PSY 2510 Exam 2

The process by which a person thinks carefully about a communication and is influenced by the strength of its arguments is called

the central route to persuasion

self-perception theory

- We infer our attitudes by observing ourselves and our own behavior, just like others do.

What percentage of the participants in Milgram's study of destructive obedience demonstrated complete obedience to the experimenter?

65%

According to research on idiosyncrasy credits, which individual would be most effective in convincing a majority of the group to change their opinion?

A person who has been a member of the group for quite a while, and has usually gone along with the majority of the group.

benevolent sexism

Affectionate, chivalrous, but potentially patronizing, beliefs/feelings towards women.

Which person is considered a "creditor" in terms of their reciprocation ideology?

Bertram, who likes to be generous with his friends so they will help him in the future

self-esteem theories

Discrepancies between our attitudes and behaviors threaten our self‐ concept, making us feel guilty, or dishonest, or hypocritical.

public conformity

Outwardly changing behaviors to align with group, but maintaining inner core beliefs

stereotypes

Prejudicial attitudes are based on stereotypic beliefs that link groups of people with certain traits/characteristics.

discrimination

Prejudicial attitudes can lead to negative behaviors directed against people because of their group membership.

Reuben notices one group of eight people littering in the park. Rachel sees four different pairs of people littering in the park. Which of the following is true?

Rachel is more likely to conform to the behavior of the litterbugs than is Reuben.

impression-management theory

We are not necessarily motivated to be consistent, but to appear consistent to others.

peripheral route of persuasion

When people do not think critically about a message, but may be persuaded by other, superficial cues.

central route of persuasion

When people think critically about a persuasive communication. Persuaded by strength of message.

According to research by Crocker and colleagues (1991), black students who received positive interpersonal feedback from a white student experienced ____ if they suspected that the feedback may have been due to their race.

a reduction in self-esteem

Who of the following is most likely to obey in Milgram's study?

a woman participating at Yale University with an experimenter in a lab coat

Joseph listened to a speech on the radio advocating the increased use of automobiles that are less reliant on fossil fuels. One would expect the sleeper effect to be greatest if Joseph found out about the background of the speaker ____ the speech and was asked about his views on the issue ____.

after; a few weeks later

number of sources

amount of friends giving their opinion

stereotype threat

apprehension about confirming negative stereotypes related to one's own group

Sheriff (1936) asked groups of participants to estimate the distance that a point of light moved, even though the point of light did not move at all. He found that

as the study progressed, the participants' estimates began to converge with each other.

that's-not-all

begin with a somewhat inflated request, then immediately decrease the apparent size of that request by offering a discount or bonus

door-in-the-face

begin with a very large request that will be rejected, then follow that up with a more modest request

foot-in-the-door

begin with a very small request, secure agreement, then make a separate larger request

When used to measure attitudes, physiological measures, such as heart rate and perspiration:

can reveal the intensity of an attitude

strength of source

competent, respected, long-term friends

private acceptance

conforming to other people's behavior out of a genuine belief that what they are doing or saying is right

normative influence

conformity based on a person's desire to fulfill others' expectations, often to gain acceptance

informational influence

conformity occurring when people accept evidence about reality provided by other people

3 pressures from others

conformity, compliance, obedience

Persuasive communication is the outcome of three key factors. Which is NOT one of those factors?

context

Michigan and Ohio State are rival universities. Athletes at the two schools interact only when the teams they play for compete against each other. Sheriff's "Robbers Cave" study suggests that the students will

develop negative views of one another and behave in a hostile manner.

According to social impact theory, resistance to a source's social pressure is most likely to occur when the source's social influence is:

divided among many strong and distant targets

Negative and resentful feelings directed at women's abilities, values, and ability to challenge the power of men are referred to as ____ sexism

hostile

Racism that operates unconsciously and unintentionally is called ____ racism.

implicit

Will and Grace have just started to attend church. Will pays attention to when the rest of the congregation sits and stands because he wants to be sure to stand and sit at the appropriate times. Grace stands up and sits down when the rest of the congregation does because if she doesn't, the elderly couple across the aisle scowls at her. Will has conformed because of ____, whereas Grace has conformed because of ____.

informational influence; normative influence

A graduate student who works long hours for little pay becomes increasingly convinced that she loves social psychology. This student's attitude toward her chosen field of study is most likely the result of

insufficient justification

Jon and Kate give consecutive speeches on opposing sides in a debate on solar energy. Audience members are asked to register their views a few weeks later. How might the order of the speeches affect the audience's views?

it should yield a primacy effect

The more products a celebrity endorses publicly, the

less trustworthy she becomes in the eyes of consumers.

According to the stereotype content model, migrant farm workers who move to an area with a shortage of farming jobs would likely be viewed as

low in warmth and low in competence.

Research using "minimal groups" has demonstrated that

mere categorization is sufficient to produce ingroup favoritism.

prejudice

negative feelings about a group and its members

hostile sexism

negative/resentful beliefs/feelings toward women

To convince people to buy lunch from their restaurant in the mall, employees at a Chinese restaurant gave free samples of chicken teriyaki to anyone who walked by. The restaurant employees were hoping to take advantage of the

norm of reciprocity

The tendency to perceive members of an outgroup as less variable, or more similar to one another, than members of the ingroup, is called the

outgroup homogeneity effect.

outgroup dehumanization

outgroups seen as less capable of complex emotion

Social categorization leads people to

overestimate differences between groups of people.

racism

prejudice and discrimination based on ones race.

Tariq doesn't want his kids to give in to peer pressure to smoke. According to the inoculation hypothesis, one way he could build up their resistance to potential peer pressure is to:

present them with relatively weak arguments for smoking, so that they can generate their own counterarguments against smoking.

minority influence

process by which dissenters produce change within a group.

Creating "subtypes" for individuals who do not conform to group stereotypes

protects the stereotype from change.

Sherif conducted a study in which participants in totally darkened rooms estimated how far a dot of light appeared to move. Asch conducted a study in which participants were asked to report which of three lines was identical in length to a standard line. Compared to the participants in Sherif's study, those in Asch's study exhibited more:

public conformity

lowballing

secure agreement with a request and then increase the size of that request by revealing hidden costs

The idea that we interpret our own attitudes by objectively observing ourselves and the circumstances of our behavior is most consistent with

self-perception theory

The most direct and straightforward way to measure an attitude is through the use of

self-report measures.

According to Moscovici, majorities derive their power to influence others by virtue of their ____, whereas nonconformists derive their power to influence others from their ____.

sheer number; style of behavior

3 factors of persuasive communication

source, content, audience

social impact theory

states that the impact of a source on a target person is a function of the source's 1) strength, 2) immediacy, and 3) number.

Bonnie feels very negatively toward lawyers. She hates them all! Whenever she meets a lawyer, she immediately feels a strong dislike for them the moment she finds out what they do for a living. This is an example of:

stereotyping

Research on the attitudes of twins suggests

the attitudes of identical twins are more similar than the attitudes of fraternal twins.

Mr. Belding wants to reduce prejudice toward incoming minority students at his elementary school. Before the minority students arrive, Mr. Belding displays posters showing children of all nationalities holding hands. Next, he plans a scavenger hunt in which incoming students are mixed with current students and divided into small groups. Each student receives a secret clue critical to his or her group's success in finding the treasure. Mr. Belding's actions reflect his understanding of

the contact hypothesis.

Jamie wants an extra day to write a paper for class. Jamie first asks the professor for a one-week extension for the paper assignment. The professor refuses. Jamie then asks for a one-day extension. The professor agrees. Jamie's behavior best illustrates:

the door-in-the-face technique

outgroup homogeneity

the perception that all members of a particular outgroup are identical to each other

Eric does not know how to answer an essay question about cognitive dissonance on his social psychology exam. He decides to write as many facts as he knows about the topic of attitudes in his exam book, hoping that the professor will not read the exams too closely and will be impressed enough by the length of his essay to give him a good score. Eric is hoping to take advantage of:

the peripheral route to persuasion

Eric does not know how to answer an essay question about cognitive dissonance on his social psychology exam. He decides to write as many facts as he knows about the topic of attitudes in his exam book, hoping that the professor will not read the exams too closely and will be impressed enough by the length of his essay to give him a good score. Eric is hoping to take advantage of

the peripheral route to persuasion.

Which theory suggests that intentions to perform a behavior are best predicted by 1) attitudes toward the behavior, 2) subjective norms, and 3) perceived behavioral control?

theory of planned behavior

immediacy of source

these friends are around very often in close vicinity

We can conclude that participants in Sheriff's study exhibited private conformity rather than public conformity because

they continued to use their group estimates when retested alone one year later.

implicit racism

unconscious and unintentional racism

The ABCs of social psychology are affect, behavior, and cognition. Place the following three major concepts in this ABC order by considering whether they correspond to affect, behavior, or cognition.

​prejudice, discrimination, and stereotyping

Stan is a new student in his sixth-grade class. The other students exert normative pressure on him to conform to their group opinion on some issue. According to social impact theory, Stan will be more likely to resist this influence if

​there are three other new students in the class who are receiving the same pressures.