11.3

The findings of Stanley Milgram's studies on obedience demonstrated that:

65 percent of the participants continued to administer shocks to the very end of the session.

What are the three characteristics of a speaker that makes him or her more trustworthy when delivering a persuasive message?

Authority, honesty, likability

The peripheral route to persuasion takes advantage of "trigger features" that activate sequential behavior in animals and humans. What is this sequence of behavior called?

Fixed action patterns

Asch's study on conformity, where participants had to make line-judgments, can be best explained by what concept?

Normative influence

Research on social pressure and conformity suggests which of the following factors can help individuals resist conformity in a group?

Observing just one person disagreeing with the majority

Mario helps Martin with the singular goal of increasing Martin's well-being. Mario expects nothing from Martin in return. Mario is engaging in

altruistic helping.

Last weekend, Victor helped his sister move into her new apartment. He didn't really feel like helping her, but he wanted to put her "in his debt" because he is planning to ask her if he can stay at her place for a couple of weeks. Victor was engaging in

egoistic helping.

According to the ________ hypothesis, people help others to relieve their own distress.

negative state relief

Tracy enters a car dealership interested in buying a new car. Immediately she is greeted by a sales representative offering her water or soda and a cookie. The sales representative is likely relying on what social norm to persuade Tracy to buy a car?

reciprocity

The tendency for people to perceive ambiguous actions by others as evidence of hostility is known as:

the hostile attribution bias