Social Psychology Exam 2 (REVIEW & TEST YOURSELF QUESTIONS)

(CH 6) Which of the following techniques relating to Post-decision dissonance could a clothing store use to increase customer satisfaction?

A) Cut all prices in half.
B) Ask customers to make a radio ad saying how great the store is.
C) Charge a membership fee to shop at the store.
D) Make all sales final

D) Make all sales final

(CH 6) You are selling $30 souvenir books for a club fund-raiser. How could you use the technique of lowballing to improve your sales?

A) Start by offering the books at $70 each and pretend to bargain with customers, making $30 your "final offer."
B) Start by selling the books at $25, but once the customer has retrieved his or her checkbook, tell him or her you made a mistake and the books are actually $5 more than you thought.
C) Offer the customers additional incentives to buy the book, such as free cookies with every purchase.
D) Start by selling the books at $40, but tell the customer he or she will get $10 back in three weeks.

B) Start by selling the books at $25, but once the customer has retrieved his or her checkbook, tell him or her you made a mistake and the books are actually $5 more than you thought.

(CH 6) Jake's professor tells Jake that if he is caught cheating on an exam, he will be expelled. Amanda's professor tells her that if she is caught cheating, she will have only to write a short paper about why cheating is wrong. If both students don't cheat, dissonance theory would predict that:

A) Amanda will feel more honest than Jake will.
B) Jake will feel more honest than Amanda will.
C) Amanda and Jake will feel equally honest.
D) Amanda and Jake will feel equally dishonest because both were threatened in advance.

A) Amanda will feel more honest than Jake will.

(CH 6) After spending two years of tedious work fixing up an old house themselves, Abby and Brian are even more convinced that they made the right choice to buy the place. Their feelings are an example of

A) counterattitudinal advocacy.
B) insufficient punishment.
C) the Ben Franklin effect.
D) justifying their effort.

D) justifying their effort.

(CH 6) Briana undergoes treatment for drug addiction. After she leaves the clinic, Briana is most likely to stay off drugs if the treatment at the clinic was

A) involuntary (she was ordered to undergo treatment) and a difficult ordeal
B) involuntary (she was ordered to undergo treatment) and an easy experience
C) voluntary (she chose to undergo treatment) and an easy experience
D) voluntary (she chose to undergo treatment) and a difficult ordeal

D) voluntary (she chose to undergo treatment) and a difficult ordeal

(CH 6) Your friend Amy asks what you think of the shoes she just bought. Privately, you think they are the ugliest shoes you have ever seen, but you tell her you love them. In the past, Amy has always valued your honest opinion and doesn't care that much about the shoes, which were inexpensive. Because the external justification for your fib was __________ , you will probably __________.

A) high, decide you like the shoes
B) high, maintain your view that the shoes are ugly
C) low, decide you like the shoes
D) low, maintain your view that the shoes are ugly

C) low, decide you like the shoes

(CH 6) Based on the "Ben Franklin effect," you are most likely to increase your liking for Tony when

A) you lend Tony $10.
B) Tony lends you $10.
C) Tony returns the $10 you loaned him.
D) Tony finds $10.

A) you lend Tony $10.

(CH 6) Amanda's parents tell her that if she texts while driving, they will take away her car for a year. Erin's parents tell her that if she texts while driving, they will take her car away for one weekend. Both Amanda and Erin decide not to text while driving. What would dissonance theory predict?

A) After they go to college and are away from their parents, Amanda is more likely to text while driving than Erin is.
B) Amanda and Erin will both think that texting while driving is OK; they avoided it so that they wouldn't be punished.
C) Amanda and Erin will both come to believe that texting while driving is bad.
D) After they go to college and are away from their parents, Erin is more likely to text while driving than Amanda is.

A) After they go to college and are away from their parents, Amanda is more likely to text while driving than Erin is.

(CH 6) Which of the following statements about culture and cognitive dissonance is true?

A) Japanese people rarely experience dissonance.
B) Cognitive dissonance is more likely to occur in collectivist rather than individualist cultures.
C) Cognitive dissonance is a uniquely American phenomenon.
D) Dissonance occurs everywhere, but culture influences how people experience it.

D) Dissonance occurs everywhere, but culture influences how people experience it.

(CH 6) Suppose Juan is in a long-term, romantic relationship but chooses to flirt with someone else. He experiences dissonance because he sees himself as loving and trustworthy, and his flirtatious behavior is incongruent with that self-perception. According to dissonance theory he could reduce his dissonance by ____________, whereas according to self-affirmation theory he could reduce his dissonance by __________.

A) thinking about how proud he is to be a premed student; convincing himself that the flirting was harmless
B) breaking up with his girlfriend; convincing himself that the flirting was harmless
C) convincing himself that the flirting was harmless; thinking about how proud he is to be a pre-med student
D) convincing himself that the flirting was harmless; breaking up with his girlfriend.

C) convincing himself that the flirting was harmless; thinking about how proud he is to be a pre-med student

(CH 6) Kristin is one of the few women in her computer science class and gets a poor grade on the first test. According to self-affirmation theory, which of the following would help her do better in the class?

A) Joining a study group of other students in the class
B) Getting study tips from the professor
C) Doing a values-affirmation writing exercise
D) Getting tutoring in the class

C) Doing a values-affirmation writing exercise

(CH 6) Suppose that you and your best friend are both psychology majors and both want to go to grad school in psychology. Your friend is also a talented athlete, whereas athletics is not that important to you. One day you find out that your friend won an intramural free throw shooting contest. Which of the following is MOST likely to happen, according to self-evaluation maintenance theory?

A) You will decide that you are not that interested in psychology.
B) You will bask in your friend's reflected glory and congratulate him or her on winning the free throw contest.
C) You will study really hard for the next psychology test in order to do better. than your friend
D) You will become less close to your friend.

B) You will bask in your friend's reflected glory and congratulate him or her on winning the free throw contest.

(CH 6) Imagine that you and your sister are both psychology majors and that you are very close to your sister. Suppose you learn that your sister's GPA in psychology classes is a lot higher than yours. According to self-evaluation maintenance theory, which of the following is LEAST likely to occur?

A) You will become less close to your sister.
B) You will study really hard for the next psychology test in order to do better than your sister.
C) You will bask in your sister's reflected glory and congratulate her on her high GPA.
D) You will decide that you are not that interested in psychology.

C) You will bask in your sister's reflected glory and congratulate her on her high GPA.

(CH 6) Which of the following people is most likely to be able to admit a major mistake?

A) A prosecutor, because he or she is trained to pursue justice at all costs.
B) A political leader, because otherwise he or she would be voted out of office.
C) A member of a religious sect, because he or she can leave at any time.
D) All of the above will find it hard to admit having been wrong.

D) All of the above will find it hard to admit having been wrong.

(CH 6) Which of the following is most true about self-esteem?

A) People who are optimistic try harder, persevere more in the face of failure, and set higher goals than do people who are not.
B) In general, women have lower self-esteem than men.
C) It's good to have low self-esteem because that motivates people to improve.
D) The higher a person's self-esteem, the better off he or she is.

A) People who are optimistic try harder, persevere more in the face of failure, and set higher goals than do people who are not.

(CH 6) The basic tenet of terror management theory is that

A) people are less terrified of dying if they are religious.
B) self-esteem protects people against thoughts about their own mortality.
C) it is important for governments to protect its citizens from terrorist attacks.
D) people are becoming increasingly narcissistic.

B) self-esteem protects people against thoughts about their own mortality.

(CH 6) Which of the following is most true about narcissism?

A) People who are narcissistic have more friends and a better social life than those who are not.
B) In general, college students are becoming less narcissistic.
C) People who are narcissistic do better academically than those who are not.
D) It is characterized by excessive self-love and a lack of empathy toward others.

D) It is characterized by excessive self-love and a lack of empathy toward others.

(CH 6) You know you're eating too much junk food and that it's bad for your energy and health. Which of the following will not reduce your dissonance?

A) Accepting the fact that your attitudes and behavior simply conflict.
B) Deciding that all those health warnings are stupid exaggerations.
C) Admitting you are eating too many sweets but claim that they boost your energy for studying.
D) Cutting out your favorite afternoon sweets.

A) Accepting the fact that your attitudes and behavior simply conflict.

(CH 6) You are reading a blog by someone whose point of view is really making you angry. Which of her arguments are you most likely to focus on and remember?

A) Her smartest claims, so that you can contradict them in a post.
B) Her silliest claims, because she is a silly person.
C) Her silliest claims, because they are consonant with your opinion that she is a silly person.
D) Her smartest claims, because they are so unlikely to have come from a silly person.

C) Her silliest claims, because they are consonant with your opinion that she is a silly person.

(CH 6) Rachel was accepted at both University A and University B. She has a hard time making up her mind because she sees pros and cons to attending either university. Which of the following is true, according to dissonance theory?

A) Because the choice is so difficult, she is unlikely to fully commit herself to the university she chooses to attend.
B) Whichever university she chooses, she is likely to regret her choice.
C) She will experience the most dissonance right after making up her mind.
D) She will experience the most dissonance right before making up her mind because it is such a difficult choice.

C) She will experience the most dissonance right after making up her mind.

(CH 6) When does "saying become believing"?

A) When you're paid a lot of money to lie.
B) When someone forces you to say something you don't believe.
C) When you claim to have an opinion that differs from your true beliefs for no strong reason.
D) When what you say is what you believe.

C) When you claim to have an opinion that differs from your true beliefs for no strong reason.

(CH 6) What is the "hypocrisy paradigm" in experimental research?

A) making participants aware of their own hypocrisy in not practicing what they preach
B) choosing participants who are hypocrites in order to study their rationalizations
C) making participants understand that everyone is a hypocrite
D) requiring participants to write essays that are critical of hypocrisy

A) making participants aware of their own hypocrisy in not practicing what they preach

(CH 6) In terms of dissonance theory, what is the primary reason that "we" (our side) often dehumanizes "them," the enemy, seeing them as animals, brutes, or monsters?

A) The enemy started the war.
B) Our side is more moral and humane than their side.
C) Our side has treated the enemy brutally and needs to justify these actions.
D) The enemy is violent and cruel and deserves whatever we do to them.

C) Our side has treated the enemy brutally and needs to justify these actions.

(CH 6) Your best friend has joined a cult called "The Fellowship of Feeling." He had to spend a month in a set of increasingly severe hazing rituals; pay an $8,000 membership fee; and go along to watch older members find homeless people to harass and beat up. Your friend loves this group and keeps urging you to join. What principle of dissonance is likely operating on your friend?

A) low self-esteem
B) hypocrisy induction
C) insufficient justification
D) the justification of effort

D) the justification of effort

(CH 6) Suppose Harold is in a long-term, romantic relationship but chooses to flirt with someone else. He experiences dissonance because he sees himself as loving and trustworthy, and his flirtatious behavior is incongruent with that self-perception. According to research on self-affirmation theory, how could Harold reduce his dissonance?

A) He could say, "Hey, at least I'm doing good work volunteering at the homeless shelter" (assuming that being a good volunteer is important to him).
B) He could confess to his romantic partner about what he did.
C) He could say to himself, "I'm really an idiot, I shouldn't do that again."
D) He could say to himself, "I guess I'm not all that trustworthy a person."

A) He could say, "Hey, at least I'm doing good work volunteering at the homeless shelter" (assuming that being a good volunteer is important to him).

(CH 6) Rachel and Eleanor are best friends and also in the high school choir. Both of them consider themselves to be talented singers and singing is very important to them. They both try out for an important solo in the choir, which Eleanor wins. Which of the following is Rachel least likely to do, according to self-evaluation maintenance theory?

A) Rachel will feel less close to Eleanor as a friend.
B) Rachel will practice even harder for the next solo in order to do better than Eleanor.
C) Rachel will be very happy for Eleanor and tell all their friends about her success in winning the solo.
D) Rachel will decide that singing isn't as important to her as she thought.

C) Rachel will be very happy for Eleanor and tell all their friends about her success in winning the solo.

(CH 6) Which of the following is true about self-esteem and narcissism?

A) People who are optimistic (but not narcissistic) persevere more in the face of failure and set higher goals than do other people.
B) Narcissism has been decreasing among college students in the United States over the past 30 years.
C) The best way to be happy is to focus on ourselves and our own needs.
D) Narcissists are disliked by others but do better academically and in business than other people.

A) People who are optimistic (but not narcissistic) persevere more in the face of failure and set higher goals than do other people.

(Ch 7) Which of the following conclusions is the most consistent with research on the heritability of attitudes?

A) We often inherit a temperament or personality that renders us likely to develop similar attitudes to those held by our genetic relatives.
B) Fraternal twins are just as likely to share attitudes as are identical twins.
C) Our attitudes are shaped by our surroundings and do not seem to have any genetic component to them.
D) Our attitudes are inherited and dictated by our genetic makeup, with little influence from environmental factors.

A) We often inherit a temperament or personality that renders us likely to develop similar attitudes to those held by our genetic relatives.

(Ch 7) People's emotional reaction to a target is referred to as the _____________ component of attitudes

A) operant
B) affective
C) behavioral
D) cognitive

B) affective

(Ch 7) Which component of an attitude is most related to the process of examining facts and weighing the objective merits of a target?

A) operant
B) cognitive
C) behavioral
D) affective

B) cognitive

(Ch 7) Adults' tendency to experience happy, nostalgia-filled feelings when they hear the music of an ice cream truck can be best explained by the relationship of attitudes to

A) operant conditioning
B) classical conditioning
C) self-perception
D) values

B) classical conditioning

(Ch 7) Newman is currently overweight, but as a child he was quite thin. his current explicit attitude toward the overweight is likely to be more _______________ and his current implicit attitude toward the overweight is likely to be more _________________

A) cognitively based; behaviorally based
B) behaviorally based; cognitively based
C) positive; negative
D) negative; positive

C) positive; negative

(Ch 7) The major finding of LaPiere's (1934) classic study on attitudes and behavior involving prejudice and hotel/restaurant owners is that

A) people's attitudes are not always reliable predictors of their behaviors.
B) the less accessible an attitude is, the more likely it is to shape behavior.
C) people are more prejudiced than their self-reported attitudes would lead us to believe.
D) when it comes to racial prejudice, people's attitudes are particularly strong predictors of their behaviors.

A) people's attitudes are not always reliable predictors of their behaviors.

(Ch 7) Attitude accessibility is a particularly good predictor of behavior when

A) When the behavior in question is spontaneous
B) When the behavior in question is deliberative
C) When the behavior in question is general
D) When the behavior in question is unpopular

A) When the behavior in question is spontaneous

(Ch 7) Which of the following is the best example of a deliberative behavior?

A) Buying a candy bar from the rack next to the check-out line at the grocery store
B) Making a decision regarding where you want to travel over your next vacation break
C) Deciding at the last minute to skip a class because your friends just told you that they're going to a movie you want to see
D) Telling a salesman who calls you on the phone that you aren't interested in the item he's selling

A) Buying a candy bar from the rack next to the check-out line at the grocery store

(ch 7) Wendy is a member of a political group on your campus and is interested in finding out how many students plan to vote in the next presidential election. According to the theory of planned behavior, which of the following attitude questions Wendy could ask would be the best predictor of whether or not a particular student will vote in the next presidential election?

A) "What are your attitudes about voting in the next U.S. presidential election?"
B) "What are your attitudes about U.S. politics?"
C) "What are your attitudes about voting?"
D) "What are your attitudes about former U.S. President Barack Obama?"

A) "What are your attitudes about voting in the next U.S. presidential election?"

(ch 7) In trying to predict deliberative behaviors, what three considerations must we evaluate?

A) classical conditioning, operant conditioning, self-perception theory
B) cognitively based attitudes, behaviorally based attitudes, affectively based attitudes
C) attitude specificity, subjective norms, perceived behavioral control D) attitude accessibility, explicit attitudes, implicit attitudes

C) attitude specificity, subjective norms, perceived behavioral control

(ch 7) One way to change someone's attitude is to get that person to give a speech arguing against his or her actual viewpoint. This strategy can lead to attitude change through cognitive dissonance as long as ___________ is/are present.

A) peripheral cues to persuasion
B) a motivated audience that feels a sense of personal relevance
C) insufficient justification for making the speech
D) two-sided arguments

C) insufficient justification for making the speech

(ch 7) Which of the following is not one of the three factors considered by the Yale Attitude Change Approach?

A) nature of the audience
B) fear
C) nature of the communication itself
D) message source

B) fear

(ch 7) A debate breaks out at the town hall meeting over whether local real estate taxes should be raised in order to pay for a new public school building. Which of the following individuals is most likely yo process the persuasive information raised during this debate through the peripheral route?

A) Lindsay, whose daughter still has 3 years left of public school
B) Buster, a local teacher, who is working in a temporary classroom because the current school building is too small for the number of students enrolled
C) Michael, who is a real estate executive whose business is affected by local tax rates
D) Gob, who has no school-aged children of his own and owns no real estate

D) Gob, who has no school-aged children of his own and owns no real estate

(ch 7) The physical attractiveness of the source of a persuasive communication would be best described as which of the following?

A) central cue
B) peripheral cue
C) systematic cue
D) rational cue

B) peripheral cue

(ch 7) Fear-arousing persuasive communication is most likely to be effective when

A) very low levels of fear are induced.
B) the target of the communication is a utilitarian or functional object. C) very high levels of fear are induced.
D) a plan for reducing the fear is provided.

D) a plan for reducing the fear is provided.

(ch 7) Briñol and Petty (2003) conducted a study in which participants tried on headphones while listening to a persuasive editorial. Half of the participants shook their head side-to-side while listening; the other half nodded up-and-down while listening. Which group of participants expressed the greatest agreement with the arguments expressed in the editorial at the end of the study?

A) The head-shakers who heard strong arguments in the editorial.
B) The head-nodders who heard strong arguments in the editorial.
C) The head-nodders who heard weak arguments in the editorial.
D) The head-shakers who heard weak arguments in the editorial.

B) The head-nodders who heard strong arguments in the editorial.

(ch 7) Research on public service ads designed to promote healthy behavior indicates that such efforts

A) are more effective via television than print ads when their target is young people.
B) almost always fail.
C) are more effective at changing the attitudes of men versus women.
D) are most effective when they are subliminal.

A) are more effective via television than print ads when their target is young people.

(ch 7) The best way for an advertisement to change an affectively based attitude is to use a __________ appeal.

A) cognitive
b) behavioral
C) affective
D) fact-filled

C) affective

(ch 7) Serafina, an advertising executive, is trying to figure out the best way to market a product that does not evoke a strong emotional, personal response from people. Her most effective strategy would be to adopt a campaign that focuses on

A) subliminal strategies.
B) logical, fact-based arguments.
C) creating such an emotional connection.
D) avoiding behavioral references.

B) logical, fact-based arguments.

(ch 7) Research on subliminal influence in advertising demonstrates that subliminal efforts at persuasion are

A) more effective in individualistic versus collectivistic cultures.
B) less effective than people assume them to be.
C) more effective than people assume them to be.
D) more effective in collectivistic versus individualistic cultures.

B) less effective than people assume them to be.

(ch 7) Which of the following is true regarding cross-cultural comparisons of advertising?

A) Korean ads are more likely than American ads to portray women and men in a state of complete or partial undress.
B) Korean ads are more likely than American ads to focus on family and concern for others.
C) Korean magazines have fewer ads than American magazines.
D) Korean ads are more likely than American ads to focus on utilitarian products like shoes.

D) Korean ads are more likely than American ads to focus on utilitarian products like shoes.

(Ch 7) The concept of attitude inoculation indicates that we are better able to resist a later attempt to change our attitudes when we are first exposed to arguments that

A) lead us to pay more attention to peripheral cues.
B) are weakened versions of arguments we might hear later.
C) prevent us from considering alternative viewpoints ahead of time. D) support our existing attitude.

B) are weakened versions of arguments we might hear later.

(ch 7) Which of the following is the best explanation for why product placement can be effective at changing attitudes?

A) It tends to operate via the central route to persuasion.
B) The audience is often unaware that an effort at attitude change is occurring.
C) Cognitively based efforts at persuasion tend to have longer-lasting effects.
D) It usually leads to a reactance response.

B) The audience is often unaware that an effort at attitude change is occurring.

(ch 7) Peer pressure effects tend to be linked most often to what type of attitude?

A) negative attitudes
B) cognitively based attitudes
C) inoculated attitudes
D) affectively based attitudes

D) affectively based attitudes

(ch 7) Which of the following concepts relates to the ironic research finding that the stronger the warning against a certain attitude or behavior, the more people sometimes wish to exhibit it?

A) peer pressure
B) reactance theory
C) attitude inoculation
D) implicit attitude

B) reactance theory

(ch 7) Cameron and Mitchell want to convince their daughter to stop leaving her toys scattered all around the floor, so they leave her a sign by her toy box. According to reactance theory, which of the following signs would be most effective?

A) "Please try to remember to clean up your toys when you are done with them"
B) "Do not leave toys lying around!"
C) "All toys MUST be put away after they are used"
D) "Your job is to clean up after yourself"

A) "Please try to remember to clean up your toys when you are done with them"

(ch 7) All of the following are true about attitudes except one. Which one is false?

A) Attitudes are evaluations of people, objects, and ideas.
B) Attitudes are related to our temperament and personality.
C) Attitudes rarely change over time.
D) Attitudes can be changed with persuasive communications.

C) Attitudes rarely change over time.

(ch 7) Paige wants to buy a puppy. She does some research and decides to buy an English springer spaniel rather than a Great Dane because they are smaller, more active, and good with children. Which type of attitude influenced her decision?

A) affectively based attitude
B) behaviorally based attitude
C) explicitly based attitude
D) cognitively based attitude

D) cognitively based attitude

(ch 7) On a survey, Marquel reports that he agrees with wearing a seat belt. According to the theory of planned behavior, which of the following would be the best predictor of whether Marquel will never wear a seat belt on a given day?

A) He generally agrees that safe driving is important
B) His best friend, Trevor, who is always talking about how important it is to wear a seat belt, is in the car with him
C) His attitude toward seat belts is not very accessible
D) Marquel believes that it is hard to remember to wear his seat belt.

B) His best friend, Trevor, who is always talking about how important it is to wear a seat belt, is in the car with him

(ch 7) People will be most likely to change their attitudes about smoking if an antismoking advertisement

A) uses extremely graphic pictures of how smoke can harm the body and warns of the risks of smoking.
B) gives people subliminal messages about the risks of smoking as well as recommendations of how to quit.
C) uses graphic pictures of the damages of smoking on the body and then provides specific recommendations on how to quit smoking.
D) uses success stories of how people quit smoking.

C) uses graphic pictures of the damages of smoking on the body and then provides specific recommendations on how to quit smoking.

(ch 7) Emilia would be most likely to pay attention to facts about the danger of AIDS during a school assembly and remember the facts for a long time if

A) the speaker emphasized statistical information about AIDS throughout the world.
B) the speaker emphasized how the disease has spread in her community and there isn't anything distracting Emilia from listening.
C) the speaker emphasized how the disease has spread in her community and at the same time Emilia's best friend is whispering to her about a big party that weekend.
D) the speaker is a nationally known expert on AIDS.

B) the speaker emphasized how the disease has spread in her community and there isn't anything distracting Emilia from listening.

(ch 7) You are trying to sell a new electronic toothbrush at the airport to busy, distracted travelers. Which of the following strategies is least likely to be successful at getting people to buy a toothbrush?

A) Make up a flier that gives convincing reasons why the toothbrush is so good.
B) Make a large sign that says, "9 out of 10 dentists recommend this toothbrush!"
C) Put up a large banner featuring a picture of your friend who looks like Brad Pitt posing with the toothbrush.
D) Stop people and say, "Do you know that this is the toothbrush that is used the most by Hollywood stars?"

A) Make up a flier that gives convincing reasons why the toothbrush is so good.

(ch 7) Under which of the following conditions would people be most likely to vote for a political candidate? They:

A) like the candidate's policies but have negative feelings toward him or her.
B) know little about the candidate's policies but have positive feelings toward him or her.
C) see subliminal ads supporting the candidate on national television.
D) see television ads supporting the candidate while they are distracted by their children.

B) know little about the candidate's policies but have positive feelings toward him or her.

(ch 7) Suppose that while you are watching a film at a movie theater the words "Drink Coke" are flashed on the screen at speeds too quick for you to see consciously. According to research on subliminal perception, which of the following is most true?

A) You will get up and buy a Coke, but only if you are thirsty.
B) You will get up and buy a Coke, but only if you prefer Coke to Pepsi.
C) You will be less likely to get up and buy a Coke.
D) You will be no more likely to buy a Coke than if the subliminal messages were not flashed.

D) You will be no more likely to buy a Coke than if the subliminal messages were not flashed.

(ch 7) All of the following are examples of ways to resist persuasion except...

A) Making people immune to change of opinions by initially exposing them to small doses of arguments against their position
B) warning pole about advertising techniques such as product placement
C) Forbidding people to buy a product
D) Role-playing using milder versions of real-life social pressures

C) Forbidding people to buy a product

(ch 7) According to reactance theory, what of the following public service messages would be least likely to get people to wear seat-belts?

A) "Please wear your seatbelt every time you drive."
B) "Wear your seatbelt to save lives."
C) "It's the law—you must wear your seatbelt."
D) "Buckle up your children—you might save their lives."

C) "It's the law—you must wear your seatbelt."

(CH 8) Which of the following is the most direct and powerful example of social influence?

A) complying with a polite request made by a friend
B) obedience to an order from an authority figure
C) emotion-based attitudes
D) conforming to a group norm

B) obedience to an order from an authority figure

(CH 8) Which of the following statements best captures the relationship between cultural beliefs and conformity?

A) compared to many cultures, americans tend to have relatively negative attitudes toward conformity
B) compared to many cultures, americans tend to have relatively positive attitudes toward conformity
C) there is little variability in how people from different cultures think about conformity
D) american's beliefs about conformity have become more and more negative as the years go by

A) compared to many cultures, americans tend to have relatively negative attitudes toward conformity

(CH 8) Conformity always includes

A) negative and immoral behavior
B) the real or imagined influence of other people
C) positive and moral behavior
D) an authority figure

B) the real or imagined influence of other people

(CH 8) Informational social influence occurs

A) only in a crisis
B) autokinetically
C) through public but not private conformity
D) when we believe that other people's reactions can help us arrive at an accurate reading of a situation

D) when we believe that other people's reactions can help us arrive at an accurate reading of a situation

(CH 8) Which of the following statements regarding Sherif's 1936 study of perceptions of autokinetic effect is true?

A) participants conformed because they believed the other people's responses were accurate
B) participants conformed publicly but not privately
C) participants conformed because they were in a group with their friends, and they simply wanted to fit in with the group

A) participants conformed because they believed the other people's responses were accurate

(CH 8) The more important it is to people to make an accurate decision,

A) the more they will prefer public to private conformity
B) the less likely they are to conform to informational social influence
C) the more they seek to make that decision on their own, uninfluenced by what the people around them have to say
D) the more likely they are to conform to informational social influence

D) the more likely they are to conform to informational social influence

(CH 8) Which of the following statements best captures the relationship between informational social influence and eyewitness performance in legal proceedings?

A) eyewitnesses are encouraged to use informational social influence in providing their testimony at trial
B) informational social influence always makes eyewitnesses more accurate
C) the legal system often takes steps to prevent conformity to informational social influence among eyewitnesses
D) because the stakes are so high in a criminal trial, eyewitnesses don't conform to informational social influence

C) the legal system often takes steps to prevent conformity to informational social influence among eyewitnesses

(CH 8) Informational social influence is most likely to occur when

A) a situation is unambiguous and not a crisis
B) the other people around are experts and the situation is ambiguous
C) a situation is a crisis but also unambiguous
D) the other people around aren't experts and the situation isn't a crisis

B) the other people around are experts and the situation is ambiguous

(ch 8) societal rules regarding acceptable behavior are known as

A) contagion
B) convergence
C) social norms
D) minority influence

C) social norms

(CH 8) Asch's line-judgement research indicated that

A) participants demonstrated public conformity without private acceptance
B) conformity was greater when participants wrote down their responses rather than said them aloud
C) conformity occurs only on a task that is of personal importance to the individual
D) every single participant conformed atleast one time

A) participants demonstrated public conformity without private acceptance

(CH 8) compared to informational social influence, normative social influence

A) is more consistent across different cultures
B) leads to more internalized, private attitude change
C) is a tendency about which most americans hold positive attitudes
D) has less to do with being accurate and more to do with fitting in

D) has less to do with being accurate and more to do with fitting in

(CH 8) A 12 person jury is deliberating on a murder trial. 11 members of the jury want to vote guilty and convict the defendant; only 1 juror wants to vote not guilty. The holdout juror, Henry, digs in and will not change his mind. According to research, what is the best prediction for how the rest of the group will react to Henry's deviance?

A) they'll try to use minority influence to change his mind
B) they'll come to appreciate his principled stand the longer he holds out in defiance of their position
C) they'll eventually come to ignore him and try to punish him by being generally unpleasant towards him
D) they'll seek to change his opinion by using idiosyncrasy credits

C) they'll eventually come to ignore him and try to punish him by being generally unpleasant towards him

(CH 8) which of the following conclusions is consistent with the predictions of the social impact theory?

A) social influence increases in a linear fashion as a group grows in size, in other words, each new member added to a group adds the same amount of social influence as the previous member added
B) conformity is less prevalent in collectivist cultures than it is in individualistic cultures
C) the more immediate a group is, the more social influence it tends to exert
D) conformity is more likely among groups of strangers than within established groups that are important to us

C) the more immediate a group is, the more social influence it tends to exert

(CH 8) The key to minority influence is

A) creativity
B) normative social pressure
C) immediacy
D) consistency

D) consistency

(CH 8) a __________ norm involves perceptions of which behaviors society approves of; a __________ norm involves perceptions of how people actually behave

A) descriptive; injunctive
B) private; public
C) injunctive; descriptive
D) public; private

C) injunctive; descriptive

(CH 8) __________ norms are most powerful for changing people's behaviors

A) descriptive
B) injunctive
C) normative
D) informational

B) injunctive

(CH 8) Which of the following provides an illustration of how the use of norms to change behavior can backfire and produce a "boomerang effect?"

A) Jerry finds out that everyone in his building is conserving water by installing a low-flow shower head, so he decides that he doesn't need to worry about conserving, and he begins taking even longer showers than usual
B) Elaine notices that the new, attractive guy at the office brings a reusable cup instead of bottled water, so she goes out of her way to show off her reusable cup whenever he is in the vicinity in order to win his affection
C) Kramer finds out that he is using more electricity than most people in the neighborhood, so he cuts down on his usage by shutting off his computer, lights, and hot tub every time he leaves his apartment
D) George finds out that all of his neighbors are stealing cable television, so he decides that he will get an illegal cable hookup as well

A) Jerry finds out that everyone in his building is conserving water by installing a low-flow shower head, so he decides that he doesn't need to worry about conserving, and he begins taking even longer showers than usual

(CH 8) The foot in the door technique

A) is an example of propaganda
B) works only when the 2nd request comes from the same person as the first request
C) capitalizes on people's desire for self-consistency
D) works only when the requests come from someone in a position of authority

C) capitalizes on people's desire for self-consistency

(CH 8) The door in face technique

A) relies at least in part on norms of reciprocity
B) is an example of informational social influence
C) illustrates the importance of people's desire to be accurate
D) is more likely to work during a time of crisis

A) relies at least in part on norms of reciprocity

(CH 8) which of the following was a goal of milgram's obedience research?

A) to identify cultural differences in aggression
B) to justify and exonerate the behaviors linked to genocide and other inhuman acts
C) to better understand the social forces that contribute to destructive and immoral behavior
D) to identify the abnormal personality characteristics associated with sadistic behavior

C) to better understand the social forces that contribute to destructive and immoral behavior

(CH 8) Which of the following illustrates the role played by normative social influence in the obedience of milgram's participants?

A) many participants showed signs of nervous laughter during the course of the study
B) when other "teachers" (actually confederates) refused to continue with the study, participants' obedience rates declined significantly
C) the "learner" (actually a confederate) announced before the study began that he had a preexisting heart condition
D) men and women exhibited similar levels of obedience in the research

B) when other "teachers" (actually confederates) refused to continue with the study, participants' obedience rates declined significantly

(CH 8) Which of the following wasn't one of the instruction prods used by the experimenter in the milgram studies?

A) the experiment requires that you continue
B) it's absolutely essential that you continue
C) if you don't continue, you won't be paid for your participation
D) please continue

C) if you don't continue, you won't be paid for your participation

(CH 8) Which of the following is a common ethical concern raised about the milgram study?

A) participants had to receive a sample shock of 75 volts before the study began
B) participants were never given the chance to serve in the role of learner
C) participants were forced to learn unpleasant things about themselves without agreeing to that ahead of time
D) participant's compensation was low

C) participants were forced to learn unpleasant things about themselves without agreeing to that ahead of time

(CH 8) Which of the following is a change that Burger (2009) made from the original milgram study when he replicated the research?

A) the study was stopped once participants went past 150 volts
B) he paid participants for their involvement
C) he told participants that the study was part of research on the effects of punishment on learning
D) he examined only female participants

A) the study was stopped once participants went past 150 volts

(CH 8) all of the following are examples of informational social influence except

A) you're running a race, but you're unsure of the route, so you wait to check which of two roads the other runners follow
B) you ask your adviser which classes you should take next semester
C) when you get to college, you change the way you dress so that you "fit in" better-so that people will like you more
D) you've just started working at a new job, and a fire alarm goes off, you watch your coworkers to see what to do

C) when you get to college, you change the way you dress so that you "fit in" better-so that people will like you more

(CH 8)Which of the following is true, according to social impact theory?

A) people conform more to others who are physically close than to others who are physically distant
B) people conform more if the others are important to them
C) people conform more to three or more people than to one or two people
D) all of the above are true

D) all of the above are true

(CH 8) In Asch's line studies, participants who were alone when asked to report the length of the lines gave the correct answer 98% of the time. However, when they were with the confederates who sometimes gave an obviously wrong answer, 76% of participants gave the wrong answer at least once. This suggests that Asch's studies are an illustration of

A) public compliance with private acceptance
B) public compliance without private acceptance
C) informational influence
D) private compliance

B) public compliance without private acceptance

(CH 8) which of the following is most true about informational social influence?

A) when deciding whether to conform, people should ask themselves whether the other people know more about what is going on than they do
B) people should always try to resist it
C) people are most likely to conform when others have the same level of expertise as they do
D) often, people publicly conform but do not privately accept this kind of influence

A) when deciding whether to conform, people should ask themselves whether the other people know more about what is going on than they do

(CH 8) Brandon knows that society considers underage drinking to be wrong; but he also knows that on a Saturday night at his school many of his friends will engage in this behavior. his belief that most of the public would disapprove of underage drinking is __________, while his perception that many teenagers drink under certain circumstances is ___________

A) descriptive norm; conformity
B) injunctive norm; conformity
C) injunctive norm; a descriptive norm
D) a descriptive norm; an injunctive norm

C) injunctive norm; a descriptive norm

(CH 8) Tom is a new student at his university. During the first week of classes, he notices a fellow student from one of his classes getting on a bus. Tom decides to follow the student and discovers that this bus takes him right to the building where his class meets. This best illustrates what kind of conformity?

A) obedience to authority
B) informational social influence
C) public compliance
D) normative social influence

B) informational social influence

(CH 8) Which of the following best describes an example of normative social influence?

A) Carrie is studying with a group of friends. When comparing answers on the practice test, she discovers that they all answered the question differently than she had. Instead of speaking up and telling them that she thinks the answer is something else, she agrees with their answer because she figures it is right
B) Samantha is supposed to bring a bottle of wine to a dinner party she is attending. She doesn't drink wine herself but figures she can just ask the store clerk for advice on what kind to buy
C) Miranda is out to lunch with her boss and coworkers. Her boss tells a joke that makes fun of a certain ethnic group, and everyone else laughs. Miranda doesn't think the joke is funny but laughs anyway
D) Charlotte is flying on an airplane for the first time. She is worried when she hears the engine make a strange noise but feels better after she looks at the flight attendants and sees that they are not alarmed

C) Miranda is out to lunch with her boss and coworkers. Her boss tells a joke that makes fun of a certain ethnic group, and everyone else laughs. Miranda doesn't think the joke is funny but laughs anyway

(CH 8) American mythology and culture often emphasize the importance of

A) not conforming
B) following authority
C) setting descriptive norms
D) normative social influence

A) not conforming

(CH 8) Which of the following strategies of social influence creates a situation similar to that experienced by Milgram's study in that it relies on requests that increase in severity in incremental fashion?

A) contagion
B) foot-in-the-door technique
C) door-in-the-face technique
D) descriptive norms

B) foot-in-the-door technique

(CH 8) Which of the following had the LEAST influence on participants' willingness to keep giving shocks in the Milgram studies?

A) loss of personal responsibility
B) self-justification
C) informational social influence
D) participants' aggression

D) participants' aggression

(ch 9) Which of the following is not an example of a group?

A) 6 students studying together for an exam
B) the 12 person cast of a Musical theater production
C) A 4 person work team collaborating on a project via Web-conferencing
D) 7 commuters waiting together silently at a bus stop

D) 7 commuters waiting together silently at a bus stop

(ch 9) One reason people join groups is to

A)avoid well-defined social roles.
B)accomplish objectives that are more difficult or impossible to accomplish alone.
C)decrease their cohesiveness.
D)avoid having to deal with normative social influence.

B)accomplish objectives that are more difficult or impossible to accomplish alone.

(ch 9) Group cohesiveness is particularly important for a group when

A)the group's primary objective is problem solving.
B)financial decision making is involved.
C)the group is diverse in terms of gender but not when it is diverse in terms of race.
D)the group has formed for primarily social reasons.

D)the group has formed for primarily social reasons.