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421 Cards in this Set
- Front
- Back
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In a study by Latané and Rodin (1969), a female experimenter apparently fell and hurt her ankle. What percentage of participants who were alone offered help?
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70
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__ are more likely to favor conservative political candidates.
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men
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__ in discussion produces more attitude change than does __.
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Active participation; passive listening
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__ is defined as aggression driven by anger and performed as an end in itself and can also be referred to as affective aggression
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hostile aggression
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__ is defined as having qualities that appeal to an audience
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attractiveness
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__ is defined as physical or verbal behavior intended to cause harm.
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aggression
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__ is the process by which a message induces change in beliefs, attitudes or behaviors.
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persuasion
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__ is the process by which a message induces change in beliefs, attitudes, or behaviors.
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persuasion
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__ more than __ are more likely to be politically conservative and to favour group inequality.
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Men; women
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__ occurs when groups of individuals who don't fit their stereotype are thought of as a special category.
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Subtyping
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__ of those who do pray with their spouse report their marriage as "very happy."
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Most
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__ refers to the tendency for people to exert less effort when they pool their efforts toward a common goal than when they are individually accountable.
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social loafing
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_______ occurs when soldiers or employees follow questionable orders, such as when nurses willingly follow a physician's order to give a patient a dangerously high dosage of medication.
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A. Norm formation B. Conformity C. Obedience D. Acceptance
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_______ sometimes follows compliance.
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A. Obedience B. Acceptance C. Conformity D. Reactance
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“Psychological reactance” refers to the human tendency to
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Resent the loss of freedoms
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3 factors breed obedience
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1. distance to the victim 2. closeness and legitimacy of the authority figure 3. institutional authority
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A __ is a situation in which the conflicting parties, by each rationally pursuing their self-interest, become caught in mutually destructive behavior.
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social trap.
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A belief in the superiority of one's own ethnic and cultural group is called __.
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ethnocentrism
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A cardinal rule in sales is to avoid questions that
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May result in the answer “No.”
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A change in behavior or belief to accord with others is called
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Conformity
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A classmate across the room yawns and then several other students yawn, this is an example of
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A. informational influence. B. psychological reactance. C. group cohesion. D. social contagion.
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A concern for _______ produces normative influence, while a concern for _______ produces informational influence.
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A. social image; being correct. B. being correct; social image C. being correct; gaining status D. social roles; authority figures
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A fad such as tattoos are an example of
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A. norm formation. B. conformity. C. obedience. D. reactance.
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a group is more effective at inducing conformity it:
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-It consists of experts -the members are of high social status -the members are similar to the individual
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A group of people who share a sense of belonging or a feeling of a common identity is a
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ingroup.
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A lone black female lawyer in a group of black and white male lawyers will be most conscious of being
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A. black. B. female. C. a lawyer. D. in a group.
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A person who is both __ would be considered androgynous.
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assertive and nurturing
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A psychiatrist who interviewed 40 of Milgram's participants a year after their participation concluded that
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A. none had been harmed. B. many were suspicious of all authorities. C. a minority of them had lowered self-esteem. D. most regretted having served in Milgram's study.
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A salesperson begins with a large request he expects will rejected. Looking forlorn, he follows this with a smaller request which, unknown to the customer, was his target all along. This technique is known as:
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Door-in-the-face
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A social role is
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A. a cluster of norms. B. separate from culture. C. a weak influence on conformity. D. a role that feels awkward.
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A study conducted by Snyder and Fromkin (1980) revealed that people feel better when they see themselves as
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A. very unique. B. moderately unique. C. not at all unique. D. collectivistic.
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A very strong cultural norm dictates that males should be taller than their female mates. This height norm is cited in your text as evidence that
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biology and culture interact to develop gender-role norms
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A win-win agreement that reconciles both parties' interests to their mutual benefit is known as
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an integrative agreement.
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A year after his original study, Sherif's participants were retested alone and gave answers that supported the original group's norm. This suggests that the process involved was really
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A. reactance. B. compliance. C. obedience. D. acceptance.
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acceptance
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conformity that involves both acting and believing in accord with social pressure
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According to Albert Bandura, an important influence on one's tendency to be aggressive is
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observations of others' behavior.
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According to Bem, the most ‘masculine’ traits include:
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independence
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According to conformity research, a group's social power is deflated when it loses its
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A. agenda. B. anonymity. C. unanimity. D. heterogeneity.
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According to Eagly and Wood, as men’s and women’s social roles become similar, their psychological differences:
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lessen
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According to Elliot Aronson, "as a relationship ripens toward greater intimacy, what becomes increasingly important is
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authenticity."
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According to evolutionary psychology, men are attracted to women whose physical features indicate:
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fertility
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According to Festinger (1954), it is human nature to want to evaluate our opinions by
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comparing ourselves with others.
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According to Myers, advertisers for beverages and clothing tend to adopt marketing strategies that use the __ route to persuasion.
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Peripheral
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According to Myers, American and British leaders in 2003 justified attacking Iraq not as a hostile effort to kill Iraqis, but as an instrumental act of liberation and of self-defense against presumed weapons of mass destruction. Social psychologists would consider this an example of __ aggression.
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instrumental
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According to Myers, an unchallenged assumption in individualistic Western nations is that _______ is good and _______ is bad.
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A. uniqueness; similarity B. similarity; uniqueness C. individualism; conformity D. conformity; individualism
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According to social constructionists, the use of gender as an analytic category is questionable because:
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gender is culturally constructed
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According to the __ hypothesis, people are attracted to those whose needs are different in ways that complete each other.
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complementarity
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According to The Power of Persuasion:
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Most people believe others are more likely to be stricken by diseases than they are themselves
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According to the text, __ provides the classic illustration of pure altruism.
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the parable of the Good Samaritan
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According to the text, Asch's experiments lacked _______ but did possess _______.
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A. experimental realism; mundane realism B. mundane realism; experimental realism C. validity; reliability D. reliability; validity
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According to the text, individuals who identify as __ in terms of spiritual commitment were most likely to report working among the poor, infirm, or elderly.
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highly committed
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According to the text, people in a hurry may be less willing to help because
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they never fully grasp the situation as one requiring their assistance.
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According to the text, personality predicts behavior when social influences are
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A. obvious. B. covert. C. strong. D. weak.
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According to the text, the factor that determines if we call attempts at persuasion "education" or "propaganda" is whether or not
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we believe them or not
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According to the text, the first step in scientifically studying romantic love is to
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define and measure it.
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According to the text, the notion of egoism has fallen into disrepute because
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it is vulnerable to the criticism of circular explanation.
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According to your text, the relationship between intelligence and television viewing is __.
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negative
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Acting in accord with a direct order is called
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A. obedience. B. acceptance. C. conformity. D. compliance.
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After arguing with her boyfriend Peter over the telephone, Roberta smashes down the receiver and then throws the phone across the room. This behavior most clearly demonstrates
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displacement.
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After hearing a great deal about the benefits of soy products from your friends, you decide to drink soy milk instead of cow's milk. Your behavior is an example of
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A. obedience. B. acceptance. C. conformity. D. compliance.
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After hearing so much about the dangers of smoking cigarettes from the media and seeing numbers of people quit the habit, Jacob finally realizes that smoking is dangerous and therefore he quits. His behavior is an example of
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A. obedience. B. acceptance. C. conformity. D. compliance.
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After Marilyn Monroe's suicide, there were 200 more suicides in the United States than was typical. This was due to the suspected effects of:
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suggestibility
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After President Bush announced his position regarding a possible war with Iraq, he was unlikely to change his mind. This most likely reflects the
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A. we-they polarity between the political parties. B. fact that public commitment reduces susceptibility to social influence. C. fact that the high status of the office elicits a need for uniqueness. D. fact that higher-status people are more susceptible to psychological reactance.
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Ahmed generally likes to go home to visit his family during vacation. However, after his father tells him that he must be home during spring vacation, Ahmed decides to remain at college. Ahmed's behavior is best understood in terms of
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A. reaction formation. B. regression. C. psychological reactance. D. self-serving bias.
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Although he made a promise to himself to not take illegal drugs, Tom gave into peer pressure at a party to smoke marijuana because he did not want to be rejected by the others. Tom's conformity is a result of
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A. compliance. B. acceptance. C. normative influence. D. informational influence.
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Although most suspects in cases of incest, child molestation, and sexual abuse are heterosexual males, the local newspaper omits the word "heterosexual" in any related headline. In contrast, whenever a self-described gay male is arrested for a crime, the headline proclaims "homosexual arrested" in the case. The resulting prejudice that gay males are more likely to commit violent crimes can in part be blamed on
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illusory correlation.
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Although you did not like it when you first saw it alone, you go to the same movie with a friend for a second time. After she raves about it, you decide that it wasn't so bad after all. Your interpreting events differently after hearing your friend's opinion is called
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A. norm formation. B. conformity. C. obedience. D. reactance.
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An example of compliance
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wearing a suit or a dress to a wedding even if you dislike getting dressed up. - it is related to conformity.
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An interaction is said to occur when:
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the effect of one factor causes another
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Another term for believability is
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credibility
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Arvid didn't work very hard on his last class essay assignment, so he was relieved at first to find he'd gotten a "C" on it. But when he learned that most of his classmates had gotten "B's" and "A's", he felt unhappy and angry about his grade. Arvid's experience is best explained in terms of
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the relative deprivation principle.
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As an example of the liberating effects of group influence, ___ % of the participants in a variation of Milgram's study conformed to the confederate's behavior when the confederates defied the experimenter.
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A. 90 B. 45 C. 20 D. 10
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As they age, women become more:
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assertive
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Asch's 3-line experiment
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37% conformity by participants when all other participants gave the same wrong answer for which two lines were the same
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Asch's conformity experiments showed that most people
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A. go along with others' decisions. B. conform even when wrong. C. tell the truth even when others do not. D. become confused when confronted.
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autokinetic phenomenon
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Self (auto) motion (kinetic). The apparent movement of a stationary point of light in the dark
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Autokintetic effect
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an optical illusion of the apparent movement of a stationary point of light viewed in the dark
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Ayres' (1991) research team visited 90 Chicago-area car dealers using a uniform strategy to negotiate the lowest price on a $11,000 car. The results indicated that __ were given the highest quote.
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Black females
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Based on research cited in the text, who is most likely to honk aggressively at someone stopped at a green light?
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The driver of a convertible with the top up
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Bearman and Brueckner (2001) found that teens who made a public virginity-until-marriage pledge became _______ likely to remain sexually abstinent than similar teens who do not make the pledge.
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somewhat more
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Bearman and Brueckner (2001) found that teens who made a public virginity-until-marriage pledge became somewhat more likely to remain sexually abstinent than similar teens who do not make the pledge. This is an example of how
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A. status produces psychological reactance. B. a we-they feeling has evolved between professional sports players and officials. C. the teen seeks to maintain emotional distance from would-be sexual partners. D. public commitment reduces susceptibility to social influence.
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Because we are sensitive to distinctive events, the simultaneous occurrence of two such events is especially noticeable. Our attentiveness to unusual occurrences can create
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illusory correlations.
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Both sides believing "we are moral, good, and right, and they are evil" is an example of a
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mirror-image perception.
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Bradshaw's books on "reclaiming your inner child" suggest techniques that are consistent with what social psychologists call
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diffusing responsibility
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Brent is a White man who has been given a choice to work with Darwin or Ken. Darwin is a Black man who shares many of Brent's values and attitudes. Ken is a White man who shares little in common with Brent. Who will Brent like most and want to work with?
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Darwin
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Brock (1965) found that paint store customers were more influenced by the testimony of an
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an ordinary person who recently bought the same amount of paint as they did
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Brown (1987) has reported that forms of address, such as the distinction between formal and informal forms of “you” in many languages, communicate not only social distance, but also __
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social status
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Bystanders will inhibit helping most under which of the following conditions?
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a. the emergency is ambiguous b. the other bystanders are strangers c. the bystanders cannot readily read one another's reactions
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Chaiken and Eagly (1976) found that when a message was difficult to comprehend, persuasion was greatest when the message was
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written
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Chartrand and Bargh (1999) found that participants in an experiment who worked alongside another person who occasionally rubbed her face were unwittingly more likely to rub their face. They called this
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A. the chameleon effect. B. mood linkage. C. compliance. D. automatic processing.
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Closed-mindedness is most clearly fostered by which of the following symptoms of groupthink?
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rationalization
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closeness and legitimacy of the authority figure
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in follow up by milgram, when the experimenter gave instructions over the phone obedience was reduced 21%- In another follow up the experimenter leaves and assistant in charge- 80% refused to comply- legitimate authority increases obedience
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Compared to Euro-American cultures, Asian cultures are more likely to teach their children
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A. independence. B. collectivism. C. to follow their own conscience. D. to respect another's privacy.
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Compared to individualistic Americans, people socialized in collectivistic cultures such as China and India define justice
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more as need fulfillment.
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Compared to low self-monitoring people, high self-monitoring people are especially helpful if they think that
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helpfulness will be socially rewarded
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Compared to people in individualistic countries, those in collectivist countries are
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More responsive to others' influence
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Compared to people in individualistic countries, those in collectivist countries are
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A. more likely to express psychological reactance. B. more responsive to others' influence. C. more susceptible to the fundamental attribution error. D. more likely to be independent.
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Compared to the national rate, abused children are __ times __ likely to abuse their own children.
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4; more
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comparison to women, men fall in love more __ and out of love more __.
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readily; slowly
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Compliance
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conformity that involves publicly acting in accord with an implied or explicit request while privately disagreeing
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compliances
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conformity that involves publicly acting in accord with an implied or explicit request while privately disagreeing; changes in behavior are elicited by direct requests.
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Concern for social image involves __ influence; the desire to be correct involves __ influence .
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normative; informational
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Conciliation means
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giving in, or conceding something to the other side.
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Confederates who were dressed either conservatively or in counterculture garb approached either "straight" or "hip" college students and asked for change to make a phone call. Results of this experiment confirmed a __ bias in helping.
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similarity
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conformity
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a change in behavior or belief as the result of real or imagined group pressure
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Conformity based on a person's desire to fulfill others' expectations, often to gain their acceptance, is called
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A. compliance. B. acceptance. C. normative influence. D. informational influence.
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Conformity is greater when people feel incompetent. This pattern reflects
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A. compliance. B. acceptance. C. normative influence. D. informational influence.
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Conformity is greater when people respond publicly before a group. This pattern reflects
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A. compliance. B. acceptance. C. normative influence. D. informational influence.
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Conformity that involves both acting and believing in accord with social pressure is called
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A. obedience. B. acceptance. C. conformity. D. compliance.
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Conformity that involves publicly acting in accord with an implied or explicit request, while privately disagreeing is called
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A. obedience. B. acceptance. C. conformity. D. compliance.
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Conformity that occurs when people accept evidence about reality that is provided by other people is called
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A. compliance. B. acceptance. C. normative influence. D. informational influence.
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Consistent with the phenomenon of the greatest prejudice occurring in the most intimate social realms, a national 1994 survey of Americans found that __ percent would shop at a store owned by a homosexual, and __ percent would see a homosexual doctor.
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75; 39
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Consistent with the social facilitation effect, Michaels and collaborators (1982) found that when weak pool players in the student union were observed, they did __ than when they did not know they were being observed.
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worse
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Consistent with the theory that there are biochemical influences on aggression, research has found that violent people are __ likely to drink and to become __ when intoxicated.
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more; aggressive
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Consistent with what is known about depersonalization, Lydon and Dunkel-Schetter (1994) found that expectant women expressed more _______ to their pregnancies after seeing an ultrasound photo of the fetus.
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A. apathy B. resentment C. commitment D. hostility
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Court (1985) reports that as pornographic materials have become more widely available, the rate of reported rapes has generally been found to
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increase.
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Cultural attitudes are embodied and reinforced in
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a. schools. b. government. c. media.
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Darley and Cooper (1972) found that when students were invited to write essays advocating a strict dress code, which was against the students' own positions, the students were
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not willing to write the essays even if they were paid.
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deadline
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creating an illusion of the strict deadline
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DeBruine (2002) found that when students played an interactive game with a supposed other player, participants were __ when the other person's pictured face had some features of their own face morphed into it
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more trusting and more generous
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Displaced aggression is most likely when the target __ to the instigator
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shares some similarity
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distance to the victim
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the further away they were form the victim the more likely they were to obey- greater distance increases obedience
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Dixon and Wetherell argue that to understand gender inequality we must understand:
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everyday discursive practices
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Doing as others do is what social psychologists call
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A. norm formation. B. conformity. C. obedience. D. reactance.
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door-in-the-face technique
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a two step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected
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During the 1970s, the military junta in power in Greece initially selected candidates for officers based on their submission to authority. The candidates were first asked to guard prisoners, then to observe torture, and then to eventually practice torture. This process demonstrates how _______ can breed _______.
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A. obedience; conformity B. conformity; obedience C. compliance; acceptance D. acceptance; compliance
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Eagly's (1994) "women-are-wonderful" effect is an example of __.
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a favorable stereotype
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Elana's boss told her today that she is being let go due to company downsizing. Later when she goes home, she is critical of her girlfriend's choice of restaurant for dinner.
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displaced aggression
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Eros is to __ as storge is to __.
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passion; friendship
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Evaluation apprehension helps explain the enhancement of dominant responses when people
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think they are being evaluated.
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Even though you really dislike wearing a dress, you decide to wear one to your cousin's wedding. This is an example of
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Compliance
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Even though you really dislike wearing a dress, you decide to wear one to your cousin's wedding. This is an example of
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A. obedience. B. acceptance. C. conformity. D. compliance.
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Even when people have no strong feelings about a product or a candidate, __ can increase sales or votes.
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repetition
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Example of acceptance
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when an individual sincerely starts to believe something that he or she initially questioned.
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example of status
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construction worker will be more likely to obey an experimenter than a teacher - lower status, greater conformity
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Exposing people to weak attacks on their attitudes, which then stimulates thinking in support of the initial attitude is known as
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Attitude inoculation
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factors that predict conformity
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-group size -unanimity -group cohesion -status -prior commitment -security
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Fear-arousing messages have proven potent in convincing people to
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cut down on smoking -Incorrect brush their teeth more often- Incorrect drive carefully Incorrect
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Fixed action patterns (FAPs) are
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Sequences of behavior that always occur in the same fashion
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foot-in-the-door technique
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a two step compliance technique in which the influences sets the stage for the real request by first getting the other person to comply with a smaller request
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From an evolutionary perspective it would be most difficult to explain why
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Ruth risked her life to save a stranger from being murdered.
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Gangestad and others (2003) have found that during ovulation, women show a heightened preference for men with
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masculine features.
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GRIT attempts to reduce conflict between two groups by
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conciliation.
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group cohesion
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decisions from someone within our group will persuade us more than someone from outside the group. - greater group cohesion, greater conformity
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Group members who feel attracted to the group are more responsive to its influence. This fact illustrates the impact of _______ on conformity.
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A. unanimity B. status C. cohesiveness D. co-morbidity
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group size
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larger groups, greater conformity
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Groupthink can be defined as
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a tendency to suppress dissent in the interests of group harmony.
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hard-to-get
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perceived scarcity, afraid that desirable object will soon be unavailable and then hard to get
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Harris argues that 40 to 50 percent of the personality differences between siblings can be explained by
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peer influence
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Hatfield defines __ as a state of intense longing for union with another.
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passionate love
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High school students Aisha and Jared have been dating each other casually. When Aisha parents tell her to stop seeing Jared and ask her to go out with "nicer boys," Aisha announces that she and Jared are actually "in love" and have decided to go steady. Aisha's behavior most likely illustrates the effects of
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A. the false uniqueness effect. B. the fundamental attribution error. C. the self-serving bias. D. psychological reactance.
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How did Asch's studies of conformity differ from those of Sherif?
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A. Asch's participants faced a more ambiguous task. B. Sherif's participants were dealing with facts rather than opinions. C. Asch's participants could clearly see the correct judgment. D. Sherif's participants were in the physical presence of the pressuring group while Asch's participants were not.
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How does the inclusion of statistics alter the effectiveness of an advertisement?
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Statistics signal expertise, which increases the effectiveness of the ad
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How intense and reactive we are in infancy reflects our
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temperament.
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How many chromosomes in the human genome are unisex?
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45
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If people remember the message better than the reason for discounting it, the impact of a noncredible person may __ over time.
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increase
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If we were to conclude that Milgram's obedient participants were particularly hostile and aggressive people, we would be
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Committing the fundamental attribution error
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If we were to conclude that Milgram's obedient participants were particularly hostile and aggressive people, we would be
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A. making a correct inference. B. committing the fundamental attribution error. C. ignoring the power of behavior to shape attitudes. D. ignoring the strength of positive internal dispositions.
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If you clean your room only because your parents order you to, your behavior is a form of
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A. obedience. B. acceptance. C. conformity. D. compliance.
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If you subject people to weak versions of a persuasive message, they are less vulnerable to stronger versions later on. This is known as
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Inoculation
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If your parents tell you that you can't drink until you are 21, you may well go out drinking before then. Psychologists refer to this as:
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reactance
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In a revision of frustration-aggression theory, Berkowitz emphasized the importance of
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anger, an emotional readiness to aggress.
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In a study by Hofling and his colleagues (1966), 22 hospital nurses were telephoned by an unknown physician and ordered to administer an obvious drug overdose. Results showed that
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A. most would not act on the order unless the caller named a familiar physician as a reference. B. most nurses refused to comply unless given the order in writing. C. less experienced nurses complied but more experienced ones challenged the order. D. all but one proceeded to comply without delay.
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In a study by Snyder (1980), students who were told that their personal attitudes were nearly identical to those of 10,000 other students _______ when they participated in a conformity experiment.
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A. were judged most attractive by their fellow participants B. were more willing to obey the experimenter's request to make a public commitment to a popular cause C. took on additional attitudes as well as the mannerisms of the majority D. asserted their individuality by being nonconformist
|
|
|
In a variation of the Milgram study, teachers were required to force the learner's hand into contact with a shock plate. Under these conditions, ___ % obeyed.
|
A. 100 B. 70 C. 30 D. 15
|
|
|
In a variation of the Milgram study, the learner was in the same room as the teacher. Under these conditions, ___ % obeyed to 450 volts.
|
A. 100 B. 80 C. 40 D. 20
|
|
|
In arbitration, an arbitrator __ a settlement between the two parties.
|
imposes
|
|
|
In calling sports decisions, umpires and referees rarely change their decisions as a result of a player's objection. This may be an example of how
|
A. status produces psychological reactance. B. a we-they feeling has evolved between professional sports players and officials. C. the umpire or referee seeks to maintain emotional distance from players. D. public commitment reduces susceptibility to social influence.
|
|
|
In examining photographs of people in magazines and newspapers, Archer (1983) and colleagues found that, relative to the average female photo, the average male photo is more likely to
|
emphasize the face.
|
|
|
In experiments by Zajonc and his coworkers, participants were exposed to brief novel passages of music while they focused their attention on other tasks. Results indicated that mere exposure leads to liking
|
even when people are unaware of what they have been exposed to.
|
|
|
In experiments, people have been found to conform more when they must _______ than when they must _______.
|
A. respond publicly; write down their responses in private B. commit themselves in writing; announce their responses in public C. think before acting; react spontaneously D. explain their responses; keep silent
|
|
|
In follow-up experiments to his initial study, Milgram made the learner's protests more compelling by having him complain of a heart condition, then scream and plead for release, and finally refuse to answer. With this added condition,
|
A. the majority of participants still fully obeyed the experimenter's demands. B. teachers were more reluctant to deliver initial shocks. C. learners became more real and personal to the teacher. D. fewer participants went to 450 volts.
|
|
|
In Hamilton and Gifford's (1976) study, students were told that various members of "Group A" or "Group B" did either something desirable or something undesirable. While many more statements described members of Group A than Group B, both groups were associated with nine desirable behaviors for every four undesirable behaviors. Results indicated
|
that students perceived members of Group B more negatively.
|
|
|
In his classic study of _______, Sherif had participants in groups call out estimates of the distance a small point of light appeared to move in a dark room.
|
A. obedience B. group cohesiveness C. norm formation D. psychological reactance
|
|
|
In light of the Milgram studies, which of the following is NOT one of the factors that determined obedience?
|
A. the victim's emotional distance B. the victim's physical distance C. the authority's closeness and legitimacy D. whether or not the authority was institutionalized
|
|
|
In Milgram's research, when the experimenter gave the commands by telephone instead of in person, full obedience
|
A. dropped to zero. B. dropped to 21 percent. C. dropped to 50 percent. D. increased to 73 percent.
|
|
|
In Muzafer Sherif's Robber's Cave experiment, __ led to cooperation.
|
the formation of superordinate goals.
|
|
|
In one variation of his original experiment, Milgram arranged for a confederate "clerk" (posing as a fellow participant) to assume command in the experimenter's absence. As a result of this manipulation,
|
A. most teachers agreed to comply with the orders of their fellow group member. B. the teachers competed with him and with each other for the role of leader. C. participants became more positive about their roles in this cohesive group, and some even became enthusiastic. D. 80% of the teachers refused to comply fully.
|
|
|
In Schachter and Singer's classic 1962 study, participants injected with adrenaline were exposed to either an angry or a euphoric confederate. Participants who expected the injection to make them feel __ became __ when placed with the angry confederate.
|
no side effects; angry
|
|
|
In the 1940s, researchers Kenneth Clark and Mamie Clark (1947) gave African-American children a choice between Black dolls and White dolls. Results showed that most
|
chose the White dolls.
|
|
|
In the spring of 1954, Seattle residents were alarmed by widespread reports of damage by a mysterious windshield-pitting agent. According to the text, the true cause of public concern was most likely
|
A. fallout from recent Pacific testing of the H-bomb. B. mass suggestibility. C. psychological reactance. D. the autokinetic phenomenon.
|
|
|
In Western individualistic societies, the word "conformity" carries
|
A. obedience. B. acceptance. C. conformity. D. compliance.
|
|
|
In your marketing class, your assignment is to create an advertisement that will encourage people to buy brand X nicotine patch over brand Y nicotine patch. Given your knowledge of persuasion, which strategy would be most effective?
|
an ad that reads "Lung cancer kills," along with a suggestion that patch X is an effective strategy for quitting smoking
|
|
|
informational influence
|
influence resulting from one's willingness to accept others' opinions about reality
|
|
|
Ingham(1974) found that when blindfolded participants thought they were pulling a tug of war with other participants they pulled __than when they thought they were pulling alone.
|
less
|
|
|
institutional authority
|
what if the study had not been conducted at yale university?- more prestigious institution increases obedience.
|
|
|
Institutional practices that subordinate people of a given sex are called __.
|
sexism
|
|
|
Interpreting events differently after hearing from others is what social psychologists call
|
A. norm formation. B. conformity. C. obedience. D. reactance..
|
|
|
Kala's grandparents immigrated from Europe. Kala holds such a strong belief that her ethnic group is superior to all others that she could accurately be described as being
|
Ethnocentric
|
|
|
Knowing that someone is trying to coerce you may prompt you to do the opposite of that person's wishes. This response is predicted by
|
A. the reactance theory. B. the theory of normative social influence. C. Milgram's theory of obedience. D. the social norms theory.
|
|
|
Lack of prior commitment
|
once you have committed yourself to a decision, you will typically not change your judgement - public commitment to initial judgement decreases conformity.
|
|
|
Latané and Darley (1968) had university students complete questionnaires in a small room, and then had smoke pour into the room from a wall vent. Students who were working __tended to notice the smoke __.
|
alone; in less than five seconds.
|
|
|
Lori heard a rumor that Tina said something bad about her, so she cut Tina off. As a result, Tina did say something bad about Lori, This shows
|
how mirror-image perceptions become self-fulfilling.
|
|
|
lowballing
|
a two-step technique in which the influencer secures agreement with a request, but then increases the size of that request by revealing hidden costs.
|
|
|
Marcus and Miller (2003) have found that people's agreement about others' attractiveness is higher when __ than when __.
|
men rate women; men rate men
|
|
|
Martha is excellent at organizing her employees, setting goals, and focusing on achieving those goals for the company. Martha excels in
|
task leadership
|
|
|
Men are more __ while women are more __.
|
autocratic; democratic
|
|
|
Miles Patterson and Yuichi Iizuka (2006) found that:
|
American pedestrians were much more likely than Japanese pedestrians to smile at, nod to, or greet someone who walked by them
|
|
|
Milgram's obedience experiments
|
series of experiments with a confederate "student" and a participant "teacher". Optimum conditions for obedience - legitimate, close commander, remote victim, no other participants --> 65% adult males fully complied with the orders to administer deadly shocks
|
|
|
Milgram's studies explored _______; Asch's studies explored _______.
|
A. obedience; conformity B. conformity; norm formation C. obedience; norm formation D. conformity; obedience
|
|
|
Milgram's study was so successful, because it used:
|
the foot-in-the-door technique
|
|
|
Most Americans agree that
|
they would vote for a qualified woman whom their party nominated for president.
|
|
|
Mr. Watson's belief that Blacks are lazy is an example of __. His refusal to rent an apartment to a Black family is an example of __.
|
a stereotype; discrimination
|
|
|
Mullen and her colleagues (1990) found that the average baseline jaywalking rate _______ in the presence of a non-jaywalking confederate.
|
B. decreases
|
|
|
Mullen and her colleagues (1990) found that the average baseline jaywalking rate decreases in the presence of a non-jaywalking confederate, especially if the non-jaywalker is well dressed. This is an example of the power of _______ on conformity.
|
A. unanimity B. status C. cohesiveness D. co-morbidity
|
|
|
Niche marketing is a method of
|
Targeting a particular segment of the market
|
|
|
Ninety percent of those who have received the Carnegie medal for heroism in saving human life have been
|
men.
|
|
|
Norman Triplett is to __ as Irving Janis is to __.
|
social facilitation; groupthink
|
|
|
normative influence
|
conformity based on a person's desire to fulfill others' expectations, often to gain acceptance
|
|
|
Normative influence leads to compliance, especially for those
|
A. in ambiguous situations. B. who are comfortable in their roles. C. who are seeking to climb a status ladder. D. who are in positions of authority.
|
|
|
Norms __ behavior.
|
prescribe
|
|
|
obedience
|
acting in accord with a direct order or command
|
|
|
One of the lessons of Milgram’s obedience experiment is that each time you obey a request
|
It becomes more likely that you will obey the next request
|
|
|
One salient factor in Milgram's study on obedience was the experimenter. When the experiment was varied so that the experimenter gave orders over the phone, obedience:
|
was greatly reduced
|
|
|
Penny has just arrived as a new student on campus and does not know anyone. All else being equal, is she most likely to become friends with Joni who lives next door, with Crissy who lives two doors down, with Beth who lives three doors down, or with Helda who lives in the room directly above?
|
Joni
|
|
|
people are more susceptible to informational influence if:
|
-they feel incompetent -the task is difficult -they are about being correct
|
|
|
People from __ countries are most likely to conform to those around them.
|
collectivistic
|
|
|
People in groups will loaf less when
|
a. the task is challenging. b. the task is important and involving. c. the group is cohesive
|
|
|
People with __ self-esteem are the easiest to influence.
|
moderate
|
|
|
Personality is a good predictor of behaviour when:
|
social influences are weak
|
|
|
Prejudice is a
|
attitude
|
|
|
private conformity
|
a change in belief that occurs when a person privately accepts the position taken by others
|
|
|
Psychologist William James believed that "Piety is the mask" for
|
all sorts of cruel deeds
|
|
|
public conformity
|
a superficial change in overt behavior, without a corresponding change of opinion, produced by real, or imagined group pressure
|
|
|
reactance
|
a motive to protect or restore one's sense of freedom. Reactance arises when someone threatens our freedom of action (e.g. "no machete juggling" or underage binge drinking)
|
|
|
Realistic group conflict theory suggests that prejudice arises
|
when groups compete for scarce resources.
|
|
|
Reicher argues that inhumanity to others occurs because:
|
people believe what they are doing is right
|
|
|
Research by Baron and colleagues (1996) demonstrated that merely hearing one's opinion about the comforts of a dental chair corroborated by another led to
|
more extreme ratings of the chair.
|
|
|
Research by Craig Anderson shows that violent video games
|
a. increase arousal b. increase aggressive thinking c. decrease prosocial behavior
|
|
|
Research has found that __ speakers are rated as more objective, intelligent, and knowledgeable.
|
fast
|
|
|
Research has found that when measured in infancy, temperament
|
usually endures.
|
|
|
Research in both the United States and Canada revealed that the percentage of those who reported having been drunk in the last year was _______ for those over the legal drinking age than for those under the legal drinking age.
|
A. slightly higher B. lower C. the same D. significantly higher
|
|
|
Research in both the United States and Canada revealed that the percentage of those who reported having been drunk in the last year was lower for those over the legal drinking age than for those under the legal drinking age. This exemplifies which of the following concepts?
|
A. reaction formation B. regression C. psychological reactance D. the self-serving bias
|
|
|
Research indicates that it is only through socialization that children
|
a. exhibit empathy. b. take pleasure in being helpful
|
|
|
Research on "terror management" has shown that when feeling vulnerable about their own mortality, people are __ likely to derogate __ members.
|
more; outgroup
|
|
|
Research on alcohol and aggression has indicated that
|
a. over half of rapists surveyed report they had been drinking before committing their offense. b. people who have been drinking commit more than half of all homicides. c. in experiments, intoxicated people administer stronger shocks.
|
|
|
Research on group size and conformity has shown that
|
A. as group size increases, conformity decreases. B. as group size increases, conformity increases. C. group size influences conformity in teenagers but not in adults. D. the conformity of females is more significantly influenced by group size than is the conformity of males.
|
|
|
Research on misperceptions and war has shown which one of three of the following misperceptions was a common feature in ten wars of the last century?
|
underestimating the strength of one's enemy.
|
|
|
Research on social influence points out the key issues:
|
Immediate situational forces are powerful - Normative pressures influence our behavior - It is hard to predict our behavior
|
|
|
Research on the two-factor theory of love supports which of the following conclusions?
|
"Adrenaline makes the heart grow fonder."
|
|
|
Research shows that when someone does a favor for us, we
|
Feel compelled to repay the favor in equal value
|
|
|
Researchers have explored several areas in search of the factors affecting conformity. Which of the following is one of those areas?
|
A. religion B. personality C. sexual orientation D. race
|
|
|
Researchers have found that people tend to pair off with partners who are about as attractive as themselves. This is known as
|
the matching phenomenon
|
|
|
Researchers have found that trustworthiness is __ if the audience believes the communicator is NOT trying to persuade them.
|
higher
|
|
|
Resolving social dilemmas can be accomplished through.
|
cooperating for mutual betterment.
|
|
|
Revealing intimate aspects of oneself to others is the definition of
|
self-disclosure.
|
|
|
Rivalry between groups is often most intense when the groups
|
A. closely resemble each other. B. share a common goal. C. are very different. D. are of different ethnic groups.
|
|
|
Rosalinda, who is attractive, very intelligent, and high in social status, marries Jorge, who is also attractive, very intelligent, and high in social status. Their relationship is best understood as an example of
|
the matching phenomenon.
|
|
|
Sally is interested in purchasing a DVD player, and is overwhelmed by the many different models available at her local electronics store. She decides to consult a magazine devoted to reviewing the quality of home electronics. After reading a number of articles stating the pros and cons of each model, she decides on a DVD player. Sally has been persuaded to purchase this particular DVD player because of the __ route to persuasion.
|
Central
|
|
|
Sanders, Baron, and Moor (1978) have explained social facilitation by noting that a conflict occurs between paying attention to others and paying attention to the task at hand. They named this explanation __.
|
driven to distraction
|
|
|
scarcity
|
a compliance technique in which the opportunity o act in limited in terms of time or number
|
|
|
Schaller and Cialdini (1988) told participants who felt sad over a suffering victim that their sadness was going to be relieved by listening to a comedy tape. Under these conditions, participants who felt empathy for the victim
|
were not especially helpful.
|
|
|
Security
|
if you feel sure that you are liked and accepted by group members, you will be more likely to voice disagreement with them rather than if you feel insecure about your relationship with them.- people with low self esteem are more likely to yield to group pressure- less secure, greater conformity
|
|
|
Seven in ten infants exhibit __ attachment.
|
secure
|
|
|
Several restaurant managers complied with orders from a telephone caller, posing as a police officer, to strip search a customer or employee. This is an example of the power of _______ on compliance.
|
A. group influence B. personality factors C. the closeness of the authority D. the legitimacy of authority
|
|
|
shares some similarity
|
is basically over
|
|
|
Sherif is to the study of _______ as Asch is to the study of _______.
|
A. conformity; compliance B. compliance; conformity C. norm formation; obedience D. norm formation; conformity
|
|
|
Sherif's autokinetic experiment
|
norms for "proper' answers emerged and survived both over long periods of time and through succeeding generations of research participants
|
|
|
Sigmund Freud argued that aggression ultimately springs from
|
a primitive death urge
|
|
|
Since we are born selfish, evolutionary psychologists such as Richard Dawkins propose that we attempt to
|
teach altruism
|
|
|
Some years ago, a mysterious student enveloped in a big black bag began attending a speech class at a state university. While the teacher knew "Black Bag's" identity, the other students did not. As the semester progressed, the students' attitude toward Black Bag changed from hostility to curiosity to friendship. What may best explain the students' change in attitude?
|
Exposure breeds liking.
|
|
|
status
|
people of a lower status are more likely to conform to people of higher status
|
|
|
Studies have shown that if people are or will be aware of opposing arguments, a __ presentation is more persuasive and enduring.
|
two-sided
|
|
|
Studies involving _______ most clearly demonstrate how social influence can take the form of acceptance.
|
A. the judgments of the length of lines B. the judgments of the autokinetic phenomenon C. the shocking of innocent victims D. personality factors
|
|
|
Studies of hormonal influences on aggression indicate that
|
after age 25, testosterone and rates of violent crime decrease together.
|
|
|
Studies show that when being bombarded with too many choices, people experience
|
Anxiety followed by a desire for simplicity
|
|
|
Suzy is interested in purchasing a DVD player and is overwhelmed by the many different models available at her local electronics store. She decides to purchase a shiny, metallic-looking model, as it is the best-looking one in the store. Suzy has been persuaded to purchase this particular DVD player because of the __route to persuasion.
|
peripheral
|
|
|
Suzy is interested in purchasing a DVD player, and is overwhelmed by the many different models available to her local electronics store. She decides to purchase a shiny, metallic-looking model, as it is the best-looking one in the store. Suzy has been persuaded to purchase this particular DVD player because of the __ route to persuasion.
|
Peripheral
|
|
|
Taylor and Fiske (1978) have found that a Black in an otherwise White group, a man in an otherwise female group, or a woman in an otherwise male group seems
|
to be the cause of whatever happens.
|
|
|
The __ effect occurs when we remember the message but forget the reason for discounting it.
|
sleeper
|
|
|
The __ effect refers to how information presented first usually has the most influence.
|
primacy
|
|
|
The __ is defined as the presumption that physically attractive people possess other socially desirable traits as well: What is beautiful is good.
|
Physical Attractiveness Stereotype
|
|
|
The __ route to persuasion occurs when interested people focus on arguments.
|
central
|
|
|
The __ route to persuasion occurs when people are influenced by incidental cues, such as a speaker's attractiveness.
|
Peripheral
|
|
|
The __ technique is defined as a technique for gaining compliance with a request by first persuading a person to comply with a small request, then following up with a larger request.
|
foot-in-the-door
|
|
|
The “better than average” effect states that:
|
Most people believe they have above average abilities and positive personality characteristics
|
|
|
The 2008 Global Gender Gap report states that relatively low levels of gender equality are found in:
|
Chad
|
|
|
The adaptive change in frequency of specific genes over generations is:
|
natural selection
|
|
|
The advice to continue having romantic dinners, trips to the theatre, and vacations once married would most probably be offered by
|
reward theory of attraction
|
|
|
The best known universal norm is the taboo against:
|
incest
|
|
|
The contrast effect applies to our perceptions of
|
a. others. b. ourselves.
|
|
|
The copycat suicide phenomenon is most likely to occur
|
A. in older adults. B. two to three months later. C. in places where the suicide story is publicized. D. during the winter.
|
|
|
The correlation between parental (father) absence and violence holds
|
across race, status, and education.
|
|
|
The degree to which personality predicts our behavior is _______ related to the degree to which social influences predict our behavior.
|
A. positively B. negatively C. somewhat D. not at all
|
|
|
The ethics of milgrams experiment
|
many critics argued that the study was unethical because the procedure inflicted stress and anxiety on the patients
|
|
|
The experimenter in Milgram's study used all EXCEPT which of the following verbal prods to encourage participants to continue?
|
A. "It is absolutely essential that you continue." B. "You will be penalized if you refuse to go on." C. "You have no other choice, you must go on." D. "The experiment requires that you continue."
|
|
|
The extent to which members of a group are bound together, such as by attraction for one another, is called
|
A. conformity. B. cohesion. C. compliance. D. unanimity.
|
|
|
The high rate of underage drinking may be related to
|
A. social roles. B. psychological reactance. C. a drive for uniqueness. D. informational influences.
|
|
|
The illusion of invulnerability
|
Is comforting belief - Is widespread in Western cultures - Sets us to be exploited
|
|
|
The implications of evolutionary psychology suggest that human success is defined by
|
exceeding average life expectancy
|
|
|
The jigsaw technique is
|
designed to elicit group cooperation
|
|
|
The key to effectively changing a social norm is
|
Avoiding the appearance of too much force
|
|
|
The larger the crowd, the __ a person tends to be __.
|
more; aroused
|
|
|
The most effective way for a persuader to avoid psychological reactance is to
|
Make small initial requests and gradually increase subsequent requests
|
|
|
The most famous and controversial experiments in social psychology were conducted by
|
A. Sherif. B. Milgram. C. Asch. D. Watson.
|
|
|
The motive to increase another's welfare without conscious regard for one's self-interests defines
|
altruism.
|
|
|
The motive to protect or restore one's sense of freedom is known as
|
A. rebellion. B. disobedience. C. resistance. D. reactance.
|
|
|
The names we choose for our children often express our
|
A. social roles. B. desire for uniqueness. C. self concept. D. reaction formation.
|
|
|
the norm of reciprocity
|
social norm that dictates that we should treat others as they have treated us
|
|
|
The notion of egoism maintains that
|
self-interest motivates all behavior
|
|
|
The opposite of altruism is __.
|
egoism
|
|
|
The perception that one is less well off than others to whom one compares oneself is referred to as
|
relative deprivation.
|
|
|
The phrase "they are all alike, but we are diverse" reflects
|
the outgroup homogeneity effect
|
|
|
The principle of contrast derives from the fact that human minds
|
Magnify differences
|
|
|
The psychological reactance theory may help explain why
|
A. drinking on campus is heavier for underage drinkers than for legal-age drinkers. B. a toddler, ignoring a toy, protests and demands the toy back when a playmate begins to play with it. C. the demand for and value placed on an object is greater when the object is perceived to be rare or hard to get. D. All of the choices are correct.
|
|
|
The relationship between our degree of self-awareness and our willingness to help is
|
positive
|
|
|
The relationship between the degree to which a group is cohesive and the degree to which the group has power over its members is a _______ one.
|
A. positive B. negative C. neutral D. curvilinear
|
|
|
The research on gender and helping norms reveals that men offered more help when the persons in need were __, and women offered help __.
|
females; equally to males and females
|
|
|
The results of both the Sherif and Asch studies are startling because their studies did not employ any
|
A. judgments about ambiguous stimuli. B. groups larger than four persons. C. experimental realism. D. open, obvious pressure to conform.
|
|
|
The results of the Asch conformity studies are startling because their studies did not employ any
|
Open, obvious pressure to conform
|
|
|
The spread of bodily complaints within a school or workplace with no organic basis for the symptoms is called
|
A. mass influence. B. social influence. C. mass delusion. D. mass hysteria.
|
|
|
The tendency for novel stimuli to be liked more after repeated exposure to them is referred to as
|
the mere exposure effect.
|
|
|
The tendency for one person's intimacy of self-disclosure to match that of a conversational partner is referred to as
|
disclosure reciprocity
|
|
|
The text indicates that, until recently, prejudice was greatest in regions where slavery was practiced. This fact is consistent with the principle that __ breeds prejudice.
|
conformity
|
|
|
the thats-not-all technique
|
a compliance technique in which the influencer begins with an inflated request and then decreases its apparent size by offering discounts or bonuses
|
|
|
Time
|
Is one of the most effective manipulations of the reciprocity norm - Is more readily accepted as a gift than other tangible commodities - Has become an economic commodity that can be bought and sold
|
|
|
Today's newspaper headline reported an unsolved murder. Given what you have learned in social psychology, you can reasonably predict __ committed the murder.
|
a man
|
|
|
Two primary components of credibility are
|
Expertise and trustworthiness
|
|
|
Two suspects are arrested for allegedly committing a crime. The police tell them that if one confesses, the confessor will be set free and the other one will be convicted of the crime. The suspects are confronted with
|
the prisoner's dilemma.
|
|
|
unanimity of the group
|
more unanimous, greater conformity
|
|
|
Violent crimes are more likely
|
. when the weather is hot.
|
|
|
we comply to...
|
receive a reward or avoid punishment
|
|
|
We tend to like people who are like us. This exemplifies which characteristic of attractiveness?
|
similarity
|
|
|
What are challenging beliefs and developing counterarguments?
|
One of two ways to resist persuasion.
|
|
|
What are compliance breeds acceptance and FITD?
|
One of two ways attitude follows behavior in cult indoctrination.
|
|
|
What are norms?
|
An accepted idea about appropriate behaviors.
|
|
|
What are the different levels in which social conflict can occur?
|
international, intergroup, interpersonal.
|
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What are universal friendship norms, universal status norms, incest taboo, norms of war?
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Two examples of cultural similarities. (Hint - there are 4)
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What breeds obedience?
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The victim�s distance, closeness and legitimacy of the authority, institutional authority, the liberating effects of group influence.
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what did Asch test?
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whether or not people would conform in situations in which group judgements were obviously incorrect.
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what did milgram study
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degree to which people will obey authority
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What is 18?
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Women in 2008 comprised of _____% in the world's legislators.
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What is 45?
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'Of the 46 chromosomes in the human genome, _____ are unisex.' (Judith Rich Harris, 1998)
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What is a co-actor?
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On exam day, a student you do not know sits near you. This person is best described as a(n) _______.
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What is a man?
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You read about an unsolved murder in the newspaper. Given what you have learned in social psychology, you can reasonably predict a(n) _______ committed the murder.
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What is alike; different?
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We are more _____ than _____.
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What is central?
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The most direct form of the two routes to persuasion.
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What is conformity?
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Asch is famous for his _____ experiement.
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What is evaluation apprehension?
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Concern for how others are judging us.
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What is group size, unanimity, cohesion, status, public response, and no prior committment?
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One of the six predictors of conformity.
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What is increases?
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The effect of other people _______ with their number.
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What is independence vs. connectedness?
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Play, friendship, vocations, family relations, and empathy are some examples of _____ in gender differences. (Hint - there is a vs. in this answer)
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What is nature; nurture?
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Evolutionary psychology embraces both _____ and _____. (Hint - genes and environment)
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What is none had been harmed?
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A psychiatrist who interviewed 40 of Milgram's participants a year after their participation concluded that _____.
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What is obedience?
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Milgram is famous for his _____ experiement.
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What is one factor that creates conflict?
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competition.
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What is peripheral?
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Suzy is interested in purchasing a DVD player, and is overwhelmed by the many different models available at her local electronics store. She decides to purchase a shiny, metallic-looking model, as it is the best-looking one in the store. Suzy has been persuaded to purchase this particular DVD player because of the _______ route to persuasion.
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What is positive?
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Triplett conducted one of social psychology's first laboratory experiments by asking children to wind string on a fishing reel. The results of the study indicated that there was a _______ relationship between the speed at which the children wound the reel and the presence of other children. (Think statistics)
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What is social facilitation?
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The strengthening of dominant responses in the presence of others.
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What is the sleeper effect?
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The delayed persuasion where people forget the source or its connection.
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What is the term used to describe the perception of behavior or goals that are not compatible between two parties?
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conflict
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What is true?
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Women and men's physiological and subjective stimuli are more similar than different. (True or False)
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What predicts conformity?
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1) when three or more people or groups model the behavior or belief 2) when the modeled behavior or belief is unanimous 3) when there is group cohesion 4) when those modeling the belief or behavior have high status 5) when responses are given in public 6) when a prior commitment to an anti-conformational behavior or belief has not been made
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What was the test sherif did?
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had subjects sit in a dark room where they were shown a light, they were asked to give an estimate of how far the light moved. - participants first gave their answers alone then the next day gave their answers together in groups.
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When a person conforms to gain acceptance, we say they are bowing to:
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normative influence
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When a recruiter gives you an American flag and then asks for donations, he is appealing to:
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The law of reciprocation
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When are you more likely to be persuaded?
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when a message is clear and easy to comprehend and the arguments are convincing
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When Asch (1946) presented students with a description of someone as "intelligent, industrious, impulsive, critical, stubborn and envious", they rated the person __ than if the opposite order of adjectives was presented.
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more
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When being observed increases evaluation concerns, __ occurs; when being lost in a crowd decreases evaluation concerns, __ occurs.
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social facilitation; social loafing
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When children are invited to ‘tell us about yourself’ they are most likely to mention:
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their distinctive attributes
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When fishermen over-fish, despite knowing that they are depleting that particular population of fish, it could be described as
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the tragedy of the commons.
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When individual efforts are pooled and not evaluated, evaluation apprehension is __ and the probability of social loafing is __.
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low; high
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When Milgram asked 100 psychiatrists, college students, and middle-class adults to predict the results of his experiment, the respondents said that they thought _______ would _______.
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A. they themselves; never begin to administer the shocks B. they themselves; disobey by about 135 volts C. other people; disobey by about 210 volts D. other people; would go all the way to 450 volts
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When Milgram conducted his first series of experiments with a sample of 20- to 50-year old men, he found that over 60 percent of them
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Went all the way to 450 volts
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When Milgram's experimental series was reenacted in Bridgeport, Connecticut, far from the prestige and authority of Yale University, the proportion of participants who fully complied with orders to shock the learner _______ compared to the Yale rate.
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A. remained unchanged B. decreased C. increased slightly D. increased significantly
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When our behavior is a result of our boss telling us to do something, it is a form of
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Obedience
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When participants in Milgram's experiments wanted to quit, they were given
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Up to four verbal prods to keep them going
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When people allow the example of others to validate how to think, feel, and act, Cialdini (2000) would call this the __ principle of persuasion.
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social proof
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When people experience a loss of self-awareness and evaluation apprehension, they are in a state of __
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deindividuation
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When Piliavin (1969) and colleagues staged an emergency—a staggering, collapsing man—on 103 subway trips, they found that the victim was promptly offered assistance almost every time, even when he appeared to be drunk rather than disabled. Further research seems to confirm that bystander helpfulness was due at least in part to
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the fact that the situation was unambiguous.
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When Regina returned to the U.S. after two years in Madagascar, she felt uncomfortable and out of place. She was experiencing
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A. normative social influence. B. reentry distress. C. psychological reactance. D. anti-conformity.
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When the fear aroused by a persuasive message is relevant to a pleasurable activity (e.g., sex or smoking), the result according to Aronson (1997) is often
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denial
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When the influence of the situation is _______, the consequent behavior is more likely to be a result of _______.
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A. weak; individual personalities B. weak; external circumstances C. strong; internal forces D. strong; dispositions
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When we go along with the crowd and act counter to our own beliefs and values, we are conforming because of
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A. compliance. B. acceptance. C. normative influence. D. informational influence.
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When William McGuire and his Yale University colleagues invited children to "tell us about yourself," they found that the children were most likely to mention their
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A. gender. B. nationality. C. distinctive attributes. D. most common personal characteristics.
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When you have complied with a request and have internalised a belief that your behaviour is justified, you are showing:
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acceptance
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When Zanna and Pack (1975) led women to believe that they would meet an attractive, unattached, nonsexist man who liked strong, ambitious women, the women
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behaved more intelligently and solved more problems.
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Which advertising technique does NOT illustrates the principle of social proof?
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Using a trusted politician as a spokesperson
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Which is LIKELY a characteristic of a persuasive salesperson?
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Likability, Honesty, Perceived expertise
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Which is the most likely to create long-term change of behavior?
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Guilt
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Which of the following illustrates a superordinate goal?
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People living in an apartment building install a television antenna they can all use.
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Which of the following illustrates media influence through a two-step flow of communication?
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A man buys a new laundry detergent after hearing it recommended by a friend who read that it was both effective and environmentally safe in a consumer magazine article
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Which of the following is an effective way to increase helping behavior?
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model prosocial behavior - make people feel guilty
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Which of the following is most true about cults?
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They specialize in providing simple answers to complex questions
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Which of the following is not a way to decrease social dilemmas?
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keeping groups large.
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Which of the following is NOT an example of informational influence?
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A. when participants feel incompetent B. when the task is difficult C. when subjects are bilingual D. when people care about being right
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Which of the following is NOT characteristic of females?
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They are slower to enter puberty
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Which of the following is not one of the forces that can transform hostility into harmony?
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condemnation.
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Which of the following is true about mavens? They:
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Know a lot of people - Communicate a great deal with people - Enjoy spreading the word about what they know and think
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Which of the following is true?
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Those for whom religion is an end in itself express less prejudice than those for whom religion is more a means to an end.
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Which of the following must take place before a message is likely to persuade?
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attention
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Which of the following requests is most likely to result in the “boomerang effect”?
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Suggesting a donation that is extremely high
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Which of the following statements about cross-cultural research on conformity is true?
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A. Findings using the Asch procedure have found similar conformity rates in most countries, except among the Bantu of Zimbabwe, a tribe with strong sanctions against nonconformity. B. When Milgram compared the conformity of French and Norwegian students, the French consistently conformed more. C. Recent conformity studies in Britain, Canada, and the United States have indicated much more conformity than was observed two or three decades ago. D. Conformity rates vary widely among European countries.
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Which of the following statements is TRUE of conformity and obedience?
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A. They are primarily collectivistic phenomena. B. They are primarily individualistic phenomena. C. They are universal phenomena that vary by culture. D. They are universal phenomena that are uninfluenced by culture.
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Which of the following tends to MINIMISE the degree of conformity found in Solomon Asch-type experiments?
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Having an ally (i.e., a participant who gives the correct answer)
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Which of the following was NOT found to affect obedience in Milgram's studies?
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Gender
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Which personality type is addicted to the power advantage given to them by building indebtedness from others?
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The creditor
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Which route to persuasion is more likely to lead to long-lasting attitude and behavior changes?
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central
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Which theory specifically predicts that we will be more altruistic toward our relatives than toward close friends?
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evolutionary psychology
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Which two symptoms of groupthink lead group members to overestimate their group's right and might?
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an illusion of invulnerability and an unquestioned belief in the group's morality
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While control participants were correct about line-length judgments more than 99% of the time in Asch's conformity study, his naive participants conformed to the incorrect judgments of others ___ % of the time.
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A. 12 B. 37 C. 65 D. 87
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While walking down the street with your friend Sabrina the other day, she stopped to ask a child why he was crying. The boy said that he was lost, so Sabrina took time out of her busy day to help the child find his way home. Sarbrina's behavior can be characterized by
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altruism.
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who are made self-aware, by acting in front of a mirror or TV camera, for example, have been found to
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behave more consistently with their attitudes
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Who is Charles Darwin?
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He proposed certain genes that contribute to survival become more abundant.
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Who is more responsive to rational appeals?
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well-educated and analytic people
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Who is the most responsive to rational appeals?
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Well-educated and analytical people
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who studied the emergence of social norms?
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Sherif
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who studied umpires making calls on whether a player was safe or out?
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Deutsch and Gerard
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who tested conformity and group security?
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ditties and kelley
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Who wanted to study group pressure
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Asch
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why do people conform?
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people have a strong need to belong
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why do people obey?
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people justify their behavior by assigning responsibility to the authority -people define the expected behavior as routine -people want to be rude or offend the authority -people obey easy commands first and then feel compelled to obey more and more difficult commands.
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Williams and colleagues (2001) have found that when our need to belong is thwarted by ostracism, we respond with all of the following EXCEPT
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a. depressed mood. b. anxiety. c. hurt feelings.
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You agree to buy a new car at a terrific price. Then the manger charges you for an option you thought was included in the original package. You’ve been the target of
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The low ball
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You decide to pierce your tongue after all your friends have. This is an example of
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A. norm formation. B. conformity. C. obedience. D. reactance.
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You go out to dinner with three of your good friends. Friends 1 and 2 order dessert. Next, Friend 3 orders dessert. When the waiter gets to you, even though you are dieting, you order dessert. Why?
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conformity
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You trip over a fallen branch and sprain your ankle. According to research on the bystander effect, a stranger who sees your plight will be most likely to offer aid if there are __ others present.
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no
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Young immigrant children often prefer the language and norms of their new peer culture. This is because:
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peer groups have more influence in transmitting culture
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Your boss just told you that she is giving you a 5 percentt raise starting with your next paycheck. You are very pleased to hear this good news until you learn that some of your coworkers earned a 10 percent raise. Now you are unhappy and angry about your raise. Your experience is best explained in terms of
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the relative deprivation principle.
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You've noticed that your roommate tends to wash fewer dishes if he knows others are home. This is an example of
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social loafing
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Zimbardo (1970) explained the greater vandalism of an abandoned car left in New York than one left in Palo Alto in terms of the greater __ of the large city.
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anonymity
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