology majors listened to a speaker who promoted the funding of a cutting-edge neuroscience lab that would be available for student use within the next 5 years.According to research on persuasion,these seniors would be MOST influenced by:

Accepted Answer

The status of the speaker is most likely to influence the seniors because they are more likely to be persuaded by someone they perceive as an expert.

Question 13

Your roommate,Jessica,wants you to major in psychology.If she is using heuristic persuasion,she might:

Accepted Answer

Heuristic persuasion involves using simple cues or shortcuts to persuade, rather than detailed arguments. Mentioning famous people who were psychology majors is a type of shortcut that doesn't delve into the specifics of why psychology would be a good major for you, making it a heuristic approach.

Question 14

Print ads for cars are more likely to present a lot of facts about the car,whereas print ads for clothing typically show an attractive model.The car manufacturers are relying on _____ persuasion.

Accepted Answer

Systematic persuasion involves presenting factual information and logical arguments to persuade an audience. Car manufacturers are using this approach by presenting a lot of facts about the car in their print ads. On the other hand, print ads for clothing are more likely to use heuristic or hedonic persuasion, which rely on emotional appeals or attractive models.

Question 15

People are motivated to evaluate the consistency of their beliefs because doing so:

Accepted Answer

Evaluating the consistency of their beliefs helps individuals to determine if their beliefs are accurate and align with new information or experiences. This allows them to update their beliefs and avoid holding onto beliefs that may be inaccurate or outdated.

Question 16

The process by which a person identifies a stimulus as a member of a class of related stimuli is called:

Accepted Answer

Categorization is the process of identifying a stimulus as a member of a particular category or class of related stimuli. Recognition refers to the retrieval of previously learned information. Association involves linking two or more stimuli or events. Equivalence refers to the ability to respond to one stimulus in the same way as another stimulus that has been associated with it.

Question 17

Political candidates often vow to win your vote by using _____ but spend most of their time and money trying to win your vote by using _____.

Accepted Answer

Systematic persuasion involves presenting logical arguments and facts to influence people's attitudes and beliefs, whereas heuristic persuasion relies on simple decision-making shortcuts or cues, such as appealing to emotions or credibility of the speaker. Political campaigns often focus on using systematic persuasion techniques such as debates and policy speeches to win votes, but may also use heuristic persuasion techniques such as catchy slogans and emotional appeals.

Question 18

When a vacuum cleaner salesman persuades a potential customer to let him vacuum the living room for free,he is likely to increase his chances that he will make a sale.The salesman is using the _____ technique.

Accepted Answer

The foot-in-the-door technique involves getting someone to agree to a small request and then following up with a larger request. In this scenario, the salesman is asking for permission to vacuum the living room for free, which is a small request. By doing this, he is more likely to get the customer to agree to a larger request, which would be purchasing the vacuum cleaner.

Question 19

A salesperson who tells a car buyer that most people pay the extra money to purchase an extended warranty is making use of:

Accepted Answer

The salesperson is using informational influence by suggesting that the majority of people opt for the extended warranty. This is an attempt to influence the buyer's decision by suggesting that this behavior is the norm and that the buyer should conform to it.

Question 20

When students were not motivated to analyze arguments by a Princeton professor or a high-school student because they would be personally affected by them,their attitudes were more influenced by:

Accepted Answer

The answer of When students were not motivated to analyze...

Quiz 13: Social Psychology-Part A