Social Psychology - Chapter 5, 6, 7 and 8

A one-sided argument for why all illicit drugs should be legalized would be more persuasive than a two-sided argument with which of the following groups?

A local drug legalization advocacy group

"Every time I see a Martian, I feel ill" is an example of which component of an attitude?

Affective

Nonverbal behavior All are characteristics of nonverbal behavior Is used to test out new social situations Is relied on more than verbal behavior when messages are contradictory Is used more by people who live in warm climates

All are characteristics of nonverbal behavior

Someone who believes that others' traits are stable and cannot be changed Are more likely to make dispositional attributions Are known as entity theorists Have difficulty leaving one task and starting a new one All are characteristics of people who believe in the stability of traits

All are characteristics of people who believe in the stability of traits

When compared to unattractive people, attractive individuals All are true Are looked at for longer periods of time by babies Are presumed by others to be kinder and warmer Have higher self-esteem and are more socially skilled

All are true

Psychological reactance theory may explain why Western women exhibit less traditional feminine behaviors after learning how more traditional cultures expect women to behave All cases could be explained by psychological reactance A toddler who had previously ignored a toy protests and demands to have that toy back when a playmate begins to play with it Underage college students drink more heavily than do drinker of legal age

All cases could be explained by psychological reactance

An individual is most likely to conform to group pressure when The individual is uncertain about his or her opinion The person has a strong degree of attraction toward the group He or she feels insecure about being liked by other group members All of these conditions are present

All of these conditions are present

Fear-arousing messages are effective if they

Also tell people how to avoid the danger

Across cultures, people with __________ features are considered the most attractive. Average Extreme Unique Small

Average

"Whenever I see a person with pink hair, I always walk up and introduce myself" is an example of which component of an attitude?

Behavioral

Jeff bought his 6-year-old grandson, Brandon, a violin for his birthday. Hoping to encourage a budding musician, Jeff told Brandon he would give him $1 for every song he learned, which Brandon thinks is a lot of money. According to research on the effects of rewards, which of the following is most likely to happen as a result of Jeff's offer? Brandon will love the violin and will want to grow up to become a virtuoso Jeff will have to start paying Brandon more and more money, to justify his original decision to pay Brandon Brandon will see music as a way to make money, not as something enjoyable in itself Brandon will refuse to play the violin, due to feelings of reactance

Brandon will see music as a way to make money, not as something enjoyable in itself

Even though Stephanie is not a big fan of body modification, she pierced her tongue to gain acceptance in a group at school that she really likes. This is an example of Minority Influence Informationality Compliance Insanity

Compliance

When perceived equity in a relationship decreases, satisfaction Increases Hits a record high Decreases Stays the same

Decreases

Matching another person's level of self-disclosure is known as Disclosure Reciprocity Disclosure Inequity Evaluative Intimacy Descriptive Intimacy

Disclosure Reciprocity

A student tells her roommate that her date took her for a two-hour stroll through an abandoned mall while commenting on the stores that had previously occupied the building. "He did it because he's eccentric," she explained, making a _________ attribution. Diffusional Proximity dispositional Situational

Dispositional

Suppose you notice that Frank becomes very embarrassed when the subject of silverware comes up. In fact, he is the only person you have ever seen react in this way when you talk about silverware, and he has never before expressed any concern about silverware. According to Kelley, Frank's behavior is very high in Distinctiveness Reactance Consensus Consistency

Distinctiveness

Tone-deaf "singers" who upload dozens of videos to Youtube are often puzzled and angry when commenters tell them how awful they are. Their belief about being talented coupled with an inability to understand why people tell them they can't sing is an example of which effect? Self-Monitoring Dunning-Kruger Fundamental Attribution Self-Handicapping

Dunning-Kruger

According to Milgram, the most fundamental lesson to be learned from his study of obedience is that People value their freedom and uniqueness and react negatively when it is taken from them The desire to be right is one of the strongest human motives Even ordinary people who are not particularly hostile can become agents of destruction under the right conditions People are naturally inclined to be hostile and aggressive

Even ordinary people who are not particularly hostile can become agents of destruction under the right conditions

Two classmates who agree to skip every other class and share their notes, but have no relationship outside of class have what type of relationship? Costly Self-Disclosing Exchange Communal

Exchange

According to the two-factor theory of emotion, passionate love is the result of Falling for a person who has the looks of an attractive celebrity Experiencing high physiological arousal in the presence of a potential romantic partner and labeling the feeling as love Watching too many romantic comedies Extreme delusion

Experiencing high physiological arousal in the presence of a potential romantic partner and labeling the feeling as love

Erik was recently asked to wear a small green ribbon on his shirt to show his support for the "Save the Crickets" campaign. Erik wasn't sure that crickets were actually endangered, but he agreed to wear the ribbon. A week later, Erik was approached again and asked to contribute $10 to help save the crickets, which he did. Erik was the victim of which technique? Foot-in-the-Door Lowballing That's-Not-All Door-in-the-Face

Foot-in-the-Door

Becky wants to persuade her parents to help pay for a study trip abroad this summer. She will have a more difficult time succeeding if Her parents are not particularly intelligent or analytical Her parents are forewarned of her intent to convince them She has the trip coordinator call to reassure them Her parents have a moderate level of self-esteem

Her parents are forewarned of her intent to convince them

Jack used to be a heavy drinker, but after he nearly killed himself in a drunk driving accident, he began to view all alcohol as bad. He joined the Prohibition Party, which seeks to make alcohol illegal. When Jack attends a party held by his boss, he sees everyone else is drinking. Given his new attitude, how likely is it that Jack will drink?

Highly unlikely, because Jack's attitude is the result of a direct bad experience with alcohol and he was strongly affected by the experience

The results of Asch's line judgment experiment suggest that If norms support a clearly wrong response, people may conform to that response People will always publicly state their internal beliefs Norms play no role in how people respond If norms support a clearly wrong response, people never conform to that response

If norms support a clearly wrong response, people may conform to that response

Though she initially attended an Antifa rally because all her friends were going, Hallie now firmly believes that Antifa's methods of civil disobedience will create positive changes in America. Hallie's new beliefs illustrate Reciprocation Internalization Idealization Public conformity

Internalization

Maryanne has just moved to a new apartment complex and does not know anyone. All else being equal, is she most likely to become friends with Kate who lives next door, Nancy, who lives two doors down, Annie who lives three doors down, or Donna, who lives in the room directly above? Annie Kate Nancy Donna

Katie

At a party, Emily meets Brian and Kyle. The three get involved in a philosophical discussion that lasts through the evening. By the end of the evening, she has discovered that she and Kyle see things eye-to-eye, whereas she and Brian see things differently. All else equal, Emily will probably Like a stranger named Chad who she expects to meet later Like Brian better Like Kyle better Like Bryan and Kyle equally

Like Kyle better

Which method of conveying a message is the most persuasive?

Live (face-to-face)

You agree to buy a new phone at a terrific price. Then the sales associate charges you for software you thought was included in the original package. You have been Door-in-the-Faced Lowballed All of these methods have been used Reciprocated

Lowballed

When researchers showed women and their close friends photographs of the women and asked them to state their preferences among them, they found that the women liked the _________ photographs of themselves best. Color Black and white True-image Mirror-image

Mirror-Image

A baseball player who explains his success as being due to him wanting to win at any cost is using which type of attribution? Luck Ability Motivation Task Difficulty

Motivation

If you are new in the office and want to make new friends, your best bet is to get a desk.. That is smaller than anyone else's Near the coffeepot In the quietest corner of the office Next to the air conditioner

Near the coffeepot

In order to increase sales of her Girl Scout cookies, Mandy gives potential customers a free sample before asking them to purchase a box of cookies. Mandy is relying on the ___________ to increase her sales. That's-Not-All Technique Norm of Reciprocity door-in-the-Face Technique Chameleon Effect

Norm of Reciprocity

Even though Cody gets along well with his high school principal, he tells his friends he despises the principal. Cody does this because he wants his authority figure-hating friends to like him. What principle of influence is he operating on? Reactance Informational Normative Independence

Normative

ix-year-old Lisa finds hitting her little brother is the quickest way to get him to stop annoying her. Her mother, however, finds Lisa's behavior unacceptable, and threatens to take away her favorite toy for a whole week if she hits her brother again. Lisa stops hitting her brother. Lisa's behavior illustrates what form of conformity? Obedience Secondary gain Identification Internalization

Obedience

A phone manufacturer that produces advertisements associating its products with hip, young adults taking selfies in exotic outdoor locations is using

Peripheral Route Persuasion

If you were an unattractive man and wanted your appearance to not influence whether women would date you or not, you would be best advised to go into which of the following occupations? Physician Iron worker Bartender Plumber

Physician

On her annual performance evaluation, Katrina's boss wrote that she was hardworking, punctual, and easygoing, but she needs to work a little on her procrastination. Which part of the evaluation will Katrina be most sensitive to? Easygoing Hardworking Procrastination Punctual

Procrastination

The evolutionary view of physical attractiveness is supported by research showing that men in many cultures worldwide prefer female characteristics that signify Reproductive Potential Sociability Maturity and Dominance High energy

Reproductive Potential

Bernadette has brown hair, a brother, and her parents work for the government. She was born in France and her family moved to California when she was 5. She attends a state university in Colorado and majors in criminal justice. If you asked Bernadette to "tell us about yourself," she is most likely to mention that Her parents work for the government She was born in France She has brown hair She has a brother

She was born in France

Persuasive messages like "These Kobe Bryant commemorative shoes are flying off our shelves. Order yours now!" often succeed in selling more products because they lead consumers to think that everyone in the country is buying the product. This is known as Social Proof Commitment Consistency Door-in-the-Face

Social Proof

When people describe themselves in personal ads seeking partners of the opposite sex, men tend to offer ___________ and seek ____________. Commitment; Excitement Status; Attractiveness Attractiveness; Status Companionship; Attractiveness

Status; Attractiveness

When parents sit down with their children to watch persuasive ads and challenge the children to make a toy do things it does in the ad, what are the parents attempting to do? Teach the children how to resist persuasive messages Stop the children from asking for toys Teach the children how to nag for toys

Teach the children how to resist persuasive messages

Gary's mother doesn't want him to turn on the stove. According to self-perception theory, what should his mother do to prevent him from engaging in this behavior? Tell Gary she'll be watching him every second of the day to make sure he stays out of trouble Threaten Gary with a spanking if she catches him turning on the stove Tell Gary she'll be disappointed if she catches him turning on the stove Tell Gary nothing up front, and spank him when she catches him turning on the stove

Tell Gary she'll be disappointed if she catches him turning on the stove

Banning controversial books and musical recordings sometimes results in a huge increase in their sales. This is likely due to what? Foot-in-the-Door Norm of Reciprocity Social Proof The Principle of Scarcity

The Principle of Scarcity

If I read a "try this weird old trick to get rid of stretch marks" website, I will likely discount it at the time because I believe the site is run by scam artists trying to sell me products that don't work. However, a month later I may begin to believe the message because I have probably forgotten where the message came from. This phenomenon is known as

The Sleeper Effect

How do people in short-term relationships attempt to attain equity? They avoid calculating exchange benefits They exchange benefits tit-for-tat They are unconcerned when their partner doesn't reciprocate with similar benefits They try to make the relationship long-term

They exchange benefits tit-for-tat

Having a doctor explain the benefits of a treatment in medical jargon is often a good persuasion tactic because

We tend to assume that doctors know what they're talking about