SP 2

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

justify our behavior

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.

We hold values similar to, and identify with,

members of our reference group(s).

Stigma is associates with what kinds of feelings?

Anxiety

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

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

in the back of the room, away from others.

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

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

An attractive communicator is more persuasive than an unattractive communicator.

Which of the following people would be perceived most positively?

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

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

A rational process

______ prejudice most closely resembles the traditional definition of prejudice is

Contemptuous

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

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 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.

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

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

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.

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.

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

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

associated effect of emotions.

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 the

associated effect of emotions.

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.

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

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

birds of a feather flock together.

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

by having a poor reaction to her.

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

decrease his liking

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

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.

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.

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

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.

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.

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

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

less-leads-to-more

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

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

necessary; sufficient

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.

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.

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

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.

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

regardless of the importance of the topics they discuss.

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.

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.

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

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

Ego-depletion

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

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

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

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

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

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

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

above average

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

arousing positive feelings

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.

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

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

directly across from her.

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

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

find a way to justify cheating

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

imbalanced.

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

influence a child in a variety of ways

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.

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.

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.

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

repeated exposure effect.

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.

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

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

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 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.

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

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

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.

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

associated effect.

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.