Question 1

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

Accepted Answer

The Boston Red Sox is not an example of groupthink. The other options are all examples of groupthink because they involved a group of people making a flawed decision due to pressure for consensus and a desire to conform to the group's norms and beliefs. The Challenger disaster involved NASA engineers ignoring warning signs due to pressure to meet a launch deadline. The Titanic involved the ship's crew disregarding warnings about icebergs due to overconfidence and a belief in the ship's superiority. The Bay of Pigs involved U.S. government officials making a failed invasion attempt of Cuba due to a lack of dissent and a belief in their own infallibility.

Question 2

"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 precocious 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, followed by a smaller request. The son first asks for a PlayStation®3 and all accessories, which is refused, then asks for just one game for the PlayStation®2, which is accepted.

Question 3

Of the following,a ________ would probably not be viewed as a 'compliance professional.'

Accepted Answer

The answer of Of the following,a ________ would probably not...

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 using the door-in-the-face technique by starting with a big request (counseling delinquent youths for two years) and then following up with a smaller request (supervising them on a trip to the zoo) in the hopes of getting a yes.

Question 5

After agreeing to Nat's request to share her lecture notes from one class,Maria now agrees to Nat's request to share her notes from three classes.This example illustrates the ________technique.

Accepted Answer

The example illustrates the foot-in-the-door technique, which involves making a small request first before making a larger request. Nat first asked for notes from one class, which Maria agreed to, and then asked for notes from three classes, which Maria also agreed to. This technique works by leveraging the principle of consistency, as people are more likely to agree to a larger request if they have already agreed to a smaller one.

Question 6

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 is an extreme form of conformity in which group members prioritize maintaining group harmony over making well-thought-out decisions. It can lead to poor decision making because individuals may suppress their own opinions in order to fit in with the group, and dissenting voices may be silenced. This conflict may occur in Carlos and his associates' close, friendly group if they prioritize loyalty and harmony over the group's task or goal.

Question 7

"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 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 lowball technique involves getting someone to agree to a request and then revealing hidden costs or additional commitments. In this scenario, Jeremy agrees to give Ben a ride before knowing the early time, which is the hidden cost.

Question 8

An example of ________ is the decision by NASA to launch the space shuttle Challenger despite widespread concerns about its booster rockets.

Accepted Answer

The decision by NASA to launch the space shuttle Challenger despite concerns about the booster rockets is an example of groupthink. Groupthink refers to the phenomenon where a group of individuals conform to a consensus decision which may not necessarily be the best decision under the circumstances. In this case, the group members may have ignored individual concerns and succumbed to pressure to conform to the group decision to launch the shuttle.

Question 9

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

Accepted Answer

Groupthink is a phenomenon where group members prioritize consensus and conformity over critical thinking and independent decision making. This can lead to a deterioration in the quality of group decisions and outcomes, and can especially affect close, friendly groups where members are hesitant to challenge each other or rock the boat. The other answer choices are not directly related to this phenomenon.

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 that occurs when a group of people prioritize agreement and cohesiveness over critical thinking and decision making, ultimately leading to faulty decision making. In this scenario, the prime minister's advisors may be engaging in groupthink, where they prioritize maintaining harmony in the group over presenting dissenting opinions or alternative perspectives. This can result in the prime minister being deprived of valuable input and differing viewpoints when making important decisions.

Question 11

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 refers to the tendency for people who have first agreed to a small request to comply later with a larger request. In the case of telemarketers, someone who agrees to listen to a pitch (a small request) is more likely to eventually buy the product (a larger request). Therefore, the foot-in-the-door phenomenon is the best answer to this question.

Question 12

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

Accepted Answer

The door-in-the-face technique involves making a larger request that is likely to be turned down, and then following up with a smaller request that is more likely to be accepted. This technique relies on the principle of reciprocation, where the person feels obligated to comply with the smaller request after refusing the larger one. The other options are not relevant to this principle.

Question 13

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

Accepted Answer

Finding holes in arguments that go against the group's desires would actually contribute to groupthink, as it is a way to suppress dissenting viewpoints and reinforce the dominant group ideology. The other choices would all be effective in reducing groupthink: impartial group leadership helps to maintain objectivity, seeking opinions outside of the group brings in diverse perspectives, and using secret ballot voting encourages individuals to vote based on their true beliefs rather than conforming to the group norm.

Question 14

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 and a test drive is a form of norm of reciprocity, which is the social norm of responding to a positive action with another positive action. By offering a soda and a test drive, the salesperson is creating a positive experience for the potential customer, which can increase the likelihood of a sale. The test drive is also a form of foot-in-the-door technique, which is the principle of gaining compliance by starting with a small request and then making larger requests. By asking the customer to take a test drive, the salesperson is starting with a small request that is more likely to be accepted, and then can build on that momentum to potentially close a sale.

Question 15

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 is the tendency of people to comply with a second, larger request after complying with a small request. This technique involves making a small request first, which is likely to be agreed to, and then following up with a larger request that is similar in nature to the initial request. This technique is based on the principle of consistency, as people tend to like to be consistent with their past behavior and commitments.

Question 16

All of the following are causes for groupthink EXCEPT ____________.

Accepted Answer

Openness to differing opinions is not a cause for groupthink, as groupthink occurs when members of a group prioritize consensus and conformity over critical thinking and independent decision-making, often resulting in irrational or flawed decisions. The other choices (A, B, and C) all reflect common characteristics of groupthink.

Question 17

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 the tendency of group members to conform to the group's decisions and perspectives, even if they are faulty or irrational. In this scenario, the gang members are engaging in groupthink by reinforcing each other's beliefs that revenge is necessary, without considering evidence or alternative perspectives. This can lead to an escalation of violence and further harm to both themselves and others.

Question 18

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

Accepted Answer

Compliance refers to changing one's behavior in response to a direct request from someone else, regardless of their own beliefs or attitudes. Conformity involves changing one's behavior to fit in with a group, while obedience refers to following orders from an authority figure. Deindividuation occurs when an individual loses their sense of self and identity in a group setting.

Question 19

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 changed or initiated in response to a request, rather than a direct order or command. Obedience refers to following an order or command from an authority figure. Conformity refers to changing one's behavior to match the expectations or norms of a group. Persuasion involves attempting to change someone's attitudes or beliefs through communication.

Question 20

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 a compliance technique in which an individual is more likely to comply with a larger request after first complying with a smaller, initial request. The name comes from the idea of getting one's foot in the door, or gaining initial agreement, before making a larger request.

Quiz 12: Social Psychology