Psycho test 3

matching hypothesis

the tendency for people in romantic relationships to be similar to each other in terms of physical attractiveness

when an auto dealer offers you an extra option as a "closer" for a deal, the dealer is using _____

the that's-not-all technique

empathetic joy hypothesis

the view that helpers respond to the needs of a victim because they want to accomplish something, and doing so is rewarding in and of itself

similarity-dissimilarity effect

The finding that people respond positively to indications that another person is similar to themselves and negatively to indications that another person is dissimilar from themselves

defensive helping

A motive for helping behavior that is characterized by reducing the threat posed by outgroups to own ingroup

even though there is a sign that clearly says "Park closes after 9pm" Mary says to herself, "What a silly sign! I just want to walk around here; Im not a bad guy" and proceeds to walk in the park. Mary's behavior is _____ with normative focus theory since _____.

Consistent; she is disobeying an injunctive norm that she does not see as related to her own actions

door-in-the-face

a procedure for gaining compliance in which requesters begin with a large request and then, when this is refused, retreat to a smaller one

foot-in-the-door

a procedure for gaining compliance in which requesters begin with a small request and then, when this is granted, escalate to a larger one

dismissing

a style characterized by high self-esteem and low interpersonal trust

preoccupied

a style characterized by low-self esteem and high interpersonal trust

conformity

a type of social influence in which people change their attitudes or behaviors to adhere to existing social norms

Dave has just been shown a composite face of 20 women. He will likely rate this face as ________ in attractiveness.

above average

prosocial behavior

actions by individuals that help others with no immediate benefit to the helper

When your feelings are negative about something in your environment, and another person just happens to be with you, you will tend to evaluate that person in negative terms, illustrating the impact of a(n) ________ on attraction.

an associated effect

Regarding the affect-attraction relationship on social influence, an ad agency is primarily concerned with ________ in order to sell a product.

arousing positive feelings

Mark was eating a wonderful dinner one evening when Jeannine came into the restaurant and sat down next to him while he was finishing this dinner. Later, Mark found that he was attracted to Jeannine. This situation illustrates the operation of a(n) ________ effect on attraction.

associated

Joshua happened to be sitting next to Brittany when the professor returned term papers to the class. Brittany received an unexpectedly high grade and the teacher's comments were very flattering to her. Brittany now finds herself liking Joshua a bit more than before. This occurrence is best explained by the ________.

associated effect of emotions

Mark and Cynthia are writing out checks to donate to their alma mater. First, Mark says he's going to donate $5,000, and then Cynthia indicates she might be able to donate more than that. Mark then decides he too could contribute more than $5,000. What is this called?

competitive altruism

jenna saw in the paper that a department store was having a one day closeout of winter dresses sale. If she goes to that sale and buys something, she will be a victim of the ____

deadline technique

Bob listened to a new song and did not like it at all. Shortly thereafter, this song was used by a company as its new advertising jingle, and the song was played over and over, so Bob was repeatedly exposed to the song. You would expect Bob to ________ for the song.

decrease his likings

One of the key findings from Stanley Milgram's studies was that pressures to obey are ________.

difficult to resist even if they involve harming another person

When Tricia arrives at her office, her colleague Paula says that she likes Tricia's outfit. This makes Tricia feel good and, in turn, makes Tricia like Paula more. Paula's words have a(n) ________ effect on Tricia.

direct

it has been shown that complementarities are not good basis for attraction. What is the one pair of complementarities that is the exception to this

dominance-submissiveness

social influence

efforts by one or more persons to change the behavior, attitudes, or feelings of one or more others

Emily is out for a leisurely drive and has just witnessed the car in front of her on the highway slow to a stop and pull off to the side of the road. The driver got out of the vehicle and lifted the hood. She is very adept at fixing cars and there are not too many other cars on the road. After considering helping for a bit, Emily continues to drive past the stranded motorist. Why?

emily is concerned the driver might be setting up a trap or trick

empathy

emotional reactions that are focused on or oriented toward other people and include feelings of compassion, sympathy, or concern

Raphael helps Lisa carry her groceries up the stairs. Lisa comes by 15 minutes later and says, "Thank you. The frozen food would have melted if you hadn't helped me." Because of her response to his help, Raphael is motivated to help others later. This scenario is MOST consistent with the

empathetic joy hypothesis

joanna has little confidence in herself and her abilities. She struggles with trusting other and attaining genuine closeness with them. Which attachment style does joanna have?

fearful avoidant attachment style

samantha is watching a movie on tv. The story is about a young boy who had lost his brother in a traffic accident. samantha says that she knows just how the boy feels and even guesses many of the characters lines before he says them. This situation illustrates the type of perspective taking involved with

feeling empathy for and identifying with a fictional character

which of the following people would be perceived most positively

gretchen who walks briskly down the hall with an upright posture

a new york city taxi cab driver once intervened and stopped what he perceived to be a mugging in progress-even though it actually was a group of actors performing a scene for a television sketch. The taxy driver probably intervened due to

his feelings of empathy

Marian, who is wearing a distinctive and pleasant perfume, has dropped all of the contents of her purse and is in need of assistance. The fact that she is wearing perfume should

increase her likelihood of recieving help

Three college friends went swimming in a local creek, ignoring both a No Trespassing sign and a No Swimming sign. These friends were violating

injunctive norms

Frank hires a handyman to install drywall in a room he's renovating. Frank has always wanted to know how to do this himself, so he watches much of the work the handyman does and takes notes on the supplies needed and the procedures followed. The following year, Frank installs drywall in another room by himself. Frank was able to do this due to

modeling

which of the following is a form of unintentional social influence?

modeling

James, a 17-year-old high school student, has just moved to a new city and enrolled in a new school. At his old school, there were strong social norms against teenagers smoking cigarettes. At his new school, however, several of his new friends regularly smoke and say to him, "C'mon, don't be a jerk, have one of mine." As a result, James is likely to begin smoking because of ________.

normative social influence

Oscar is alone resting on a beach when he notices someone who appears to be floundering in the ocean. Since he does not know how to swim, Oscar realizes that he cannot help this individual himself. This example illustrates that people

often decide that they cannot help when they do not know what to do

on the street, a passerby notices jeanette's bruised eye and asks if she is okay. jeanette said that her boyfriend hit her, and the man said he was sorry to hear that but continued on his way. Later, jeanette's best friend, ellen, notices jeanette's bruise. When jeanette tells her what happened, ellen offers to provide help. This example best illustrates that

people are much more inclined to help a close friend than a stranger

If people help in order to receive praise from others, then what would be expected under cover of darkness?

people would be less likely to help others

Jenny, a 5-year-old child, may be MOST likely to exhibit helping behavior after playing ________ video game.

prosocial

Two years ago, Ursula loaned Katie $300 even though the two women didn't know each other very well. Now, Ursula has approached Katie to ask if Katie can loan her $200. Katie says yes. Katie's compliance rests on the principle of

reciprocity

which of the following strategies has been shown to contribute to sharp reductions in destructive obedience

reminding individuals that they, rather than authorities are responsible for any harm produced

Scott and Elizabeth grew up in the same small town. They attended the same school and went to the same college, where they took many of the same classes. At first, they were not particularly interested in each other romantically, but over time, they became increasingly attracted to each other and eventually married. This is best explained by the ________.

repeated exposure effect

Zosha and three of her friends have just watched a new movie. As they walk out of the movie, Zosha's friends are talking about how much they enjoyed the movie and how good the actor's portrayal was. If one of her friends then asks Zosha how she liked the movie, she is likely to say that

she enjoyed it also

Brad takes the bus to work every day. He is happy when a woman named Jill is riding the bus because they have a lot in common and chat on the way to work. He isn't happy when Kyle is on the bus because they don't have anything in common, and Kyle often makes Brad feel bad. This is an example of the ________ effect.

similarity-dissimilarity

symbolic social influence

social influence resulting from the mental representation of others or our relationships with them

Walter has just watched the news of Hurricane Irene, including an interview with a man who is standing in knee-deep water in his basement. Walter decides to go to the store and on his way sees a stranded motorist. The empathy-altruism model predicts that Walter will

stop and try to help in order to alleviate his own negative feelings

two aspects of empathy are

taking anothers perspective, and sympathizing with another person

lowball

technique for gaining compliance in which an offer or deal is changed to make it less attractive to the target person after this person has accepted it

attachment style

the degree of security experienced in interpersonal relationships

while walking through central park, mark sees a man being attacked and mugged. there are many people around the scene, and many of these people are holding phones. mark is concerned for the man but ultimately does nothing. Marks actions can be explained by the concept of

the diffusion of responsibility

proximity

the physical closeness between two individuals with respect to where they live, where they sit in a classroom, where they work

among the following, who is a compliance professional

a political fund raiser

cohesiveness

the extent to which we are attracted to a social group and want to belong to it

fearful avoidant

A style characterized by low self-esteem and low interpersonal trust

diffusion of responsibility

A principle suggesting that the greater the number of witnesses to an emergency the less likely victims are to receive help. This is because each bystander assumes that someone else will do it.

Kin selection theory

A theory suggesting that a key goal for all organisms is getting our genes into the next generation; one way in which individuals can reach this goal is by helping others who share their genes.

passionate love

An intense and often unrealistic emotional response to another person.

unintentional social influence

instances in which other persons change our behavior without intending to do so

Suppose Diane and Mark, as college freshmen, are assigned dorm rooms right next door to each other. Shortly thereafter, they begin dating and after college, they wed. The factor that would be MOST responsible for their initial acquaintance is ________.

repeated exposure due to proximity

Karen knows that her neighbors often struggle to make ends meet. She sometimes offers to babysit for free because she can easily afford to do so and feels good that she can help in this small way. This example most clearly illustrates

the empathic joy hypothesis

Many atrocities have been committed because of a gradual escalation in the scope of commands given from a person in authority. This factor is closely related to which compliance technique?

the foot in the door

when confronted with the that's-not-all technique, we should always remember that the person making the request _____

ultimately just wants to gain compliance

love

a combination of emotions, cognitions, and behaviors that often play a crucial role in intimate relationships

crowdfunding

a form of social behavior in which entrepreneurs describe the products or services their new company will provide and ask people to contribute

obedience

a form of social influence in which one person simply orders one or more others to perform some actions

need for affiliation

the motivation to interact with other people in a cooperative way

negative- state relief model

the proposal that prosocial behavior is motivated by the bystander's desire to reduce his or her own uncomfortable negative emotions or feelings

empathy-altruism hypothesis

the suggestion that some prosocial acts are motivated solely by the desire to help someone in need

Jenna falls in love with one of her coworkers, a man named Omar. She thinks about him at all hours of the day and is very happy when they spend time together at social outings or at work gatherings. They sometimes go out to dinner, to the park, or to a movie. One day, however, Omar tells her that he can tell that she has feelings for him, but he only wants to be friends with her. Jenna has experienced ________ love.

unrequited

compliance

a form of social influence involving direct requests from one person to another

james and wanda just bought a house, and moved into a new, upscale neighborhood. One of their friends, who lives down the street from them, has installed a hot tub in her rock garden and has pointed out all the advantages of having one. James and wanda are debating whether to install a rock garden with a hot tub in their new home. Their decision may be strongly influenced by the _____

informational social

At a party, Ralph talks about politics, music, and literature with two different people. Ralph has similar views to the first person, James, on all three topics. Ralph has similar views on one out of the three topics with the second person, Matt. Who will Ralph like more, and why?

james because of the proportion of similarity

Janelle wants to begin hosting her own podcast focused on community events. She will need some money to purchase recording equipment and create a small studio in her house. She is thinking of reaching out to other community members to ask for their financial support. Which of the following websites should Janelle use?

kickstarter

pluralistic ignorance

when we collectively misunderstand what attitudes others hold and believe erroneously that others have different attitudes than us