Social Psychology test two
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.
An attitude is implicit if you
are unaware of it.
A positive, negative, or mixed response to a person, object, or idea is called a
attitude.
You are asked what percentage of psychology majors at your school is female. If you answer this question by thinking of how many female psychology majors come to mind quickly, you are relying on the
availability heuristic.
The primacy effect refers to the tendency for
people's impressions of others to be more affected by information that is learned early rather than late in a sequence.
In the second step of the self-fulfilling prophecy, a
perceiver behaves in ways that are consistent with held expectations.
The general term for the processes by which people come to understand one another is social ____.
perception
Carol is asked to rate her husband in terms of how helpful he is with the household chores. Because she cannot think of a single instance of helpful behavior, she gives him a very low rating. Carol relied on ____ to make her judgment.
the availability heuristic
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?
Administer an IAT to examine the girls' racial attitudes.
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?
First scare clients by showing them gory lung-cancer operations. Then outline the specific steps they could follow to stop smoking.
Fritz is a social psychologist who specializes in studying the processes of social perception. Given this interest, Fritz is least likely to specialize in which research question?
How are consumers influenced in their choices by the packaging and positioning of different products?
____ theory combines the personal dispositions of the perceiver with a weighted average of the target person's characteristics.
Information integration
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?
It should yield a primacy effect.
When message recipients use central route processing, which of the following will be true?
Memorable messages will be more persuasive than forgettable ones.
Imagine that you are grading the exams of two students, Michael and Fredo. They both get only half the questions correct. However, Michael gets most of his questions right on the first half of the test, whereas Fredo gets most of his questions right on the last half of the test. According to Asch's work on primacy effects in impression formation, you would be likely to conclude that
Michael is smarter than Fredo.
Vernell is being interviewed for a job. Though it isn't really true, the interviewer suspects that Vernell is incompetent. Because the interviewer doesn't expect much from Vernell, he sits far away from her during the interview, interrupts her frequently, and seems distracted when she speaks. As a result, Vernell becomes nervous, starts to stutter, and loses her train of thought several times. The interviewer's final impression is that Vernell is, as he suspected, incompetent. This impression is most likely the result of
a self-fulfilling prophecy.
The central route to persuasion requires
ability and motivation.
An unpleasant psychological state often aroused when people hold two conflicting cognitions is called
cognitive dissonance
Britney wonders if she would have been happier had she married Justin instead of Kevin. This illustrates
counterfactual thinking.
The tendency to mentally undo events or to ask "What if...?" is called
counterfactual thinking.
As social perceivers, people's impressions of others are
influenced by the physical appearance of a person
The idea that impressions are based on a perceiver's disposition to form certain impressions and a weighted average of the target person's characteristics is most consistent with
information integration theory.
One potential problem with self-report measures is that
respondents might not respond truthfully
A confirmation bias refers to people's tendency to
seek, interpret, and create information that verifies existing beliefs.
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 process by which one's expectations about a person eventually lead that person to behave in ways that confirm those expectations is called a
self-fulfilling prophecy.
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
the peripheral route to persuasion
Implicit Association Tests (IATs) can detect implicit attitudes by measuring
the speed at which participants associate stimuli with a positive or negative word.
Attitudes are best understood as
varying in strength along both positive and negative dimensions
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
we often interpret events and behavior based upon pre-existing attitudes.
