Question 1

In order to reduce groupthink,which of the following strategies would NOT be employed?

Accepted Answer

Finding holes in all arguments that go against the group's desires would actually contribute to groupthink, as it reinforces the idea that the group is correct and dismisses dissenting opinions. The other strategies listed (remaining impartial, seeking input from outsiders, and using secret ballots) are all effective in reducing groupthink.

Question 2

Close,friendly groups usually work well together,but they may face a problem involving an extreme form of conformity called ______________.

Accepted Answer

Groupthink is the extreme form of conformity in which group members prioritize maintaining harmony and consensus over critical thinking and independent decision-making. Close, friendly groups may be particularly susceptible to groupthink because members are more likely to value their relationships with one another and may be hesitant to challenge the group's consensus. Fundamental attribution error, self-serving bias, and generational identity are not directly related to this phenomenon.

Question 3

"Mommy,mommy,mommy," your young son asks frantically."Can we please buy a new PlayStation®3 console with all of the games and the wireless controllers so that we don't have to sit near the television?" "No," you reply,"we can't afford to buy all of that!" Seemingly unperturbed by your rejection,your son comes back with "Then can we just buy one new game for our PlayStation®2?" "Okay,I guess so," you answer,not realizing that your son has taken a social psychology class and has just used the _____________ technique to get what he wanted.

Accepted Answer

The door-in-the-face technique involves making a large request that is expected to be refused so that a smaller request seems more reasonable by comparison. In this scenario, the son first asks for a new PlayStation®3 with all the games and controllers, which is a large request. After being refused, he makes a smaller request for one new game for the PlayStation®2, which is then accepted. This is a classic example of the door-in-the-face technique.

Question 4

A person asks you if you would volunteer to counsel delinquent youths at a detention center for two years.When you refuse,she asks you if you could supervise the youths during a trip to the zoo.She is using the ______ technique.

Accepted Answer

The person is first asking for a large commitment (volunteering for two years), which is likely to be refused. This is followed by a smaller request (supervising a trip to the zoo), which is more likely to be accepted. This is the door-in-the-face technique.

Question 5

After a group of gang members learned that their friend had died in a seemingly random accident,several of the friends started blaming a rival gang for the death.Even though there was no evidence whatsoever that the death had been intentional,the more the friends talked the more passionate they became in their belief that an act of revenge was necessary.What concept from social psychology may contribute to an act of violent revenge in this case?

Accepted Answer

Groupthink is a concept from social psychology that explains how a group of people can make irrational or poor decisions because the members prioritize the group's cohesion and harmony over their individual critical thinking. In this case, the gang members' belief in revenge could be a result of groupthink, where each member's desire to maintain the group's unity and loyalty led to a consensus on the need for violent retaliation, even without any evidence or rational justification.

Question 6

You get a free sample of a new cereal in the mail.The company hopes you will try the cereal and then feel obligated to buy it.What term do psychologists use to describe this phenomenon?

Accepted Answer

Psychologists use the term "norm of reciprocity" to describe the tendency for individuals to feel obligated to give back to someone who has given them something or done something nice for them. In this case, the company is hoping that by giving the free sample, the recipient will feel obligated to buy the cereal.

Question 7

While walking through an airport,a well-dressed lady walks up to you and pins a flower on your shirt,saying "I'd like you to have this flower on behalf of the Brotherhood of Friends.Would you like to make a donation to our cause?" This lady is attempting to use the _____________ to get your money.

Accepted Answer

The lady is using the norm of reciprocity by giving the flower as a gift and then asking for a donation in return. This creates a feeling of obligation to reciprocate her generosity, which may lead to a donation.

Question 8

______ is a change of behavior in response to a direct request.

Accepted Answer

Compliance refers to a change of behavior in response to a direct request or an explicit order. It indicates that the individual has outwardly accepted the demand, but may not necessarily have internalized the behavioral change or attitude shift. Conformity, on the other hand, refers to the tendency to conform to social norms or group expectations, whereas obedience implies compliance with the demands of an authority figure. Deindividuation refers to loss of self-awareness and personal identity in a group setting, often leading to decreased inhibitions and increased conformity to the group norm.

Question 9

The tendency of people to comply with a second,larger request after complying with a small request is called the ______ technique.

Accepted Answer

The foot-in-the-door technique involves making a small request first, which increases the likelihood that the person will comply with a larger request later on. This is because the person has already agreed to the initial request and may feel a sense of commitment or consistency to continue complying with the subsequent request. Lowball and door-in-the-face techniques also involve making initial requests, but their mechanisms for increasing compliance are different. Response cue is not a known technique for increasing compliance.

Question 10

The prime minister notices that her closest advisors never seem to disagree with her or with each other on a lot of important issues,such as arms control.She worries that she is not getting the pros and cons of different issues because her advisors are engaging in ______.

Accepted Answer

Groupthink is a phenomenon in which a group of people strive for consensus and unanimity within the group, resulting in a loss of independent thinking and consideration of alternative viewpoints. This is likely what the prime minister is observing in her advisors, as they are all agreeing with each other and with her, without providing alternative perspectives or critical analysis.

Question 11

When members of a group give priority to the cohesiveness of the group over the facts of a situation,they are engaging in what social psychologists call _____.

Accepted Answer

Groupthink is a phenomenon where the members of a group prioritize the cohesiveness of the group and maintaining unanimity over the facts of a situation, often resulting in poor decision-making. Mass thought is not a term used in social psychology, and consumerism and solidarity think are not directly related to this phenomenon.

Question 12

Many people hang up on telemarketers,but others will listen politely to their pitches even if they are not interested in the product.Telemarketers know that anyone who agrees to listen to a pitch is more likely to buy the product,thanks to the ________ phenomenon.

Accepted Answer

The foot-in-the-door phenomenon is a psychological principle that suggests that when someone agrees to a small request, they are more likely to agree to a larger request later on. In the case of telemarketers, if someone agrees to listen to their pitch, they have already made a small commitment, and are therefore more likely to buy the product later on.

Question 13

All of the following are causes for groupthink EXCEPT ____________.

Accepted Answer

Groupthink is the tendency for individuals in a group to conform to the group's dominant opinions and end up making irrational decisions. Openness to differing opinions helps to prevent groupthink by allowing for the consideration of alternative viewpoints. Therefore, D is the correct answer as it contradicts the concept of groupthink. Options A, B, and C are all contributing factors to groupthink as they create an environment where the group's consensus is prioritized over individual ideas or dissenting opinions.

Question 14

"Jeremy,can you possibly give me a ride to the airport this Sunday," your friend Ben asks.Not thinking that this is a big deal,you agree to do this favor for Ben."Oh,that's great! Thanks so much.And by the way,I forgot that the plane leaves at 8:30 am so I'll have to be at the airport by 6:30 am.Pick me up at 6:00.See you then," Ben adds.You are still likely to do the favor for Ben because you have just been a victim of the _____________ technique.

Accepted Answer

The low-ball technique involves getting a person to agree to a request and then changing the terms of the request to something less desirable for the person. In this scenario, Jeremy agrees to give Ben a ride to the airport, but then Ben informs him that he needs to be there very early in the morning. By agreeing to the initial request, Jeremy may feel more obligated to follow through with the ride despite the inconvenient time.

Question 15

You are in the market for a new car.You go from dealer to dealer and find they all follow the same procedure: every salesperson offers you a soda and asks you to take a test drive.Which two psychological techniques are behind the offer of the soda and the test drive?

Accepted Answer

The offer of a soda is a small gift that triggers the norm of reciprocity, the social expectation that when someone does something nice for us, we should do something nice in return. By offering the soda, the salesperson creates a feeling of indebtedness in the customer, which may make them more likely to engage in the behavior the salesperson desires, such as taking a test drive. The test drive itself is an example of the foot-in-the-door technique, in which a small request (e.g. "take a test drive") is followed by a larger request (e.g. "buy this car"). By getting the customer to agree to the small request, the salesperson makes it more likely that the customer will comply with the larger request later on.

Question 16

Behavior that is initiated or changed in response to a request as opposed to a command or direct order is an example of _______.

Accepted Answer

Compliance refers to behavior that is influenced by a request rather than a direct order or command. Obedience is following orders, conformity is adjusting one's behavior to match that of others in a group, and persuasion involves convincing someone to change their beliefs or attitudes.

Question 17

The tendency of people to comply with a second,lesser request after refusing a larger one is called the ______ technique.

Accepted Answer

The technique described in the question, where a person is more likely to comply with a smaller request after refusing a larger one, is known as the "door-in-the-face" technique. This is because the person making the request starts with a large or unreasonable request (like asking someone to donate $1000 to charity), and when the person declines, they follow up with a smaller, more reasonable request (like asking for a $10 donation). The idea is that the second request seems like a concession or compromise, and the person is more likely to agree to it to avoid looking unreasonable or uncooperative.

Question 18

Which of the following is NOT an example of "groupthink"?

Accepted Answer

Groupthink refers to a phenomenon where individuals in a group tend to conform to the group's consensus, even if it is not the best decision. The Challenger disaster and Bay of Pigs are both examples of groupthink because the decision-making process was affected by a group mentality which led to disastrous outcomes. The Titanic was not an example of groupthink because it was a single entity (ship) that faced a tragic accident, and no group decision-making process was involved. Similarly, Boston Red Sox is a sports team and not a decision-making group, hence not an example of groupthink.

Question 19

What term is used to describe compliance with an initial small request followed by compliance with a larger request?

Accepted Answer

The foot-in-the-door effect refers to the phenomenon where compliance with an initial small request increases the likelihood of compliance with a larger request. This is because the initial request creates a sense of personal commitment or investment, making it more difficult to resist the larger request.

Question 20

Carlos and his work associates form a close,friendly group,and they usually work well together.However,they may face a problem involving an extreme form of conformity called ______________.

Accepted Answer

Groupthink occurs when a group's desire for harmony and conformity overrides rational decision-making, leading to poor or irrational decisions. This could happen to Carlos and his work associates if they are too focused on maintaining group cohesion and avoiding conflict, and fail to consider alternative perspectives or viewpoints.

Quiz 10: A Social Psychology