PSYC 3221 - Conformity & Obedience, PSY exam (7), chaper 6, Chapter 6: Attitudes Practice, Chapter 7, Social Psych Quiz 6, Chapter 6, Social Psychology: Chapter 6- Attitudes

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. The tendency to alter perceptions, opinions, and behavior in ways that are consistent with group norms is called a. psychological reactance. b. compliance. c. obedience. d. conformity.

Which of the following would NOT be considered an attitude?

Dalton drives a silver minivan.

Dan is listening to the dean of the college speak about banning fraternities on campus. Dan is most likely to evaluate the quality of the dean's arguments if

Dan is a member of a fraternity.

The perception of what most people do in a given situation is called a(n) __________ norm.

Descriptive

A sleeper effect occurs when

a persuasive message from a non credible source becomes more persuasive over time.

A sleeper effect occurs when

a persuasive message from a noncredible source becomes more persuasive over time.

Implicit Association Tests have been used to examine attitudes towards

a. racial minorities. b. the elderly. c. the self. d. all of the above. d

As personal involvement regarding an issue increases, a. the quality of the arguments becomes a more important determinant of persuasion. b. the credibility of the speaker becomes a more important determinant of persuasion. c. the attractiveness of the speaker becomes a more important determinant of persuasion. d. the likelihood of central route persuasion decreases.

a. the quality of the arguments becomes a more important determinant of persuasion.

Gino, a salesperson, wants to use techniques that will lead his potential customers to rely on peripheral route persuasion. He should do all of the following except

approach prospective buyers who obviously care deeply about his product.

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

appear consistent.

According to social impact theory, the source's proximity in time and space to a target determines the source's a. strength. b. immediacy. c. number. d. popularity.

One way to increase the accuracy of self-report measures of attitudes is to

convince respondents that any deception can be detected.

Jacqueline, an attitude researcher, is interested in how people feel about alcohol. She would be well-advised to use a

convince respondents that any deception would be detected.

Attitudes are useful because they

let us quickly judge whether something we encounter is good or bad

Roger and Mike always seem to disagree on music. When Roger tells Mike that he has heard a new song on the radio that he likes a lot, this experience is likely to lead Mike to

like the song less than he would have had he not talked to Roger ahead of time

Wells and Petty (1980) videotaped students as they listened to a speech. The results of this study indicated that

students signaled their attitudes by nodding or shaking their heads

An attitude is implicit if you

you are not aware of it.

is determined by norms that are counter to the person's attitudes.

According to the theory of planned behavior, one reason that a person's behavior might not be consistent with that person's attitudes is that the behavior

Hand and Shavout found that Korean participants would respond most favorable to which of the following advertisement slogans?

"An exhilarating way to provide for you family."

Which of the following advertising slogans for a new stereo system would be most appealing to someone in a collectivist culture?

"Invite your friends over so they can dance to music of the highest clarity."

Which of the following is not an example of social influence?

. A model who catches a glimpse of herself wearing a swimsuit in a mirror and suddenly becomes self-conscious about the way she looks

Sam hates Celine Dion with a passion. One day he meets Celine at a party. She tries to win him over by giving him her new CD. In which of the following scenarios would Sam's attitudes towards Celine be most likely to change after hearing the CD?

. She offers him a coupon for 10% off his next dry cleaning order in exchange for listening to it.

One factor that did not seem related to the amount of obedience exhibited in the Milgram obedience study was the

. participant's sex.

Research suggests that when people are surrounded by like-minded others

. their attitudes become stronger and more resistant to change

Self-Report Measures: What TWO 'tests' are used to measure self-report measures?

1) Attitude scale 2) Bogus Pipelines

Central Route Processing: - What are THREE reasons why central route processing may NOT occur?

1) Listener does not care about the topic. 2) Listener is distracted. 3) Listener has trouble understand the message.

Covert Measures: - What are THREE ways to test covert measures?

1) Secretly videotaping students 2) Facial Electromyograph (EMG) 3) Electroencephalograph (EEG)

Participants in Asch's line judgment study conformed approximately _____ percent of the time.

What percentage of the participants in Milgram's study of destructive obedience demonstrated complete obedience to the experimenter?

65%

Kelly is at a college party and notices everyone is drinking. She concludes that the majority of students on campus must also drink alcohol frequently. What would we call Kelly's perception of what most people are doing?

A descriptive norm

Which experimental group will feel most socially connected?

A group of three people who rocked in rocking chairs in unison

According to Hollander's (1958) work on idiosyncrasy credits, which of the following people would be most effective in convincing a majority to change their opinion?

A person who has been in the group for a long time, and usually goes along with the majority of the group

Shawna wants to join a sorority. This sorority has recently decided to put incoming members through various forms of initiation. Based on the findings of Aronson and Mills (1959), which of the following types of initiations is most likely to lead Shawna to come to identify strongly with the sorority and to value her membership in the group in the effort to avoid cognitive dissonance?

A severely unpleasant initiation

Who of the following is most likely to obey in Milgram's study?

A woman participating at Yale University with an experimenter in a lab coat

The feeling of ambivalence can be described as an attitude that is A) mixed in terms of positive versus negative emotions. B) weak. C) strong. D) consistent in all circumstances.

A) mixed in terms of positive versus negative emotions.

Peripheral Route Processing: - Occurs when a listener is persuaded because he or she notices that a message has many arguments, BUT lacks the ______________ OR ________________ to think about them ___________________.

ABILITY OR MOTIVATION - INDIVIDUALLY.

A council meeting has produced heated debate about an issue. Most of the members of the council hold one opinion, but a few hold another. During a break in the meeting, the members of the council who have the minority opinion call you for advice as to the best way to influence the majority of the council. Based on social psychological research, particularly concerning the dual-process approach, what should you advise them to do?

ANSWER: According to the dual-process approach, minorities and majorities exert influence in different ways. You should advise the council members to take advantage of factors that enhance minority influence rather than trying to manipulate factors that enhance majority influence. One such factor is style of behavior. The research of Moscovici and others has suggested that consistency is very important for a group minority. That is, the people in the minority should be forceful, persistent, and unwavering in support of their view, while appearing to be open-minded and flexible. Hollander recommends a different approach, however. Hollander argues that those in the minority should first conform to the majority opinions in order to establish themselves as competent insiders, and only then dissent from the majority. Thus, you should advise the council members that they initially show their support for the majority's opinion and then suggest their own opinion, and further, that they present their arguments for this latter position in a forceful, persistent, and unwavering style. In addition, the council members should also call for an anonymous, private vote on the issue, as minorities exert stronger influence on private measures of conformity than on public measures.

Compare and contrast the door-in-the-face technique with the lowball technique.

ANSWER: Lowballing is a two-step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs. Disturbing as it may be, lowballing is an interesting technique. Surely, once the lowball offer has been thrown, many recipients suspect that they were misled. Yet they go along. Why? The reason appears to hinge on the psychology of commitment (Keesler, 1971). Once people make a particular decision, they justify it to themselves by thinking of all its positive aspects. As they get increasingly committed to a course of action, they grow more resistant to changing their mind, even if the initial reasons for the action have been changed or withdrawn entirely. In the car dealership scenario, you might very well have decided to purchase the car because of the price. But then you would have thought about its sleek appearance, the scent of the leather interior, the iPod dock, and the brand-new satellite radio. By the time you learned that the price would be more than you'd bargained for, it would be too late—you would already have been hooked. The door-in-the-face technique is a two-step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected. Why is the door-in-the-face technique such an effective trap? One possibility involves the principle of perceptual contrast: To the person exposed to a very large initial request, the second request "seems smaller." Two dollars' worth of candy bars is not bad compared with ten dollars for circus tickets. Likewise, taking a group of kids to the zoo seems trivial compared with two years of volunteer work. As intuitively sensible as this explanation seems, Coalmine and others (1975) concluded that perceptual contrast is only partly responsible for the effect. When participants only heard the large request without actually having to reject it, their rate of compliance with the second request (25%) was only slightly larger than the 17% rate of compliance exhibited by those who heard only the small request. A more compelling explanation for the effect involves the notion of reciprocal concessions. A close cousin of the reciprocity norm, this refers to the pressure to respond to changes in a bargaining position. When an individual backs down from a large request to a smaller one, we view that move as a concession that we should match by our own compliance. Thus, the door-in-the-face technique does not work if the second request is made by a different person (Coalmine et al., 1975). Nor does it work if the first request is so extreme that it comes across as an insincere "first offer" (Schwarzwald et al., 1979). On an emotional level, refusing to help on one request may also trigger feelings of guilt, which we can reduce by complying with the second, smaller request (O'Keefe & Figgie, 1997; Miller, 2002)

Abby compliments Sharon on her new outfit, despite thinking it is not flattering at all. According to the "new look" at dissonance theory,

Abby must feel physiological arousal after her lie in order to feel cognitive dissonance

Many participants in the social influence study conducted by ______ gave public responses that they privately knew to be inaccurate.

Asch

A person high in reciprocation wariness would most likely endorse which of the following items?

Asking for someone's help gives that person power over your life.

A multiple-item questionnaire designed to measure a person's attitude toward some object.

Attitude Scale

Theory of Planned Behavior BROKEN DOWN: ___________________ & ____________________ & ________________ --> ___________________ --> ___________________.

Attitude toward a behavior & Subjective norm & Perceived behavior control --> Intention --> Behavior.

Which of the following is not supported by social psychological research?

Attitude-behavior consistency is unrelated to knowledge about the attitude object.

let us quickly judge whether something we encounter is good or bad.

Attitudes are useful because they

Which of the following situations should prompt the least decisional dissonance?

Audrey doesn't like cats much, so she decides that her new pet will be a dog.

A phony lie-detector device that is sometimes used to get respondents to give truthful answers to sensitive questions.

Bogus Pipeline

Jaycee is extremely judgmental. She has strong opinions about politics, social issues, and moral concerns. Jaycee is high in the A) need for cognition. B) need for evaluation. C) evaluative conditioning. D) cognitive dissonance.

B) need for evaluation.

Covert Measures: - One possibility in this regard is to use __________________ observation such as __________________, __________________, and _____________________.

BEHAVIORAL - facial expressions - tone of voice - body language

Covert Measures: - Electroencephalograph (EEG): Detects, amplifies, and records ____________________; _______________ placed on the surface of your _____________. -->The result: Brain-wave patterns that are normally triggered by inconsistency increased more when a disliked stimulus appeared after a string of positive items or when a liked stimulus was shown after a string of negative items than when either stimulus evoked the same attitude as the items that preceded it.

BRAIN WAVES ELECTRODES SCALP

Which of the following best summarizes the results of research regarding the effectiveness of subliminal self-help tapes?

Beliefs about the content of the tapes produce perceived but not actual behavioral changes.

Which person is considered a "creditor" in terms of their reciprocation ideology?

Bertram, who likes to be generous with his friends so they will help him in the future

How do Festinger and Carlsmith (1959) determine the level of cognitive dissonance experienced by participants in their classic peg-turning study?

By assessing their attitudes regarding how fun the experimental peg-turning task was

Attitudes are best understood as A) being either entirely positive or entirely negative. B) being initially positive but increasingly negative as new information arises. C) varying in strength along both positive and negative dimensions. D) ranging on a continuum from positive to negative.

C) varying in strength along both positive and negative dimensions.

Person thinks carefully about a communication AND is influenced by the strength of its arguments.

Central Route Processing.

Which of the following is the best definition of conformity?

Changing one's attitude or behavior to match a perceived social norm.

- A situation involving conflicting attitudes, beliefs, or behaviors. - This produces a feeling of discomfort leading to an alteration in one of the attitudes, beliefs, or behaviors to reduce the discomfort and restore balance.

Cognitive Dissonance.

Shania notices that all of her high school friends have started wearing glitter eye shadow to school. She doesn't really like the look but she wants to fit in with the crowd, so she starts wearing it too. Shania has engaged in __________.

Conformity

Which historical event led directly to Milgram's research on obedience?

Correct German citizens' willingness to go along with Nazi leaders during the Holocaust.

In Asch's classic study of conformity, what were research participants asked to do?

Correct Judge the sizes of lines that were on a card held a few feet away from them.

A positive, negative, or mixed reaction to a person, object, or idea is called a(n) A) Aversion. B) Cognition. C) Emotion. D) Attitude.

D) Attitude.

Which of the following would NOT be considered an attitude? A) Darnell likes to play chess. B) Daphne hates liver. C) Daisy strongly favors universal health insurance. D) Dalton drives a silver minivan.

D) Dalton drives a silver minivan.

Which of the following would not be considered an attitude?

Dalton drives a green minivan.

Peripheral Route Processing: - For example, a listener may decide to AGREE with a message because the source appears to be an _____________ OR is _______________.

EXPERT OR ATTRACTIVE

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.

Evaluative Conditioning.

Which of the following statements regarding LaPiere's (1934) study of attitudes is false?

Even though respondents who were asked self-report questions claimed that they would not be racially prejudiced, their behavior showed clear discrimination.

The questionnaire measure used to assess an individual's authoritarian personality is referred to as the

F-scale

Covert Measures: - Facial Electromyograph (EMG): An electronic instrument that records ____________________ activity associated with emotions and attitudes.

FACIAL MUSCLE

Which of the following concerning the use of facial electromyography (EMG) to assess attitudes is true?

Facial EMG can detect muscular changes not observable to the naked eye.

Which of the following concerning the use of fear appeals is not supported by research?

Fear appeals are generally less effective than messages that do not provoke fear.

Frank gets a bit anxious in social situations and tends to scratch his nose when he speaks. Toward which of the following people is he most likely to feel positively?

Felicia, who mimics Frank's behavior and scratches her nose while they speak

Louie runs a clinic that helps individuals to quit smoking and he would like to use fear to motivate his clients. Which of the following strategies would be most effective?

First scare clients by showing them gory lung-cancer operations. Then outline the specific steps they could follow to stop smoking.

The nature of Milgram's obedience research paradigm exploited which compliance-induction strategy?

Foot-in-the-door technique

Why has the Milgram obedience experiment been subjected to such scrutiny and, in some cases, doubt with regard to the ethics of appropriate research in psychology?

For many years, the ethics of this research has been the focus of much debate. Those who say it was not ethical point to the potential psychological harm to which Milgram's participants were exposed. In contrast, those who believe that these experiments met appropriate ethical standards emphasize the profound contribution it has made to our understanding of human nature and an important social problem. They conclude that on balance, the danger that destructive obedience poses for all humankind justified Milgram's unorthodox methods.

Elias believes that gun control is necessary. Which of the following would cause Elias to change his attitude the most?

He anticipates giving a speech against gun control, and then gives the speech

Jacob wants to learn how to water-ski. Which of the following would not be required by the theory of planned behavior?

He recognizes the dangers associated with waterskiing

Covert Measures: - Collect ______________, ____________ measures of attitudes that cannot be ____________.

INDIRECT COVERT CONTROLLED

What are your attitudes about voting in U.S. interim elections, when the presidency is not being decided

Hiroko is usually very agreeable and goes along with his friends' plans. Tonight, however, he tells his friends that even though they all want to go out for Mexican food, he has a strong preference for Italian food. Even though he is the only person who initially votes for Italian, Hiroko's friends eventually come to agree with him because he usually does go along with the group. This best epitomizes which of the following phenomena associated with minority influence?

Idiosyncrasy credits

Be cautious in your approach and do not promote an idea that is too different than your friend's current attitude.

If you want to convince a friend to abandon an attitude and start thinking more like you, what would be the best approach?

Implicit Measures: What test is used to measure this?

Implicit Association Test (IAT)

people are not aware of having them.

Implicit attitudes can be difficult to measure because

__________ influence refers to conformity that results from a desire to act in a manner that is clearly socially approved such as speaking softly in libraries.

Informational

Nora has decided to visit the new community recreation center for a swim. As she enters the change room she notices both of the two other people present put their shoes into a locker. Before she walks out to the pool she does the same. What concept helps explain her actions?

Informational influence

Which of the following statements about the central route to persuasion is false?

It is more commonly used by advertisers in collectivist cultures (e.g., Korea) than it is by advertisers in individualistic cultures (e.g., the United States)

Vince and Allen 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

James is equally likely to comply with the "letter" plea and the "write something" plea

Participants in an extremely boring experiment are asked to lie and say that the experiment was fun and exciting. Which of the following participants will exhibit the most favorable attitudes toward the experiment?

Jerry, who thinks that his lie will lead other participants to expect the experiment will be fun

Theory of Planned Behavior --> Attitude toward a behavior: - Behavior is influenced _________ by ___________________ than by attitudes toward a _____________________.

LESS GENERAL ATTITUDES SPECIFIC BEHAVIOR

Which of the following statements is true of Asch's research on conformity in groups?

Participants conformed with the group norm on about a one-third of the total trials.

reducing perceived choice

Leo has always believed strongly that fidelity in a marriage is very important. After he has an extramarital affair with Annette, he says to himself, "How could I stop myself? Annette was my soul mate. This was meant to be." Which dissonance-reducing technique is Leo using?

Which of the following source characteristics best explains why a company might recruit a supermodel to endorse its products?

Likeability

Central Route Processing: - It can ONLY occur when the receiver has BOTH _________________ AND the ________________ to think about the message and its topic.

MOTIVATION AND ABILITY

Massachusetts is the largest state.

ane bought her friends--Mayumi, Brenda, and Kate--drinks the last time they were out. The next time she needs to borrow money from one of them, who will feel the strongest need to reciprocate Jane's act of generosity?

Mayumi, who is out with Jane the next night

When message recipients use central route processing, which of the following will be true?

Memorable messages will be more persuasive than forgettable ones.

Which of the following conditions is not specified in Hovland's model of persuasion as necessary for persuasion to occur?

Message recipients must elaborate the message

Marcia has two boyfriends, Davie and Mickey, both of whom she likes very much. She has decided that dating both of them is making her life too complicated and, after careful deliberation, has decided to stop seeing Davie and continue dating only Mickey. According to cognitive dissonance theory, which of the following should happen next?

Mickey will seem more attractive than ever, convincing Marcia that she made the right choice

Miguel will not gain private conformity to his opinion, only public conformity.

Based on your understanding of the research of Solomon Asch, you know that of all of the following choices, the person most likely to demonstrate conformity would be:

Mika, a 23-yaer old Japenese woman

Which researcher produced the famous studies of obedience that involved deceiving participants into believing that they were delivering electric shocks to a helpless victim?

Milgram

The key difference between Gamson's (1982) obedience studies and Milgram's studies from the 1960s was that

Milgram's participants were alone but Gamson's were in a group.

Covert Measures: - Secretly videotaping students giving speeches: --> Students signaled their attitudes—WITHOUT even realizing it—by ____________ AND ______________________.

NODDING AND SHAKING THEIR HEADS

Conformity that results from a concern about what others think of us is called __________ influence.

Normative

Hammond has just started working at a new job stacking items at the supermarket. He notices that most of his colleagues do stretching exercises before they begin their shift. Hammond assumes that this is a workplace regulation and also begins to do the stretching exercises. Which of the following concepts explains Hammond's behavior?

Normative influence

Compare and contrast normative influence and informational social influence. Which of these types of social influence played a bigger role in Sheriff's study (in which participants estimated how far a dot of light appeared to move)? Which played a bigger role in Asch's study (in which participants made judgments involving the lengths of lines)? Explain your answers.

Normative social influence leads people to conform out of fear of the negative consequences of appearing deviant. Indeed, to avoid standing out from the rest of the group and risking embarrassment, individuals will often conform to the majority even if they think the majority is wrong. Alternatively, informational social influence leads people to conform when they believe others are correct in their judgments. In this case, they conform to the majority because they assume that the relatively large number of people holding a particular opinion or behaving in a particular way suggests that these people are correct. The primary influence found in Sheriff's study was informational because the situation was rather ambiguous for the participants. They could not be sure how far the dot of light really moved, so they looked to the other participants to provide information about the correct answers. Even when participants in Sheriff's study were later asked to make the same judgments alone (where there would be little pressure against deviating from a group norm), they continued to make judgments consistent with the group norm; this suggests that the participants conformed to the group norm because of the information provided earlier. In Asch's study, however, normative influence played the bigger role. Here, the situation was not ambiguous; the correct answers were obvious to the participants. Not needing the other people in the group to provide them with answers that they already knew, the participants were not particularly vulnerable to informational influence. Rather, Asch's participants were concerned about deviating from the opinions expressed by a unanimous majority. Indeed, when these participants were asked to write down their answers privately, their levels of conformity dropped sharply.

Specific variables concerning the victim in Milgram's research on destructive obedience affected participants' levels of obedience. Identify one such variable, and describe the nature of its effect.

One variable in question was the proximity of the victim in relation to participants. The less physically separated they were, the less willing participants were to obey the experimenter and administer the maximum shock voltage. When the victim was in the same room as the participants, 40 percent of the participants fully obeyed, compared to 65 percent in the baseline condition where the victim was in an adjacent room. When participants were required to physically grasp the victim's hand and force it onto a metal shock plate, full obedience dropped to 30 percent. Physical separation from the victim allowed participants to distance themselves emotionally from the consequences of their actions, enabling them to obey the experimenter's orders. But the closer the victim was to the participants, the more difficult it was for them to achieve this emotional distance, and, therefore, the negative consequences of their actions were impossible to ignore. Social impact theory offers a related explanation, one that accounts for the effects of proximity in terms of the immediacy of the sources of influence. Just as the experimenter is a source of influence on the participants, so, too, is the victim a source of influence, albeit in an opposite manner. That is, the experimenter influences the participants to obey, and the victim, by protesting and crying out in pain, influences the participants to defy the experimenter's orders. The more distant the victim is from the participant, the less immediate is this source of influence, and, therefore, the less social impact it exerts.

Under which of the following circumstances would you expect a person to demonstrate the highest level of conformity in Solomon Asch's research protocol?

Orlando has to give his choice out loud.

Peripheral Route Processing: - Receivers engaged in peripheral processing are MORE _________________ than those doing central processing.

PASSIVE

In an experiment some participants are asked to write a counter-attitudinal essay, but others are forced to write the essay. Based on cognitive dissonance theory, which of the following results should be expected?

Participants asked to write the essay should change their attitudes, but only if they are paid very little money.

Pat attends a pre-screening of a new romantic comedy with a group of four people and then participates in a focus group where the group is asked several questions about the film. The group is asked, "How funny is the film?" Each member of the group responds to the question. Pat responds last, after hearing the rest of the group say that the movie was very funny. Pat is more likely to agree with them if

Pat is female.

Which of the following has not been demonstrated by research on mimicry?

People often mimic the facial expressions of others, but never mimic their overt behaviors.

According to research by Emily Pronin and others (2007), which of the following explains why people perceive others to be more conforming than themselves?

People tend to judge others by their overt behavior while judging themselves by focusing inward.

Which of the following concerning the impact of body movements on persuasion is true?

People who nod their heads up and down express greater agreement with a persuasive message than those who nod their heads side to side.

- Person DOES NOT think carefully about a communication AND is influenced instead by superficial cues.

Peripheral Route Processing.

Public opinion pollsters, in trying to assess attitudes about particular subjects, have become aware that attitude responses seem to be affected by all of the factors below except

Alice's Hotel has noticed that they spend a lot of money on water and electricity devoted to washing linens (towels, sheets, and pillowcases). In order to reduce this expense, the owner wants to encourage guests to reuse linens for more than one day. What would be the best way to accomplish this task?

Put a note on the bed indicating that most of their guests reuse linens, and asking this guest to do the same.

usually occurs in the short term for simple judgments and actions.

Research indicates that subliminal influence

like the song less than he would have had he not talked to Roger ahead of time.

Roger and Mike always seem to disagree on music. When Roger tells Mike that he has heard a new song on the radio that he likes a lot, this experience is likely to lead Mike to

Which of the following has not been demonstrated in research on role-playing?

Role-playing effects are stronger among those low in need for cognition than those high in need for cognition.

Theory of Planned Behavior --> - Although attitudes (along with ____________________ & ____________________) contribute to ________________ to behave in a particular manner, people often ____________________________________.

SUBJECTIVE NORMS PERCEIVED CONTROL INTENTIONS DO NOT FOLLOW THROUGH ON THEIR INTENTIONS

Sam hates Celine Dion with a passion. One day, he meets Celine as a party. She tries to win him over by giving him her new CD. In which of the following scenarios would Sam's attitudes toward Celine be most likely to change after hearing the CD, according to dissonance theory?

She offers him a free coupon for his next dry cleaning order in exchange for listening to it.

In deciding where to go to college, Sophie was torn but finally picked Faber College over State University. Which of the following facts would be least likely to lead her to experience post-decision dissonance

She overhears her college counselor referring to State as a "safety school."

Lily is interested in conducting an experiment to demonstrate that there are some situations in which men are more likely to conform than women. Which of the following strategies should Lily adopt in designing her study?

She should have participants engage in a discussion about fashion.

The primary difference between the research of Sherif (1936) and Asch (1951) is that

Sherif relied on an ambiguous task, whereas Asch used an unambiguous task.

People immediately discount the arguments made by noncredible communicators, but over time, they dissociate what was said from who said it. In other words, we tend to remem- her the _____________ BUT forget the ______________.

Sleeper Effect --> Discounting Cue Hypothesis MESSAGE SOURCE

People immediately discount the arguments made by noncredible communicators, but over time, they dissociate what was said from who said it. In other words, we tend to remember the _____________ BUT forget the ______________.

Sleeper Effect --> Discounting Cue Hypothesis MESSAGE SOURCE

A delayed increase in the persuasive impact of a noncredible source.

Sleeper Effect.

Describe the factors involved in social impact theory.

Social impact theory maintains that social influence depends on the strength, immediacy, and number of source persons relative to target persons. Strength refers to the status, ability, or relationships of a source of influence compared to his/her target. Immediacy of a source refers to the source's proximity in time and space to the target. The number of sources refers to how many sources there are. The stronger the source (i.e., higher status or closer relationship), the more immediate the source (closer geographically), and the greater number of sources, the more influence the target will feel and the more likely that target is to yield to that influence. If the source's attempts at influence are divided among targets, that will dilute the impact of the source. This theory has been criticized for failing to explain why these factors affect social influence, but has the benefit of predicting when social influence will occur.

A cultural orientation in which independence, autonomy, and self-reliance take priority over group allegiances is called a. individualism. b. collectivism. c. power distance. d. uncertainty avoidance.

Theory of Planned Behavior --> Subjective Norm: - Second, behavior is influenced not only by attitudes but by subjective norms— our beliefs about what others ______________________________.

THINK WE SHOULD DO.

present them with weak arguments for smoking so that they can generate counterarguments

Tariq doesn't want his kids to give in to peer pressure to smoke. According to the inoculation hypothesis, one way he could build up their resistance to potential peer pressure is to

If American and Chinese children were placed in the same classroom, which of the following would probably be true?

The American children would demonstrate less conformity than the Chinese children.

Subjects developed a more favorable view of the people and things they experienced while they were eating

The Luncheon Technique

You remember the end of the speech the best.

The Recency Affect.

______________________. describe when messages are camouflaged in the background of noise (i.e. music, radio broadcasts, commercial jingles, etc.) and/or images in hopes of embedding certain information in your subconscious thoughts.

The Subliminal Affect.

Which of the following factors does NOT influence conformity?

The age of the group

Sleeper effects can be reduced by reminding people that the source of a persuasive message was not credible. This supports which explanation of sleeper effects?

The discounting cue hypothesis

Describe the door-in-the-face technique, and explain why this is an effective compliance strategy. What evidence is there to support your explanation of why this technique is effective?

The door-in-the-face technique is a two-step technique. It begins with a ridiculous request, which, once denied by the target, is followed up with a more reasonable request. This strategy is effective because it draws on the norm of reciprocity (i.e., the reduction leads the target to reciprocate and accede to the second request) and on perceptual contrast (i.e., the second request does not look so arduous as compared with the first one). In one study, college students were more likely to agree to escort a group of juvenile delinquents on a one-day trip to the zoo if they had been first asked to volunteer time over many weeks to work with these children.

Which of the following is true of Milgram's obedience study?

The experimenter informed participants that he took complete responsibility for any consequences of the participant's actions.

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

Ethical concerns have been raised about Stanley Milgram's obedience research. Specifically, some have suggested that the project caused too much distress in the participants, distress that could not be justified. If you were asked your opinion of this issue, which of the following would be a legitimate response?

The majority of participants reported that they were pleased to have participated in the research, so it does not seem to have been damaging to most of those who were involved.

through communication from others.

The most common approach to persuasion is

peripheral route persuasion.

The process by which a person is persuaded by cues in the persuasion context rather than thinking critically about the content of a persuasive message is called

evaluative conditioning

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

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

Theory of planned behavior

Professor Zavala would like to reduce cheating in her classes. She knows that students strongly oppose cheating but, in spite of these negative attitudes, cheating is quite common. Which of the following tactics would be least effective at reducing cheating?

To increase anxiety, make sure students are not well-informed about what behaviors constitute cheating or what consequences might result from cheating.

Trista had to choose between two potential mates, Charlie and Ryan, on the final episode of the original The Bachelorette. In the end, she chose Ryan. Several weeks later, a reporter interviewed Trista about her feelings towards the two men. Which of the following predictions regarding her feelings at the time of the interview would be most likely if she is trying to avoid post-decision dissonance?

Trista suggests that she was impressed by his career ambitions at first, but has come to realize that Charlie's busy work schedule would have been an obstacle to a successful relationship.

Tristan had to choose between two potential mates, Charlie and Ryan on the final episode of the original The Bachelorette. In the end, she chose Ryan. Several weeks later, a reporter interviewed Tristan about her feelings toward the two men. How will she most likely express her feelings at the time of the interview if she is trying to avoid post-decision dissonance?

Tristan suggest that she was impressed by his career and ambitions at first, but has come to realize that Charlie's busy work schedule would have been an obstacle to a successful relationship.

Peripheral Route Processing: - This route occurs when the listener is ____________ OR _____________ to engage in much thought on the message.

UNABLE OR UNWILLING

Implicit Measures --> IAT: - A covert measure of _____________ attitudes derived from the ___________ at which people respond to pairings of concepts—such as black or white with good or bad.

UNCONSCIOUS SPEED

Theory of Planned Behavior --> Perceived Control: - Attitudes give rise to behavior ONLY when we perceive the behavior to be ____________________. - To the extent that people ___________________________ in their ability to engage in some behavior, they are ______________ to form an __________________ to do so.

WITHIN OUR CONTROL LACK CONFIDENCE UNLIKELY INTENTION

Which of the following is true of issues that are personally important to us?

We are more stubborn and resistant to change regarding those issues.

Ichiro is a member of a campus political group and is interested in finding out how many students plan to vote in the November 2008 U.S. presidential election. According to the theory of planned behavior, which of the following questions Ichiro could ask would be the best predictor of whether or not a particular student would actually vote in the November election?

What are your attitudes about voting in U.S. Presidential elections?

Memorable messages will be more persuasive than forgettable ones.

When message recipients use central route processing, which of the following will be true?

Which of the following pairs of characteristics matter more for the central route to persuasion than on the peripheral route?

Whether the message is easily learned, and whether it is memorable

"Invite your friends over so they can dance to music of the highest clarity."

Which advertising slogan for a new stereo system would be most appealing to someone in a collectivist culture?

A positive mood makes people more thoughtful, so they are more likely to engage in central processing.

Which of the following is not an explanation for why people in a positive mood are more susceptible to persuasion?

Dalton drives a silver minivan.

Which of the following would not be considered an attitude?

People who nod their heads up and down express greater agreement with a persuasive message than those who shake their heads side to side.

Which statement concerning the impact of body movements on persuasion is true?

assertion of confidence

Which strategy for resisting persuasion is exemplified by the statement, "I doubt that anyone could change my viewpoint"?

presents strong arguments.

central route persuasion.

Which of the following is true of Milgram's (1963, 1965, 1974) research on obedience to authority?

With each increment of shock voltage, fewer participants obeyed, but about 65% still administered 450 volts (the highest level).

Dr. Flinstone, president of Quarry College, needs to convince students that the college must double its tuition beginning in five years. He is hiring someone to promote this idea, as well as developing supportive arguments. Would he need to adopt a different strategy if he instead wanted to implement the change in the next academic year?

Yes. If the change is to happen next year, the strength of the arguments will matter more than whom he hires to promote the idea

. Chart and and Bergh (1999) had experimental accomplices mimic the mannerisms of some participants but not others. They found that a. participants whose mannerisms were mimicked liked the accomplice more than participants who were not copied. b. participants whose mannerisms were copied by an accomplice reported being more uncomfortable during the interaction than those who were not mimicked. c. imitating the mannerisms of the participants tended to reduce the nonverbal behaviors exhibited during the interaction. d. participants who were not mimicked by their interaction partners indicated a greater willingness to interact with that person again in the future.

According to social impact theory, resistance to social pressure is most likely to occur when social impact is a. divided among many strong and distant targets. b. divided among many weak and immediate targets. c. consolidated within one distant target. d. consolidated within one immediate target.

According to the research of Neumann and Struck (2000), participants would report that they expected a more positive mood state when they listened to a speaker who a. spoke in a happy voice. b. presented about material of specific interest to the listener. c. seemed to have very high expertise on their topic. d. sounded like an older, mature male.

According to work by Triantis (1995), collectivist cultures are characterized by a pattern of a. low complexity, low affluence, and cultural homogeneity. b. low complexity, high affluence, and cultural heterogeneity. c. high complexity, low affluence, and cultural homogeneity. d. high complexity, high affluence, and cultural heterogeneity.

American mothers in 1924 seemed to value ____ more than they do today. a. conformity b. independence c. autonomy d. kindness

Clara calls potential research participants and asks if they would be willing to give blood. Once they have agreed to donate blood, she informs them that their donation is scheduled at 7:00 in the morning on a Saturday. Though most participants are not happy to hear this information, almost all of them do show up for the blood donation appointment. Clara has taken advantage of a. lowballing. b. the foot-in-the-door technique. c. the door-in-the-face technique. d. psychological reactance.

Coalmine et al. (1991) observed participants in a clean or cluttered parking garage and found that participants were most likely to litter when they observed a confederate a. litter in the cluttered garage. b. litter in the clean garage. c. place trash in the proper receptacle in a cluttered garage. d. place trash in the proper receptacle in a clean garage.

Frank gets a bit anxious in social situations and tends to scratch his nose when he speaks. Toward which individual is he most likely to feel positively? a. Felicia, who mimics Frank's behavior and scratches her nose while they speak b. Fletcher, who stares quizzically at Frank every time he scratches his nose c. Florence, who averts her gaze and stares at the floor every time Frank scratches his nose d. Faisal, who appears quite at ease with Frank's behavior and reaches out several times to scratch Frank's nose for him

In comparison to obedience and compliance, conformity a. involves less direct pressure from others. b. occurs only in response to the behavior of a group of others. c. requires the physical presence of at least one other person. d. is more likely to produce destructive behaviors.

Informational influence occurs primarily because people a. believe that others are correct in their judgments, especially when they agree. b. fear the negative social consequences of appearing deviant. c. are motivated to appear consistent in their feelings and behaviors. d. respond to social norms automatically and without any thought.

Interpersonal credits a person earns by following group norms are called ____ credits. a. idiosyncrasy b. brownie c. group d. normative

Jamie wants an extra day to write a paper for class. Jamie first asks the professor for a one-week extension for the paper assignment. The professor refuses. Jamie then asks for a one-day extension. The professor agrees. Jamie's behavior best illustrates a. the door-in-the-face technique. b. the foot-in-the-door technique. c. reactance. d. the dual-process approach.

Jane bought her friends--Mayumi, Brenda, and Kate--drinks the last time they were out. The next time she needs to borrow money from one of them, who will feel the strongest need to reciprocate Jane's act of generosity? a. Mayumi, who is out with Jane the next night b. Kate, who is out with Jane the next week c. Brenda, who is out with Jane the next month d. All three will feel equally pressured to reciprocate.

Milgram's research on obedience a. has stirred controversy regarding its ethics. b. revealed that far fewer people would deliver maximum shocks than was predicted by psychiatrists. c. was conducted to better understand the war in Vietnam. d. had psychologically disturbed individuals serve as participants.

No one else seems concerned about the welfare of the woman lying down in the alley. Therefore, Maureen steps over her as well, figuring that she is simply drunk or asleep and not in need of emergency assistance. Maureen's behavior is an example of a. informational social influence. b. normative social influence. c. compliance. d. obedience.

One factor that did not seem related to the amount of obedience exhibited in the Milgram obedience study was the a. participant's sex. b. proximity of the learner to the teacher. c. location of the study. d. physical presence of the experimenter.

Prentice and Miller (1996) found that most college students overestimate how comfortable their peers are with alcohol on campus. This misperception is an example of a. pluralistic ignorance. b. psychological reactance. c. mass psychogenic illness. d. the chameleon effect.

Professor Hildebrand just gave the first exam back to his students. Many in the class are convinced that one of the questions he asked had more than one correct answer. In fact, 13 students from the class show up to his office hours to protest the question. Professor Hildebrand is convinced that there is only one correct answer, and so he tries to convince the larger group of students that he is right. He will be most likely to convince this group of his point of view if he a. presents his arguments forcefully and consistently. b. tries to exert normative social influence on the group of students. c. presents himself as an outgroup member rather than as part of their ingroup. d. makes salient the norms of the group.

Recent approaches to social impact theory suggest that a. the effect of immediacy does not necessitate physical proximity. b. it is more relevant to understanding conformity than to understanding obedience. c. source strength is less important than the number of sources. d. the strength of a source depends more on prestige than intelligence.

Research examining rebellion and obedience suggests that a. disobedience to authority is much more likely in the presence of other allies who will also disobey. b. the presence of an ally has very different results for obedience than it does for conformity. c. participants in the Milgram studies would have been even more likely to obey had there been another participant seated at the shock panel with them. d. the presence of a group of people is a guaranteed safeguard against destructive obedience.

Research on majority and minority influence suggests all of the following except that a. majorities are more influential than minorities on subjective questions. b. majorities exert normative influence, whereas minorities exert informational influence. c. majorities are more influential than minorities on questions of fact. d. majority influence is greater on public measures of conformity, whereas minority influence is greater on private measures of conformity.

Sheriff's (1936) research using the auto kinetic effect demonstrated that a. people often look to others as a source of information. b. people are particularly concerned about social rejection. c. conformity is difficult to establish in the laboratory. d. only pre-existing relationships have the power to influence behavior.

Some researchers are planning to go around the world and put participants in a version of the Asch study in which they are asked to make judgments about the lengths of lines. Cross-cultural research suggests that the least amount of conformity should be observed in cultures a. characterized by financial independence and prosperity. b. where the majority of the people in positions of power are men. c. where the people live a simple life, as in an isolated farming community. d. with very little cultural diversity.

The concepts of ostracism and conformity are related in that a. failure to conform can lead to ostracism. b. being ostracized typically reduces future conformity. c. ostracism always comes before conformity. d. when people do not conform, they typically tend to ostracize.

The foot-in-the-door technique takes particular advantage of the a. desire to maintain consistent self-perceptions.. b. norm of reciprocity. c. effect of mindlessness. d. perceived contrast between small and large requests.

The ways in which people are affected by the real or imagined presence of others is called a. social influence. b. psychological reactance. c. pluralistic ignorance. d. the auto kinetic effect.

Though she initially attended the pro-choice rally because all her friends were going, Marion now firmly believes in a woman's right to choose when it comes to abortion. Marion's new beliefs illustrate a. private conformity. b. public conformity. c. reciprocation ideology. d. reciprocation wariness.

Which experimental group will feel most socially connected? a. a group of three people who rocked in rocking chairs in unison b. a group of three people who rocked in rocking chairs together, but at different paces c. a group of three people who sat in different types of chairs d. a group of ten people who are geographically dispersed

Which of the following was the central focus of Muzzier Sheriff's (1936) study on conformity? a. the auto kinetic effect b. stroboscopic motion c. motion parallax d. the Doppler effect

Which person is considered a "creditor" in terms of their reciprocation ideology? a. Bertram, who likes to be generous with his friends so they will help him in the future b. Caitlin, who hates to feel beholden to someone c. Marsha, who likes to be generous with her friends because it makes her feel good d. Boyd, who is stingy with his friends because he believes in self-reliance

While driving down a street in a residential neighborhood, Aaron sees a sign in a yard that says, "Slow down! Jimmy and I like to play in the street!" This is quite a bit different than normal signs that admonish a driver to slow down. Aaron immediately slows his car down to a safe 15 miles per hour, and stays at that speed until the end of the street. What compliance technique was used to get him to slow down? a. the pique technique b. the PIYAN technique c. the dump and chase technique d. the disrupt and reframe technique

Shaniqua plans to use a self-report measure in which people indicate their agreement or disagreement with a list of statements. She is using

a Likert scale

Which of the following is NOT used to overcome the limitations of tradition self-report methodology?

a Likert scale

The physical attractiveness of a spokesmodel will have the greatest effect if the product endorsed is

a hair care product

Oscar, an advertiser, develops a commercial for Crispy Crunch Crackling Cereal. Suppose children, processing information via the central route, watch the commercial. The commercial will be more likely to persuade the kids to want the cereal if it has all of the following except

a spokesperson who appears to be an honest person.

Which of the following concerning the use of facial electromyography (EMG) to assess attitudes is true? a. Facial EMG can detect muscular changes not observable to the naked eye. b. Facial EMG does not provide information about the direction of attitudes. c. One problem with using facial EMG is that the same pattern of activity could be interpreted as happiness or sadness. d. Facial EMG is only an accurate measure of attitudes if people know their attitudes are being assessed, so it is susceptible social desirability biases.

a. Facial EMG can detect muscular changes not observable to the naked eye.

Wilkin and others (2010) conducted a study where American and Japanese participants were asked about their favorite musical artists, TV shows, and restaurants, among other preferences. They found that a. the Japanese participants reported liking their favorites for a shorter time than the Americans did. b. Americans were more impacted by the preferences of their friends than were the Japanese participants. c. Japanese participants reported more discomfort in identifying their favorites than did the Americans. d. Americans were more likely to report that they had a wide variety of favorites at one time, while Japanese participants selected only one or two favorites at a time.

a. the Japanese participants reported liking their favorites for a shorter time than the Americans did.

Which statement concerning the impact of body movements on persuasion is true? a. People who nod their heads up and down express greater agreement with a persuasive message than those who shake their heads side to side. b. Stimuli associated with stretching the arms outward are rated more positively than those associated with flexing the arms inward. c. Nodding the head side to side makes people more likely to engage in central route processing than does nodding the head up and down. d. Stretching the arms outward makes people less likely to engage in central route processing than does flexing the arms inward.

a. People who nod their heads up and down express greater agreement with a persuasive message than those who shake their heads side to side.

Shaniqua plans to use a self-report measure in which people indicate their agreement or disagreement with a list of statements using a multi-point scale. She is using a. a Likert scale. b. the luncheon technique. c. a categorical matrix. d. an agreement index.

a. a Likert scale.

Attitudes are useful because they a. let us quickly judge whether something we encounter is good or bad. b. bias the way we interpret new information. c. make it more likely that we will change our minds later. d. allow us to take more time to evaluate others.

a. let us quickly judge whether something we encounter is good or bad.

Which theory suggests that intentions to perform a behavior are best predicted by attitudes toward the behavior, subjective norms, and perceived behavioral control? a. theory of planned behavior b. cognitive dissonance theory c. self-perception theory d. self-affirmation theory

a. theory of planned behavior

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? a. It should yield a primacy effect. b. It should yield a subliminal effect. c. It should yield a regency effect. d. It should not have any effect.

a. It should yield a primacy effect.

49. Which condition is not specified in Holland's model of persuasion as necessary for persuasion to occur? a. Message recipients must elaborate on the message. b. Message recipients must attend to the message. c. Message recipients must comprehend the message. d. Message recipients must be motivated to accept the message.

a. Message recipients must elaborate on the message.

The process by which attitudes are changed is called a. persuasion. b. dissonance. c. conditioning d. elaboration.

a. persuasion.

An attitude that is brought to mind quickly and easily is said to be a. accessible. b. strong. c. weak. d. dissonant.

a. accessible.

In a study about political attitudes and opinions during the 2004 presidential election, researchers used brain imaging to examine what happened in the brain when participants listened to positive or negative statements about the candidate of their choice. They found that most affected were those areas of the brain associated with which of the following? a. emotion b. reasoning c. speech d. mood

a. emotion

A political candidate is often eager to win the endorsement of celebrities who are popular with hordes of people. The candidate hopes that the association of his or her campaign with a popular figure will result in the masses feeling more favorable toward his or her candidacy due to a. evaluative conditioning. b. inoculation. c. the sleeper effect. d. behavioral intent.

a. evaluative conditioning.

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 a. evaluative conditioning. b. central persuasion. c. insufficient justification. d. psychological reactance.

a. evaluative conditioning.

When an audience member does not feel personally involved or invested in the topic of a persuasive message, she is likely to

a. focus primarily on the strength of the message, ignoring the apparent expertise of the message source. b. be influenced immediately by the sleeper effect. c. engage in a central, but not peripheral route to persuasion. d. none of the above. d

Measuring attitudes by assessing physiological arousal tends to identify the ____ but not the ____ of the attitude. a. intensity; direction b. direction; accuracy c. accuracy; intensity d. direction; automaticity

a. intensity; direction

According to a 2014 Gallup poll, ____ were rated as being the most honest and having the highest ethical standards. a. nurses b. medical doctors c. clergy d. pharmacists

a. nurses

Implicit attitudes can be difficult to measure because a. people are not aware of having them. b. physiological measures are not effective in assessing them. c. they can only be measured by direct techniques. d. they are prone to the effects of social desirability.

a. people are not aware of having them.

Which factor has the biggest impact on whether or not there will be a primacy or regency effect in persuasion? a. time b. source credibility c. source likeability d. number of sides presented

a. time

The study by Strahan and colleagues (2002) found that subliminal cues regarding thirst influenced how much Kool-Aid participants drank only

a. when the participants had previously been given water to drink. b. when they were given something to eat as well. c. when they were high in the need for cognition. d. none of the above. D

The central route to persuasion requires

ability and motivation.

Josue listened to a speech on the radio advocating the increased use of automobiles that are not reliant on fossil fuels. One would expect the sleeper effect to be greatest if Josue found out about the background of the speaker _____ the speech and was asked about his views about the issue _____.

after; a few weeks later

agreeable; cheek muscles

Attitudes are useful because they

allow us to judge whether something we encounter is good or bad

According to work by Nemeth (1986), minority viewpoints

are valuable because they can improve the quality of the group's decision making.

Because communicator trustworthiness is important, people tend to be readily impressed by speakers who

argue against their own interests

Because communicator trustworthiness is important, people tend to be readily impressed by speakers who

argue against their own interests.

. Individuals from collectivistic cultures are more likely than those from individualistic cultures to a. have an independent orientation. b. conform to a public norm. c. disobey an authority. d. possess greater heterogeneity.

A person from a collectivist culture is ____ to accept a free sample of food in a supermarket. a. more likely than a person from an individualist culture b. less likely than a person from an individualist culture c. equally likely as a person from an individualist culture d. more likely than a person from a Western, but not Eastern, culture

A person high in reciprocation wariness would most likely endorse which statement? a. If someone does you a favor, it is good to repay that favor. b. Asking for someone's help gives that person power over your life. c. Never lend money to a friend. d. Generosity is always appropriate.

According to research by Emily Prunin and others (2007), which statement explains why people perceive others to be more conforming than they, themselves, are? a. People are poor judges of others' motivations. b. People tend to judge others by their overt behavior while judging themselves by focusing inward. c. People judge themselves in the same way that that they judge others, but often much less accurately. d. People judge others by asking them about their inner thought processes.

According to the dual-process approach to understanding minority influence, a. majority and minority influence occur for through similar processes. b. group majorities and minorities exert their influence in very different ways. c. majority influence is likely to produce private conformity for ambiguous situations and public conformity for unambiguous situations. d. minority influence occurs through different psychological processes in collectivist versus individualistic cultures.

According to the dual-process approach, majorities exert influence by producing ____, whereas minorities exert influence by producing ____. a. informational influence; normative influence b. public conformity; private conformity c. reactance; obedience d. conversion; compliance

All of the following can help to explain why the door-in-the-face technique can increase compliance except a. feelings of guilt. b. psychological commitment. c. perceptual contrast. d. reciprocal concessions.

As compared to conformity, compliance occurs a. only after careful deliberation. b. in response to a direct request. c. publicly, but not privately. d. as a result of less direct pressure from others.

As he was about to enter the mall, Evan was approached by someone and asked to wear a small green ribbon on his shirt to show his support for the "Save the Squirrels" campaign. Evan wasn't quite sure that squirrels were actually endangered, but he agreed to wear the ribbon. A week later, Evan was approached again and asked to contribute $10 to help save the squirrels. Though he would have rather spent his money elsewhere, he agreed. Evan has been the victim of the ____ technique. a. lowballing b. foot-in-the-door c. door-in-the-face d. that's-not-all

Asch (1956) found that the size of a group of individuals is related to the likelihood that any one of them will demonstrate conformity to the group. The optimal number of in group members, above which conformity did not significantly increase, was a. 1 or 2 b. 3 or 4 c. 5 or 6 d. 7 or 8

At a campaign meeting, the majority of the staff argues that they should use negative ads to attack their opponent. Despite their strong feelings on this matter, Stefan argues successfully for positive ads. According to the dual-process approach, Stefan's influence has probably resulted in a. defiance. b. conversion. c. public conformity. d. collusion.

At the sales meeting, Leo clasped his hands behind his head and reclined in his chair. Within minutes, three other team members were sitting in the same posture, demonstrating the psychological tendency referred to as a. psychological reactance. b. the chameleon effect. c. lowballing. d. idiosyncrasy credits.

If American children raised in ways consistent with mainstream American culture and Chinese children raised in ways that were consistent with traditional Chinese culture were placed in the same classroom, which statement would probably be true? a. The American children would never demonstrate conformity, and the Chinese children would always conform. b. The American children would demonstrate less conformity than the Chinese children. c. The American children would demonstrate less private conformity, but more public conformity than the Chinese children. d. The two groups of children would conform to the same extent and degree.

In Burger's (2009) replication of Milgram's obedience experiments, how many participants continued to shock past 150 volts? a. 83% b. 70% c. 65% d. 37%

In Meeks and Rainmaker's study of obedience, the equivalent of Milgram's electrical shocks was a. beating "prisoners" who failed to obey orders. b. delivering harassing remarks to a job candidate. c. ostracizing a person from a social group. d. helping a drunk person get a ride home.

In a study by Baron et al. (1996) in which groups of three participants were asked to act as eyewitnesses, the greatest level of conformity occurred when participants were motivated to be ____ and the task was quite ____. a. accurate; easy b. accurate; difficult c. accepted by their partners; easy d. accepted by their partners; difficult

Ireland and Pennebaker (2010) found evidence for a. mood contagion. b. mimicry in use of language. c. destructive obedience. d. the dynamic nature of mimicry.

Lily is interested in conducting an experiment to demonstrate that there are some situations in which men are more likely to conform than women. Which strategy should Lily adopt in designing her study? a. She should have participants engage in a discussion about politics. b. She should have participants engage in a discussion about fashion. c. She should tell participants that they are being observed throughout the study. d. She should tell participants that their primary goal in the study should be to appear attractive toward group members of the opposite sex.

Many participants in the social influence study conducted by ____ gave public responses that they privately knew to be inaccurate. a. Sheriff b. Asch c. Milgram d. Zimbardo

Mary has just heard five friends say that Massachusetts is the largest state in New England, when she knows it is Maine. Rob, the next friend in line, says that New Hampshire is the largest state in New England. In this situation, Mary is now less likely to conform with the first five friends than if Rob had said that a. Maine is the largest state. b. Massachusetts is the largest state. c. he isn't familiar with New England. d. Vermont is the largest state.

Meeks and Rainmaker's (1995) study of obedience a. replicated Milgram's in every aspect. b. was analogous, but not identical, to Milgram's paradigm. c. was completely different to Milgram's paradigm. d. found opposing results to Milgram's.

Normative influence tends to occur primarily when people a. are uncertain regarding the correct answer and therefore look to others for guidance. b. fear the negative social consequences of rejection that can follow appearing deviant. c. are motivated to appear consistent in their feelings and behaviors. d. feel that their freedom to choose a particular course of action has been threatened.

Participants in Asch's line judgment study conformed approximately ____ percent of the time. a. 27 b. 37 c. 47 d. 57

Participants in an experiment are asked to look at pictures of different infants and rate the attractiveness of each infant on a 10-point scale. The participants are tested in groups of three and indicate their ratings aloud. For almost all of the infants, the participants tend to give ratings similar to other group members. We can be most certain that their ratings represent private conformity rather than public conformity if a. they exhibit much less conformity in the presence of the experimenter. b. they give the same ratings alone as they do in the group. c. their ratings result from their desire to fit in with the rest of the group members. d. they are not especially motivated to be accurate in their judgments.

Psychologists tend to refer to a culture that values the virtues of interdependence and social harmony as a. conformist. b. collectivist. c. communist. d. cooperative.

Research on obedience suggests that participation in the Holocaust was a. encouraged by German traits of authoritarian personality. b. likely driven by situational factors that would influence anyone similarly. c. an extraordinary historical situation unlikely to be repeated. d. dissimilar in a variety of ways from the types of obedience observed in cults.

Reuben notices one group of eight people littering in the park. Rachel sees four different pairs of people littering in the park. Which of the following is true? a. Reuben is more likely to conform to the behavior of the litterbugs than is Rachel. b. Rachel is more likely to conform to the behavior of the litterbugs than is Reuben. c. Reuben and Rachel are equally likely to conform to the behavior of the litterbugs. d. Reuben is more likely to conform because of informational influence, but Rachel is more likely to conform because of normative influence.

Social norms are most likely to lead to conformity when a. they are behavioral. b. we know the norms and focus on them. c. they have a high level of complexity. d. they are very subtle and difficult to know on a conscious level.

The effectiveness of lowballing seemed to be based on the psychology of a. ostracism. b. commitment. c. reciprocity. d. social impact.

The fact that the presence of an ally, regardless of her competence, reduces conformity indicates that a. informational social influence typically wins out over normative social influence in the long run. b. it is exceedingly difficult to hold out against the pressure to conform without at least one supporter in the group. c. conformity does not occur for high-stakes decisions with important repercussions. d. men conform less in private than they do in public.

The nature of Milgram's obedience research paradigm exploited which compliance-induction strategy? a. lowballing b. foot-in-the-door technique c. door-in-the-face technique d. that's-not-all technique

The original Milgram obedience study a. demonstrates the personality characteristics associated with obedience to authority have changed over time. b. has been followed up by a number of additional studies that have varied specific aspects of the research situation. c. confirms that conformity results from both informational and normative social pressures. d. randomly assigned participants to one of two experimental conditions.

The questionnaire measure used to assess an individual's authoritarian personality is referred to as the a. A-scale. b. F-scale. c. Asch-scale. d. Milgram-scale.

The unspoken rule dictating that we should treat others as they have treated us is called the a. social impact theory. b. norm of reciprocity. c. dual-process approach. d. equity principle.

Twinge interprets Burger's (2009) replication of Milgram's obedience studies as an indication that obedience rates have ____ since Milgram's original studies. a. not changed appreciably b. declined somewhat c. risen dramatically d. risen somewhat

When compared to those of 1924, American mothers in 1978 seemed to place higher value on ____. a. conformity b. independence c. community d. kindness

When she is asked what she should do when a friend does a favor for her, Marnie says, "I usually don't let anyone do favors for me. I don't like the idea that I would owe them something." Marine would describe people who do favors for her as a. reciprocators. b. creditors. c. assessors. d. debtors.

When trying to close a car sale, Jerry often tries to sweeten the deal by telling the customer that he will throw in six free oil changes as well. This sales technique is best described as a. lowballing. b. the that's-not-all technique. c. the foot-in-the-door technique. d. the door-in-the-face technique.

Which of the following is true of Milgram's obedience study? a. When participants were required to manually force the victim's hand onto a shock plate, obedience completely disappeared. b. The experimenter informed participants that he was accountable for any consequences of the participant's actions. c. Participants obeyed to the same extent whether the experimenter gave directions in person or over the telephone. d. The percentage of participants who obeyed to the end was the same as the percentage of participants who conformed in the Asch study.

Will and Grace have just started to attend church. Will pays attention to when the rest of the congregation sits and stands because he wants to be sure to stand and sit at the appropriate times. Grace stands up and sits down when the rest of the congregation does because if she doesn't, the elderly couple across the aisle scowls at her. Will has conformed because of ____, whereas Grace has conformed because of ____. a. normative influence; informational influence b. informational influence; normative influence c. compliance; obedience d. obedience; compliance

You're out with friends when a talk show host walks up and asks if you'll answer a few trivia questions on camera. When he asks how many feet are in a mile, your first friend says 2,000 and your second friend says 3,000. You don't know the correct answer, so you say 2,500. Your response is similar to the judgments made by participants in which study? a. Langer et al. (1978) b. Sheriff (1936) c. Asch (1951) d. Milgram (1962)

79. Which statement concerning the use of fear appeals is not supported by research? a. Fear appeals may motivate change by increasing the incentive to think carefully about the arguments in the message. b. Fear appeals are generally less effective than messages that do not provoke fear. c. Fear appeals are most effective when they include specific information on how to avoid the threat. d. Fear arousal may reduce the ability of already fearful message recipients to carefully process a message.

b. Fear appeals are generally less effective than messages that do not provoke fear.

Louie runs a clinic that helps individuals to quit smoking, and he would like to use fear to motivate his clients. Which strategy would be most effective? a. First scare clients by showing them gory lung-cancer operations. Then outline the specific steps they could follow to stop smoking. b. First scare clients by showing them gory lung-cancer operations. Then allow them to come up with their own ways of quitting smoking so that they are more committed. c. Present statistics concerning the health hazards of smoking, but nothing too scary. Then allow the clients to come up with their own ways of quitting smoking so that they are more committed. d. Present statistics concerning the health hazards of smoking, but nothing too scary. Then outline the specific steps they could follow to stop smoking.

b. First scare clients by showing them gory lung-cancer operations. Then allow them to come up with their own ways of quitting smoking so that they are more committed.

Dr. Flintstone, president of Quarry College, needs to convince students that the college must double its tuition beginning in five years. He is hiring someone to promote this idea, as well as developing supportive arguments. Would he need to adopt a different strategy if he instead wanted to implement the change in the next academic year? a. No. He should do the same thing either way. b. Yes. If the change is to happen next year, the strength of the arguments will matter more than whom he hires to promote the idea. c. Yes. If the change is to happen next year, the person he hires will matter more than the strength of the arguments. d. Yes. If the change is to happen next year, obtaining a credible promoter and generating strong arguments will both be more crucial than if the change will happen in five years.

b. Yes. If the change is to happen next year, the strength of the arguments will matter more than whom he hires to promote the idea.

Jacqueline, an attitude researcher, is interested in how people feel about alcohol. She would be well-advised to use a a. Likert scale because it is not as susceptible to social desirability effects. b. bogus pipeline because it is not as susceptible to social desirability effects. c. Likert scale because it is more likely to be affected by social desirability. d. bogus pipeline because it is more likely to be affected by social desirability.

b. bogus pipeline because it is not as susceptible to social desirability effects.

Research on the attitudes of twins suggests a. that genetics are not useful in predicting the attitudes different people will hold. b. the attitudes of identical twins are more similar than the attitudes of fraternal twins. c. the attitudes of twins who are reared apart from one another are more dissimilar than the attitudes of twins raised together in the same household. d. that the first-born twin is likely to be more conservative than the second-born twin, even when their births are only separated by minutes.

b. the attitudes of identical twins are more similar than the attitudes of fraternal twins.

When message recipients use central route processing, which of the following will be true? a. Difficult messages will be more persuasive than easily learned messages. b. Memorable messages will be more persuasive than forgettable ones. c. Weak messages will engender more favorable responses than strong messages. d. Elaboration of message content will be objective and unbiased.

b. Memorable messages will be more persuasive than forgettable ones.

Ichiro, a member of a campus political group, is surveying how many students plan to vote in the 2018 interim election. According to the theory of planned behavior, which question would be the best predictor of whether or not a particular student would actually vote in the 2018 interim election? a. What are your attitudes about U.S. politics? b. What are your attitudes about voting in U.S. interim elections, when the presidency is not being decided? c. What are your attitudes about the politicians in general? d. What are your attitudes about use of the electoral college through which it is possible for the winner of the presidential election to receive fewer popular votes than the loser?

b. What are your attitudes about voting in U.S. interim elections, when the presidency is not being decided?

Professor Shackleford is elated because she has just learned that her paper has been accepted for publication. When a student passes her in the hallway and tells her that he missed the latest exam in order to stay home with his depressed cat, her good mood renders her likely to a. be even more skeptical than usual about such an unlikely excuse. b. be less skeptical than usual about the excuse. c. overlook the student's cognitive dissonance. d. fall victim to the sleeper effect.

b. be less skeptical than usual about the excuse.

The more products a celebrity endorses the

less trustworthy she becomes in the eyes of consumers.

The more products a celebrity endorses, the a. more competent she becomes in the eyes of consumers. b. less trustworthy she becomes in the eyes of consumers. c. more likeable she becomes in the eyes of consumers. d. less likely an audience member is to use to peripheral route to persuasion.

b. less trustworthy she becomes in the eyes of consumers.

When used to measure attitudes, physiological measures such as heart rate and perspiration a. are particularly susceptible to social desirability bias. b. reveal the intensity of an attitude. c. reveal whether an attitude is positive or negative. d. are easier to control than behaviors such as nodding.

b. reveal the intensity of an attitude.

Gloria has a negative attitude toward smoking, but she continues to smoke two packs of cigarettes a day. According to the theory of planned behavior, one reason that her attitude and behavior are inconsistent could be that a. her attitude is based on feelings rather than beliefs. b. she doesn't believe that she can control her smoking behavior. c. her family and friends also have negative attitudes toward smoking. d. her attitudes are usually accessible when she reaches for a cigarette.

b. she doesn't believe that she can control her smoking behavior.

Stephen Kraus's (1995) meta-analysis on the relationship between attitudes and behaviors showed that attitudes a. are only tenuously linked to behavior. b. significantly and substantially predict future behavior. c. significantly predict future behavior, but it is a relatively small effect size. d. invariably predict future behavior.

b. significantly and substantially predict future behavior.

According to research by Formula and Petty (2002), an attitude can be ____ by a persuasive message or argument ____ it. a. weakened; for b. strengthened; against c. weakened; against d. strengthened; for

b. strengthened; against

Eric does not really know how to answer the essay question about cognitive dissonance on his social psychology exam. He decides to write as many facts as he knows about the topic of attitudes in his exam book, hoping that the professor will not read the exams too closely and will be impressed enough by the length of his essay to give him a good score. Eric is hoping to take advantage of a. the sleeper effect. b. the peripheral route to persuasion. c. the central route to persuasion. d. dissonance-related insufficient justification.

b. the peripheral route to persuasion.

Sammy and Mark watch a ballgame together. Sammy favors the home team, while Mark is an avid fan of the road team. The star player for Sammy's team makes a great play and starts to celebrate in a rather demonstrative fashion. Sammy gets caught up in the celebration, while Mark is angered because he feels this display is an insult to the players of his team. This demonstrates that a. two people's evaluations of the same event are more likely to be similar than different. b. we often interpret events and behavior based upon pre-existing attitudes. c. central route processing leads to stronger opinions than peripheral route processing. d. we can hold both positive and negative evaluations about the same object.

b. we often interpret events and behavior based upon pre-existing attitudes.

Which of the following is NOT used to overcome the limitations of traditional self-report methodology? a. the bogus pipeline b. a Likert scale c. the facial electromyography d. covert videotaping

b. a Likert scale

A sleeper effect occurs when a. persuasion occurs in response to subliminal stimuli. b. a persuasive message from a non credible source becomes more persuasive over time. c. distraction interferes with the ability to pay attention to a persuasive message. d. people fall asleep during exposure to a persuasive message.

b. a persuasive message from a non credible source becomes more persuasive over time.

An attitude is implicit if you a. try to hide it. b. are unaware of it. c. cannot measure it. d. disagree with it.

b. are unaware of it.

Because communicator trustworthiness is important, people tend to be readily impressed by speakers who a. take popular stands. b. argue against their own interests. c. talk slowly and deliberately. d. are well-dressed.

b. argue against their own interests.

While watching the presidential debate on television, Matilda critically evaluated the arguments made by each candidate and was persuaded to support a particular candidate because of the quality of her arguments. Matilda exhibited a. psychological reactance. b. central route persuasion. c. peripheral route persuasion. d. insufficient justification.

b. central route persuasion.

51. The primary difference between the models of persuasion proposed by Hovland and McGuire and that proposed by Greenwald is that Greenwald's model a. does not allow for central route processing. b. emphasizes the role of elaboration in producing persuasion. c. does not include reception as one of the information-processing steps in persuasion. d. proposes that memory of message content is the most important determinant of persuasion.

b. emphasizes the role of elaboration in producing persuasion.

Social psychologists seek to understand a. whether persuasion is moral or not. b. how and why persuasion occurs. c. the central route persuasion, but not peripheral. d. the peripheral route persuasion, but not central.

b. how and why persuasion occurs.

Roger and Mike always seem to disagree on music. When Roger tells Mike that he has heard a new song on the radio that he likes a lot, this experience is likely to lead Mike to a. like the song more than he would have had he not talked to Roger ahead of time. b. like the song less than he would have had he not talked to Roger ahead of time. c. be skeptical about Roger's motivation for telling him about the song. d. view Roger as an unlikable message source.

b. like the song less than he would have had he not talked to Roger ahead of time.

Brady and Quinn are trying to develop an ad campaign in which a key element is the trustworthiness of the message's communicator. Toward this end, they may wish to utilize a. a public service message. b. overheard communications. c. novel advertising. d. political campaigns.

b. overheard communications.

Sleeper effects can be reduced by reminding people that the source of a persuasive message was not credible. This supports which explanation of sleeper effects? a. the inoculation hypothesis b. the discounting cue hypothesis c. psychological reactance theory d. cognitive dissonance theory

b. the discounting cue hypothesis

Jacqueline, an attitude researcher, is interested in how people feel about alcohol. She would be well-advised to use a

bogus pipeline because it is not as susceptible to social desirability effects

63. Vicki is a lawyer who is trying to decide which of two forensic experts she should hire to provide testimony in a case. There is a large discrepancy in the fees each of the experts demands for their services. If Vicki wants the jurors to perceive her expert as trustworthy—and if she expects the witness's fees to become part of the trial record when he testifies—then she should select a. the more expensive expert. b. the less expensive expert. c. either one because of their status in their field. d. the expert who has the most experience testifying in court.

b. the less expensive expert.

Imagine that Festinger and Carlsmith (1959) ran a follow-up to their classic peg-turning study. In this new version, participants are either paid $10 to lie to the next participant (actually a confederate), or are given no choice and forced to lie by being told that failure to do so will result in a loss of any course credit that was to be earned for having participated in the study. The most likely results of this new experiment would be that participants who are given no choice and forced to lie (through the threat of no course credit) would _____ than participants in the $10

be less likely to agree to lie to the confederate Clear my choice

be less skeptical than usual about the excuse.

Yanquan is a staunch Democrat. He has been arguing with Marcela, who is a staunch Republican. In the course of their discussion, Yanquan is able to withstand the arguments Marcela offers for her position, and he does so in a strong and convincing fashion. He realizes afterward that his own counterarguments to Marcela's were pretty solid. Subsequent to their realization, Yanquan's attitude will

become more certain

Informational influence occurs primarily because people

believe that others are correct in their judgments.

Research has found that when people are presented with a request accompanied by a reason that does not offer a real justification for the request, they often respond

by complying mindlessly.

According to Moscovici, majorities derive their power to influence others by virtue of their ____, whereas nonconformists derive their power to influence others from their ____. a. social connections; sheer number b. informational connections; social standing c. sheer number; style of behavior d. informational influence; normative influence

All of the following reduced the level of obedience in the Milgram experiment except a. lowering the prestige of the institution where the experiment was conducted. b. having the experimenter in a different location. c. informing the participants that the experimenter assumed responsibility for the learner's welfare. d. having the learner be in the same room as the participant.

As group size increases, conformity will a. increase. b. decrease. c. increase as long as each additional member of the group is perceived as an independent source of influence. d. decrease as long as each additional member of the group is perceived as an independent source of influence.

Horatio is asked what main dish was served for lunch at the cafeteria yesterday. He knows that it was roast beef, but before responding, he observes six other students who say the main dish was pizza. Horatio is most likely to say the main dish was pizza if he hears the response from a. the six other students in three pairs of two. b. all the students at once. c. the six students at six different times in six different places. d. the six other students in two pairs of three.

In order to convince people to buy lunch from their restaurant in the food court, employees at the Chinese restaurant gave out free samples of chicken teriyaki to everyone who walks by. The restaurant employees are hoping to take advantage of the a. door-in-the-face technique. b. that's-not-all technique. c. norm of reciprocity. d. chameleon effect.

Meeks and Rainmaker's found that ____ percent of the participants in their study were willing to deliver all 15 harassing remarks. a. 82 b. 87 c. 92 d. 97

Natasha convinces Joel to take her to the airport by first asking him to loan her his car for a week. Her attempt to get Joel to do her a favor is most likely based on the principles of a. commitment and reciprocity. b. perceptual contrast and self-perception. c. reciprocal concessions and perceptual contrast. d. self-perception and commitment.

Normative influence tends to produce ____, whereas informational influence leads to ____. a. compliance; obedience b. conversion; compliance c. public conformity; private conformity d. pluralistic ignorance; pluralistic knowledge

Often overlooked in Asch's conformity study is the fact that participants refused to conform ____ percent of the time. a. 25 b. 37 c. 63 d. 75

Research by Prentice and Miller (1996) found that college students are likely to have more positive attitudes toward drinking on campus and consume more alcohol if they a. attend colleges that strictly forbid drinking on campus. b. participate in workshops designed to increase their personal responsibility for drinking. c. overestimate the favorability of their peers' attitudes toward drinking. d. believe such attitudes and behavior are inconsistent with social norms.

Resistance to the requests of others can be encouraged by all of the following except a. vigilance. b. reciprocal wariness. c. following the norm of reciprocity. d. knowledge that the other person is trying to get you to comply.

Sheriff (1936) asked groups of participants to estimate the distance moved by a point of light. He found that a. participants were more accurate when they were alone than when they were in groups. b. participants were more accurate in groups than when they were alone. c. as the study progressed, the participants' estimates began to converge with each other. d. as the study progressed, the participants' estimates began to diverge from each other.

Stan is a new student in his sixth-grade class. The other students exert normative pressure on him to conform to their opinion on some issue. According to social impact theory, Stan will be more likely to resist this influence if a. there are 20 rather than 11 students in the class. b. he perceives the other students as having high status. c. there are three other new students in the class who are receiving the same pressures. d. he comes from a culture that values a collectivist orientation.

The "minority slowness effect" refers to the finding that a. members of minority groups are often slow to change their minds during group discussion. b. it takes longer for minority group members to change the minds of majority group members than vice versa. c. people with minority opinions are slower to respond to questions about the topic than people with majority opinions. d. minority groups take longer to form, as people are less likely to join a group whose opinion is not widely accepted.

The compliance technique in which compliance to a desired request is increased by first gaining compliance to a smaller, but related, request is called a. lowballing. b. the that's-not-all technique. c. the foot-in-the-door technique. d. the door-in-the-face technique.

The experience of being ostracized has been found to be a. fleeting and relatively harmless. b. more disturbing for women than for men. c. similar in brain area activation to the experience of physical pain. d. likely to lead to gun use and other forms of violence.

The idea that minority influence works in the same way that majority influence is most consistent with a. the interpersonal relations model. b. the dual-process approach. c. the single-process approach. d. research comparing private and public conformity.

The key difference between Gammon and others' (1982) obedience studies and Milgram's studies from the 1960s was that a. people conform less in the 1980s than the 1960s. b. people conform more in the 1980s than the 1960s. c. Milgram's participants were alone but Gammon's were in a group. d. Milgram's participants were in a group but Gammon's were alone.

The primary difference between the research of Sheriff (1936) and Asch (1951) is that a. Sheriff was able to demonstrate conformity, whereas Asch was not. b. Asch was able to demonstrate conformity, whereas Sheriff was not. c. Sheriff relied on an ambiguous task, whereas Asch used an unambiguous task. d. Asch relied on an ambiguous task, whereas Sheriff used an unambiguous task.

The residents in Burberry Hill have convened to discuss whether to build a neighborhood pool. The majority are in favor of building a pool. However, Miguel, a long-time resident, expresses his opposition. Which of the following is unlikely? a. The residents will think more carefully about the issue of building a pool because Miguel presented a dissenting opinion. b. Miguel's status of being a long-time resident and its accompanying idiosyncrasy credits will help him influence the group. c. Miguel will not gain private conformity to his opinion, only public conformity. d. Miguel will be more influential if he repeatedly expresses his opposition as the group discusses the benefits of building a pool.

Though this was certainly not Milgram's intent, a. many theorists use the results of his studies to try to explain the behavior of Nazi guards and others during the Holocaust. b. some scholars suggest that his findings indicate that anyone is capable of destructive obedience if placed in the right situation. c. raising people's awareness of the explanations for someone else's wrongdoing also tends to render people more forgiving of this wrongdoing. d. subsequent researchers have extended his findings to other cultures and time periods.

We can conclude that participants in Sheriff's study exhibited private conformity rather than public conformity because a. when retested without their fellow group members, participants reverted to their original estimates. b. they would report their group's normative estimate when asked to respond aloud, but not when asked to respond in writing. c. they continued to use their group estimates when retested alone one year later. d. the task was too easy for people to demonstrate public conformity.

What percentage of the participants in Milgram's study of destructive obedience demonstrated complete obedience to the experimenter? a. 10% b. 35% c. 65% d. 90%

Which method(s) will help a person avoid being caught in a compliance trap? a. vigilance only b. reciprocation wariness only c. both vigilance and reciprocation wariness d. vigilance for men, but reciprocation wariness for women

Which of the following concerning the relationship between gender and conformity is true? a. Men exhibit greater conformity than women in face-to-face interactions. b. Men exhibit greater conformity than women regardless of the situation. c. Women exhibit greater conformity than men in face-to-face interactions. d. Women exhibit greater conformity than men regardless of the situation.

Which of the following has not been demonstrated by research on mimicry? a. Within a few days of birth, infants mimic the facial expressions of adults. b. Various species of non-human animals demonstrate rudimentary forms of mimicry. c. People often mimic the facial expressions of others, but never mimic their overt behaviors. d. People sometimes mimic facial expressions of which they are not even consciously aware.

Which of the following is not an example of social influence? a. A sports fan who decides to join the other members of the stadium crowd in doing the wave b. A student who hears that some of his fellow classmates may have been exposed to a noxious gas and immediately comes to feel a bit nauseated himself c. A model who catches a glimpse of herself wearing a swimsuit in a mirror and suddenly becomes self-conscious about the way she looks d. A guest at a dinner party who does not understand a joke told by the host, but laughs anyway because everyone else is laughing

Which of the following is the best example of normative influence? a. Patients adhere rigidly to doctors' recommendations. b. People estimate how far a stable dot has moved by referring to others' estimates. c. People wear a particular type of shoe even if uncomfortable because it is considered fashionable. d. Military personnel follow a superior's orders that are morally questionable.

Which of the following was not part of the procedure in Milgram's research on destructive obedience? a. Participants were ordered to administer electric shocks that were apparently so intense that it caused the learner to scream in pain. b. Participants playing the role of teachers were ordered to increase the electric shocks in increments of 15 volts for every wrong answer the learner gave. c. Participants playing the role of learners were ordered to give shocks to the teacher who was trying to complete the task. d. The experimenter told participants who wanted to leave that they had no choice but to continue with the study.

Which situation would not be predicted by social impact theory? a. A person is more likely to obey a nearby authority than one who is far away. b. Each person in a group of ten contributes less money to a tip for their waitperson than each person in a group of three. c. A teacher can exert more control over a large class than a small class. d. Patients are more likely to follow advice given by doctors than advice given by nurses.

Who of the following is most likely to obey in Milgram's study? a. a man participating in a run-down office building with an experimenter in a lab coat b. a woman who has to physically place the learner's hand down on a shock plate c. a woman participating at Yale University with an experimenter in a lab coat d. a man participating at Yale University with an experimenter dressed casually

If you want to convince a friend to abandon an attitude and start thinking more like you, what would be the best approach? a. Provide information that will use fear to terrify your friend into changing his attitude. b. Use a subtle form of ridiculous so that you friend feels bad about himself for holding his current attitude. c. Be cautious in your approach and do not promote an idea that is too different than your friend's current attitude. d. Present a strong argument that is diametrically opposed to what your friend currently believes.

c. Be cautious in your approach and do not promote an idea that is too different than your friend's current attitude.

Research by Landau and colleagues (2004), in which participants were exposed to subliminal images of the 9/11 terrorist attacks, and then asked questions about then-President George W. Bush, leads to the conclusion that a. the fear of death leads people to choose the central route to persuasion. b. reminders of mortality lead people to prefer one-sided messages to two-sided messages. c. fear arousal can influence even attitudes as important as political opinions. d. the higher the level of fear arousal in a persuasive communication, the stronger the agreement with it.

c. fear arousal can influence even attitudes as important as political opinions.

Wells and Petty (1980) videotaped students as they listened to a speech. The results of this study indicated that a. students revealed the intensity, but not the direction, of their attitudes through their body language. b. students' self-reported attitudes did not agree with their observed attitudes. c. students signaled their attitudes by nodding or shaking their heads. d. horizontal head movements indicate agreement, whereas vertical head movements indicate disagreement.

c. students signaled their attitudes by nodding or shaking their heads.

The theory of planned behavior posits that behavior is a function of attitudes, subjective norms, behavioral intentions, and the a. amount of time we have considered engaging in the action. b. correspondence between the attitude and the action. c. amount of control we perceive to have over our own actions. d. costs of engaging in the action.

c. amount of control we perceive to have over our own actions.

Yanquan is a staunch Democrat. He has been arguing with Marcela, who is a staunch Republican. In the course of their discussion, Yanquan is able to withstand the arguments Marcela offers for her position, and he does so in strong and convincing fashion. He realizes afterward that his own counterarguments to Marcela's were pretty solid. Subsequent to this realization, Yanquan's attitude will a. become less certain. b. remain unchanged. c. become more certain. d. change to agree with Jim.

c. become more certain.

Source credibility is determined by a. competence alone. b. trustworthiness alone. c. both competence and trustworthiness. d. competence, trustworthiness, and likeability.

c. both competence and trustworthiness.

According to the theory of planned behavior, one reason that a person's behavior might not be consistent with that person's attitudes is that the behavior a. is determined by norms that are consistent with the person's attitudes. b. is one that the person feels is within his or her control. c. is determined by norms that are counter to the person's attitudes. d. occurs only when the person is self-aware.

c. is determined by norms that are counter to the person's attitudes.

People who want to hold correct attitudes will often engage in central route processing. Doing so means that they a. will always end up with a valid attitude. b. will avoid biased information processing. c. may fall prey to overcorrection. d. will become more liberal in their thinking.

c. may fall prey to overcorrection.

One potential problem with self-report measures is that a. respondents typically dislike them. b. they do not provide information concerning the direction of an attitude. c. respondents might not respond truthfully. d. it is not possible to assess the validity of self-report measures.

c. respondents might not respond truthfully.

The most direct and straightforward way to assess an attitude is through the use of a. covert measures. b. implicit measures. c. self-report measures. d. behavioral observation.

c. self-report measures.

Which indicator is NOT used to distinguish weak attitudes from strong ones? a. how much the attitudes affect one's self-interests b. the attitude's relationship to deeply held philosophical, political, and religious values c. the amount of perceived behavioral control d. how much the attitude impacted family, friends, and social inter groups

c. the amount of perceived behavioral control

Miss Roberto is concerned that Talia and Emily avoid playing with Michael because he is African American. Which strategy would best enable her to assess any unconscious dislike these two students feel toward Michael? a. Ask them why they don't want to play with him. b. Measure the girls' brain activity when they are forced to play with Michael. c. Administer an IAT to examine the girls' racial attitudes. d. Administer a self-report questionnaire examining the girls' racial attitudes.

c. Administer an IAT to examine the girls' racial attitudes.

Cacioppo and Petty (1981) recorded facial muscle activity of college students as they listened to a message with which they agreed or disagreed. The results of this study indicated that listening to a(n) ____ message INCREASES activity in the ____. a. disagreeable; cheek muscles b. disagreeable; chin muscles c. agreeable; cheek muscles d. agreeable; muscles in the forehead and brow area

c. agreeable; cheek muscles

The main factor(s) influencing source likeability is/are a. similarity alone. b. physical attractiveness alone. c. both similarity and physical attractiveness. d. similarity, physical attractiveness, and proximity.

c. both similarity and physical attractiveness.

The covert attitude measure that uses electrodes pasted onto the scalp to record the waves of electrical brain activity is called a(n) a. facial electromyography. b. bogus pipeline. c. electroencephalograph. d. implicit association test.

c. electroencephalograph.

50. People who are high in intelligence and/or self-esteem tend to be ____ vulnerable to persuasion when compared to people low in intelligence and/or self-esteem. a. more b. less c. equally d. somewhat less

c. equally

67. Which source characteristic best explains why a company might recruit a supermodel to endorse its products? a. similarity b. credibility c. likeability d. trustworthiness

c. likeability

The process by which a person is persuaded by cues in the persuasion context rather than thinking critically about the content of a persuasive message is called a. psychological reactance. b. theory of planned behavior. c. the peripheral route to persuasion. d. the central route to persuasion.

c. the peripheral route to persuasion.

Cross-cultural research indicates that cognitive dissonance

can be seen across cultures, but emerges in different situations in different cultures.

central route persuasion

chameleon effect

Hope read a persuasive message written by a source who she considered to be incompetent and untrustworthy. The sleeper effect would suggest that her attitude toward the issue should

change over time

Those who argue that self-perception theory better explains why people change their attitudes in research studies than does cognitive dissonance theory do not believe that

changes in attitudes are motivated by a desire to reduce unpleasant feelings

characterized by financial independence and prosperity.

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

cognitive dissonance

Marge believes rather strongly that more money should be devoted to environmental concerns. However, she is agitated because she just signed a petition for a friend advocating the logging of a local forest in order to create new jobs. She then seems to soften her stance about the environment. This is best explained by

cognitive dissonance theory.

The effectiveness of low-balling seemed to be based on the psychology of

commitment.

Individuals from Eastern cultures are more likely than those from Western cultures to

conform to a public norm

conformed because they feared the social consequences of appearing deviant

A half-dozen high school students are going to a concert. Chantal wants to wear a new colorful outfit that she just received as a gift, but she assumes that her five friends will all be wearing nothing but black leather. Chantal decides to do likewise, and leaves her colorful outfit in the closet. Chantal's behavior is an example of

conformity.

The tendency to alter perceptions, opinions, and behavior in ways that are consistent with group norms is called

conformity.

According to Hollander's (1958) work on idiosyncrasy credits, which individual would be most effective in convincing a majority to change their opinion? a. A person who has just joined the group, because such a person has no history of antagonism with any of the majority group members b. A person who does not belong to the group at all, because such a person would be perceived as the most objective c. A person who has been in the group for quite a while, but consistently disagrees with the group d. A person who has been in the group for a long time, and usually goes along with the majority of the group

According to your text, studies examining imitation have found that it is seen in all but which species of animal? a. hamsters b. fish c. pigeons d. camels

Baron and others (1996) found that participants' levels of conformity depended on how motivated they were to do well. When offered a financial incentive, conformity went a. down when the task was difficult and up when the task was easy. b. up in both conditions. c. down in both conditions. d. up when the task was difficult and down when the task was easy.

Imagine that some researchers conducted a study and interpreted the results of the study as indicative of normative influence. These researchers are most likely to reach this conclusion if participants in their study a. were truly convinced that the majority was correct in their opinions. b. behaved in a way that would be considered normal to people in Western cultures. c. did what they felt was morally right, even if it violated social norms in the process. d. conformed because they feared being rejected for appearing deviant.

In a study on the likelihood of individuals to litter in a public park, Coalmine (2003) found that the ____ increased visitors' likelihood of tossing a flyer onto the ground. a. presence of trash cans that were visible but rather far away b. appearance of the person who handed out the flyer was dirty and disheveled c. presence fewer people nearby to observe the littering d. appearance of more litter already on the ground

Individualistic cultures tend to exhibit all of the following except greater a. complexity. b. affluence. c. heterogeneity. d. conformity.

Jay participates in an experiment where he and three other participants are asked to judge the quality of a series of sculptures. Jay is least likely to exhibit informational influence if a. each sculpture is shown for only a few seconds. b. he is motivated to be very accurate in his judgments. c. there are no objective criteria by which to make such judgments. d. there is a clear and unambiguous response for each sculpture.

Mara needs to borrow James's pen and is pondering how to ask him. She considers three options—asking for the pen outright without any reasoning, telling him that she needs the pen "to write something," or telling him that she needs it "to sign a letter." Which statement is true? a. James is more likely to comply with the outright request than the "letter" plea. b. James is equally likely to comply with the "letter" plea and the outright request. c. James is less likely to comply with the "write something" plea than the outright request. d. James is equally likely to comply with the "letter" plea and the "write something" plea.

Milgram's research on obedience is notable for having led some participants to believe that a helpless man in the next room had been rendered unconscious or even dead by a strong electric shock, marked "xxx" on a shock generator. What was the highest voltage that participants believed they could administer? a. 150 volts b. 275 volts c. 360 volts d. 450 volts

People who are especially likely to exploit the norm of reciprocity for personal gain can be identified by questionnaires that measure their a. social impact. b. vulnerability to informational influence. c. idiosyncrasy credits. d. reciprocation ideology.

Research has found that when people are presented with a request accompanied by a reason that does not offer a real justification for the request, they often respond a. with skeptical reactance. b. by asking for a more complete explanation. c. with surprise followed by caution. d. by complying mindlessly.

Research on social influence in virtual groups shows that they a. are much less influential than "live" groups. b. only have impact when member identities are known. c. only have impact when member identities are hidden. d. can be quite influential even when they are remote.

The Milgram study demonstrated a. the specific personality traits that predict destructive obedience to authority. b. that people will typically harm another individual with little to no social pressure to do so. c. obedience to authority is most destructive when the authority figure is particularly harsh and demanding. d. the potential for situational influences to lead ordinary people to commit extraordinarily destructive acts.

The conformity seen in Sheriff's (1936) study was most likely the result of a. normative influence. b. private conformity. c. public conformity. d. informational influence.

The technique of getting a commitment from a potential customer and then changing the terms of the agreement is best described as a. reciprocal concession. b. cognitive dissonance. c. the foot-in-the-door technique. d. lowballing.

The tendency to unconsciously mimic the nonverbal behavior of others is called a. reciprocation wariness. b. pluralistic ignorance. c. the ally effect. d. the chameleon effect.

Those participants in Milgram's study who went to the very end of the shock meter were a. diagnosed as abnormal by a team of psychiatrists. b. in the minority among participants in the study. c. not told that the learner had a previous heart condition. d. not found to be substantially different than those who refused to do so.

When Cheryl is with her supervisors, she obeys their decisions without question. But when she is with employees under her supervision, she is aggressive and demanding. Cheryl is likely to be described by social psychologists as having a. idiosyncrasy credits. b. an introverted character. c. reciprocation wariness. d. an authoritarian personality.

Which explanation for why a consistent behavioral style increases minority influence is least plausible? a. A consistent minority draws more attention to its position. b. A consistent minority puts increased pressure on the majority to compromise. c. The position advocated by a consistent minority is more likely to be perceived as valid. d. A consistent minority is more likely to exert normative social influence on the group.

Which of the following is not considered one of the three forms of social influence discussed in this chapter? a. conformity b. compliance c. obedience d. independence

Which of the following is not one of the emotions a person is likely to feel after being ostracized? a. numbness b. anger c. sadness d. acceptance

With respect to the impact of group size on conformity, Asch found a. greater conformity with ten confederates than with five confederates. b. that conformity increases as an exponential function of group size. c. that one group of six confederates produced more conformity than two groups of three confederates. d. negligible increases in conformity after three or four confederates.

Women conform more and men conform less when they believe they are being observed. Eagly (1987) argues that this occurs because a. being watched makes people self-aware, which brings out their underlying personalities. b. women are easier to manipulate, whereas men tend to be more independent. c. women and men tend to be knowledgeable about different kinds of topics. d. people feel greater pressure in public to behave in ways consistent with their gender role.

31. Which statement regarding LaPeer's (1934) study of attitudes is false? a. Even though respondents who were asked self-report questions claimed that they would not be racially prejudiced, their behavior showed clear discrimination. b. The study examined racial attitudes at a time when prejudice was much more overt and blatant than it currently is. c. LaPeer was not a psychologist. d. Over 90 percent of the respondents claimed that they would not offer service to a Chinese patron.

d. Over 90 percent of the respondents claimed that they would not offer service to a Chinese patron.

The hypothesis that there is a genetic component to some attitudes would be supported by all BUT which finding? a. Attitudes of identical twins are more similar than those of fraternal twins. b. Adults who shared certain physiological characteristics also hold common political beliefs. c. When asked about attitudes for which there seems to be a genetic predisposition, research participants are quicker to respond to questions and less likely to alter their views toward social norms. d. The human genome project has identified specific genes that are responsible for the ability to hold positive or negative attitudes.

d. The human genome project has identified specific genes that are responsible for the ability to hold positive or negative attitudes.

Michael believes that one's family is more important than one's career. In order for him to successfully convince his achievement-oriented friend Ronald that he should also possess such a value system, Michael should a. take the very discrepant position that careers never provide satisfaction anywhere close to what a family provides. b. use peripheral cues. c. present as many arguments for his position as possible. d. suggest more of a balance between family and career concerns than is currently true for Ronald.

d. suggest more of a balance between family and career concerns than is currently true for Ronald.

Which of the following is not an explanation for why people in a positive mood are more susceptible to persuasion? a. A positive emotional state is cognitively distracting, making evaluation of arguments difficult. b. A good mood makes you feel that all is well, and you don't work as hard to evaluate arguments. c. Happy people want to maintain that mood, so they don't want to ruin it with critical evaluation of information. d. A positive mood makes people more thoughtful, so they are more likely to engage in central processing.

d. A positive mood makes people more thoughtful, so they are more likely to engage in central processing.

Gino, a salesperson, wants to use techniques that will lead his potential customers to rely on peripheral route persuasion. He should do all of the following except a. speak quickly (but not too quickly) when presenting information about his product. b. get the customer to nod in the affirmative while he is presenting his sales pitch. c. present his sales pitch to customers who are clearly in a rush. d. approach prospective buyers who obviously care deeply about his product.

d. approach prospective buyers who obviously care deeply about his product.

One way to increase the accuracy of self-report measures of attitudes is to a. offer many, rather than fewer, response options. b. use a single attitude scale, rather than multiple scales. c. focus on attitudes regarding sensitive and personal issues. d. convince respondents that any deception can be detected.

d. convince respondents that any deception can be detected.

Stanley's stock broker calls him and says, "I have a great stock buying opportunity for you, but I need to know right away if you want to make the purchase." Stanley refuses to act so quickly, and says, "sorry but I really need to take time to think about this and decide if it is right for me. I'll get back to you." Stanley is going to use ____ as he decides if he should follow his broker's advice. a. the availability heuristic b. extension c. peripheral processing d. elaboration

d. elaboration

In trying to assess attitudes about particular subjects, public opinion pollsters have become aware that attitude responses seem to be affected by all of the factors below EXCEPT a. the context in which the question appears. b. the wording of the question. c. the order of the questions. d. the length of the questionnaire.

d. the length of the questionnaire.

Josie listened to a speech on the radio advocating the increased use of automobiles that are not reliant on fossil fuels. One would expect the sleeper effect to be greatest if Josie found out about the background of the speaker ____ the speech and was asked about his views about the issue ____. a. before; that same day b. after; that same day c. before; a few weeks later d. after; a few weeks later

d. after; a few weeks later

For which type of attitude would an implicit attitude measure be more predictive than an explicit attitude measure? a. an attitude toward wearing a seat belt b. an attitude toward owning a pet c. an attitude toward church attendance d. an attitude toward committing suicide

d. an attitude toward committing suicide

Persuasive communication is the outcome of three possible factors. Which is not one of those factors? a. source b. audience c. message d. context

d. context.

While shopping at the local mall, Ithon is approached by a man who asks her to sign a petition for stricter gun control laws. If Ithon uses the central route to decide whether to sign the petition, then she will be more likely to sign if the man who approaches her a. is physically attractive. b. is a member of the National Rifle Association. c. is a police officer. d. presents strong arguments.

d. presents strong arguments.

Implicit Association Tests (IATs) can detect implicit attitudes by measuring a. the participants' mood after responding to word pairings. b. the time it takes participants to complete the whole test. c. participants' facial muscles as they are exposed to positive or negative stimuli. d. the speed at which participants associate stimuli with a positive or negative word.

d. the speed at which participants associate stimuli with a positive or negative word.

Twenge interprets Burger's (2009) replication of Milgram's obedience studies as an indication that obedience rates have _____ since Milgram's original studies.

declined somewhat

According to social impact theory, resistance to social pressure is most likely to occur when social impact is

divided among many strong and distant targets.

When she first joined the Army, Stephanie was not entirely sure she would like it, but was excited about the thought of traveling around the world. By the end of the grueling basic training program, she absolutely loved Army life and was totally committed to it, despite the fact that she had been stationed in New Jersey and never got to leave the country. Stephanie's attitude toward the Army is most likely the result of

effort justification

When she first joined the Army, Stephanie was not entirely sure she would like it, but was excited about the thought of traveling around the world. By the end of the grueling basic training program, she absolutely loved Army life and was totally committed to it, despite the fact that she had been stationed in New Jersey. Stephanie's attitude toward the army is most likely the result of

effort justification

Which is NOT one of the four steps in the dissonance process?

elaboration

In a study about political attitudes and opinions during the 2004 presidential election, researches used brain imaging to examine what happened in the brain when participants listened to positive and negative statement about the candidate of their choice. They found that most affected were those areas of the brain associated with the following?

emotion

The primary difference between the models of persuasion proposed by Hovland and McGuire and that proposed by Greenwald is that Greenwald's model

emphasizes the role of elaboration in producing persuasion.

At a computer trade show, a representative from Mad Dog Computers presents its product to the audience, and is immediately followed by a representative from Smelly Cat Computers, who demonstrates the benefits of her product. If surveyed immediately after the show, the audience is likely to report having been

equally persuaded by both companies if the presentations were comparable.

The concepts of ostracism and conformity are related in that

failure to conform can lead to ostracism.

Research by Landau and colleagues (2004) in which participants were exposed to subliminal images of the 9/11 terrorist attacks and then asked questions about George W. Bush leads to the conclusion that

fear arousal can influence even attitudes as important as political opinions.

After narrowing their choices to a Toyota and a Honda, Tammy Faye and James have decided to buy a Toyota. It is likely that after making this decision, Tammy Faye and James will

feel less dissonance about their decision if they are told by friends that they have decorated their house nicely.

Tsuyoshi has positive implicit attitudes about himself. We know this because on an Implicit Association Test, he was quickest to associate ________ with photos of himself.

female faces

Resistance to the requests of others can be encouraged by all of the following except

following the norm of reciprocity.

When people are forewarned that a speaker will take a specific position that is discrepant from their own, they tend to

generate counterarguments

According to the dual-process approach to understanding minority influence,

group majorities and minorities exert their influence in very different ways.

Wegener et al. (1995) found that happy participants used the central route to persuasion when presented with a pro-attitudinal message, but used the peripheral route to persuasion when presented with a counter-attitudinal message. This finding suggests that

happy people avoid processing only if it threatens to destroy their mood

Milgram's research on obedience

has stirred controversy regarding its ethics.

The hypothesis that there is a genetic component to some attitudes would be supported by the finding that attitudes of

identical twins are more similar than those of fraternal twins.

High self-monitors respond more to ______ advertising.

image-oriented

According to social impact theory, the source's proximity in time and space to a target determines the source's

immediacy.

Elena changes her attitude about nuclear weapons after giving a speech supporting their development to a group of classmates. Brett gives the same speech, but to an empty classroom, and does not change his attitude. The difference between Elena and Brett supports

impression management theory.

Myrna is trying to persuade her roommate that the death penalty serves to lower violent crime rates in society. If Myrna wants to maximize the persuasiveness of her message using peripheral cues, she should make sure that her roommate

is low in need for cognition

As group size increases, conformity will

increase as long as each additional member of the group is perceived as an independent source of influence

informational social influence.

All of the following reduced the level of obedience in the Milgram experiment except

informing the participants that the experimenter assumed responsibility for the learner's welfare

A condition in which people refrain from engaging in a desirable activity, even though only mild punishment is threatened, is called

insufficient deterrence.

A social psychology graduate student who works long hours for little pay becomes increasingly convinced that she loves social psychology. This student's attitude toward her chosen field of study is most likely the result of

insufficient justification

insufficient justification.

Measuring attitudes by assessing physiological arousal tends to identify the _____ but not the _____ of the attitude.

intensity; direction

According to the theory of planned behavior, one reason that a person's behavior might not be consistent with that person's attitudes is that the behavior

is determined by norms that are counter to the person's attitudes.

Research by Aronson and Carlsmith (1963) shows that severe punishment

is less likely than mild punishment to inspire cognitive dissonance.

Research on obedience suggests that participation in the Holocaust was

likely driven by situation factors that would influence anyone similarly.

Which of the following is not used in order to overcome the limitations of traditional self-report methodology?

likert scale

According to work by Triandis (1995), collectivist cultures are characterized by a pattern of

low complexity, low affluence, and cultural homogeneity.

One should avoid producing advertisements that focus on image if the advertisements are to be targeted toward individuals

low in self-monitoring

low-balling.

Research on majority and minority influence suggests all of the following except

majorities are more influential than minorities on subjective questions.

When message recipients use the central route to persuasion, a persuasive communication is effective to the extent that

message recipients respond favorably to the message.

The mirrors in shopping malls may reduce shoplifting because

mirrors increase self-awareness, which makes negative attitudes toward shoplifting accessible.

People high in need for cognition are

more likely to process a message along the central route

With respect to the impact of group size on conformity, Asch found

negligible increases in conformity after three or four confederates.

in order to convince people to buy lunch from their restaurant in the food court, employees at the Chinese restaurant gave out free samples of chicken teriyaki to everyone who walks by. The restaurant employees are hoping to take advantage of the

norm of reciprocity.

Brady and Quinn are trying to develop an ad campaign in which a key element is the trustworthiness of the message's communicator. Toward this end, they may wish to utilize

overheard communications

The findings of the classic Festinger and Carlsmith (1959) experiment indicate that

participants in the $1 condition experience greater discomfort and agitation when lying about how fun the task was than do participants in the $20 condition.

Implicit attitudes can be difficult to measure because

people are not aware of having them.

According to the "new look" at cognitive dissonance, it is likely that

people may not feel dissonance if they believe they have taken an amphetamine.

All of the following are necessary conditions for cognitive dissonance specified by Cooper and Fazio (1984) except

people must assign responsibility for the behavior to an outside source.

A major difference between cognitive dissonance theory and self-perception theory involves the extent to which _____ is necessary in order to lead to self-persuasion and attitude change.

physiological arousal

A major difference between cognitive dissonance theory and self-perception theory involves the extent to which _____ is necessary to lead to self-persuasion and attitude change.

physiological arousal

Antonio describes himself as high in need for evaluation. It is likely that Antonio

prefers to be with people who are judgmental of him.

Cairan, a college student, wants to persuade her friends that residence halls should have curfews. Assuming her friends consider this issue to be personally involving, Cairan would be smart to

present only strong arguments that support her position

Tariq doesn't want his kids to give in to peer pressure to smoke. According to the inoculation hypothesis, one way he could build up their resistance to potential peer pressure is to

present them with weak arguments for smoking so that they can generate counterarguments.

While shopping at the local mall, Ihno is approached by a man who asks her to sign a petition for stricter gun control laws. If Ihno uses the central route to decide whether to sign the petition, then she will be more likely to sign if the man who approaches her

presents strong arguments.

private conformity.

A negative reaction to the feeling that one's freedom is being threatened is called

psychological reactance

A negative reaction to the feeling that one's freedom is being threatened is called

psychological reactance.

Lisa's friends can't stand her new girlfriend, Julia, and have been pressuring Lisa to stop seeing her. Lisa gets agitated and feels that her friends should mind their own business and not try to "run her life" for her. According to the concept of ________, Lisa would be most likely to respond by ________.

psychological reactance; feeling even more dedicated to her relationship with Julia

One potential problem with self-report measures is that

respondents might not respond truthfully.

When used to measure attitudes, physiological measures such as heart rate and perspiration

reveal the intensity of an attitude.

After giving the matter a great deal of thought, Iris declared chemistry rather than physics as her major. Having made this decision, she went out and had a good time with her classmates, who reminded her what a great friend she was. At that point, Iris was able to look at her choice and see both its pros and cons without glamorizing it. Her behavior can best be explained by the concept of

self-affirmation.

The basic prediction of _______ theory is that attitude change occurs when people infer how they feel by observing themselves and the circumstances of their own behavior.

self-perception

The most direct and straightforward way to assess an attitude is through the use of

self-report measures

LaPiere's (1934) study of attitudes was important in empirically demonstrating that

self-reported attitudes are not always predictive of behavior.

she doesn't believe that she can control her smoking behavior

According to Moscovici, majorities derive their power to influence others by virtue of their _____, whereas minorities derive their power to influence others from their _____.

sheer number; style of behavior

Stephen Krau's (1995) meta-analysis on the relationship between attitudes and behaviors showed that attitudes

significantly and substantially predict future behavior.

The experience of being ostracized has been found to be

similar in brain activation to the experience of physical pain.

The feeling of ambivalence can be described as an attitude that is both _____ and _____.

strong; mixed in terms of positive versus negative valence

suggest more of a balance between family and career concerns than is currently true for Ronald.

The theory of planned behavior posits that behavior is a function of attitudes, subjective norms, behavioral intentions, and

the amount of control we perceive to have over our behavior

All of the following factors can distinguish strong from weak attitudes except

the amount of perceived behavioral control.

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

the argument is a familiar one.

The phenomenon of insufficient justification does not support

the assumption that larger rewards produce greater change

Research on the attitudes of twins suggests

the attitudes of identical twins are more similar than the attitudes of fraternal twins.

A phony lie-detector device that is sometimes used to obtain accurate self-reports of attitudes is called

the bogus pipeline.

Mara pays close attention to the quality of the speaker's arguments in making up her mind on an issue. She is demonstrating

the central route to persuasion.

Recent approaches to social impact theory suggest that

the effect of immediacy does not necessitate physical proximity.

the foot-in-the-door technique.

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

Vicki is a lawyer who is trying to decide which of two forensic experts she should hire to provide testimony in a case in which she is involved. There is a large discrepancy in the fees each of the experts demands for their services. If Vicki wants the jurors to perceive her expert as trustworthy, then she should select

the less expensive expert.

the peripheral route to persuasion

Eric does not really know how to answer the essay question about cognitive dissonance on his social psychology exam. He decides to write as many facts as he knows about the topic of attitudes in his bluebook, hoping that the professor will not read the exams too closely and will be impressed enough by the length of his essay to give him a good score. Eric is hoping to take advantage of

the peripheral route to persuasion.

Self-affirmation theory argues that when people feel cognitive dissonance stemming from counterattitudinal behavior, they will not need to change their attitude if

they can think about unrelated positive aspects of themselves.

the peripheral route to persuasion.

The process by which a person is persuaded by cues in the persuasion context rather than thinking critically about the content of a persuasive message is called

the peripheral route to persuasion.

The Milgram study demonstrated

the potential for situational influences to lead ordinary people to commit extraordinarily destructive acts.

As personal involvement regarding an issue increases

the quality of the arguments becomes a more important determinant of persuasion

The sleeper effect can occur when

the source of a persuasive message is low in credibility.

Which theory suggests that intentions to perform a behavior are BEST predicted by attitudes toward the behavior, subjective norms, and perceived behavioral control?

theory of planned behavior

Jay participates in an experiment where he and three other participants are asked to judge the quality of a series of sculptures. Jay is least likely to exhibit informational influence if

there is a clear and unambiguous response for each sculpture.

they give the same ratings alone as they do in the group.

The most common approach to persuasion is

through communication from others.

A two-sided argument is most likely to convince an audience that is

using the central route to persuasion

Research indicates that subliminal influence

usually occurs in the short term for simple judgments.

Research indicates that subliminal influence

usually occurs in the short-term for simple judgments

Attitudes are best understood as

varying in strength along both positive and negative dimensions

Attitudes are best understood as

varying in strength along both positive and negative dimensions.

we often interpret events and behavior based upon pre-existing attitudes.

allow us to judge whether something we encounter is good or bad

we often interpret events and behavior based upon pre-existing attitudes.

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