Social Psych Exam 2 Ch. 5-8

In a field experiment, the request for change that was most likely to elicit compliance was:

"Can you spare 37 cents?"

Which of the following is true about positive mood and persuasion?

A positive mood makes one more inclined to agree with a message.

In order to concentrate on his exam, Absalom actively tries to push all thoughts of the date he went on last night out of his mind. What does research suggest will happen?

After he finishes the exam, thoughts of the date will be even more prominent in Absalom's mind than before he started.

All of the following are examples of social learning EXCEPT which statement?

An early human accidentally discovers how to light a fire.

_____ occurs when people are exposed to a weak form of an argument and are then able to generate counterarguments that act like protective barriers around their initial attitudes.

Attitude inoculation

Manal has decided she would like to lose some weight in the coming month. She posts online that this is her goal for the month. What does research based on symbolic self-completion theory suggest will happen?

Because she has self-completed through her online post, Manal may actually be less likely to lose much weight.

As a class project in your sex education class, you are supposed to persuade students to use protection during sex, to avoid sexually transmitted infections. What is the best thing to do?

Describe sexually transmitted infections, and explain where to get various types of protection and how to use them.

For Burger to conduct a replication of Milgram's obedience studies, he had to change the original procedures. Burger made which of the following changes to the original work?

He stopped each round after a shock of 150 volts.

Jake is the only one of his six friends who wants to go see the new superhero movie. Based on research, what would be the ideal set of circumstances to give Jake the chance to convince his friends that he's right?

His friends are ready to pay close attention to his arguments, they see themselves as very similar to Jake, and Jake seems willing to compromise.

Petty and colleagues had participants take part in a study on consumer attitudes. They were told that after their participation they would receive a gift. One group was promised a choice of razor blades, the other a choice of toothpaste. Participants then flipped through ads and came across an ad for Edge razor blades. Half the participants read strong arguments for Edge razor blades, and half read weak arguments. One version of the ad featured an attractive celebrity, and the other version featured an average-looking person. When the Edge ad was relevant to the participants' later choice, what were the results?

If the arguments are strong, the participants chose Edge blades.

All of the following are true about the elaboration likelihood model EXCEPT which statement?

Individuals using the central route tend to have more positive attitudes.

Jama is talking with her coworker. She has a pain in her neck, so she is moving her head up and down vigorously and repeatedly to reduce the discomfort. Jama's coworker is presenting her with an idea that he thinks they should bring up at the next board meeting. What does research suggest Jama's response will be?

Jama will likely approve of the coworker's idea.

All of the following are true about argument strength EXCEPT which statement?

Longer messages can be more persuasive if there are many supportive arguments.

Which of these is NOT a reason discussed in the text for why there are gender differences in behavior?

Nearly all behaviors have biologically rooted gender differences.

In a study by Regan, subjects worked alongside a confederate who was either likeable or rude. In one condition the confederate came back from a break and gave the participant a can of Coke. In another condition the participant received a can of Coke from the experimenter. In a third condition the participant did not receive a can of Coke at the break. At the end of the experiment the confederate asked the participant to buy some lottery tickets. What did the result of this study reveal?

Participants who were given a Coke by the confederate during the study bought tickets more often.

Which of the following statements is the BEST description of Schachter and Singer's (1962) classic study on the two-factor theory of emotion?

Participants who were given an arousing injection and not told that their arousal was a side effect of the injection were more likely to believe they felt happy or angry, depending on a confederate.

Which of the following finding has emerged from research on social comparison?

People generally think of themselves as better in most respects now than they used to be.

All of the following are true about the attractiveness of the communicator EXCEPT which statement?

Physical attractiveness only persuades through the peripheral route.

_____ proposes that people value thinking and acting freely.

Psychological reactance theory

All of the following are true about the communicator EXCEPT which statement?

Speaking quickly can make a speaker appear more credible.

Which of the following statements about Milgram's research is true?

The experimenter never made it clear what the penalty to the participant would be for disobedience.

_____ occurs when people attribute their action to an external incentive, and their intrinsic motivation and enjoyment of the task are consequently diminished.

The over justification effect

A study by Milne and colleagues reminded students of their vulnerability to heart disease and the benefits of exercising to reduce that risk. One group of students was given implantation intentions and the other group was not. What did the results show?

The students who were given implementation intentions increased their exercise habits the most.

What does research suggest about the relationship between people's ratings of their own physical attractiveness compared with how their close friends rate them?

There is no relationship between the two.

According to the sociometer model:

a basic function of self-esteem is indicating one's level of acceptance by others.

All of the following are factors affecting the magnitude of dissonance EXCEPT:

a person's level of self-esteem

Which of the following sources would offer the MOST source credibility on national crime statistics?

a researcher, who studies national trends in different types of criminal activity

The three key determinants of persuadability are:

age, self-esteem, and education and intelligence.

Brain scans of nonconformists showed increased activation of the:

amygdala.

Persuasion by the majority opinion is typically _____, while persuasion by the minority opinion is typically _____.

an automatic process; a controlled process

All of the following are methods that researchers have used to increase self-awareness EXCEPT which one?

asking people to focus on an object in their immediate environment

Basking in reflected glory refers to people's tendency to:

associate themselves with successful others.

In a typical game of what Williams and colleagues called cyberball, participants:

begin playing an electronic game of "catch" with two avatars, and the avatars eventually stop including the participant in the game.

Wong has just received feedback in his gym class that he is not as good of an athlete as he thought he was. If he pursues the defensive strategy of compensation, what is Wong now likely to do?

brag about his accomplishments

A leader who makes swift, confident decisions and conveys the sense that the group's worldview is sacred and superior is a _____ leader.

charismatic

The primary implication of the Stanford prison experiment was:

cultural expectations about how to behave in social roles can have a major influence on behavior.

Linjay watched all her neighbors "go green" and begin to recycle, even though recycling is not mandatory. Linjay began to recycle too. Linjay was following a(n) _____ norm.

descriptive

Petra has decided on a graduate school to attend, one of several at which she was accepted. After she made her choice, she finds herself reducing any dissonance by:

focusing on the positive aspects of the chosen school and focusing on the negative aspects of the schools not chosen.

The _____ compliance technique is best explained by self-perception theory.

foot-in-the-door

The self-regulatory perseveration theory of depression suggests that depressed individuals are likely to have _____ levels of self-awareness.

high

The _____ system provides direction and energy to seek our goals, and the _____ system helps keep us focused on our goals.

hot; cool

According to construal level theory, when people think about goals in the distant future, they tend to think _____, while when people are thinking about goals in the near future, they tend to think _____.

in more abstract terms; in more concrete terms

On the first day of classes, Ashraf does not know how to address his professor. He listens and hears others students address the professor as "Doctor" and then addresses the professor in the same way. This is an example of:

informational influence.

When giving a sincere performance, a person _____; when giving a cynical performance, a person _____.

is not consciously aware that they are performing; is consciously aware that they are performing

People with high self-awareness and self-esteem are:

less likely to conform.

People _____ tend to use the peripheral route to persuasion.

low in the need for cognition and high in self-monitoring

An implementation intention involves:

mental rules that link particular situational cues to goal-directed behaviors.

Research by Zajonc found that when American participants were repeatedly shown Chinese characters, they tended to rate the ones they had seen more often as aesthetically more pleasing. This is due to the:

mere exposure effect.

Conversion theory suggests that _____ are sometimes influential because they are_____.

minority opinions; distinctive

The experimental paradigm that has been used to demonstrate that cognitive dissonance processes are driven by a negative, affective state of tension is:

misattribution of arousal.

In Bandura's classic Bobo doll studies, children were more likely to imitate the behavior they observed if the:

model was rewarded for his/her behavior.

According to the theory of planned behavior, the best predictor of using a condom would be:

one's intention to use a condom.

According to the looking-glass model of the self, people understand themselves by first considering _____ and then incorporating those into the self-concept.

others' appraisals of the self

Research on culture and self-esteem suggests that:

people in different cultures pursue self-esteem equally but using different criteria.

Destiny is 35, has high self-esteem, and is college-educated. Destiny is probably low in:

persuadability.

The most common way to study self-awareness is by:

placing people in front of a mirror.

Arvind is depressed and does not really like himself. At his new school, there are two people who seem interested in being friends with him. Amanda seems to enjoy his company and gives him compliments. Lucas seems to enjoy hanging out with Arvind but also is critical of him. Research suggests that Arvind will:

prefer to associate with Lucas.

After watching a political debate, William decides he supports the candidate who spoke last. William's candidate preference may have been influenced by the:

recency effect.

Being reminded of extrinsic sources of self-esteem leads to increases in all of the following behaviors EXCEPT:

reflection on personal values and goals.

The door-in-the-face technique:

relies at least in part on the norm of reciprocity.

The _____ theory states that one's attitudes, values, and goals will be most likely to influence behavior when the focus is on the self.

self-awareness

When you answer the question "Who am I?" you are describing your:

self-concept

Individuals who repeatedly formed smiling expressions tended to find cartoons funnier than individuals who repeatedly formed frowning expressions. This is best explained by the _____ theory.

self-perception

A _____ tends to be fairly consistent across situations, whereas a _____ tends to be differentially activated by situational cues.

self-schema; working self-concept

All of the following are mechanisms that people use routinely to maintain their self-esteem EXCEPT:

self-verification

All of the following are self-presentational strategies EXCEPT:

self-verification

Psychological reactance theory proposes that:

situations that threaten people's freedom arouse discomfort and trigger efforts to restore freedom.

The fact that an accomplished classical musician will be treated very differently in a concert-hall performance then if they are performing anonymously in a subway station is MOST CLEARLY a testament to the importance of which social psychological viewpoint?

the dramaturgical perspective

Violeta asks her friend to lend her 50 cents. After her friend gets out her wallet, Violeta changes her request and asks if she could actually have $5. Violeta has used:

the foot-in-the-door technique.

According to the elaboration likelihood model, the key factors that influence the route of persuasion that people follow are _____ and _____.

the individual's motivation; the ability to think deeply about the message

According to self-awareness theory, what determines whether people distract themselves from negative self-awareness or commit to trying to be better in the future?

the likelihood that a negative discrepancy can be easily reduced

The most important variable in the Milgram studies was:

the perceived legitimacy of the experimenter's authority.

When people follow the central route to persuasion, their attitudes are influenced primarily by:

the strength of the argument.

Dubula is trying to decide what he is going to write about for his term paper. He is getting an early start on the project; the paper is not due until four months from now. According to construal level theory, what kind of project topic is Dubula likely to pursue?

the topic about which he will learn the most and which will be the most interesting

When people experience an event as a challenge:

their heart rate increases, and their veins and arteries dilate.

The need for cognition is the need to:

think about things critically and analytically.

Aronson and Mills (1959) conducted a classic study in which female college students were recruited for a discussion group. In one condition participants were put through a difficult initiation into the group. In a second condition participants were put through a mild initiation into the group. Finally, in the control condition they were simply admitted to the group. The discussion that they actually listened to was quite boring. Which group stated they liked to group and were committed to the group?

those who had a difficult initiation

A person is most likely to exaggerate the differences between two alternatives when they have been forced to choose between:

two equally desirable alternatives.

People are more likely to comply with a request for an unusual amount of money like $1.77 because:

unusual requests interrupt people's automatic responding routine.

Comparing oneself with those who are better off is making a(n) _____ comparison; comparing oneself with those who are worse off is making a(n) _____ comparison.

upward; downward