social Psych test #3

__________ makes strong attitudes more resistant to change by tying the attitude to multiple features of the person, whereas __________ makes strong attitudes more resistant to change by leading people to evaluate relevant information in a biased fashion.

Embeddedness; commitment

__________ self-monitors are more motivated by the __________ goal, whereas __________ self-monitors are more motivated by the desire for consistency.

High; social approval; low

Many modern friendships are maintained via virtual contact rather than face-to-face contact.

Many modern friendships are maintained via virtual contact rather than face-to-face contact.

Men are more likely than women to base their personal identity on career advancement.

Men are more likely than women to base their personal identity on career advancement.

Relationships in traditional cultures tend to be more permanent and continuous than those in Western cultures.

Relationships in traditional cultures tend to be more permanent and continuous than those in Western cultures.

The reinforcement-affect model assumes that people come to like those with whom they associate positive feelings and dislike those with whom they associate negative feelings.

The reinforcement-affect model assumes that people come to like those with whom they associate positive feelings and dislike those with whom they associate negative feelings.

Women find their same-sex friendships more meaningful and enjoyable than their friendships with men

Women find their same-sex friendships more meaningful and enjoyable than their friendships with men

The phenomenon that airline officials describe as "captainitis" demonstrates the effect of __________.

authority

Which of the following examples demonstrates the bait-and-switch technique?

You make a special trip to a store that advertises a great deal on your favorite shampoo; a salesperson tells you they are sold out but recommends a similar shampoo that costs slightly more.

Which of the following examples demonstrates the low-ball technique?

You negotiate a "bundle" deal with your cable company so you can lower the price of your Internet bill; after you agree to the deal, you find out there are extra fees and taxes that make the price higher than you were originally told.

Which of the following correctly defines persuasion?

a change in a private attitude or belief as a result of receiving a message

Which of these commitments is most likely to be resistant to change?

a commitment that is both active and public

A saleswoman on a shopping network telling viewers she is offering a "bestselling" necklace is using the __________ principle to increase her sales.

social validation

__________ relationships are based on mutual concern for one another's welfare, whereas __________ relationships are based on rewards and benefits.

Communal; exchange

Which of the following is true regarding social support between children and parents?

Contact with parents during college does not seem to reduce feelings of loneliness.

__________ norms connect to the goal of __________; in contrast, __________ norms connect more closely to the goal of __________.

Injunctive; social approval; descriptive; choosing correctly

Which of the following statements about conformity is true?

People are more likely to conform when they feel uncertain of their own judgment and are motivated to be accurate.

Which of the following claims is true of relationships and status?

People in organizations commonly agree with their superiors in the hopes of getting the boss to like them.

There is a genetic component to many attitudes, including those related to political and religious issues.

There is a genetic component to many attitudes, including those related to political and religious issues.

Which of the following statements about self-disclosure is true?

Women are more likely than men to engage in self-disclosure.

According to balance theory, if you discover that a likable celebrity holds a view on abortion that contradicts your own strongly cherished opinion, you are likely to respond by __________.

changing your view of the celebrity

embeddedness and commitment were discussed as

characteristics of strong attitudes

According to the __________ model, the most direct determinant of persuasion is the __________ in response to the persuasive message.

cognitive response; amount of self-talk

In __________, everyone takes resources from a common pool as needed, whereas in __________, resources are distributed according to status.

communal sharing; authority ranking

Wearing formal clothing to a friend's wedding is an example of __________, whereas agreeing to a fellow student's request to sign a petition is an example of __________.

conformity; compliance

According to cognitive dissonance theory, a __________ action will only produce attitude change when there is __________.

counterattitudinal; insufficient justification

Which of the following factors increases the likelihood that a person's attitude will be consistent with his or her behavior?

direct knowledge

A model that explains a wide range of behaviors using a simple general rule can be described as __________, whereas a model that assumes we think and feel differently depending on different situations is considered __________.

domain-general; domain-specific

What are the two primary characteristics of a credible communicator?

expertise and trustworthiness

Who is more likely to be persuadable when there is an expectation of discussion with another person?

high self-monitors

Which of the following strategies qualifies as a nonreactive measurement of attitudes?

littering a political candidate's political pamphlet

What are the three basic goals of social influence discussed in the text?

managing self-image, choosing correctly, and gaining social approval

A salesperson handing you a free makeup sample before pitching the rest of the product line to you is an example of __________, whereas a Girl Scout who first asks you to buy several boxes of cookies before changing her request to just one box demonstrates __________.

reciprocal favors; the door-in-the-face technique

which of the following is one of the six principles of influence described in your text?

scarcity

According to self-evaluation maintenance theory, we prefer to compare ourselves to __________.

similar others whose performance is on par with our own but not better

According to __________, people prefer to measure their opinions and abilities against __________ others.

social comparison theory; similar

People are most motivated to hold accurate views when __________.

they feel personally involved with the issue

People are least motivated to hold accurate views when __________.

they're in a happy mood

Lonely people tend to __________.

think about themselves in self-defeating ways

Which of these factors increases the desire to achieve or maintain cognitive consistency?

unpleasant arousal

Which of the following factors increases people's willingness to be influenced by others?

when a person's decision is publicly observable

When are women more likely than men to be influenced by a persuasive appeal?

when a woman's position is out of line with the rest of the group

According to the cognitive dissonance theory, writing an essay in favor of increasing tuition at ASU would lead you to actually become more favorable if

you were given the free choice to write the essay