SP 2
According to the theory of planned behavior, what type of process precedes the decision to engage in a particular behavior?
A rational process
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 usually true of a persuasive communicator?
An attractive communicator is more persuasive than an unattractive communicator.
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
The idea that women should be treated with chivalry because they need and deserve protection is a form of what?
Benevolent sexism
Why has stereotyped thinking been a persistent part of human cognition?
Cognitive resource conservation is adaptive.
What is the main lesson learned from the Robbers' Cave study?
Competition can cause prejudice, and cooperation can reduce it.
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
Which of the following can contribute to a person showing attitudinal change when confronted with a counterattitudinal message?
Ego-depletion
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
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.
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
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
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.
What does normative influence reflect?
Outcome dependence
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
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
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
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
when people conform to a group in vioation of their own views, what do they often do?
Reconstruct the facts
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
The most powerful form of normative influence is _____.
Social exclusion
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
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.
What is true of people in groups when they are given orders that violate their values?
They obey less than people who are alone
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.
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
which of the following characterizes the foot-in-the-door effect?
a small request initially accepted, followed by a larger request
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
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.
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
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
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.
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
what are people who do what someone asks of them exhibiting?
compliance
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
Together, the attitude and the previously stored information about what's appropriate or expected in a given situation shape our _________ the event.
definition of
LaPiere's research with the Chinese couple pointed out the
difficulty of predicting actual behavior from reported attitudes.
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
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 will do what?
find a way to justify cheating
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.
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
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.
Ingroup bias ____
is easily and automatically activated
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
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.
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
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.
Fazio's attitude-to-behavior process model suggests that an event may activate an attitude, which influences our
perceptions of the attitude object
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.
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.
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
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.
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
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.
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
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
which is the best explanation for why Milgram's participants responded the way they did?
the social role of "researcher" produced pressure toward obedience
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.
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.
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.
