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Jason has just seen four faces from different individuals of varying races—Native American, white, black, and Hispanic—via the use of priming stimuli. After being presented with a certain target word, his response time after each of these four faces (in the order presented above) was 1.7, .98, 2.1, and .76 seconds, respectively. Which of the following faces is Jason MOST likely associating with the target word?V

Hispanic

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

It should yield a primacy effect.

The more products a celebrity endorses, the

Less trustworthy she becomes in the eyes of consumers.

Your friend is thinking of purchasing a self-help weight-loss CD that promises its effects through subliminal persuasive messages embedded in the music. What should you tell her research shows the effectiveness of such programs?

No solid evidence exists to support such programs

Paul is a black college student who wants to join a fraternity. The fraternity is made up of all white men. When Paul's application is denied, he asks why, and the head of the fraternity implies, but doesn't say, that it is because Paul is black. Which of the following best describes what has happened to Paul?

Paul has been discriminated against.

Rachel has been with XYZ Corp. for over 20 years. During her time there, she has been promoted many times. She began her career as an assistant and is now a middle manager. However, in the last 10 years, she has not moved above her current role into the upper echelons of management positions at the corporation. Which of the following explains this slowdown?

Rachel has hit a glass ceiling at the corporation.

_____ refers to the apprehension among minority group members that they might confirm to existing cultural stereotypes.

Stereotype threat

Trina is a successful manager in a mid-sized male-dominated manufacturing company. She expects immediate compliance when she gives an order and rarely explains the reason for her commands to subordinates. She also tends to focus her attention and efforts on the task at hand, preferring to deal with task-based issues rather than more global concerns. Joyce holds a comparable position with another company. Unlike Trina, Joyce tends to focus her attention on more global concerns and tries to explain the reasoning behind any orders she gives to subordinates. Which of these two managers is more likely to report gender discrimination because of their different leadership styles?

Trina is more likely to report gender discrimination.

When are women more likely to gain access to high-status positions?

When companies are in a time of crisis

Based on work on deindividuation, in which context is Janine MOST likely to make offensive comments towards Harry, whom she is angry at?

When she is on an Internet chat room anonymously.

A group is defined as

a set of individuals who interact over time and have shared fate, goals, and identity

Some experts have suggested that different types of prejudice may arise because of different emotional responses to the target group. From this perspective, prejudice arising from DISGUST may result in behaviors that try to

avoid contact with the outgroup.

Suppose John has completed a study where he engaged in stereotype negation training. Given this scenario, John will likely

be much less inclined to associate the racial stereotype with the picture of the member of the matching race.

The concept of subjective norms refers to people's

beliefs about what important others will think of their behavior

The reason of forewarning tends to prevent attitude change is that it

causes people to analyze persuasive appeals much more carefully

Promoting one or a very few women into high-status positions in an organization has the result of

causing women not promoted to be more likely to blame themselves for not being promoted.

An unpleasant psychological state often aroused when people hold two conflicting cognitions is called

cognitive dissonance.

Alisa wants to run for elected office in her state. Given stereotypes about the most appropriate jobs for females, her two best shots for winning would be ________ or ________.

education department head; human services director

Self-fulfilling prophecies perpetuate stereotypes by

eliciting stereotype-confirming behavior from targets.

Some people feel that certain groups of people have some underlying, biologically-based features that distinguish that group from other groups. These supposed distinguishing features are known as

essences

Social categorization is advantageous because it

frees up cognitive resources

harm the outgroup directly.

The tendency to overestimate the extent to which members of stereotyped groups possess attributes and perform behaviors consistent with the group stereotype results from

illusory correlations

Dan, an admissions officer at a private university, is informed by human resources that he is discriminating against black applicants. Dan cannot believe this, as he has no knowledge that he did such a thing and knows he wouldn't do something like this intentionally. Human resources informs him that he rejected outright the applications of nearly every applicant with a name that "sounded" black. It's likely that Dan holds ________ attitudes toward black people.

implicit

Mike harbors many prejudicial feelings toward homosexual people; in fact, whenever he encounters a gay man, he is likely to make more negative, cynical, and disgusted comments than he normally would (although none directly related to homosexuality or to the homosexual nature of the person he is talking to). This example illustrates that prejudice is often ________ in nature.

implicit

People tend to be less aware of their _________________ attitudes, which are more likely to influence their behaviors when they are not monitoring.

implicit

Racism that operates unconsciously and unintentionally is called

implicit racism

The contact hypothesis is based on the idea that

increased contact between members of different social groups can help to reduce prejudice between the groups.

According to cognitive dissonance theory, people are most likely to change their attitudes when they have _____ justification for an attitude-discrepant behavior.

insufficient external

A negotiated reduction to a conflict in which all parties obtain outcomes that are superior to those they would have obtained from an equal division of contested resources is called a(n)

integrative agreement.

In the march toward racial equality, whites may perceive black progress as a ________, while blacks perceive it as a ________. If people generally tend to evaluate ________ more heavily than ________, then whites should see ________ progress for blacks than (as) blacks see.

loss; gain; losses; gains; more

Mrs. Smith has a son, Brad, who is in the military and who is specially trained in interrogation tactics. Brad is currently on duty in Afghanistan. Mrs. Smith cannot fathom her own son being tortured, but she feels that his torturing of terrorist operatives is warranted. Mrs. Smith is experiencing

moral disengagement.

In a study, participants were told an African American student had been discriminated against in the grading of a paper, and had either complained about it or dealt with it by accepting responsibility. Participants evaluated the student ________ in the complaint condition than in the responsibility condition.

more negatively

The rules, either implicit or explicit, established by groups to regulate the behavior of their members are called

norms

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

self-perception theory

According to the ___________, whether deindividuation affects people for better or for worse depends on a group's characteristics and norms.

social identity model of dendividuation effects

The idea that favoring in-groups over out-groups enhances our self-esteem is called

social identity theory

Candy is washing the dishes and asks her brother to help by drying them. Her brother says that dishes are women's work, which makes their father smile. Her brother sees the smile and walks away. This scenario is an example of prejudice as a result of

social learning.

Several friends are working together in an effort to pull a car from a ditch. However, each of them are not pulling as hard as possible. This is probably a result of

social loafing.

Mike believes that men are generally better at math and engineering than are women. He also tends to think of women as being emotional and a bit "soft." Mike recently met Karen, an attractive woman who is also a civil engineer. In most other respects, Karen fits Mike's ideas about women. Rather than revise his stereotype of women, Mike probably assumed that Karen represents a(n)

subtype.

Very brief exposures to faces of people from different ethnic backgrounds (about whom one has a negative attitude) frequently causes people to respond faster to words with negative meanings than to words with positive meanings. This technique or type of research is known as

the bona fide pipeline.

In one of the earliest social psychological experiments, Triplett (1898) had children wind fishing reels as quickly as they could. He found that

the children were faster when working next to another child rather than alone.

Jessica has worked her way up in her organization and is now a mid-level manager. She has treated her subordinates the same way her male counterparts treat theirs. Recently, Jessica has been passed over for several promotions. The jobs went to male coworkers who were possibly not quite as well qualified as Jessica. This situation probably represents

the glass ceiling effect.

Groupthink emerges when

the need for agreement takes priority over the desire to obtain correct information.

According to social-role theory, gender differences in social behavior are the result of

the unequal gender-based division of labor

Juan, the head of human resources at a large company, has been instructed to make sure that about 2 percent of all newly hired managers are women in order to reduce the risk of a discrimination lawsuit. This practice represents

tokenism.

Rao's new roommate seems difficult to get along with. If Rao starts to treat his roommate as though Rao really likes him, cognitive dissonance theory and self- perception theory_____

agree that Rao will start to like his roommate more over time

Ray's new roommate seems difficult to get along with. If Ray starts to treat his roommate as though Ray really likes him, cognitive dissonance theory and self-perception theory __________.

agree that Ray will start to like his roommate more over time

What has brain studies of social rejection found?

all of these

why does "insufficient" justification produce dissonance, whereas "sufficient" justification does not?

an external excuse for behavior explains the inconsistency away

Impression management theory suggests that people change their attitudes to match their behaviors in an effort to

appear consistent.

An attitude is implicit if you

are not aware of it

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 just received notice that he was accepted to law school. Excited, he walks outside his house to tell his roommate, who is working in the front yard. As he exits his house, he runs into the postal worker who always delivers the mail to his house. He has never liked the postal worker much, but now he is happy to see him and eagerly strikes up a conversation. Mark's evaluation of the poster worker is due to the __________ effect of receiving the news about law school.

associated

associated effect of emotions.

associated effect.

Humor appeals definitely increase _____, but may not increase _____.

attention; comprehension

humor appeals definitely increase __________, but may not increase ___________.

attention; comprehension

The suggestion that attitudes can be automatically activated and influence behavior by shaping interpretation of the situation, which in turn dictates behavior, is suggested by the

attitude-to-behavior process model.

If Billy tells his friend that he intends to vote for a certain candidate, then Billy's intention reflects a(n)

attitude.

The peripheral route to persuasion is more likely to be chosen than the central route when the

audience is distracted

Bruce has a relatively high need for affiliation. As such, he would likely

avoid making negative comments to fellow workers.

Marshall wants to pledge Theta Phi fraternity. He may well ________ publicly, believing active member decision makers will hear of his views. He is, in private, ________ to express those same views.

badmouth other fraternities; unlikely

If people try to argue against a persuasive attempt but fail to refute it, their new attitudes will do what?

be held with strong conviction

Women's sexism is

benevolent toward other women, but hostile toward men

Of the following famous sayings, the one that MOST accurately describes the similarity-attraction relationship is

birds of a feather flock together.

Gender-based discrimination affects a substantial proportion of the population by

blocking women's progress in the workplace.

by having a poor reaction to her.

How did the study of auto kinetic effect inform our understanding of group norms?

by seeing how discussion influenced judgement when there was no correct answer to the question

According to the elaboration-likelihood and the heuristic-systematic models of persuasion, the two key factors that will determine whether we engage in effortful or effortless processing of information are one's

capacity to process information and level of motivation

capacity to process information and level of motivation.

what are two major components of the ELM?

central and peripheral processing

Upon learning that soda sales are in decline, a soda manufacturer, ABC Fizz, decides upon a new advertising tactic. Using demographic data, ABC Fizz discovers that 30-34-year-olds show a strong affiliation with Apple products. In the new advertising campaign, the company repeatedly pairs images of its soda with 30-34-year-olds using Apple products. Before long, they find that sales of their soda increase within this demographic. This is an example of ________ conditioning.

classical

Subliminal Conditioning

classical conditioning that occurs without our awareness of the stimuli that are used

Quentin is a devout religious follower. The holy books of the religion Quentin subscribes to strongly advocate helping the poor. However, Quentin believes that the poor simply need to work harder, and he refuses to offer them any assistance. Quentin's reaction to the poor is a form of

cognitive dissonance.

The strongest attitudes for an individual are usually acquired through

cognitive processes

When a group has members that are highly attracted to each other, what is the group called?

cohesive

The phenomenon of groupthink is most likely to occur when a group is under stress, highly ________________, and when the leader is very ________________.

cohesive; directive

An explanation of social loafing that suggests that perceive the links between individuals' effort and their outcomes are weaker when they work together with others in a group is known as the

collective effort mode

One approach to reducing prejudice and bias is to encourage individuals to recategorize outgroup members and ingroup members as both being part of a larger single social entity. This approach is known as the ________ model.

common ingroup identity

In a _____ dilemma, everyone takes from a public pool of goods that will replenish itself only if used in moderation.

commons

What is the main lesson learned from the Robbers Cave study?

competition can cause prejudice and cooperation can reduce it

what are people who do what someone asks of them exhibiting?

compliance

A person who copies the behavior of others as a result of group pressure is _____________.

conforming

Jack wears his high school colors on the day of the big football game because he knows "everyone" does so every year. Jill wears her high school colors on the day of the big game because the student council made an announcement asking the students to show their team spirit. Jack is exhibiting ____________ whereas Jill is exhibiting ____________.

conformity; compliance

According to self-perception theory, which of the following is true?

consistency between attitudes and behavior is extremely important

____________ prejudice most closely resembles the traditional definition of prejudice.

contemptuous

prejudice against the obese is more common in societies where people vie weight as ___________.

controllable

Prejudice against the obese is more common in societies where people view weight as

controllable.

Paternalistic prejudice is seen when the target group is seen as ________ and has ________ social status.

cooperative; low

Suppose a breaking news story has occurred involving an incident of terrorism. A certain news station invites a well-respected terrorism scholar to discuss the event. His views will likely be persuasive because he will be seen as

credible.

Samuel bought a new cell phone. Now, according to the principle of postchoice dissonance, when he sees ads for cell phones with new features that his phone does not have, what will he do?

decide that the new features are not imprtant

decrease his liking

Together, the attitude and the previously stored information about what's appropriate or expected in a given situation shape our _________ the event.

definition of

Consider the following destructive acts: Soccer fans bludgeoning one another, fans at rock concerts trampling one another to death to secure good seats, Klansmen lynching African-Americans. All of these are examples of the dangerous effects of

deindividuation

Which is NOT a consequence of social rejection?

depleted self-regulation

LaPiere's research with the Chinese couple pointed out the

difficulty of predicting actual behavior from reported attitudes.

Lisa admired the dress that Shelly was wearing and told Shelly that she looked absolutely stunning in that dress. Shelly felt very positive feelings toward Lisa after that compliment and tended to like her in other circumstances. Lisa had a(n) ________ effect on the attraction Shelly felt for her.

direct

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

Suppose Jamie lives in an apartment building. She has the BEST chance to become acquainted with the person who lives

directly across from her.

Low source credibility is a _____ cue.

discounting

low source credibility is a ___________ cue.

discounting

An employer assumes that an obese employee is too lazy to be a good manager. A coworker avoids working with the same employee because she thinks fat people are "gross." The employer is _________ and the coworker is ____________.

discriminating; stereotyping

Repeated exposure to stereotype threat can result in __________.

disidentification

Marisa has relationships with men in which she feels worthy, but she inevitably has low expectations of the relationship, leading her to fear genuine closeness. Marisa has a ________ attachment style.

dismissing

A campaign manager has advised the candidate he represents to make sure there is a "spontaneous" demonstration of support for him during the candidate's next major speech. Given that the candidate relies on his audience's peripheral processing of his emotion-laden persuasive messages, the demonstration is useful because

distractions can increase the persuasiveness of a speech.

Students entering college who had social networks with more ________ attitudes toward affirmative action exhibited ________ change over the following 2 months.

diverse; more

Messages that arouse strong levels of fear are

effective at changing behavior

In brain scans of white people high in implicit prejudice and low in explicit prejudice, showing unfamiliar Black faces results in activation of brain regions associated with____________.

emotional learning

The process by which we form an attitude toward a neutral stimulus because of its association with a positive or negative person, place, or thing is called

evaluative conditioning

Going along with a request while privately disagreeing with it is _______.

external compliance

Emma is trying to convince her professor that he gave her an unfair grade. She continues to pester him for several days, as her arguments become ever more extreme. Ultimately, the professor tells Emma, "I wilII will not change your grade; moreover, you should be thankful for the grade you received!" Emma's professor likely resisted changing her grade because he

felt strongly that he was being pushed to do something he didn't want to do, rather than being asked.

cognitive dissonance theory predicts that if someone cheats, then later that person does what?

find a way to justify cheating

cognitive dissonance theory predicts that if someone cheats, then later that person will do what?

find a way to justify cheating

normative influence is rooted in the desire to do which of the following?

fit in with others

Which of the following is NOT a condition necessary for improved intergroup relations, according to the original contact hypothesis?

friendship potential

According to social-role theory, gender differences that arise from social roles provide a continuing basis for

gender stereotypes.

Prior to Milgrams study, psychologists estimates that _______% of the normal popluation would follow orders to inflict harm.

> 1

Which of the following defines the concept of stereotype thread?

A feeling of anxiety when performing in a domain where one's group is expected to do poorly

Which of the following defines the concept of stereotype threat?

A feeling of anxiety when performing in a domain where one's group is expected to do poorly

Which of the following is an example of a stereotype?

A person thinks that all Asians are good at math.

According to the theory of planned behavior, what type of process precedes the decision to engage in a particular behavior?

A rational process

Which is a type of schema about a social group?

A stereotype

In Asch's classic experiment, a standard-setting line was first presented to small groups of people, followed by the presentation of three comparison lines of different lengths. In one condition, three accomplices, posing as students, chose an incorrect answer before the subject could respond. ________ of the research participants never yielded to group pressure to accept an incorrect response. A) Almost 25 percent B) About 5 percent C) 50 percent D) About 75 percent E) none

A) Almost 25 percent

In Asch's classic experiment, a standard-setting line was first presented to small groups of people, followed by the presentation of three comparison lines of different lengths. In one condition, three accomplices, posing as students, chose an incorrect answer before the subject could respond. ________ of the research participants agreed with a clearly incorrect answer at least once. A) More than 75 percent B) All C) One third D) About 50 percent E) Less than 5 percent

A) More than 75 percent

All of the following individuals would likely be considered a "compliance professional," EXCEPT ________. A) a telephone operator B) a fundraiser C) a sales representative D) an advertiser E) a political lobbyist

A) a telephone operator

Norman is in a group where he strongly believes that his judgment is correct, but he does not want to appear different. A possible way he may deal with this situation is to ________. A) alter his perception of the information provided so that he can feel comfortable with conforming to the group influence B) privately reject the information provided by the group, but appear to be open to later arguments C) argue his point of view, then pretend to allow the group to persuade him to their point of view D) somehow convince the group that he should be perceived as an authority on the matter E) strongly argue his point of view and simply risk any possible consequences of this action

A) alter his perception of the information provided so that he can feel comfortable with conforming to the group influence

Egoism is ________. A) an exclusive concern with one's own personal needs and welfare rather than with the needs and welfare of others B) the motivation to be moral and to engage in moral behavior C) an adult's concern for and commitment to the well-being of future generations D) the motivation for prosocial behavior that is caused by positive emotions experienced by a helper E) the motivation to appear moral while attempting to avoid the costs associated with actually being moral

A) an exclusive concern with one's own personal needs and welfare rather than with the needs and welfare of others

The degree of security an individual feels in interpersonal relationships is referred to as her or his ________. A) attachment style B) mother-infant bonding C) basic attitudes toward interactions D) introjected caregiver information E) level of misanthropy

A) attachment style

Normative social influence is ________. A) based on our desire to be liked or accepted by others B) based on our desire to be correct and have accurate perceptions C) based on our desire to comply with direct requests D) based on our desire to obtain additional goods or services at no extra expense E) based on our desire to be distinguishable or different from others in some respects

A) based on our desire to be liked or accepted by others

According to research, men, more than females, seek ________ symmetry in facial features. A) bilateral B) unilateral C) horizontal D) visual E) vertical

A) bilateral

Angela and Becky are good friends. Carol greatly dislikes Angela but is not acquainted with Becky. Given this information, if Carol sees Angela and Becky interacting, Carol is MOST likely to react to Becky ________. A) by having a negative reaction to her B) by having a positive reaction to her C) in an indifferent fashion since she is not acquainted with her D) by trying to develop a friendship with her in order to anger Angela E) by developing a level of intrigue about her

A) by having a negative reaction to her

Selective altruism occurs when we ________. A) choose to help only one individual from a large group of individuals in need B) choose to cooperate with unrelated individuals in anticipation of receiving help from those individuals in the future C) help others in order to reduce our own uncomfortable negative emotions D) help others in order to experience positive emotions as a result of having helped someone else E) help other people without necessarily receiving any direct benefit from the help ourselves

A) choose to help only one individual from a large group of individuals in need

The associated effect that emotions have on attraction can best be explained by ________. A) classical conditioning B) the direct effect C) nonconscious stereotyping D) observational learning E) operant conditioning

A) classical conditioning

The idea that opposites attract is called ________. A) complementarity B) similarity C) dissimilarity D) attraction determinacy E) mutual reinforcement

A) complementarity

One of the few ways ________ works well is between a ________ with respect to ________ interactions. A) complementarity; male and female; dominance/submission B) similarity; female and female; management styles C) complementarity; male and female; athletic/non-athletic D) complementarity; male and male; extraversion/introversion E) similarity; female and female; views on fairness

A) complementarity; male and female; dominance/submission

When factors such as ________ and ________ are considered, gender differences in susceptibility to conformity disappear. A) confidence in one's own judgments (as determined by familiarity with the situation); social status B) trait stubbornness; social status C) intelligence; unconsciously primed stubbornness D) group judgment; knowledge of the source of the conformity pressure E) elimination of cultural bias; knowledge of the source of the conformity pressure

A) confidence in one's own judgments (as determined by familiarity with the situation); social status

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. A) decrease his liking B) at first decrease his liking, then increase his liking C) become neutral in his evaluation D) increase his liking E) reevaluate his feelings

A) decrease his liking

Marisa has relationships with men in which she feels worthy, but inevitably has low expectations of the relationship, leading her to fear genuine closeness. Marisa has a ________ attachment style. A) dismissing B) preoccupied C) fearful-avoidant D) secure E) preoccupied-fearful

A) dismissing

An altruistic personality includes five major components, including ________. A) empathy, belief in a just world, acceptance of social responsibility, having an internal locus of control, and not being egocentric B) empathy, belief that the world is frequently unfair, acceptance of social responsibility, having an external locus of control, and being somewhat egocentric C) empathy, belief in a just world, denial of social responsibility, having an external locus of control, and not being egocentric D) empathy, belief in a just world, acceptance of social responsibility, having an external locus of control, and being somewhat egocentric E) empathy, belief that the world is frequently unfair, denial of social responsibility, having an internal locus of control, and not being egocentric

A) empathy, belief in a just world, acceptance of social responsibility, having an internal locus of control, and not being egocentric

One frequently used impression management technique is ingratiation. This involves ________. A) first inducing the target person to like you, then attempting to change the person's behavior in a desired direction. B) first beginning with a small request, then escalating to a larger request after the first one has been granted C) offering additional benefits to a target person before they have decided whether or not to comply with a request D) first beginning with a very large request, then making a much smaller but desired request after the first request has been refused E) offering a very attractive deal, then changing the terms of the agreement after the attractive deal was accepted

A) first inducing the target person to like you, then attempting to change the person's behavior in a desired direction.

Ada had missed the notes for several classes and asked Rob for the notes for one day. Rob gave the notes to Ada, who copied them and then asked Rob for a week's worth of notes. Because of the ________, Rob is highly likely to give Ada the notes. A) foot-in-the-door technique B) two stage compliance approach C) lowball technique D) door-in-the-face technique E) ingratiation approach

A) foot-in-the-door technique

People with high scores on explicit measures of the need to affiliate (such as questionnaires) are most likely to ________. A) form friendships and interact with many people B) tend to experience social exclusion much of the time C) spend more time interacting in limited two-person situations D) prefer to spend much of their time alone E) prefer to interact primarily with large groups

A) form friendships and interact with many people

Emily, who is always slightly depressed, helps a child find its mom at the mall. Emily is surprised to find her mood has improved. This is likely because A) helping a person often relieves a negative mood. B) helping a person can lead to a reward. C) empathy led Emily to help the child. D) the child was able to articulate how much he was helped. E) the child's mom was not a relative of Emily's.

A) helping a person often relieves a negative mood.

One technique used for seeking compliance from others involves calling attention to relatively trivial, surprising similarities between the target person and ourselves. This is known as ________. A) incidental similarity B) the lowball procedure C) ingratiation D) the door-in-the-face technique E) the foot-in-the-door technique

A) incidental similarity

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 ________. A) increase her likelihood of receiving help B) not affect whether she receives help or not C) decrease her likelihood of receiving help from other women only D) increase her likelihood of receiving help from men only E) decrease her likelihood of receiving help

A) increase her likelihood of receiving help

Cialdini's compliance principle of social validation suggests that compliance with a request is more likely when the requested action is seen as being consistent with information we have about what persons similar to us are doing. This principle is closely related to the ________ aspect of conformity. A) informational social influence B) normative social influence C) personal control D) individuation E) group cohesiveness aspect

A) informational social influence

In several variations on Asch's classic experiment, a standard-setting line was first presented to small groups of people, followed by the presentation of three comparison lines of different lengths. In one condition, two of three accomplices, posing as students, chose an incorrect answer before the subject could respond. The third accomplice sometimes chose a correct response and sometimes chose a more incorrect response. Under these conditions, respondents were more likely to choose the correct response. These results suggest ________. A) it becomes easier to resist conformity pressure once unanimity of the group is broken B) group pressure to conform has only minimal effects on behavior C) it is not possible to resist conformity pressure D) it becomes more difficult to resist conformity pressure once unanimity of the group is broken E) group pressure to conform is uniform and universal

A) it becomes easier to resist conformity pressure once unanimity of the group is broken

Physical attractiveness is not associated with ________ but is correlated with ________. A) kindness; high self-esteem B) popularity; good interpersonal skills C) good interpersonal skills; intelligence D) success; communications ability E) independence; dominance

A) kindness; high self-esteem

Tina and Rachael are the only two members of a jury who are trying to convince the rest of the jury that the defendant is not guilty. Tina and Rachael offer very different explanations for why the jury should vote not guilty. Because of their differing explanations, they will be ________ to convince the majority to acquit the defendant than if both had a common explanation. A) less likely B) more likely C) less likely, but only if the jury members won't listen to their explanations D) The answer is not clear from the information given. E) just as likely

A) less likely

According to a classical conditioning model of attraction, if you saw a funny film with someone, you would ________. A) like the person more B) like the person less C) think that the person was funny D) like the film more E) like the film less

A) like the person more

When rating the attractiveness of other people, the greatest degree of agreement between raters occurs when ________. A) males are judging the attractiveness of females B) males are judging the attractiveness of males C) females are judging the attractiveness of females D) both genders are judging the attractiveness of males and females E) females are judging the attractiveness of males

A) males are judging the attractiveness of females

A person's attachment style ________ throughout his or her life. A) may change with relationship experience B) will remain stable C) becomes no discernible style after age 35 D) is accentuated with age E) will become less pronounced after one has children

A) may change with relationship experience

Based on Langlois' work with composite faces, you might say that an attractive face is perceived as ________ than an unattractive one. A) more familiar B) more motherly/fatherly C) less comforting D) less familiar E) more discomforting

A) more familiar

The vast majority of the stereotypes based on appearance are ________. A) mostly inaccurate B) mostly inaccurate for younger people but relatively accurate for older people C) mostly accurate for men and women D) mostly accurate for females E) mostly accurate for males

A) mostly inaccurate

Research shows that sexual attraction is a ________ but not ________ condition for being in love. A) necessary; sufficient B) sufficient; necessary C) necessary; lasting D) sufficient; primary E) primary; lasting

A) necessary; sufficient

A person with a preoccupied attachment style is said to have a self-image and interpersonal trust. A) negative; high B) positive; low C) negative; negative D) positive; high E) extremely high; extremely low

A) negative; high

Normative focus theory says ________. A) norms will influence behavior only when they are salient B) our behavior focuses attention on relevant norms C) norms are the focus of much of our behavior D) norms focus our attention on inappropriate behavior E) relevant norms focus our behavior on a particular objective

A) norms will influence behavior only when they are salient

Individuation is ________. A) our need to differ from others in some respects B) our need to be part of a larger group C) our need to feel an attraction to at least some members of our own group D) our need to offer help to others within our own group E) our need to fit in with our particular in-group

A) our need to differ from others in some respects

One way in which symbolic social influence may work is by allowing the psychological presence of others to trigger goals with which the other persons are associated. This may, in turn, influence ________. A) our performance on tasks and our commitment to reaching these goals B) our effort to achieve particular goals and meet behavioral standards C) our liking for these persons and our willingness to exert effort on their behalf D) our cognitions about our behaviors and activate heuristic thinking E) our desire to impress these people and our impression-management behaviors

A) our performance on tasks and our commitment to reaching these goals

Individuals tend to show the greatest decrease in their ability to show harmful obedience when they ________. A) question the expertise and motives of the authority figures B) view a victim being physically harmed C) hear protests by the victim D) receive feedback from the victim E) receive rewards from the authority figures

A) question the expertise and motives of the authority figures

Flattery often works with respect to attraction because of the rule of ________. A) reciprocity B) ingratiation C) similarity D) complementarity E) implicit evaluation

A) reciprocity

The door-in-the-face technique is based on the ________ principle of compliance. A) reciprocity B) friendship/liking C) social validation D) commitment/consistency E) scarcity

A) reciprocity

The idea that enemyship exists as a type of well-known relationship in some cultures is an example of how ________. A) relationships are not context-free expressions of human nature B) enemyship is in the mind of the individual C) social norms may act to prevent overt enmity D) such relationships only exist in clan or family settings E) we should always keep our enemies close to us

A) relationships are not context-free expressions of human nature

The playing-hard-to-get technique is based on the ________ principle of compliance. A) scarcity B) authority C) reciprocity D) friendship/liking E) social validation

A) scarcity

Efforts by one or more individuals to change another's attitudes, beliefs, perceptions, or behaviors are known as ________. A) social influence B) ingratiation C) conformity D) norms E) social norms

A) social influence

A reason for any gender differences in conformity involves a difference in ________ between men and women. A) status B) behavior C) attitudes D) awareness of social norms E) tendency to gossip

A) status

A frequent shared illusion in a romance is ________. A) that you and your partner are meant for each other B) that love will solve all problems C) a dream of marriage and family life D) talking about problems will inevitably lead to resolution E) that the other person is all you really need

A) that you and your partner are meant for each other

The basic motive to seek and maintain interpersonal relationships is known as ________. A) the affiliation need B) the affect-centered model of attraction C) the proportion of similarity D) an adaptive response E) the aversion hypothesis

A) the affiliation need

When there are many bystanders during an emergency, the probability of receiving help is reduced. This is because of ________. A) the diffusion of responsibility that occurs B) selective altruism C) inclusive fitness D) the empathy-altruism hypothesis E) moral hypocrisy

A) the diffusion of responsibility that occurs

After a young man helped the author negotiate the Paris Metro, an act of kindness that may have earned the helper a negative response from other Parisians (who may not like Americans), the momentary guide left after receiving nothing more than a handshake from the author. This is best explained by ________. A) the empathy-altruism hypothesis B) a negative-state relief explanation C) empathic joy D) competitive altruism E) kin selection theory

A) the empathy-altruism hypothesis

One technique that is sometimes used to gain compliance is to tell the target person that they have only a limited amount of time in which to obtain a desired item or take advantage of an offer. This is known as ________. A) the fast-approaching-deadline technique B) the door-in-the-face technique C) the foot-in-the-door technique D) the lowball procedure E) the that's-not-all technique

A) the fast-approaching-deadline technique

One technique used for seeking compliance from others involves making a small request first, then making a larger request that is actually desired after compliance with the smaller request has been obtained. This is known as ________. A) the foot-in-the-door technique B) the lowball procedure C) ingratiation D) the door-in-the-face technique E) the fast-approaching-deadline technique

A) the foot-in-the-door technique

The inhibiting effect of multiple bystanders to an emergency is lessened if ________. A) the group of bystanders are friends B) the group of bystanders are unlikely to encounter each other again C) the group of bystanders are certain that an emergency exists D) the group of bystanders are casual acquaintances E) the group of bystanders are strangers

A) the group of bystanders are friends

Jack has agreed to purchase a new car for $18,000. However, just before he gets ready to sign the contract, the salesman tells Jack that the sales manager will not approve the amount allowed for his tradein, and that the contract will have to be higher, probably around $19,000. Jack has just been the victim of ________. A) the lowball technique B) the door-in-the-face technique C) the that's-not-all technique D) playing hard to get E) the foot-in-the-door technique

A) the lowball technique

Sarah was always a very gentle child who displayed a great deal of empathy for others. Her parents, as a major influence in her life, were a positive influence on her. As she enters the teen years, ________. A) the negative influence of her peers may replace positive parental influence B) she is likely to become an increasingly rude, unpleasant person C) she will become increasingly cynical until she reaches early adulthood D) her parents will continue to be the most important influence in her life E) she will come to resent the influence her parents exert on her

A) the negative influence of her peers may replace positive parental influence

Attraction toward another increases if ________ and decreases if ________. A) the other person produces positive affect; the other person produces negative affect B) the other person invades our personal space; the other person is overly pleasant C) the other person provides punishment; the other person provides positive reinforcement D) the other person produces negative affect; the other person produces positive affect E) we provide positive reinforcement; we provide negative reinforcement

A) the other person produces positive affect; the other person produces negative affect

When researchers asked students to say which traits were most important for their ideal person to have, across a spectrum of different types of relationships, they named ________ and ________ as the two most important. A) trustworthiness; cooperativeness B) extraversion; trustworthiness C) intelligence; humor D) ambition; physical attractiveness E) kindness; physical attractiveness

A) trustworthiness; cooperativeness

According to balance theory, balance is achieved when ________. A) two people like each other and discover they are similar in some way B) two people dislike each other and discover they are dissimilar in some way C) two people dislike each other and discover they are similar in some way D) two people like each other and discover they are dissimilar in some way E) one person likes the other and discovers a similarity between himself and another person without checking to see if his perception is shared

A) two people like each other and discover they are similar in some way

Passionate love appears to involve an intense and often ________ emotional reaction to another person. A) unrealistic B) sexual C) uncontrollable D) unpredictable E) accidental

A) unrealistic

One of the factors associated with compliance is social validation. This is because ________. A) we want to be correct, and one way to do so is to emulate the behaviors of others whom we see as similar to ourselves in some way B) we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike C) we are more willing to comply with requests that call attention to scarcity than to those that do not D) we are more likely to comply with requests that come from those who hold a position of authority over us E) we are more willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to

A) we want to be correct, and one way to do so is to emulate the behaviors of others whom we see as similar to ourselves in some way

A person diagnosed with cancer acquires which kind of stigma?

Abominations of the body

On average, which of the following is true about groups that enjoy disproportionate shares of wealth and power in a society?

All of these

which of the following would produce cognitive dissonance?

All of these would produce dissonance

Immediate good-bad judgement about objects are associated with activation of which part of the brain?

Amygdala

Which of the following is usually true of a persuasive communicator?

An attractive communicator is more persuasive than an unattractive communicator.

What is a stigma?

An attribute that discredits someone in the eyes of others

What are dual attitudes?

An implicit and explicit attitude that contradict each other

Stigma is associates with what kinds of feelings?

Anxiety

A telephone solicitor asks Mika for a $500 donation to a political party, which is far more than Mika can afford. What will the solicitor most likely do now?

Ask for a smaller amount, according to the door-in-the-face strategy

Which of the following results in response amplification?

Aversive racism.

Allen is running late for his social psychology class. He is hurrying across campus and is thinking about the instructor's reaction to his tardiness on an exam day. He passed by a small group of students clustered around someone who is lying on the ground, clutching his chest and gasping for breath. Allen did not stop to help because he simply was not aware of what was happening at the time. This failure to engage in prosocial behavior was probably due to ________. A) Allen's assumption that other bystanders would help B) Allen's not paying attention to the situation C) Allen's lack of training in emergency medical procedures D) Allen's desire to remain uninvolved with others' problems E) Allen's incorrectly interpreting the situation

B) Allen's not paying attention to the situation

________ is enough to reduce feelings of being left out in most children. A) More parental attention B) One friend C) For most children, between three and four friends D) A trait-wise unwillingness to self-blame E) Merely being in others' general proximity

B) One friend

Why would participants in Langlois' experiments rate the average of multiple faces as more attractive then the faces from which they were created? A) The average face elicits a self-comparison from the participant. B) The average face is perceived as closer to our schemas of women and men. C) The average face avoids the stereotypes of any extreme face. D) The average face is perceived as a whole, whereas the extreme face is perceived in parts. E) The average face is more likely to have mature features.

B) The average face is perceived as closer to our schemas of women and men.

Lisa admired the dress that Shelly was wearing and told Shelly that she looked absolutely stunning in that dress. Shelly felt very positive feelings toward Lisa after that compliment and tended to like her in other circumstances. Lisa had ________ effect on the attraction Shelly felt for her. A) an associated B) a direct C) a correlational D) an indirect E) an intentional

B) a direct

Information about dissimilar attitudes and beliefs has ________ effect on attraction than does the same amount of information about similar attitudes. A) a slightly weaker B) a slightly stronger C) a very much weaker D) the same E) a very much stronger

B) a slightly stronger

Regardless of the factors leading up to one liking or disliking another individual, those likes and dislikes are determined by one's immediate ________. A) proximity B) affective state C) need for affiliation D) interpersonal relationship E) attitude balance

B) affective state

Generativity is ________. A) the motivation for prosocial behavior that is caused by positive emotions experienced by a helper B) an adult's concern for and commitment to the well-being of future generations C) the motivation to be moral and to engage in moral behavior D) a combination of dispositional factors correlated with prosocial and altruistic behaviors E) an adult's concern for whatever behavior provides the greatest satisfaction for him- or herself

B) an adult's concern for and commitment to the well-being of future generations

Lisa believes she can help the world and that if she does, she will eventually be rewarded. Lisa is showing characteristics of ________. A) an external locus of control B) an altruistic personality C) an internal locus of control D) an empathic personality E) an internally motivated personality

B) an altruistic personality

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 ________ on attraction. A) a correlational effect B) an associated effect C) a direct effect D) an unintentional E) an indirect effect

B) an associated effect

Joyce believes that she can choose to act in ways that maximize positive outcomes and minimize negative ones. Penny believes that her behaviors do not usually influence the outcomes of various situations to any great extent, but that most things are determined by luck or things that are beyond her control. Joyce has ________ and Penny has ________. A) a socially proactive attitude; a socially reactive attitude B) an internal locus of control; an external locus of control C) high egocentrism; low egocentrism D) an external locus of control; a fatalistic attitude E) a high degree of empathy for others; a low degree of empathy for others

B) an internal locus of control; an external locus of control

Minority members who are attempting to change the majority's opinion must be consistent in their opposition to the majority opinion. This is because ________. A) inconsistencies represent complexities of thought that the majority usually cannot tolerate or understand B) apparent wavering within the minority group tend to weaken the impact of the minority opinion C) inconsistencies may be interpreted as partial support for the majority opinion D) inconsistencies in minority opposition are a sign of weakness that can be exploited by the majority E) apparent wavering or divisions within the minority group is perceived as incoherent or unclear thinking on the issue

B) apparent wavering within the minority group tend to weaken the impact of the minority opinion

Badges and insignia are helpful in gaining obedience because they ________. A) are a sign that the person who is wearing the badge has high intelligence B) are constant reminders of who has authority C) are a form of covert request D) are indicators of widespread respect and submission E) are characteristic of violent people

B) are constant reminders of who has authority

Regarding the affect-attraction relationship on social influence, an ad agency is primarily concerned with ________ in order to sell a product. A) mentioning the unique aspects of their product B) arousing positive feelings C) highlighting a company's business record D) providing a balanced view about their product to customers E) associating the product with a particular sound

B) arousing positive feelings

The concept of attitude similarity includes similarity of ________, ________, ________, and ________. A) activities; beliefs; attitudes; interests B) attitudes; beliefs; values; interests C) attitudes; beliefs; values; behaviors D) attitudes; backgrounds; values; interests E) backgrounds; activities; interests; attitudes

B) attitudes; beliefs; values; interests

Informational social influence is ________. A) based on our desire to be distinguishable or different from others in some respects B) based on our desire to be correct and have accurate perceptions C) based on our desire to comply with direct requests D) based on our desire to obtain additional goods or services at no extra expense E) based on our desire to be liked or accepted by others

B) based on our desire to be correct and have accurate perceptions

Research shows that the incidence of eating disorders among females may be strongly influenced by images associating celebrity thinness with ________. A) ill health B) being liked by others C) media harassment by photographers D) anorexia nervosa E) rehab

B) being liked by others

The foot-in-the-door technique is based on the ________ principle of compliance. A) social validation B) commitment/consistency C) reciprocity D) friendship/liking E) scarcity

B) commitment/consistency

One form of social influence that involves direct requests from one person to another person is known as ________. A) conformity B) compliance C) obedience D) ingratiation E) complacency

B) compliance

The type of social influence in which individuals change either their attitudes or behavior to adhere to existing social norms is known as ________. A) obedience B) conformity C) ingratiation D) cohesiveness E) compliance

B) conformity

Jeremy tends to look for the potential costs and benefits for him in almost every situation. He prefers to take those actions that provide a direct benefit to himself, without considering the impact his behaviors may have on others, and he enjoys competing with others. Jeremy could be described as ________. A) socially responsible B) egocentric C) empathic D) having an internal locus of control E) generative

B) egocentric

Robert never donates to charities, nor does he ever give anything to panhandlers. When asked about this behavior, Robert says "Charity begins at home. Besides, I work hard for my money. Besides, I can put the money to better use buying something for myself." This reflects his ________. A) altruism B) egoism C) moral hypocrisy D) empathy E) generativity

B) egoism

Individuals can vary in their strength of their need for affiliation as a function of ________. A) environmental factors only B) either their traits or temporary states C) temporary states only D) their traits only E) absolutely nothing, since people do not differ in terms of their strength of their need for affiliation

B) either their traits or temporary states

Steven sees an emergency and then his empathy is aroused; he then provides help simply because the victim needed help and it felt good to provide help. This example illustrates the ________. A) selective altruism model B) empathy-altruism hypothesis C) empathic joy hypothesis D) negative state relief hypothesis E) genetic determinism model

B) empathy-altruism hypothesis

Hal has spent much of his life raising his children to the best of his abilities and providing for their needs and wants. Now that he is approaching retirement age, Hal finds that he is becoming increasingly concerned with the kind of world and environment that will be left for future generations. This reflects Hal's ________. A) generationality B) generativity C) egoism D) self-interest E) moral integrity

B) generativity

One component of empathy involves perspective taking. One type of perspective taking involves ________. A) imagining how you would behave if you were in the other person's position B) imagining how another person perceives an event and feels about it as a result C) imagining how the other person might resolve the problem that they are facing D) imagining how you would feel if you were the cause of the other's distress E) imagining how the other person would behave if they were in your position

B) imagining how another person perceives an event and feels about it as a result

Since George, a college student, prefers privacy he should choose to sit ________. A) in an area that is not isolated B) in the back of the room, away from others C) as close to where the professor is as possible D) anywhere he likes, since location in the room will not affect his privacy E) where there are students on both sides of him

B) in the back of the room, away from others

Family members other than a child's mother in that child's social development. A) have little influence B) influence a child in a variety of ways C) have a more wholesome influence if they have similar personality styles D) should interact alone with a child E) have more influence if they are near the age of the child

B) influence a child in a variety of ways

One universal factor in close relationships is ________. A) friendship B) interdependence C) enemyship D) love E) emotionality

B) interdependence

Children who watch TV shows that depict prosocial themes are ________. A) neither more nor less likely to help in other situations B) more likely to help in other situations C) confused by what they see on TV in many cases D) less likely to help in other situations E) more likely to help only in situations that are similar to the ones depicted on TV

B) more likely to help in other situations

Bad feelings can come from being socially excluded. When this happens, people are more likely to ________. A) make themselves feel better by helping others B) not feel much empathy for others C) feel empathy only for those people who had previously excluded them D) feel empathy for others who were similarly rejected E) become extremely helpful toward person of lower status

B) not feel much empathy for others

The type of social influence that involves one person directly ordering another person to behave in a specific way is known as ________. A) the authority principle B) obedience C) symbolic influence D) conformity E) ingratiation

B) obedience

Belief in a just world involves ________. A) perceptions that the world is unfair and unpredictable, and that good behavior is rewarded while bad behavior is punished B) perceptions that the world is fair and predictable, and that good behavior is rewarded while bad behavior is punished C) perceptions that people sometimes need assistance in overcoming obstacles and that people are basically good and worthy of our help D) perceptions that the world is unfair and unpredictable, and that good behavior is sometimes punished while bad behavior can be rewarded E) perceptions that people tend to get what they deserve over the long run, and that their help will benefit the person who receives assistance

B) perceptions that the world is fair and predictable, and that good behavior is rewarded while bad behavior is punished

One way to help people become more resistant to commands from authorities that may lead to destructive behaviors is to ________. A) expose people to the positive effects of obedience to authorities B) remind people that they - not the authorities - are responsible for any harm done C) expose people to the negative consequences of disobedience to authorities D) remind people that challenges to authority can sometimes be met with violence E) remind people that total obedience to authority is an acceptable course of action

B) remind people that they - not the authorities - are responsible for any harm done

Proximity is important to attraction because ________. A) it allows negative attitudes to dissipate over time B) repeated exposure tends to produce favorable evaluations C) areas of similarity can be discovered more easily D) areas of dissimilarity are less likely to exist E) observable characteristics become more pronounced

B) repeated exposure tends to produce favorable evaluations

Jenny was deeply touched by a television appeal to help the homeless, starving children in Africa whose parents had died of AIDS. She feels overwhelmed by the size of the problem, however, and doesn't believe that she can help all who need assistance. She has agreed to "adopt" one single orphan whose picture she saw. This illustrates ________. A) the bystander effect B) selective altruism C) the understanding function D) inclusive fitness E) reciprocal altruism

B) selective altruism

Tomas is beginning his first year of college. Since one of his goals is to meet people and make new friends in his classes, Tomas would be well-advised to ________. A) spend as much time as possible interacting with the instructor B) sit between other students in his classes whenever possible C) sit in the back of the room so he can take notes quietly during class D) sit at the front of the room and on the end of a row E) periodically cut class and spend the time alone in a nearby park

B) sit between other students in his classes whenever possible

Susan believes that each individual is responsible for trying to help anyone who needs assistance. This attitude is associated with ________. A) an internal locus of control B) social responsibility C) empathy D) belief in a just world E) low egocentrism

B) social responsibility

Individuals who are in stressful situations frequently experience an increase in their need to affiliate with others in a similar situation. This may be because ________. A) affiliation with others in similar situations may increase our sense of belongingness B) such affiliations provide opportunities for social comparisons C) affiliation with others in similar situations may increase our sense of isolation D) others who are in similar situations may better know what to do E) such affiliations may provide us with improved coping strategies

B) such affiliations provide opportunities for social comparisons

Interpersonal attraction refers to ________. A) the degree to which another person helps meet our need for affiliation B) the attitude one holds about another person C) the extent to which two people share the same attitudes D) the positive response we have to those who are similar to us E) the extent to which repeated exposure to another person is desirable

B) the attitude one holds about another person

A bystander can offer effective direct help only if ________. A) the person in need of help accepts the offer of assistance B) the bystander has the knowledge and or skills to act in a helpful way C) the person in need of help asks the bystander for assistance D) the bystander and the person in need of help are related in some way E) the bystander is part of a larger group of helpful individuals

B) the bystander has the knowledge and or skills to act in a helpful way

Suppose Roger, a religious fundamentalist, is told that three individuals - a homosexual, an unwed mother, and a college student - are in need of aid due to employment problems. Roger would be MOST likely to believe that aid should go to ________. A) all three individuals equally B) the college student C) none of these three individuals D) the homosexual E) the unwed mother

B) the college student

When research participants rate very attractive people on their attractiveness, and then rate strangers on their attractiveness, the strangers are generally rated as less attractive than if those same strangers were rated alone or first. This is known as ________. A) the repeated exposure effect B) the contrast effect C) appearance anxiety D) an adaptive response E) the averaging effect

B) the contrast effect

One technique for gaining compliance is to begin with a large request, then make a smaller desired request after the first one is refused. This is known as ________. A) the foot-in-the-door technique B) the door-in-the-face technique C) playing hard to get D) the lowball procedure E) ingratiation

B) the door-in-the-face technique

The recipients of help may be motivated to help themselves if ________. A) the helper is motivated by self-interest B) the helper and the recipient are similar C) the helper feels incompetent D) the recipient does not feel worthy of the help being given E) the helper wants to appear moral while attempting to avoid the costs involved

B) the helper and the recipient are similar

Kin selection refers to ________. A) the idea that natural selection favors those who engage in prosocial behavior and disfavors those who do not B) the idea that natural selection applies to behaviors that benefit other individuals with whom we share genes C) the idea that behavior is based on both our genetic endowment and our past learning experiences D) the idea that behavior is driven by genetic attributes that evolved because they enhance the probability of transmitting one's genes to future generations E) the idea that cooperative behavior among unrelated individuals may sometimes enhance the probability of transmitting one's genes to future generations

B) the idea that natural selection applies to behaviors that benefit other individuals with whom we share genes

Moral integrity is ________. A) the motivation for prosocial behavior that is caused by positive emotions experienced by a helper B) the motivation to be moral and to actually engage in moral behavior C) an adult's concern for and commitment to the well-being of future generations D) the motivation to appear moral while attempting to avoid the costs associated with actually being moral E) an exclusive concern with one's own personal needs and welfare rather than with the needs and welfare of others

B) the motivation to be moral and to actually engage in moral behavior

Volunteers who continue their volunteer work for more than two years tend to be motivated by ________. A) the need to gain career-relevant experience and to strengthen social relationships B) the need to gain understanding and enhance their own self-esteem C) the need to act on values such as humanitarianism D) the need to strengthen social relationships and to gain career-related experiences E) the need to reduce negative feelings, such as guilt, and to exercise skills that are often unused

B) the need to gain understanding and enhance their own self-esteem

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 ________. A) the informational social influence B) the normative social influence C) the foot-in-the-door technique D) ingratiation E) the normative focus influence

B) the normative social influence

A technique sometimes used for gaining compliance is to suggest that a person or object is difficult to obtain. This technique is known as ________. A) the foot-in-the-door technique B) the playing hard to get technique C) the fast-approaching-deadline technique D) the that's-not-all technique E) the door-in-the-face technique

B) the playing hard to get technique

The repeated exposure effect is LEAST likely to generate positive evaluations when ________. A) the individual being exposed has a relatively strong need for structure B) the stimulus initially generates strong negative affect C) the individual is consciously processing information about the stimulus D) the individual is not aware that exposure has taken place E) the repeated exposures cannot be avoided

B) the stimulus initially generates strong negative affect

Colleen works for a social services agency as a volunteer services coordinator. In this capacity, she is attempting to recruit new volunteers. She is searching particularly for volunteers who are motivated to enhance their self-esteem and to take part in their own personal development. This is because ________. A) these volunteers are known to work harder and more persistently with difficult cases B) these volunteers are known to serve as volunteers for longer periods of time C) these volunteers are known to volunteer more hours per week than do others D) these volunteers are known to help recruit additional volunteers from their friends E) these volunteers are known to spend more time on important tasks

B) these volunteers are known to serve as volunteers for longer periods of time

According to balance theory, imbalance exists when ________. A) two people like each other and discover they are similar in some way B) two people like each other and discover they are dissimilar in some way C) two people dislike each other and discover they are dissimilar in some way D) one person likes the other and the other person dislikes or is neutral towards the first E) one person dislikes another person, but perceives that person as being similar to a third person whom the perceiver does not like

B) two people like each other and discover they are dissimilar in some way

Recent research on volunteerism has shown that ________. A) volunteers who feel more satisfaction tend to strengthen their social relationships and tend to reduce their negative feelings B) volunteers who feel more satisfaction tend to volunteer more hours per week, but satisfaction is unrelated to continued volunteerism C) volunteers who feel more satisfaction tend to grow and develop psychologically through their activities and tend to learn more about the world around them D) volunteers who feel more satisfaction tend to be more committed to the particular cause for which they have volunteered and tend to volunteer for a longer period of time E) volunteers who feel more satisfaction tend to volunteer fewer hours per week, but tend to continued volunteering for a longer period of time

B) volunteers who feel more satisfaction tend to volunteer more hours per week, but satisfaction is unrelated to continued volunteerism

The empathic joy hypothesis suggests ________. A) we help others because of genetic attributes that evolved in response to natural selection pressures B) we help others because of the positive emotions we anticipate experiencing as a result of our helping behaviors C) we help others because we expect to be helped by them or someone similar at some time in the future D) we help others solely because we want to help someone in need E) we sometimes engage in helping behaviors to reduce negative emotions that we might be experiencing from other causes

B) we help others because of the positive emotions we anticipate experiencing as a result of our helping behaviors

According to Zajonc (2001), we generally respond to a stranger ________ the first time we encounter that person. A) with concern for our personal safety B) with at least mild discomfort C) with open friendliness D) with curiosity E) with a mixture of discomfort and friendliness

B) with at least mild discomfort

Fred, Ted, Barry, and Larry are research participants who were individually exposed to the bona fide pipeline procedure. After seeing a picture of a Hispanic face, each was shown the word "bad." The number of seconds it takes for Fred, Ted, Barry, and Larry to respond to the word "bad" is 5.2, 3.8, 2.1, and 4.4, respectively. On the basis of this information, which of these individuals MOST likely holds the greatest amount of negative attitudes toward Hispanics?

Barry

Affectionate feelings toward women based on the belief that women need protection are referred to as _____ sexism.

Benevolent

The idea that women should be treated with chivalry because they need and deserve protection is a form of what?

Benevolent sexism

A group with a competitive relationship toward the majority group may experience

Both Contemptuous and envious prejudice

How did the study of the autokinetic effect inform our understanding of group norms?

By seeing how discussion influenced judgment when there was no correct answer to the question

On the basis of the proportion of similar attitudes, of the following individuals, the person we would like the MOST would be the one with ________. A) 6 similar attitudes and 10 dissimilar attitudes B) 10 similar attitudes and 10 dissimilar attitudes C) 20 similar attitudes and 4 dissimilar attitudes D) 12 similar attitudes and 20 dissimilar attitudes E) 9 similar attitudes and 8 dissimilar attitudes

C) 20 similar attitudes and 4 dissimilar attitudes

Which of the following professionals are MOST likely to utilize what is known about proximity in their work? A) Accountants B) Attorneys C) Architects D) Medical doctors E) Biologists

C) Architects

Suppose a mayoral candidate by the name of Tony LaGratta is generally viewed as attractive and is taller than his male opponent. Which of the following factors, if any, may be viewed as a negative factor by many voters? A) Envy (particularly from men) of his attractiveness B) Sympathy for his less attractive opponent C) His ethnic name D) Distraction from his qualifications by his attractiveness E) Most voters are too sophisticated to allow observable characteristics to influence their vote.

C) His ethnic name

Donna is a very egocentric person who has a tendency to manipulate others. As such, she appears to show ________. A) a high need for affiliation B) a high need for approval C) Machiavellianism D) an external locus of control E) a fragmented altruistic personality

C) Machiavellianism

Which statement BEST describes the decision making model of helping behavior developed by Latane and Darley? A) Fallacies in our thinking make it difficult for us to make rational decisions regarding prosocial behavior. B) People are more likely to help during an emergency when there are relatively few bystanders. C) The person confronted by an emergency situation must make five crucial decisions before helping. D) Whether we perform prosocial behavior depends on whether we have been primed to do so. E) Diffusion of responsibility is the reason that helping is inhibited in groups.

C) The person confronted by an emergency situation must make five crucial decisions before helping.

Jenny, a five year old, may be MOST likely to exhibit helping behavior after watching ________. A) a humorous TV show B) a violent TV show C) a TV show with prosocial content D) no television at all E) any TV show at all

C) a TV show with prosocial content

Jessie, Adam, Charles, and Paul were in the parking lot and saw a man as he fled from a convenience store after a robbery. When the police question the four friends, Paul answered first, saying that it was a black man who drove away in an older Pontiac car. Adam agreed with Paul fairly quickly. Jessie, who is not absolutely sure of the race of the suspect, is likely to ________ with Paul and Adam because of the effect of ________. A) disagree; informational social influence B) disagree; normative social influence C) agree; informational social influence D) disregard what he heard the others say; individuational social influence E) agree; normative social influence

C) agree; informational social influence

A common factor that increases the likelihood of helping behavior irrespective of the bystander's emotional state is ________. A) an interesting or fun quality to the helping task B) a sense of independence and control C) an unambiguous need for help D) a sense of power E) a feeling of being personally responsible for one's own mood

C) an unambiguous need for help

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. A) mediated variable's B) an unintentional C) associated D) direct E) correlational

C) associated

When people rate the attractiveness of a number of faces, two categories generally emerge. These are ________ and ________. A) childlike features, with well-groomed hair and an elongated neck; childlike features, with a broad nose and large pupils B) mature features, with prominent cheekbones and a somewhat pointed chin; mature features, with a slightly open mouth and a somewhat pointed chin C) childlike features, with large widely spaced eyes and small nose and mouth; mature features, with high eyebrows, large pupils and a big smile D) childlike features, with large widely spaced eyes and small nose and mouth; childlike features, with relatively small eyes and a larger nose and mouth E) mature features, with high eyebrows, large pupils and a big smile; mature features, with prominent cheekbones and a somewhat pointed chin

C) childlike features, with large widely spaced eyes and small nose and mouth; mature features, with high eyebrows, large pupils and a big smile

All of the factors that bind group members together into a coherent social entity are collectively known as ________. A) social norms B) social influences C) cohesiveness D) ingratiation E) individuation

C) cohesiveness

The type of social influence that involves direct requests from one individual to another is known as ________. A) injunctive norms B) conformity C) compliance D) ingratiation E) obedience

C) compliance

Research has shown substantial cross-cultural differences in people's need for individuation. This finding suggests that there should also be cross-cultural differences in ________. A) ingratiation B) personal control C) conformity D) cohesiveness E) extroversion

C) conformity

Even though there is a sign that clearly says "Park closes after 9 P.M.," Mary says to herself "What a silly sign! I just want to walk around here, I'm not a 'bad guy'" and proceeds to walk in the park. Mary's behavior is ________ with normative focus theory since ________. A) consistent; she has not been thinking about the injunctive norm in question B) inconsistent; she is disobeying an injunctive norm that she does not see as related to her own actions C) consistent; she is disobeying an injunctive norm that she does not see as related to her own actions D) inconsistent; consistent; she has not been thinking about the injunctive norm in question E) irrelevant; she is ignoring a descriptive norm that is not important to her at the time

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

David sees a homeless person and thinks that "this guy has no one to blame but himself." Thus, David appears to believe that this homeless man's misfortunes are ________. A) tied to external factors B) uncontrollable C) controllable D) the end result of chance factors E) the end result of a just world

C) controllable

Research in bars indicates that people are perceived as more attractive by members of the opposite sex at later times of the evening than at earlier times. This is due to ________. A) increases in the number of available potential partners B) less attractive people tend to arrive at social functions at earlier times C) decreases in the number of available potential partners D) incremental effects of the alcohol consumed E) more attractive people tend to arrive at social functions at later times

C) decreases in the number of available potential partners

As the number of bystanders who are present at an emergency increases, the probability that any one bystander will help ________, and the length of time that passes before help occurs ________. A) increases; remains the same B) decreases; decreases C) decreases; increases D) increases; decreases E) increases; increases

C) decreases; increases

Wayne and Cheryl were at a restaurant eating dinner when he noticed a faint smell of smoke coming from the air conditioning vent. No one else in the busy restaurant seemed to be concerned about the odor, and Wayne was not sure if it was the result of an electrical problem or of food scorching in the kitchen. Wayne's uncertainty, combined with the observation that others were not taking action, means that Wayne will probably ________. A) quietly suggest to Cheryl that they leave immediately B) ask the people at nearby tables if they have noticed an odor C) do nothing D) ask a waiter to check on the smell E) scream "Fire!" and run for the door

C) do nothing

Public conformity is ________; private acceptance is ________. A) doing and/or saying what others do with a fair degree of acceptance; independently coming to question some aspects of the normative view B) coming to feel or think as others around us do; saying, but not doing, what others say and do C) doing or saying what others around us do or say; coming to feel or think as others around us do D) doing what others do; privately entertaining arguments against the public view E) saying what others say; thinking what we think privately, regardless of what others do

C) doing or saying what others around us do or say; coming to feel or think as others around us do

Research suggests that cognitive empathy, involving perspective taking, is due to ________. A) genetic factors only B) unknown factors C) environmental factors, such as early childhood experiences D) genetic factors and environmental factors E) hormonal influences before the time of birth

C) environmental factors, such as early childhood experiences

Seeking compliance through ingratiation is based on the underlying principle of ________. A) reciprocity B) social validation C) friendship/liking D) commitment/consistency E) authority

C) friendship/liking

Empathy develops ________. A) from biological factors only B) from several different aspects of our personality C) from a combination of biological and environmental factors D) from environmental factors only E) from adolescent learning experiences

C) from a combination of biological and environmental factors

When asked to donate a substantial amount of money to either a new homeless shelter being built in her town or an expansion for the local animal shelter, Sue's first impulse is to ask what she will receive in return. This represents her concern for ________. A) her self-esteem B) her locus of control C) her self-interest D) her moral integrity E) her generativity

C) her self-interest

The consumption of moderate amounts of alcohol ________ the probability that people will try to help in an emergency because ________. A) does not effect; alcohol has no effect on anxiety level B) decreases; bystanders who have consumed alcohol are impaired in their judgment C) increases; alcohol reduces anxiety about the reactions of others D) decreases; alcohol increases anxiety about the reactions of others E) sometimes increases and sometimes decreases; has mixed effects on anxiety levels

C) increases; alcohol reduces anxiety about the reactions of others

Descriptive norms ________. A) specify what we should do in a particular situation B) provide us with accurate perceptions of the social world C) indicate what most people do in a particular situation D) help us distinguish ourselves from others in some respects E) reflect our mental representation of our relationships with others

C) indicate what most people do in a particular situation

The need to resist conformity is stronger in ________. A) small communities B) older people C) individualistic societies D) collectivist societies E) large groups

C) individualistic societies

If a bystander is in a particularly good mood for some reason, that bystander is ________ to offer help in an ambiguous situation because the bystander may ________. A) more likely to help if the person needing help vocalizes their need; the effect of the good mood is amplified by verbal requests for assistance B) more likely; interpret the situation as a more immediate emergency C) less likely; interpret the situation as a nonemergency D) less likely to help if the person needing help is markedly different from the bystander; the lack of interpersonal attraction outweighs the effect of our moods E) neither likely nor unlikely; the strength of the mood does not influence how we respond to emergencies

C) less likely; interpret the situation as a nonemergency

A practical implication of research by Bond and Smith (1996) on cultural differences in conformity is that there tends to be ________. A) no difference between individualistic and collectivistic cultures B) unpredictable differences between individualistic and collectivistic cultures C) more conformity in countries with collectivistic cultures D) more conformity in countries with individualistic cultures E) less conformity in countries with collectivistic cultures

C) more conformity in countries with collectivistic cultures

People who share similar attitudes and beliefs are ________ to like each other. A) less likely B) unlikely C) more likely D) neither more nor less likely E) either more or less likely, depending on other factors

C) more likely

People who see others picking up litter in a parking lot are less likely to litter themselves. This observation can best be explained by ________. A) descriptive normative theory B) conformity pressure C) normative focus theory D) situational norms E) injunctive normative theory

C) normative focus theory

In any particular situation, our conformity is influenced by at least four factors, including our desire to be liked by others, our need to be accurate, our need to be different from others, and ________. A) our desire to love and be loved B) our need to learn and obtain knowledge C) our desire to be in control of our own behavior D) our desire to provide for ourselves E) our need to meet high standards

C) our desire to be in control of our own behavior

Jeanette's best friend, Ellen, notices that Jeanette's right eye is badly bruised. When Jeanette tells her that her boyfriend hit her, Ellen offers to provide help. This example BEST illustrates that ________. A) the five step bystander intervention process often does not explain why a person decides to help B) only women are inclined to help others C) people are much more inclined to help a close friend than a stranger D) people - both males and females - are more likely to help females than males E) people tend to realize the importance of helping domestic abuse victims

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

Festinger's (1954) social comparison theory states that ________. A) people compare their attitudes and beliefs with each other because this increases the likelihood of finding others who share those attitudes and beliefs B) people compare their attitudes and beliefs with each other because this helps to avoid states of imbalance or nonbalance C) people compare their attitudes and beliefs with each other because this is the only way we can evaluate our accuracy and normality D) people compare their attitudes and beliefs with each other because this produces conservational validation E) people compare their attitudes and beliefs with each other because this is a necessary step towards achieving balance

C) people compare their attitudes and beliefs with each other because this is the only way we can evaluate our accuracy and normality

People often base their voting decisions on stereotypes that are frequently based on ________. A) the perception of leadership potential B) the apparent emotional characteristics of the candidates C) physical characteristics of the candidates, such as height D) nonverbal cues related to their post-election behavior E) the candidates' use of verbal key-words that trigger specific emotions

C) physical characteristics of the candidates, such as height

Bystanders frequently fail to respond to an emergency because no one else is responding. We tend to rely on what others say and do when we are not sure of the nature of the situation or of what behaviors to engage in. This is known as ________. A) diffusion of responsibility B) the altruistic personality effect C) pluralistic ignorance D) selective altruism E) the implicit bystander effect

C) pluralistic ignorance

A basic ________ with kin selection theory is that we ________ help people ________ to. A) advantage; do; we are not related B) problem; don't; we are related C) problem; do; we are not related D) advantage; don't; older than our oldest parent E) advantage; don't; we are related to

C) problem; do; we are not related

Erin has been living with her boyfriend for a year. During that time, Erin has heard her boyfriend and his family make many negative comments about Asians. When her boyfriend's family is around, Erin also occasionally makes negative comments about Asians, even though she doesn't believe these comments are based in facts. This situation best represents the distinction between ________ and ________. A) private speech; public beliefs B) private conformity; public acceptance C) public conformity; private acceptance D) public speech; private beliefs E) public conformity; private non-conformity

C) public conformity; private acceptance

The proportion of similarity is predictive of the degree of attraction between two people ________. A) when discussions are between females and females B) when discussions are between males and females C) regardless of the importance of the topics they discuss D) when discussions are of topics that are important to the individuals E) when discussions are between males and males

C) regardless of the importance of the topics they discuss

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 ________. A) need for affiliation B) shared attitudes and beliefs C) repeated exposure due to proximity D) physical attraction E) adaptive responses

C) repeated exposure due to proximity

Angela tells her friends that the reason she volunteers is that is "makes me feel better about myself." For Angela, volunteering serves a(n) ________ function. A) protective B) social C) self-enhancement D) understanding E) values

C) self-enhancement

In a Batson experiment that illustrates one aspect of the empathy-altruism hypothesis, participants watched a "fellow student" receiving an (fake) electric shock. When the "student" complained, and said she had had a bad experience with electricity as a child, the participant was asked if the participant wanted to help by trading places with her. Participants were more willing to trade places if the student was ________. A) an older student B) a new student C) similar to themselves D) wearing nice clothes E) attractive

C) similar to themselves

Jessica considers herself to be a private individual. Although she is taking college courses and working towards her degree, she doesn't enjoy interacting with her fellow students very much. In order to minimize interactions in the classroom, Jessica should ________. A) spend as much time as possible interacting with the instructor B) sit at the front of the room and near the center of a row whenever possible C) sit in the back of the room, and either in a corner or at the end of a row whenever possible D) sit as close to the center of the room as possible E) make frequent eye contact with her fellow students in order to indicate her lack of interest

C) sit in the back of the room, and either in a corner or at the end of a row whenever possible

Injunctive norms ________. A) are unspoken, implicit standards for behavior B) encourage the adoption of certain attitudes but not others C) specify what ought to be done in a particular situation D) determine the ways in which we interact with other people E) specify what most people do in a particular situation

C) specify what ought to be done in a particular situation

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 ________. A) the need for affiliation B) the similarity-dissimilarity effect C) the associated effect of emotions D) the power of proximity E) the affect-attraction relationship

C) the associated effect of emotions

Karen and James are taking the same social psychology class. Karen happened to be standing next to James in the college post office when he received a letter from home that contained an unexpected $50.00. A short time later, James was asked to evaluate Karen as part of a class project. His evaluation of Karen is higher than it otherwise might have been because of ________. A) the similarity-dissimilarity effect B) the power of proximity C) the associated effect of emotions D) the need for affiliation E) the affect-attraction relationship

C) the associated effect of emotions

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 ________. A) the similarity-dissimilarity effect B) the proportion of similarity C) the mere exposure effect D) the affect-centered model of attraction E) the attitude similarity effect

C) the mere exposure effect

Self-interest is ________. A) an adult's concern for and commitment to the well-being of future generations B) a combination of dispositional factors correlated with prosocial and altruistic behaviors C) the motivation to engage in whatever behavior provides the greatest satisfaction for oneself D) the motivation to be moral and to engage in moral behavior E) the motivation for prosocial behavior that is caused by positive emotions experienced by a helper

C) the motivation to engage in whatever behavior provides the greatest satisfaction for oneself

The principle of proximity suggests that ________. A) the distance between individuals determines which of their physical characteristics are most likely to be noticed B) the distance between individuals indicates whether one individual is attracted to another C) the physical closeness between individuals helps determine the probability that repeated contact will be experienced D) the distance between individuals determines who can interact with whom E) the physical closeness between individuals is an indication of mutual attraction

C) the physical closeness between individuals helps determine the probability that repeated contact will be experienced

When indications of similar views on various topics are measured, the proportion of similarity is ________. A) the ratio of similar views to previously expressed similarity expressed by two people B) the ratio of total views of similarity and dissimilarity to similar views divided by dissimilar views expressed by two people C) the ratio of similar views to total views (similar + dissimilar) expressed by two people D) the number of times two people agree with each other divided by the number of times they disagree with each other E) the ratio of similar views to dissimilar views expressed by two people

C) the ratio of similar views to total views (similar + dissimilar) expressed by two people

The finding that frequent contact with a mildly negative, neutral, or positive stimulus results in increasingly positive evaluations of that stimulus is known as ________. A) an adaptive response B) the similarity-dissimilarity effect C) the repeated exposure effect D) the proportion of similarity E) the affect-centered model

C) the repeated exposure effect

The research finding that people tend to respond positively to indications that another person shares their attitudes, beliefs, and interests while they respond negatively to indications that another person differs from them in terms of attitudes, beliefs, and interests is known as ________. A) the proportion of similarity B) the repeated exposure effect C) the similarity-dissimilarity effect D) the affect-centered model E) balance theory

C) the similarity-dissimilarity effect

Since newborns are predisposed to look toward faces in preference to other stimuli, this offers evidence that ________. A) there is no evolutionary rationale for why humans would show a high affiliation need B) there is a decrease in affiliative behavior at the community level C) there is a neurobiological basis for the need to affiliate D) there is not an automatic response to facial cues E) there is a psychological basis for the need to affiliate that is present at a very early age

C) there is a neurobiological basis for the need to affiliate

Egocentric people tend ________. A) to have an external locus of control B) to be committed to the well being of future generations C) to be self-absorbed and competitive D) to believe in a just world E) to accept responsibility for others

C) to be self-absorbed and competitive

When confronted with the that's not all technique, we should always remember that the person making the request ________. A) correctly assumes that we will mindlessly approve of a cost reduction of any item - including a very expensive one B) is trying to give us a "good" deal in order to help us out C) ultimately just wants to gain compliance D) wants us to make a commitment so that we are more likely to comply with the request about to be made E) is watching our reactions and will add a bonus only if he or she feels it will work

C) ultimately just wants to gain compliance

One of the factors associated with compliance is reciprocity. This is because ________. A) we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike B) we are more willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to C) we are more likely to comply with requests from those who have previously done us a favor or made a concession to us in order to feel that we have repaid them to some extent D) we are more likely to comply with requests from those whom we see as similar to ourselves in some way E) we are more willing to comply with requests that call attention to scarcity than to those that do not

C) we are more likely to comply with requests from those who have previously done us a favor or made a concession to us in order to feel that we have repaid them to some extent

One of the factors associated with compliance is authority. This is because ________. A) we want to be correct, and one way to do so is to emulate the behaviors of others whom we see as similar to ourselves in some way B) we are more willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to C) we are more willing to comply with requests from those who hold or appear to hold legitimate authority over us D) we are more willing to comply with requests that call attention to scarcity than to those that do not E) we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike

C) we are more willing to comply with requests from those who hold or appear to hold legitimate authority over us

One of the factors associated with compliance is commitment. This is because ________. A) we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike B) we are more willing to comply with requests that call attention to scarcity than to those that do not C) we are more willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to D) we are more likely to comply with requests from those whom we see as similar to ourselves in some way E) we are more likely to comply with requests that come from those who hold a position of authority over us

C) we are more willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to

What are the two major components of the ELM?

Central and peripheral processing

The matching hypothesis would say

Charles is seeking a partner that is about as attractive as he is.

Why has stereotyped thinking been a persistent part of human cognition?

Cognitive resource conservation is adaptive.

Why has stereotyped thinking been a persistent part of human cognition?

Cognitive resource conservation is adpative.

What is the main lesson learned from the Robbers' Cave study?

Competition can cause prejudice, and cooperation can reduce it.

August 2011, large numbers of young people in parts of London rioted for four days. Initially, a questionable police shooting touched off the riots; but as the days went on, many rioters seemed to have no connection to political issues, and instead were rioting because everyone around them was rioting. This behavior can be considered a result of __________.

Conformity

In August 2011, large numbers of young people in parts of London rioted for four days. Initially, a questionable police shooting touched off the riots; but as the days went on, many rioters seemed to have no connection to the political issue, and instead were rioting because everyone around them was rioting. This behavior can be considered a result of ________.

Conformity

Which is NOT a true statement about group composition and conformity?

Conformity increases proportionately as the number of people holding the majority view increases

Jack wears his high school colors on the day of the big football game because he knows "everyone" does so every year, Jill wears her high school colors on the day of the big homecoming game because the student council made an announcement asking the students to show their team spirit. Jack is exhibiting _____ whereas Jill is exhibiting _____

Conformity; compliance

______ prejudice most closely resembles the traditional definition of prejudice is

Contemptuous

______ prejudice most closely resembles the traditional definition of prejudice.

Contemptuous

________ prejudice most closely resembles the traditional definition of prejudice.

Contemptuous

Persuasive communication is the outcome of three possible factors. Which of these is not one of those factors?

Context

Why was Solomon Asch's study so influential in the study of social influence?

Contrary to expectations, people conformed to the group and denied objective reality

Why was Solomon Asch's study so influential in the study of social influence?

Contrary to expectations, people conformed to the group and denied objective reality.

In Milgram's (1965) experiment in which research participants were ordered to deliver dangerous electrical shocks to individuals who made mistakes in learning word pairs, ________ of the participants showed total obedience by delivering 450-volt shocks to the learners. A) 50 percent B) 85 percent C) 35 percent D) 65 percent E) 10 percent

D) 65 percent

How did a well-known social psychologist, Robert Cialdini, learn about the underlying principles of compliance? A) He did a study where he interviewed hundreds of salespersons. B) He went undercover as a customer looking for a used car and noted how different salesmen attempted to sell various used cars to him. C) He did a thorough, academic literature review of the field. D) He went undercover and temporarily took jobs in settings where gaining compliance is critical. E) He reflected on his previous profession as a car salesmen for over a decade.

D) He went undercover and temporarily took jobs in settings where gaining compliance is critical.

Oliver is experiencing a major financial crisis and is in need of help. Given this information, which of the following statements is MOST accurate? A) If Oliver receives help from a governmental agency, he will likely develop a negative self-image. B) Oliver is just as likely to work hard to avoid such problems in the future irrespective of the source of help. C) If Oliver receives help from a governmental agency, he will likely become dependent on governmental aid. D) Oliver is more likely to work hard to avoid such problems in the future if he gets assistance from his family rather than from governmental aid. E) Oliver is more likely to work hard to avoid such problems in the future if he gets assistance from governmental aid rather than from his family.

D) Oliver is more likely to work hard to avoid such problems in the future if he gets assistance from his family rather than from governmental aid.

In Hardy and Van Vugt's experiment, participants made "contributions" to a "group fund." All contributions were either made known to all participants or not made known. Which of the following best states the results? A) Participants felt empathy for those they thought would get the group fund. B) The status of participants was greater in the known condition. C) The size of contributions made no difference in the status of participants in the not known condition. D) The size of contributions made a difference in participant status in the known condition, but not in the not-known condition. E) Greater contributions resulted in higher status overall.

D) The size of contributions made a difference in participant status in the known condition, but not in the not-known condition.

Justin believes that good behavior is usually rewarded and bad behavior is generally punished. He also believes that helping others is the right thing to do. Justin displays ________. A) social responsibility B) an external locus of control C) low egocentrism D) a belief in a just world E) empathy for those who are less fortunate

D) a belief in a just world

Dave has just been shown a composite face of 20 women. He will likely rate this face as ________ in attractiveness. A) average B) exceptionally below average C) below average D) above average E) none of the above

D) above average

Ron and Elaine are walking down the street when they see someone helping an old man across the road. On the next block, they see a woman having difficulty in trying to get across the street. Elaine says, "We'd better give her a hand." The woman who initially helped the old man ________. A) decreased the diffusion of responsibility B) due to self-monitoring effects C) helped increase other directed affect D) acted as a role model E) acted as a boost to egocentrism

D) acted as a role model

Physical attractiveness is ________. A) not at all influenced by our prior learning experiences B) characteristics that are evaluated as the opposite of unattractive C) generally unrelated to grades, evaluations, or other external measures of capability D) adjudged based on precise cues that are not easy to identify E) characteristics that are evaluated as beautiful/handsome only

D) adjudged based on precise cues that are not easy to identify

A possible reason why authority figures can be so successful in getting obedience for horrific tasks is that they ________. A) encourage systematic processing B) encourage thoughtful consideration of their position C) try to engage in the process of ingratiation D) allow the obedient person to escalate their tasks very gradually E) put the obedient person's focus on considering whether he or she is doing something wrong

D) allow the obedient person to escalate their tasks very gradually

Before offering help, a bystander must decide that she or he has a responsibility to provide help. This is UNLIKELY to occur if ________. A) the emergency represents a clear danger to the bystander B) there is only one bystander present C) the emergency is relatively severe or serious D) an authority figure, or emergency personnel, is present E) a family relationship exists between the bystander and the person in need of help

D) an authority figure, or emergency personnel, is present

Suppose you are taking a friend to a party. The invitation specified that the party would begin at 6:00 pm. When you arrive at your friend's apartment at 5:45 to pick her up, she tells you she won't be ready to leave before about 6:30 and comments that "Nobody arrives on time, anyway". Your friend is following ________. A) an explicit social norm B) a tendency towards conformity C) a symbolic social influence factor D) an implicit social norm E) an ingratiation technique

D) an implicit social norm

Imagine that you are at the park with a friend one day when you and your friend see someone casually toss a sandwich wrapper on the ground. Your friend comments "How crude! People should not litter." and picks the trash up to drop it in a nearby trash receptacle. Your friend's words represent ________. A) a descriptive norm B) environmental awareness C) symbolic social influence D) an injunctive norm E) the low-ball technique

D) an injunctive norm

From an evolutionary perspective, an adaptive response is ________. A) any behavioral tendency that diminishes the odds of others' reproductive success B) any physical characteristic or behavioral tendency that enhances the transmission of cultural information to successive generations C) any behavioral tendency that enhances the odds of survival D) any physical characteristic or behavioral tendency that enhances the odds of reproductive success E) any physical characteristic that diminishes the odds of others' reproductive success

D) any physical characteristic or behavioral tendency that enhances the odds of reproductive success

Attraction between two people is enhanced when ________. A) the need for affiliation is particularly strong B) privacy is of lesser concern to both individuals C) areas of dissimilarity cause feelings of discomfort D) areas of similarity outweigh areas of dissimilarity E) physical proximity cannot be altered

D) areas of similarity outweigh areas of dissimilarity

After seeing a commercial for sneakers supposedly designed by the basketball star Michael Jordan, Dave decides to rush out and buy a pair. Dave has been influenced as a result of the compliance principle of ________. A) commitment/consistency B) scarcity C) friendship/liking D) authority E) social validation

D) authority

People who imagine how another person both perceives an event and how that person must feel as a result tend to ________. A) be motivated by generativity B) tend to be motivated by the emotional responses of fictional characters C) tend to be motivated by self-interest D) be motivated to perform altruistic behaviors E) tend to be somewhat more egocentric

D) be motivated to perform altruistic behaviors

Being independent and dominant are characteristics that people generally ________. A) believe are associated with unattractive men and women B) believe are associated with attractive men only C) believe are unrelated to levels of attractiveness D) believe are associated with attractive men and women E) believe are associated with attractive women only

D) believe are associated with attractive men and women

A minority group that wants to influence the majority must be consistent in their opposition to majority opinion, avoid appearing rigid and dogmatic, and ________. A) display greater concern for being part of the majority B) explain how their beliefs apply in ambiguous and complex social situations C) encourage majority members to think heuristically D) consider the general social context when formulating its arguments for change E) use tactics that command the attention of majority members

D) consider the general social context when formulating its arguments for change

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 ________. A) lowball procedure B) foot-in-the-door technique C) door-in-the-face technique D) deadline technique E) playing hard to get technique

D) deadline technique

Suppose Jamie lives in an apartment building. She has the BEST chance to become acquainted with the person who lives ________. A) directly above her B) in any of these locations C) at the end of the hall on her floor D) directly across from her E) directly below her

D) directly across from her

Ruth volunteers at a homeless shelter two days a month. She finds that she looks forward to her volunteer days because she feels good when helping others. Her mood is elevated before she reaches the shelter and for a few days afterwards. This situation best represents the ________. A) altruistic personality B) implicit bystander effect C) empathy-altruism hypothesis D) empathic joy hypothesis E) negative-state relief model

D) empathic joy hypothesis

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 A) inclusive fitness model. B) empathy-altruism hypothesis. C) negative state relief model. D) empathic joy hypothesis. E) genetic determinism.

D) empathic joy hypothesis.

On first meetings, men who ________ are preferred; with subsequent interactions, men who ________ are preferred. A) exhibit sensitivity and authoritative behaviors; exhibit dominance and sensitive behaviors B) exhibit competitive and masculine behaviors; exhibit authoritative and submissive behaviors C) exhibit authoritative and submissive behaviors; exhibit competitive and masculine behaviors D) exhibit dominance and authoritative behaviors; exhibit sensitivity and prosocial behaviors E) exhibit sensitivity and prosocial behaviors; exhibit dominance and authoritative behaviors

D) exhibit dominance and authoritative behaviors; exhibit sensitivity and prosocial behaviors

Consistent with the repulsion hypothesis, if you meet someone with whom you share one similar and one dissimilar attitude, you will be MOST likely to ________. A) ignore the information about your similar and dissimilar attitudes until you have an opportunity to ask your other friends if they know this individual B) determine whether you like or dislike the person on the basis of the relative importance you assign to the dissimilar/similar attitudes C) show increased liking for the person even though you may have some concern about your point of dissimilarity D) focus on the dissimilarity as a basis to not like the individual in question E) like the person, but only as a casual acquaintance

D) focus on the dissimilarity as a basis to not like the individual in question

Empathic responses to the needs of others are more common in children who ________. A) have emotionally cold, distant mothers B) have fathers who use anger to control their children's behavior C) have friends who feel alienated D) have a secure attachment style E) have families that avoid discussion of emotions

D) have a secure attachment style

A stereotype based on appearance that is largely accurate is that, in contrast to less attractive people, more attractive people tend to ________. A) be less likely to self-disclose B) be somewhat shallow and boring C) possess higher levels of intelligence D) have better interpersonal skills E) be more sensual

D) have better interpersonal skills

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 taxi driver probably intervened due to ________. A) pure stupidity B) the absence of the bystander effect C) the fact that he is a New Yorker D) his feelings of empathy E) a high level of egoism

D) his feelings of empathy

Martha tells her friend, June, "Didn't you hear that eating lots of garlic is good for you?" If June then changes her eating habits to include a lot of garlic, it would be due to ________. A) peer pressure B) normative social influence C) individuation D) informational social influence E) symbolic social influence

D) informational social influence

Three college friends went swimming in a local creek, ignoring both a No-Trespassing sign and a No-Swimming sign. These friends were violating ________. A) informational social influences B) descriptive norms C) symbolic social influences D) injunctive norms E) normative social influences

D) injunctive norms

In any particular situation, our conformity is influenced by at least four factors, including our desire to be in control of our own behavior, our desire to be liked by others, our need to be accurate, and ________. A) our need to meet high standards B) our desire to love and be loved C) our desire to provide for ourselves D) our need to be different from others E) our need for orderliness and beauty

D) our need to be different from others

One reason that people are willing to obey persons in authority who order them to engage in destructive behaviors is that ________. A) the authority figure represents a significant threat to those who do not obey B) authority figures may inadvertently stimulate heuristic mental processes that limit our ability to think about what we are doing C) authority figures are selected on the basis of their superior knowledge and understanding in most situations D) persons in authority often possess visible signs of their status which remind us of the social norm for obedience to authorities E) total submission to the commands of authority figures is always an appropriate course of action

D) persons in authority often possess visible signs of their status which remind us of the social norm for obedience to authorities

Actions that benefit others without providing any direct benefit to the actor are known as ________. A) heroism B) self interest C) kin selection D) prosocial behavior E) reciprocal altruism

D) prosocial behavior

Jason is the owner of a furniture store in a small Southern town. He donated several hundred mattresses to the Red Cross immediately after hearing about the devastation caused in a neighboring state by a hurricane. He was motivated to do so by his desire to help others, by thoughts of the income tax deduction he could take, and by the recognition his store would receive from his act of charity. This is an example of ________. A) altruism B) self-interest C) egoism D) prosocial behavior E) heroism

D) prosocial behavior

One way in which symbolic social influence may work is by activating our mental representations of people with whom we have relationships. These mental representations are known as ________. A) irrational schemas B) obedience models C) commitment goals D) relational schemas E) goal triggers

D) relational schemas

Aspects of personality that tend to influence prosocial behavior are ________. A) weak determinants of our behavior, not having much effect on the things we do B) the result of prior learning experiences from conditioning or observation C) relatively temporary characteristic ways of responding to the environment D) relatively stable characteristic behavioral tendencies E) strongly influenced by genetically determined temperament factors

D) relatively stable characteristic behavioral tendencies

The social influence that results from our mental representation of other individuals or of our relationships with others is known as ________. A) normative focus influence B) systemic social influence C) normative social influence D) symbolic social influence E) informational social influence

D) symbolic social influence

Two aspects of empathy are ________ and ________. A) sympathizing with another person; the presence of aggressive tendencies B) sympathizing with another person; belief in a just world C) an internal locus of control; not being egocentric D) taking another's perspective; sympathizing with another person E) taking another's perspective; mistrust of other people

D) taking another's perspective; sympathizing with another person

One reason that people are willing to obey persons in authority who order them to engage in destructive behaviors is that ________. A) total submission to the commands of authority figures is always an appropriate course of action B) the authority figure may inadvertently stimulate heuristic mental processes that limit our ability to think about what we are doing C) authority figures are selected on the basis of their superior knowledge and understanding in most situations D) the authority figure relieves those who obey of responsibility for their actions E) the authority figure represents a significant threat to those who do not obey

D) the authority figure relieves those who obey of responsibility for their actions

Before going out on his date, Jon watched a portion of a TV show in which there were many attractive women. When he picked up his date, for some reason she did not seem as attractive as she had in the past. This situation illustrates the operation of ________. A) the assessment effect B) the conflict effect C) the dating-rating effect D) the contrast effect E) the mere exposure effect

D) the contrast effect

After seeing a motion picture where the lead character is tragically killed, Sharon feels a deep amount of sorrow for him. This is an example of ________. A) the self-interest perspective B) the "imagine other" perspective C) the "imagine self" perspective D) the fantasy perspective E) the feeling sympathetic process

D) the fantasy perspective

Receiving help can cause a negative emotional response if ________. A) the recipient has a high level of self-esteem B) the helper feels incompetent C) the helper is motivated by self-interest D) the helper and recipient are similar E) the recipient does not feel worthy of the help being given

D) the helper and recipient are similar

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 ________. A) the compliance influence of their friend B) the normative focus influence of their friend C) the normative social influence of their friend D) the informational social influence of their friend E) the individuation influence of their friend

D) the informational social influence of their friend

The proportion of similarity is an indication of ________. A) the strength of the similarity-dissimilarity effect B) the affect-centered model of attraction C) the frequency of agreeable communications D) the likely level of attraction between two people E) average population level of agreement on selected topics

D) the likely level of attraction between two people

One technique for gaining compliance is to offer a very favorable deal to someone, then change the terms of the deal to make it less attractive after the target person has accepted the initial deal. This is known as ________. A) the foot-in-the-door technique B) ingratiation C) playing hard to get D) the lowball procedure E) the door-in-the-face technique

D) the lowball procedure

The observation that repeated exposure to a new stimulus results in increasingly positive evaluations of the stimulus is known as ________. A) the proportion of familiarity B) the affect-centered model of attraction C) the attitude familiarity effect D) the mere exposure effect E) the similarity-dissimilarity effect

D) the mere exposure effect

Sam's younger brother has just given him $400.00 to pay for repairs to his (Sam's) car. Sam is very unhappy about accepting the money from his brother and intends to repay the money with interest over the next few months. Sam is now also planning to switch to a higher-paying job, even if it means working somewhere that he doesn't like as well as his current job, because he is determined to never be in a position to have to accept help from his brother again. This situation represents ________. A) diffusion of responsibility B) a wish to be in better financial condition C) genetic determinism D) the motivating aspect of receiving help from someone else E) the negative-state relief model

D) the motivating aspect of receiving help from someone else

Moral hypocrisy is ________. A) an exclusive concern with one's own personal needs and welfare rather than with the needs and welfare of others B) an adult's concern for and commitment to the well-being of future generations C) the motivation for prosocial behavior that is caused by positive emotions experienced by a helper D) the motivation to appear moral while attempting to avoid the costs involved in being moral E) the motivation to be moral and to actually engage in moral behavior

D) the motivation to appear moral while attempting to avoid the costs involved in being moral

The idea that we sometimes engage in helping behaviors to reduce negative emotions that we might be experiencing from any cause is known as ________. A) reciprocal altruism B) empathy-altruism hypothesis C) implicit bystander effect D) the negative-state relief model E) empathic joy hypothesis

D) the negative-state relief model

The bystander effect is ________. A) an exclusive concern with one's own personal needs and welfare B) the relatively equal sharing of responsibility to help by all of the bystanders present during an emergency C) a helpful action that benefits other people without necessarily providing direct benefit to the bystanders D) the observation that the probability of a prosocial response to an emergency is influenced by the number of bystanders present E) cooperative behavior among unrelated individuals that provides benefit to both individuals

D) the observation that the probability of a prosocial response to an emergency is influenced by the number of bystanders present

When an auto dealer offers you an extra option as a "closer" for a deal, the dealer is using ________. A) ingratiation B) the foot-in-the-door technique C) the door-in-the-face technique D) the that's-not-all technique E) the lowball procedure

D) the that's-not-all technique

According to balance theory, nonbalance exists when ________. A) two people like each other and discover they are dissimilar in some way B) two people discover they are dissimilar in some way but neither like nor dislike each other C) one person likes the other and the other person dislikes the first D) two people dislike one another E) one person likes the other and the other person is neutral towards the first

D) two people dislike one another

One of the factors associated with compliance is scarcity. This is because ________. A) we are more likely to comply with requests that come from those who hold a position of authority over us B) we are more likely to comply with requests from those whom we see as similar to ourselves in some way C) we are more willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to D) we are more willing to comply with requests that call attention to scarcity than to those that do not E) we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike

D) we are more willing to comply with requests that call attention to scarcity than to those that do not

Our evaluations of strangers tend to be higher when ________. A) there are indications that the stranger's attitudes and beliefs are different from ours B) there are indications of differences in attitudes and beliefs but similarities in behaviors C) we know that some beliefs are dissimilar but some attitudes are similar to ours D) we know that they share attitudes and beliefs that are similar to ours E) we know that some attitudes are dissimilar but some beliefs are similar to ours

D) we know that they share attitudes and beliefs that are similar to ours

Pressures toward conformity have a stronger effect on our behavior when ________. A) we observe a particular group of persons engaging in irrational behavior B) the group we observe is very small C) different members of a particular group are saying or doing different things D) we like and admire a particular group of persons E) we dislike a particular group of persons

D) we like and admire a particular group of persons

Based on Burnstein's research, if a person were confronted with rescuing a person or animal in a burning building, s/he would more likely rescue a ________ than a ________. A) a non-relative; distant relative B) young male; young female C) dog; young male human D) young female close relative; middle-age female close relative E) young male non-relative; older female close relative

D) young female close relative; middle-age female close relative

_____________________ refers to the loosening of normal behavioral constraints when people are in a crowd, leading to increases in impulsive and deviant acts.

Deindividuation

A professor explains to an applicant that she never accepts married students into her lab. What is she doing?

Discriminating

Repeated exposure to stereotype threat can result in

Disidentification

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

Dominance-submissiveness

________ are rules that indicate how people are expected to behave in particular situations. A) Individuations B) Social pressures C) Normative foci D) Social validations E) Social norms

E) Social norms

According to balance theory, balance results in ________, while imbalance results in ________, and nonbalance results in ________. A) a positive emotional state; indifference; a negative state B) a negative emotional state; a positive state; indifference C) indifference; a positive emotional state; a negative state D) a negative emotional state; indifference; a positive state E) a positive emotional state; a negative state; indifference

E) a positive emotional state; a negative state; indifference

A local couple frequently makes fairly large anonymous donations to several charities in the town where they live. Although it is true that they receive some benefit on their income tax returns for their donations, they are motivated primarily by an unselfish concern for other people's welfare. This is an example of ________. A) self-interest B) the bystander effect C) egoism D) heroism E) altruism

E) altruism

Behavior that is motivated by an unselfish concern for the welfare of others is known as ________. A) reciprocal prosocial behavior B) self interest C) kin selection D) heroism E) altruism

E) altruism

Apprehension about whether our own physical appearance is adequate and concern about possible negative reactions of other people to our appearance is known as ________. A) an adaptive response B) the proportion of similarity C) first impression anxiety D) the repulsion hypothesis E) appearance rejection sensitivity

E) appearance rejection sensitivity

Popular opinion suggests that people do not help others because they ________. A) do not recognize emergencies B) are unaware of the need for help C) are embarrassed to help D) are afraid to help E) are apathetic

E) are apathetic

George feels that going along with a group implies behaving in ways one might not ordinarily choose. Given this information, it is likely that George views conformity ________. A) as irrelevant since he does not desire to be accurate B) as an affront on his uniqueness C) as important to his self-esteem and need to fit in D) as irrelevant since he does not desire to be liked E) as a threat to his desire for control

E) as a threat to his desire for control

The empathy-altruism hypothesis suggests that ________. A) at least some prosocial behavior is driven by our motivation to engage in any behavior that provides the greatest satisfaction to us B) at least some prosocial behavior is driven by genetic attributes that evolved because they enhanced the probability of genetic success C) at least some prosocial behavior is motivated by our desire to appear moral without our having to pay the costs involved in actually being moral D) at least some prosocial behavior is caused by the desire to reduce our own discomfort in the presence of negative emotions E) at least some prosocial behavior is motivated solely by the desire to help someone in need

E) at least some prosocial behavior is motivated solely by the desire to help someone in need

Bruce has a relatively high need for affiliation. As such, he would likely ________. A) show less emotional involvement in a relationship B) not express a desire to marry right after college C) avoid people with undesirable physical characteristics D) prefer to spend as much time alone as possible E) avoid making negative comments to fellow workers

E) avoid making negative comments to fellow workers

Of the following famous sayings, the one that MOST accurately describes the similarity-attraction relationship is ________. A) a penny saved is a penny earned B) two many cooks spoil the broth C) a bird in the hand is worth two in the bush D) opposites attract E) birds of a feather flock together

E) birds of a feather flock together

The lowball procedure is based on the ________ principle of compliance A) authority B) friendship/liking C) social validation D) reciprocity E) commitment/consistency

E) commitment/consistency

Pointing out incidental similarities between ourselves and those whom we wish to influence is based on the ________ principle of compliance. A) social validation B) reciprocity C) authority D) commitment/consistency E) friendship/liking

E) friendship/liking

Situational norms ________. A) are more salient than are non-situational norms B) have a relatively weak effect on behavior C) only operate when we are consciously aware of them D) use conformity pressure and group cohesiveness to regulate behavior E) guide behavior in a particular situation or environment

E) guide behavior in a particular situation or environment

Men tend to view women as attractive if they ________. A) do not have prominent cheekbones B) have "childlike"-but not mature-features C) have mature-but not "childlike"- features D) do not have a small nose and chin E) have either "childlike" or mature features

E) have either "childlike" or mature features

Frank is a young musician who sometimes earns extra money by playing guitar on a down-town street corner during the lunch hour . He sometimes puts a dollar and a few coins in his open guitar case before he starts playing. Frank does this because ________. A) he thinks the presence of the money will encourage those who are unwilling to donate to walk away more quickly B) he believes this will influence the way his listeners perceive his music C) he feels the money in the guitar case is an incentive to encourage him to give better performances than he otherwise might D) he believes the money will increase the number of people who are attracted to the music he is playing E) he believes the presence of the money will act as a model for prosocial behavior for his audience

E) he believes the presence of the money will act as a model for prosocial behavior for his audience

Suppose that during a conversation with one of your best friends, you discover that she dislikes social psychology and your professor. You, on the other hand, like both of these things very much. Under these conditions, your relationship with your friend can be described as ________. A) balanced B) rebalanced C) unbalanced D) nonbalanced E) imbalanced

E) imbalanced

Information about other people's attitudes are processed by the perceiver ________ to produce the proportion of similarity effect. A) by multiplying positive affective responses and subtracting negative ones B) by adding and subtracting positive and negative affective responses C) in unknown ways D) by adding positive affective responses, subtracting negative responses, and dividing by total responses E) in a surprisingly imprecise mathematical way

E) in a surprisingly imprecise mathematical way

Michele's friends are very conservative in terms of their dress and appearance. Much to their amusement, Michele dyes her hair pink and green the following day. Michele's action can be explained by her need for ________. A) cohesiveness B) avoiding peer pressure C) heuristic processing D) systematic processing E) individuation

E) individuation

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 ________. A) is likely to say that she liked the acting but not the movie B) is likely to say that she liked the movie but not the acting C) is likely to say that the movie and the acting were terrible D) is likely to attempt to change the subject E) is likely to say that she also enjoyed the movie

E) is likely to say that she also enjoyed the movie

Evelyn has just graduated high school and wants to attend college in a different state. She knows her parents are hard-working and relatively poor people, who can't easily afford out-of-state tuition. Evelyn can't earn enough at her part-time job to pay the out-of-state tuition herself. She decides the only ethical thing for her to do is to change her plans and attend a local community college while saving for the college she wants to attend. This behavior reflects her ________. A) ethical ambiguity B) generativity C) self-interest D) egoism E) moral integrity

E) moral integrity

Researchers have digitally combined multiple faces to create a composite image. This "averaged" face is typically rated as ________. A) average in terms of attractiveness B) less attractive than the faces used to create it C) unrecognizable D) either more or less attractive, depending on the faces used to create it E) more attractive than the faces used to create it

E) more attractive than the faces used to create it

According to Zajonc (2001), repeated encounters with a stranger generally allows ________ to decrease and ________ to increase. A) beneficial consequences; harmful consequences B) positive emotions; negative emotions C) positive emotions; feelings of familiarity D) feelings of familiarity; feelings of uncertainty E) negative emotions; positive emotions

E) negative emotions; positive emotions

The type of social influence that occurs when one person orders another to perform some action and the other person then complies is known as ________. A) compliance B) individuation C) conformity D) ingratiation E) obedience

E) obedience

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 ________. A) people often fail to recognize emergency situations as such B) people usually want to be left alone and not deal with other's predicaments C) people often do not help others when they are alone D) people who are poor swimmers should not go to the beach alone E) people often decide that they cannot help when they do not know what to do

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

Compliance professionals are ________. A) people who enjoy influencing others for no other reason than the pleasure they derive from exercising such influence B) people who depend on the generosity of others for some portion of their income C) people who sell used cars for a living D) people who study the issues related to compliance and obedience E) people whose success depends on their ability to obtain agreement from others

E) people whose success depends on their ability to obtain agreement from others

Recent research into the biological basis for empathy suggests that two affective aspects are hereditary: ________ and ________. A) sympathetic concern; perspective taking B) attempting to solve the problem; personal distress C) perspective taking; attempting to solve the problem D) perspective taking; personal distress E) personal distress; sympathetic concern

E) personal distress; sympathetic concern

Individuals with a high need for personal control typically ________. A) yield to social pressure to conform in at least some instances B) are unaware of social pressure to conform in at least some instances C) create social pressure for others to conform in at least some instances D) are overly aware of social pressure to conform in at least some instances E) resist social pressure to conform in at least some instances

E) resist social pressure to conform in at least some instances

The fast-approaching-deadline technique is based on the ________ principle of compliance. A) reciprocity B) social validation C) commitment/consistency D) authority E) scarcity

E) scarcity

Volunteerism is likely to be maintained if the major motivational element is ________. A) not self-centered B) protective C) due to interpersonal influence D) empathy E) self-enhancement

E) self-enhancement

Two motivation factors that are often in conflict are ________ and ________. A) self-interest; altruism B) moral integrity; moral hypocrisy C) moral hypocrisy; self-interest D) egoism; self-interest E) self-interest; moral integrity

E) self-interest; moral integrity

Research has indicated that individuals are more likely to help a ________ victim as compared to a ________ victim. A) unattractive; attractive B) dissimilar; attractive C) crime; non-crime D) dissimilar; similar E) similar; dissimilar

E) similar; dissimilar

People typically lower their voice in the library or in a hospital room and talk louder in a sports arena because of ________. A) conformity pressure B) injunctive norms C) obedience pressure D) descriptive norms E) situational norms

E) situational norms

Injunctive norms ________. A) indicate what most people do in a particular situation B) help us distinguish ourselves from others in some respects C) reflect our mental representation of our relationships with others D) provide us with accurate perceptions of the social world E) specify what behavior will be approved of in a particular situation

E) specify what behavior will be approved of in a particular situation

A bystander may ultimately decide not to help when confronted with an emergency situation if ________. A) the bystander believes the person who needs help is not responsible for the situation B) the person who needs help has the same facial expression as the bystander C) the bystander likes the person who needs help D) the bystander was in a particularly positive mood before encountering the emergency E) the bystander fears potential negative consequences of trying to help

E) the bystander fears potential negative consequences of trying to help

In Asch's classic experiment, a standard-setting line was first presented to small groups of people, followed by the presentation of three comparison lines of different lengths. In one condition, three accomplices, posing as students, chose an incorrect answer before the subject could respond. Frequently, the subject would then also select an incorrect response. This result illustrates ________. A) the effects of compliance B) the low-ball technique C) an informational social influence D) the absence of individuation tendencies in some participants E) the influence of group pressure to conform

E) the influence of group pressure to conform

Negative emotions in bystanders can increase the probability of helping behaviors if the emergency is not ambiguous, ________, and ________. A) empathy for the person needing help is relatively weak; the helping behaviors are relatively easy to perform B) the negative emotions are partially offset by positive emotions; empathy for the person needing help is relatively weak C) the helping behaviors are relatively simple, not requiring much thought; the individual who needs help is relatively interesting D) the negative emotions are strongly felt; the helping behaviors are relatively uninteresting E) the negative emotions are not too intense; the helping behaviors are relatively interesting and satisfying

E) the negative emotions are not too intense; the helping behaviors are relatively interesting and satisfying

Repeated exposure can lead to negative views of the stimulus if ________. A) propinquity effects are not present B) the repeated exposure occurs without conscious awareness C) the repeated exposure occurs randomly D) the need for affiliation is low E) the stimulus originally evokes negative emotions

E) the stimulus originally evokes negative emotions

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 character's lines before he says them. This situation illustrates ________. A) the type of perspective taking involved with a cognitive understanding of how others must feel in a particular situation B) the type of perspective taking involved with an emotional reaction to the emotions experience by a close significant other individual C) the type of perspective taking involved with imagining how you would feel if you were in the same situation as another individual D) the type of perspective taking involved with imagining how another individual perceives an event E) the type of perspective taking involved with feeling empathy for - and identifying with - a fictional character

E) the type of perspective taking involved with feeling empathy for - and identifying with - a fictional character

One possible approach to explaining the similarity-dissimilarity effect suggests that ________. A) this effect was first generated by fear of the dissimilarity of other, competing species B) this effect is due to our genetic differences from our early ape-like ancestors C) this effect was a maladaptive response to potential dangers faced by our ancient hunter-gatherer ancestors D) this effect helps us to identify friends and foes as such E) this effect was an adaptive response to potential dangers faced by our ancient hunter-gatherer ancestors

E) this effect was an adaptive response to potential dangers faced by our ancient hunter-gatherer ancestors

Paul, an active two-year-old, has developed a very secure attachment to his mother. In addition, his parents encourage Paul to watch TV shows such as Barney. As a result, Paul is likely to grow up ________. A) to have a relatively low need for achievement B) to feel a strong need to control his environment C) to be somewhat more aggressive than other people D) to be slightly mistrustful of others and cynical E) to be a kind, empathetic person

E) to be a kind, empathetic person

In any particular situation, our conformity is influenced by at least four factors, including our desire to be in control of our own behavior, our need to be accurate, our need to be different from others, and ________. A) our need to meet high standards B) our need to resist new knowledge C) our desire to provide for ourselves D) our desire to stick with the status quo E) to be liked by others

E) to be liked by others

The first step involved in deciding whether or not to offer assistance in an emergency is ________. A) to assess one's ability to take needed action B) to determine whether one will benefit from acting C) to interpret the situation as an emergency D) to assume responsibility for the outcome of the situation E) to notice that something unusual is happening

E) to notice that something unusual is happening

One of the factors associated with compliance is friendship. This is because ________. A) we are more willing to comply with those who can provide us with scarce resources if they choose to do so B) we are more willing to comply with requests that are consistent with our other behaviors and beliefs C) we are more resistant to requests that come from those who hold a position of authority over us D) we are more likely to comply with requests from those whom we see as similar to ourselves in some way E) we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike

E) we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike

In general, people doing volunteer work tend to help AIDS victims ________. A) if they have fundamentalist religious training B) irrespective of how the victim contracted the disease C) if the victim contracted the disease due to drug use as opposed to sexual practices D) regardless of their political views E) with a greater degree of willingness if the victim contracted the disease as a result of a blood transfusion

E) with a greater degree of willingness if the victim contracted the disease as a result of a blood transfusion

During the Nazi Holocaust, it was more likely for (non-Jewish German) ________ to help rescue Jews. This fact is ________ with contemporary gender differences of empathy. A) men; inconsistent B) women; inconsistent C) families; inconsistent D) men; consistent E) women; consistent

E) women; consistent

Which of the following can contribute to a person showing attitudinal change when confronted with a counterattitudinal message?

Ego-depletion

Which of the following is NOT a part of the theory of planned behavior?

Elaboration likelihood

The central aspect of the most often used definition of the word "attitude" is that it must contain

Evaluation

What do studies using fMRI to assess prejudiced responses indicate?

Even if Whites believe they aren't prejudiced, they may experience fer and arousal around unfamiliar Blacks.

What do studies using fMRI to assess prejudice responses indicate?

Even if white believe they have no prejudice, they may experience fear and arousal around unfamiliar blacks.

On average, which of the following is true about groups that enjoy disproportionate shares of wealth and power in a society?

Everything: They care less about values of fairness and equality than the rest of society, develop negative stereotypes about the people they harm, and justify harmful actions as being good for the society.

Joanna has very little confidence in herself and her abilities, and she struggles with trusting other people and attaining genuine closeness with them. Which attachment style does Joanna have?

Fearful-avoidant attachment style

What will a person who persistently refuses to compromise in a group discussion experience?

First increased attention, then rejection

what will a person who persistently refuses to compromise in a group discussion experience?

First increased attention, then rejection

Which of the following is NOT a condition necessary for improved intergroup relations, according to the original contact hypothesis?

Friendship potential

According to the mood-as-information model, which of the following is true?

Good moods mean effortful thinking is unnecessary.

Wendy, Greta, Tom, and Bill have all made New Year's resolutions to lose weight. Based on the information below, which of them is MOST likely to lose weight?

Greta, who intends to dramatically reduce her fat intake and tells others that she is greatly committed to her diet.

Which of the following people would be perceived most positively?

Gretchen, who walks briskly down the hall with an upright posture.

Max has a career goal to become a starting center for the NBA. Which of the following is most likely to interfere with his achievement of this goal?

His perceived behavioral control

Altercation between Black and White teenagers, "You can tell they were after white people...if you were white, they were coming after you." How...able to "just tell" what the people were doing?

His stereotypes are shaping his perception of the event.

Under what condition are the people you graduated from high school with likely to be a reference group for you?

If you feel emotionally attached to them

Under what condition are the people you graduated high school with likely to be a reference group for you?

If you feel emotionally attached to them

Which of the following statements is TRUE?

Implicit bias related to Afrocentric features is found among both Whites and Blacks.

Which of the following statements is true?

Implicit bias related to Afrocentric features is found among both whites and blacks

After 9/11 stereotypes about muslim americans became significantly more negative and accessible. What is one explanation for the change?

Implicit stereotypes became explicit

Which form of conditioning causes many children and young teens to hold political, religious, and social views that are very similar to those of their parents?

Instrumental conditioning

Why does conformity differ from other kinds of social influence?

It involves no direct verbal instructions

Why does conformity differ from other kinds of social influence?

It involves no direct verbal instructions.

Which of the following is true of weight prejudice?

It is resistant to change at the implicit level.

Next week, there will be a debate on campus. The topic of the debate will be, "Is Climate Change a Threat?" The debate will have three participants: Jim, a scientist from Harvard University; Caroline, a science writer from the Huffington Post; Ed, a conservative representative on the House Science Committee; and Janet, a science historian. Who will likely be more persuasive during the debate and why?

Jim, because his educational and professional background lend him credibility.

Fraternity hazing is an example of what aspect of cognitive dissonance theory?

Justification of effort

When we experience cognitive dissonance, what are we most likely to do?

Justify our behavior

Which of the following is NOT a characteristic of people who express anti-gay prejudice?

Likely to be more negative toward lesbians than toward gay men

A form of prejudice that surfaces in subtle ways when it is safe, socially acceptable, and easy to rationalize is called

Modern racism

You can order the "Perfect Meatloaf" pan as seen on TV! You get the pan, the lifting tray, the recipe guide, and the guide knife for only $19.95. And if you order right now, you get a second pan for free! What is this offer trying to do?

Move your anchor point for a reasonable cost for a meatloaf pan

You can order the "perfect meatloaf" pan as seen on tv. you get the pan, the lifting tray, the recipe guide, and the guide knife for $19.95. And if you order right now you get a second pan for free. What is this offer trying to do?

Move your anchor point for a reasonable cost for a meatloaf pan

Nine-year-old Isaac tells his mom he wants Nike shoes because all the other kids have Nike shoes. What affects Isaac's Choice of sheos?

Normative influence

Nine-year-old Isaac tells his mom he wants Nike shoes because all the other kids have Nike shoes. What affects Isaac's choice of shoes?

Normative influence

What does normative influence reflect?

Outcome depencence

What does normative influence reflect?

Outcome dependence

If a young person believes that all elderly people are cranky, and bad at computers, whereas she knows that members her generation vary in their temperament and technical skills, what is she demonstrating?

Outgroup homogeneity

If a young person believes that all elderly people are cranky, and bad at computers, whereas she knows that members her generation very in their temperament and technical skills, what is she demostrating?

Outgroup homogeneity

If a younger person believes that all elderly people are cranky, and bad at computers, whereas she knows that members her generation vary in their temperament and technical skills, what is she demonstrating?

Outgroup homogeneity

Which of the following terms does not belong in the group

Outgroup homogeneity

Which of the following terms does not belong in the group?

Outgroup homogeneity

What have studies of "shooter/nonshooter" decision tasks found?

People are more likely to assume an ambiguous object held by a Black man is a weapon

What have studies of "shooter/nonshooter" decision tasks found?

People are more likely to assume an ambiguous object held by a Black man is a weapon.

Why do people with high social power initiate action more than those with low social power?

People with high power are more likely to ignore other people's viewpoints.

Racial attitudes held by Black people toward White people are often based on what?

Perceptions of threat or conflict

Attitudes formed by ____ are weaker than those formed by ____

Peripheral processing; central processing

Jamie believes he is the only one in his group who is bothered by the way his friends have been behaving lately. what term from the text describes Jaime's perception of situation?

Pluralisic ignorance

What are the attitudes that suggest that a group of people deserve an inferior social status called?

Prejudice

The ABCs of social psychology are affect, behavior, and cognition. Put the three major concepts of Chapter 5 in this ABC order by considering whether they correspond to affect, behavior, or cognition.

Prejudice, discrimination, stereotyping

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?

Ralph will like James more because of the proportion of similarity.

In times of economic hardship, American political debate....

Realistic group conflict

Charities that solicit your money may send you address labels in the envelope along with the request for a donation. They are hoping which of the following will influence you?

Reciprocity

when people conform to a group in vioation of their own views, what do they often do?

Reconstruct the facts

Obedience differs from other kinds of social influence because it involves which of the following?

Response to an authority figure

Brenley and Mario have a short relationship over the summer. They feel very close emotionally and they have an intense physical attraction to each other. However, they decide not to commit to each other, and at the end of the summer, they end the relationship. What type of love did they experience?

Romantic love

Which of the following examples BEST illustrates a situation where there is a gap between our attitudes and behavior?

Roz tells her new boyfriend that she is extremely excited to see the new James Bond movie, even though she truly dreads seeing that film.

Real estate salespeople frequently put their faces in their ads, even when the ads contain no other information about them except for a phone number. What are they hoping?

Seeing their face over time will cause you to start to like them

With what should people who hold minority opinions, and wish to influence the majority, be most concerned?

Showing consistency in their views

The most powerful form of normative influence is _____.

Social exclusion

Why did the tricomponent definition of attitudes fall out of favor?

Some attitudes exist without all three aspects

An employer assumes that an obese employee is too lazy to be a good manager. A coworker avoids working with the same employee because he thinks fat people are "gross." The employer is ____; the coworker is ____.

Stereotyping; Discriminating

Steve, who is Jewish and has friends who are mostly Jewish, attends a high school where most of the students are Christian. Steve eventually becomes good friends with Jake, who is Christian and has friends who are mostly Christian. As a result of this new friendship, which of the following events is the most likely to occur?

Steve's friends and Jake's friends will be increasingly likely to feel that members of their respective outgroups do not dislike their respective ingroups.

The IAT uses response latency to measure which of the following?

Strength of association between objects and evaluations

The biggest risk in using a fear appeal is that

The audience may feel too helpless to take any action.

Amanda's neighbor asked her to take in the mail while he is out town for a few days. When she agrees, he mentions that it would be great if she could walk his dog and water his plants as well. What has Amanda Experienced?

The door in the face effect

_______ is referred to as when a group increases its commitment to a failing course of action in order to justify previous investments.

The escalation effect

Steve was watching television and saw a commercial for the Snuggle Bear, a mascot for a brand of fabric softener. He thought the bear was intensely annoying. Consistent with mere exposure, the more often Steve saw the commercial with this bear which of the following is true?

The more annoyed he became.

An advertising company has been hired by the Centers for Disease Control to produce TV commercials to increase awareness of breast cancer in males. Advertising executives are considering three different commercials. The first features actual patients who describe the pain they experienced from the disease. The second focuses on medical doctors discussing early detection strategies and treatment options. The third shows grieving family members surrounding a grave. Which is likely to be more effective at changing men's behavior?

The second, focusing on specific information that will reduce fear

Whistle-blowers generally "blow the whistle" on corporate misbehavior because of what three attributes?

Their attitude is extreme, certain and derives from human experience.

"Whistle-blowers" generally blow the whistle on corporate misbehavior because of what three attributes?

Their attitude is extreme, certain, and derives from personal experience.

Which of the following is true about individuals with a dismissing attachment style?

Their self-esteem rises when they are accepted by others.

Which of the following is NOT true about stereotypes?

They are generally good descriptors of the stereotyped groups.

What is true of people in groups when they are given orders that violate their values?

They obey less than people who are alone

Which of the following is frequently true of targets of social power?

They prefer "soft" power usage.

Recent reanalysis of Milgram's studies suggests that those who eventually disobeyed instructions differed from those who continured to the end of the study in what way?

They voice firm objections early in the process

According to self-perception theory, which of the following is true?

We have no more information about our own attitudes than the attitudes of others.

Why is observational learning adaptive?

We learn from others' mistakes without having to experience punishment.

We tend to notice differences among individuals in groups to which we belong, more than differences among members of other groups. Why?

We use less effort in thinking about other groups.

We tend to notice differences among individuals in groups to which we belong, more than differences among members of other groups. Why?

We use less effort in thinking about the other groups.

When is the outgroup homogeneity effect reversed?

When minority group members use ingroup traits as a basis for social identity

In what health context might positive messages be much better than fear-inducing messages for effecting behavior change?

When the message's health concern is very serious or fatal

In general, when do whites oppose affirmative action policies?

When they think these policies will negatively affect white Americans' chances to obtain jobs and promotions

What is the major question Stanley Milgram sought to answer?

Whether people would obey orders to harm someone

Toward whom does benevolent sexism direct the most hostility?

Woman who don't fit gender roles

Which of the following things will not result from your holding a pen in your teeth, without letting your lips touch it?

Your forehead temperature will decrease

Which of the following defines the concept of stereotype threat?

a feeling of anxiety when performing in a domain where one's group is expected to do poorly

Since newborns are predisposed to look toward faces in preference to other stimuli, this offers evidence that there is

a neurobiological basis for the need to affiliate.

which of the following characterizes the foot-in-the-door effect?

a small request initially accepted, followed by a larger request

A person diagnosed with cancer acquires which kind of stigma?

abominations of the body

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

above average

On which of the following ideas does operant conditioning rely?

actions that are rewarded are more likely to occur in the future

Realistic conflict theory proposes that

intergroup hostility arises from competition among groups for scarce but valued resources.

Ingroup bias ____

is easily and automatically activated

Danica got food poisoning after eating some birthday cake. Now whenever she sees cake, she feels nauseated. Which of the following is true about their attitude toward cake?

it was formed through classical conditioning

Marisa receives an emailed warning that the artificial sweetener Nutrasweet causes increased health risks, but she then realizes that the person who forwarded her the warning has also told her about a lot of other health scares that turned out not to be true. According to the material on source credibility in your book, what is likely to happen to Marisa's attitude about Nutrasweet?

it will not change initially, but over time will start to become more negative

fraternity hazing is an example of what aspect of cognitive dissonance theory?

justification of effort

When we experience cognitive dissonance, what are we most likely to do?

justify our behavior

when we experience cognitive dissonance, what are we most likely to do ?

justify our behavior

Prior to Milgram's study, psychologists estimated that _____% of the normal population would follow orders to inflict harm.

less than 1

Smaller rewards lead to greater attitudinal change due to the ________ effect.

less-leads-to-more

Arlene was always averse to physical contact with pigs because she thought pigs were essentially dirty animals. Despite her concerns, she was induced to kiss a clean-looking pig on the snout for $2.00 while appearing on a television game show. As a result, Arlene has become a staunch advocate of pigs, and she soon plans to have one as a pet. The most probable explanation for this change in attitude is the

less-leads-to-more effect.

According to balance theory, balance is achieved when two people

like each other and discover they are similar in some way.

which of the following is NOT a characteristic of people who express anti-gay prejudice?

likely to be more negative toward lesbians than toward gay men

We hold values similar to, and identify with,

members of our reference group(s).

Cognitive dissonance arises when we notice a discrepancy between our attitudes and our behaviors. One way we can reduce the dissonance is by

modifying either the attitude or the behavior to be more consistent with each other.

Tina, who favors the death penalty, hears two different, though persuasive, messages: one favoring the death penalty and one against it. Tina will likely report ________ oppositional (than supportive) thoughts about the counterattitudinal message (the message arguing against her attitude), and ________ supportive (than oppositional) thoughts about the proattitudinal message (the message in line with her attitude). Because of this experience, she will be ________ able to resist counterattitudinal persuasion in the future on this topic.

more; more; better

In LaPierre's classic study, a young Chinese couple traveled across the USA and reported being treated courteously at virtually every restaurant and hotel. A follow-up survey asking for attitudes toward Chinese travelers found that

most restaurant and hotel managers responded that they would refuse service to Chinese travelers

Research shows that sexual attraction is a ________ but not ________ condition for being in love.

necessary; sufficient

Nine year old isaac tells his mom he wants Nike shoes because all the other kids have nike shoes. What affects Isaac's choice of shoes?

normative influence

The idea that women should be treated with chivalry because they need and deserve protection is a form of what?

old-fashioned sexism

Why were Milgram's results so disturbing?

ordinary people were willing to inflict severe harm on strangers

Why were milgram's results so disturbing?

ordinary people were willing to inflict severe harm on strangers

According to the theory of planned behavior, our behavioral intentions are determined in part by our perceptions of whether others will approve or disapprove of the behavior, our perceptions of our ability to perform the behavior, and

our attitudes toward a particular behavior.

Different cultures have varying expectations regarding the parent-child relationship. In the United States,

parents are expected to care for their children often into adulthood.

Fazio's attitude-to-behavior process model suggests that an event may activate an attitude, which influences our

perceptions of the attitude object

racial attitudes held by black people toward white people are often based on what?

perceptions of threat or conflict

Attitudes formed by __________ are weaker than those formed by ____________.

peripheral processing; central processing

Erin works at a think tank in Washington, DC. She is a progressive liberal and, as most of her colleagues are around her age and come from similar backgrounds, she makes the assumption that her colleagues are too, even though a large percentage of them do not identify as such. Erin has fallen susceptible to

pluralistic ignorance.

Simone feels somewhat ambivalent about premarital sex. However, most of her friends seem to be unambiguously in favor of sexual activity before marriage. As a result, in a recent group discussion in her health class, Simone expressed fairly strong opinions in favor of premarital sex and avoided voicing her real concerns about the topic. Simone's actions are most likely due to

pluralistic ignorance.

If a young person believes that all elderly people are cranky, and bad at computers, whereas she knows that members of her generation vary in their temperament and technical skills, what is she demonstrating?

prejudice

In the field of persuasion, "inoculation" refers to which of the following?

presenting a weak version of the opponent's view

In a _____ dilemma, individuals must contribute to a common pool in order to maintain the public good.

public goods

At Thanksgiving dinner, Rachel, a Ph.D. student in economics, gets into a conversation with her father about the current state of the economy and income inequality. He claims that the top-down policies under Reagan in the 1980s, known as "trickle down" economics, are what this country needs. Rachel stresses that current research shows that this type of economic distribution hurts those that are not in the top one percent of earners. Afterward, she sends her father links to academic studies, popular essays, and YouTube videos that explore this topic. The next week, her father is even more resolute in his conviction than ever. The father's behavior is a form of

reactance.

Bethany has been listening to a political speaker who is encouraging people to support a law that would require all people to recycle aluminum cans and severely penalize those who do not recycle. The speaker is giving strong arguments in favor of this proposed law and is couching his appeal in moral and ethical language. As a result, Bethany is becoming increasingly annoyed and resentful of the speaker and his arguments. She may be experiencing

reactance.

In times of economic hardship, American political debate frequently turns to the issue of non-documented workers, with exaggerated claims about the dangers these workers pose to the fabric of American Society. This increased hostility can be interpreted as an example of what?

realistic group conflict

Charities that solicit your money may send you address labels in the envelope along with the request for a donation. they are hoping which of the following will influence you?

reciprocity

The proportion of similarity is predictive of the degree of attraction between two people

regardless of the importance of the topics they discuss.

Suppose Diane and Mark, as first-year students, 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.

repeated exposure effect.

Real estate salespeople frequently put their faces in their ads, even when the ads contain no other information about them except for a phone number. What are they hoping?

seeing their face over time will cause you to start to like them

Marlon is a liberal. When he wants to watch the news on television, he only watches MSNBC. On the Internet, he only views popular liberal sites such as The Nation, Salon, and Slate. When he's using Facebook, if any of his friends posts links with conservative viewpoints, he hides these from his feed. Marlon is resisting persuasion through the use of

selective avoidance.

Tony disagrees with a certain political commercial. When the commercial comes on, he immediately switches the television channel. This is an example of

selective avoidance.

Irene considers herself to be an environmentalist, and she wants to reduce her carbon footprint. One day, her husband comes home and says that he sold their electric lawn mower and used the money, plus some savings, to by a new, powerful gasoline-powered mower. Irene is shocked, but when she uses the mower, she decides that she really likes it. This makes her feel uneasy, so she reminds herself of all the good environmental work she has done in the past. Irene is engaging in

self-affirmation.

Forming subtypes for individuals who do not conform to a group stereotype

serves to protect the stereotype from change.

The politician Michele Bachmann openly and proudly endorses heterosexist views. In comparison to other that share her views, Bachmann is less typical because of her ___________.

sex

Prejudice and discrimination based on a person's gender, or institutional and cultural practices that promote the domination of one gender over another, are known as

sexism

Irissol won $5000 in the lottery today and is in a very good mood. If she decides to take a vacation to celebrate, what does the hedonic contingency model predict about how she will attend to different vacation offers?

she will be less likely to scrutinized the offers than someone who did not win the lottery

With what should people who hold minority opinions, and wish to influence the majority, be most concerned?

showing consistency in their views

The main factor influencing source likeability is(are)

similarity and physical attractiveness

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

Tomas is beginning his first year of college. As one of his goals is to meet people and make new friends in his classes, Tomas would be well-advised to

sit between other students in his classes whenever possible.

The tendency for the presence of other people to increase performance on easy tasks and impair performance on difficult tasks is known as

social facilitation

The theory of evaluation apprehension suggests that

social facilitation only occurs when a person thinks that others will evaluate the performance.

Jason has been listening to a talk show concerning animal rights. This is an issue that he cares deeply about and he is very knowledgeable about the topic. Jason is most likely to be persuaded by

strong, convincing arguments from a speaker delivering a message.

the theory of planned behavior explains that the link between attitudes and behavior is

stronger for "thought-through" actions than impulsive behavior

A film studio pairs with a brewery and exclusively includes scenes of people drinking this beer or the beer standing in the background of scenes throughout many of its summer blockbusters. Sales of the brewery's line of beers skyrocket. The increased sales were likely due to ________ conditioning.

subliminal

A method of presenting material so faintly and rapidly that people do not have any conscious awareness of having been exposed to it is called _____ presentation.

subliminal

A shared goal that can be achieved only through cooperation among individuals or groups is

superordinate

In the classic study of cognitive dissonance that demonstrated the effects of insufficient justification by using spools and wooden pegs, what behavior was insufficiently justified?

telling the next participant about the task

According to __________, events trigger our attitudes and, simultaneously, the appropriate norms for how people should or typically do behave in a given situation.

the attitude-to-behavior process

the biggest risk in using a fear appeal is that

the audience may feel too helpless to take any action

Esteban's work group has been assigned a new project by management. Before deciding how much effort to exert on this new assignment, Esteban considers how important the group goals are to him and whether his input will help the group reach its goals. Esteban's thinking is most consistent with

the collective effort model.

The idea that under certain conditions, direct contact between hostile groups can reduce prejudice is most consistent with

the contact hypothesis.

Group polarization may, in part, stem from

the desire to distinguish one's group from other groups.

Sociocultural factors that influence stereotyping include all of the following except

the effects of priming.

On a televised talent contest, who does NOT have social power?

the entertainment reporters, who describes the competitive process

participants who went through an embarrassing audition to be admitted to a discussion group, and then found out that the group was exceptionally boring. said that the group was actually somewhat interesting. Why?

the idea that they had gone through something awful in order to get into a boring group was too much to tolerate

Research demonstrates that exposure to weak versions of a persuasive argument tends to increase later resistance to that argument. This is consistent with

the inoculation hypothesis.

the more annoyed he became

Which is the best explanation for why milgram's participants responded the way they did?

the social role of "researcher" produced pressure toward obedience

which is the best explanation for why Milgram's participants responded the way they did?

the social role of "researcher" produced pressure toward obedience

The performance of relatively trivial positive actions for members of a minority group can be later used as an excuse for later discriminatory treatment. This is known as

tokenism.

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

Cognitive dissonance arises when we notice a discrepancy between our attitudes and our behaviors. One way we can reduce the dissonance is by

using self-affirmation, whereby we restore positive self-evaluations by focusing our attention on positive self-attributes.

We tend to notice differences among individuals in groups to which we belong, more than differences among members of other groups. Why?

we use less effort in thinking about other groups

Having not met any members of a new social group, you hear a person expressing negative views of that group. Your attitude toward the new group would not be likely influenced by hearing this negative message if

you dislike the person expressing the attitude and see the person as dissimilar to yourself.

Which is NOT a true statement about group composition and conformity?

group size is more important when the social reality is clear than when it is not clear

Juan feels unsure about the correctness of his attitude about a new rule at his job. He may feel more correct in his attitude if

he finds out that most of his coworkers share his attitude.

A CEO of a Midwestern chemical company gave a press briefing and espoused some fairly restrictive regulations aimed at reducing carbon emissions and water pollution. His excellent credibility was probably due to the fact that

he is CEO of a chemical company.

Marcus felt clearer about his attitude regarding a school policy after meeting with other students about it. The change came about because

he was able to repeatedly express his own attitude about the policy.

One result of tokenism is that it

helps to maintain the perception that the existing system is fair.

Wilma, who is white, will likely show greater care not to act in a prejudiced manner if

her white parents do not hold prejudicial attitudes.

with what is a flexible definition of the self associated?

higher tolerance for inconsistency

After a fight between white and black teenagers in 2011. A white male witness reported "You could just tell that they were after white people" How Could this witness have been able to "just tell" what the people were doing?

his stereotypes are shaping his perception of the event

Patty is a politician running for public office. At a town hall meeting, she claims that she has always fought for and will continue to fight for the LGBT community. At this, a person who does not support Patty stands up and claims that Patty only began to support marriage equality after the majority of U.S. states had legalized same-sex marriage. This person is trying to generate feelings of

hypocrisy.

Under what condition are the people you graduated from high school with likely to be a reference group for you?

if you feel emotionally attached to them

imbalanced.

Ursula has decided that she will quit smoking by January 1 of next year. She creates a weekly calendar. On each week of the calendar, she notes down how many cigarettes she can smoke, gradually reducing the amount over the course of the year, so that by January 1 she will be able to give up the habit for good. Ursula has created a(n)

implementation plan.

Since George, a college student, prefers privacy, he should choose to sit

in the back of the room, away from others.

Family members other than a child's mother ________ in that child's social development.

influence a child in a variety of ways

The Robbers Cave experiment demonstrated that

prejudice can result from intergroup competition.

Corey and Jennifer engage in a debate in speech class. Corey goes first and Jennifer goes second. Most students thought that Corey did a better job in the debate. Assuming that the quality of the arguments and presentation by the two speakers was equally good, this would be an example of a(n) _________ effect.

primacy

Some experts have suggested that different types of prejudice may arise because of different emotional responses to the target group. From this perspective, PREJUDICE arising from envy may result in behaviors that try to

protect the in-group's status position.

Which of the following distinguishes prejudice and discrimination?

Prejudice involves negative emotional responses based on group membership, whereas discrimination involves usually negative behaviors based on group membership.

Jacob is a summer camp counselor director who has decided to group his campers into one of three groups; each of these groups will be situated in separate areas of the camp. What is the MOST likely outcome due to this situational context?

The campers will develop a strong attachment to their own group and may grow to hold very negative views of the other groups.

Which of the following theories suggests that intentions perform a behavior are best predicted by attitudes toward the behavior, subjective norms, and perceived behavioral control?

Theory of planned behavior

How do prejudiced people come to perceive themselves as unprejudiced?

They compare themselves to extreme bigots and feel that they don't match up.

With regards to racial progress and equality, how have white Americans' views changed throughout President Obama's tenure?

They now want less racial progress and less support for social policies that increase equality.

In general, which gender do people tend to feel more positively about and why?

Women, because women are viewed as kind and nurturing.

People join groups for all of the following reasons except to

reduce superordinate identities.

Tricia's friend informs her of a real estate opportunity. The market has been tumultuous lately, but if it performs well, Tricia could gain a significant amount of money from the real estate purchase. However, if the market performs badly, Tricia could lose a significant amount of money. Tricia decides not to pursue the opportunity because of

risk aversion.

Individuals with a strong social dominance orientation are least likely to

prefer to live in an egalitarian society.

When people do not listen carefully to the substance of a persuasive communication and but instead pay attention to irrelevant cues, they are using the _____ route to persuasion.

peripheral

The process by which attitudes are changed is called

persuasion

Alice's friend, Zoë, is very concerned and troubled about many of Alice's prejudices. Although she has pointed this out to her many times, Alice's views have not been altered. Another possible effective strategy that Zoë might use to convince Alice (who has two children) to change her views would be to

point out shared group memberships with disliked others (e.g., we are all human).

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