Social Psychology Exam 2

Counteradditudinal advocacy

publicly urging others to believe or do something that is opposed to what the advocate actually believes

group cohesiveness

qualities of a group that bind members together and promote liking between members

informational social influence

relying on other people as a source of information to guide our behavior; we conform because we believe that others' interpretation of an ambiguous situation is correct and can help us choose an appropriate course of action

social roles

shared expectations in a group about how particular people are supposed to behave

minority influence

the case where a minority of group members influences the behavior or beliefs of the majority

narcissism

the combination of excessive self-love and a lack of empathy toward others. they have a hard time recognizing their own dissonance and admitting they're wrong.

a group

two or more people who interact and are interdependent in the sense that their needs and goals cause them to influence each other

peripheral route of persuasion

when people do not elaborate on the arguments in a persuasive communication but are instead swayed by more superficial cues

central route persuasion

when people have both the ability and the motivation to elaborate on a persuasive communication, listening carefully to and thinking about the arguments presented

When will people conform to informational social influence?

when the situation is ambiguous, situation is in crisis, and other people are perceived experts

sublimital messages

words or pictures that are not consciously perceived but may influence people's judgements, attitudes, and behaviors

social dilemma

a conflict in which the most beneficial action for an individual will, if chosen by most people, have harmful effects on everyone

persuasive communication

a message advocating a particular side of an issue

implicit attitudes

attitudes that exist outside of conscious awareness

explicit attitudes

attitudes that we consciously endorse and can easily report

private acceptance

conforming to other people's behavior out of a genuine belief that what they are doing or saying is right

pubic compliance

conforming to other people's behavior publicly without necessarily believing in what the other people are saying or doing

the key to minority influence is a. normative social pressure b. consistency c. creativity d. immediacy

b. consistency

elaboration likelihood model

A model explaining two ways in which persuasive communications can cause attitude change: centrally, when people are motivated and have the ability to pay attention to the arguments in the communication, and peripherally, when people do not pay attention to the arguments but are instead swayed by surface characteristics

overjustification effect

The effect of promising a reward for doing what one already likes to do. The person may now see the reward, rather than intrinsic interest, as the motivation for performing the task.

Self-Evaluation Maintenance Theory

The idea that people experience dissonance when someone close to us outperforms us in an area that is central to our self-esteem. This dissonance can be reduced by becoming less close to the person, changing our behavior so that we now outperform them, or deciding that the area is not that important to us after all.

attitude accessibility

The strength of the association between an attitude object and a person's evaluation of that object, measured by the speed with which people can report how they feel about the object

According to reactance theory, which of the following public service messages would be least likely to get people to wear seatbelts? a. "It's the law—you must wear your seatbelt." b. "Wear your seatbelt to save lives." c. "Please wear your seatbelt every time you drive." d. "Buckle up your children—you might save their lives."

a. "It's the law—you must wear your seatbelt."

Jake's professor tells Jake that if he is caught cheating on an exam, he will be expelled. Amanda's professor tells her that if she is caught cheating, she will have only to write a short paper about why cheating is wrong. If both students don't cheat, dissonance theory would predict that: a. Amanda will feel more honest than Jake will b. Amanda and Jake will feel equally dishonest because both were threatened in advance c. Jake will feel more honest than Amanda will d. Amanda and Jake will feel equally honest

a. Amanda will feel more honest than Jake will

Which of the following strategies of social influence creates a situation similar to that experienced by Milgram's study in that it relies on requests that increase in severity in incremental fashion? a. Foot-in-the-door technique b. Door-in-the-face technique c. Contagion d. Descriptive norms

a. Foot-in-the-door technique

A debate breaks out at the town hall meeting over whether local real estate taxes should be raised in order to pay for a new public school building. Which of the following individuals is most likely to process the persuasive information raised during this debate through the peripheral route? a. Gob, who has no school-aged children of his own and owns no real estate b. Lindsay, whose daughter still has 3 years left of public school c. Buster, a local teacher, who is working in a temporary classroom because the current school building is too small for the number of students enrolled d. Michael, who is a real estate executive whose business is affected by local tax rates

a. Gob, who has no school-aged children of his own and owns no real estate

João is a new student at his university. During the first week of classes, he notices a fellow student from one of his classes getting on a bus. João decides to follow the student and discovers that this bus takes him right to the building where his class meets. This best illustrates what kind of conformity? a. Informational social influence b. Obedience to authority c. Public compliance d. Normative social influence

a. Informational social influence

Which of the following provides an illustration of how the use of norms to change behavior can backfire and produce a "boomerang effect"? a. Jerry finds out that everyone in his building is conserving water by installing a low-flow shower head, so he decides that he doesn't need to worry about conserving, and he begins taking even longer showers than usual. b. Elaine notices that the new, attractive guy at the office brings a reusable cup instead of bottled water, so she goes out of her way to show off her reusable cup whenever he is in the vicinity in order to win his affection. c. George finds out that all of his neighbors are stealing cable television, so he decides that he will get an illegal cable hookup as well. d. Kramer finds out that he is using more electricity than most people in the neighborhood, so he cuts down on his usage by shutting off his computer, lights, and hot tub every time he leaves his apartment.

a. Jerry finds out that everyone in his building is conserving water by installing a low-flow shower head, so he decides that he doesn't need to worry about conserving, and he begins taking even longer showers than usual.

You are trying to sell a new electronic toothbrush at the airport to busy, distracted travelers. Which of the following strategies is least likely to be successful at getting people to buy a toothbrush? a. Make up a brochure that gives convincing reasons why the toothbrush is so good. b. Put up a large banner featuring a picture of your friend who looks like a movie star posing with the toothbrush. c. Stop people and say, "Do you know that this is the toothbrush that is used the most by movie stars?" d. Make a large sign that says, "9 out of 10 dentists recommend this toothbrush!"

a. Make up a brochure that gives convincing reasons why the toothbrush is so good.

Which of the following is the best example of a deliberative behavior? a. Making a decision regarding where you want to travel over your next vacation break b. Deciding at the last minute to skip a class because your friends just told you that they're going to a movie you want to see c. Buying a candy bar from the rack next to the check-out line at the grocery store d. Telling a salesperson who calls you on the phone that you aren't interested in the item they're selling

a. Making a decision regarding where you want to travel over your next vacation break

Which of the following is a common ethical concern raised about the Milgram study? a. Participants were forced to learn unpleasant things about themselves without agreeing to that ahead of time. b. Participants were never given the chance to serve in the role of learner. c. Participants had to receive a sample shock of 75 volts before the study began. d. Participants' compensation was low.

a. Participants were forced to learn unpleasant things about themselves without agreeing to that ahead of time.

Which of the following is a change that Burger (2009) made from the original Milgram study when he replicated the research several decades later? a. The study was stopped once participants went past 150 volts. b. He told participants that the study was part of research on the effects of punishment on learning. c. He examined only female participants. d. He paid participants for their involvement.

a. The study was stopped once participants went past 150 volts.

When is attitude accessibility a particularly good predictor of behavior? a. When the behavior in question is spontaneous b. When the attitude in question is general c. When the behavior in question is deliberative d. When the attitude in question is an unpopular one

a. When the behavior in question is spontaneous

You know you're eating too much junk food and that it's bad for your energy and health. Which of the following will not reduce your dissonance? a. accepting the fact that your attitudes and behavior simply conflict b. cutting out your favorite afternoon sweets c. deciding that all those health warnings are stupid exaggerations d. admitting you are eating too many sweets but claim that they boost your energy for studying

a. accepting the fact that your attitudes and behavior simply conflict

the foot-in-the-door technique a. capitalizes on people's desire for self-consistency b. works only when the requests come from someone in a position of authority c. works only when the second request comes from the same person as the first request d. is an example of propaganda

a. capitalizes on people's desire for self-consistency

Adults' tendency to experience happy, nostalgia-filled feelings when they hear the music of an ice cream truck can be best explained by the relationship of attitudes to __________. a. classical conditioning b. self-perception c. values d. operant conditioning

a. classical conditioning

Compared to informational social influence, normative social influence a. has less to do with being accurate and more to do with fitting in b. is a tendency about which most americans hold positive attitudes c. leads to more internalized, private attitude change d. is more consistent across different cultures

a. has less to do with being accurate and more to do with fitting in

Which of the following is not an explanation for why the presence of other people can be arousing? a. having other people around makes an individual feel less accountable for his or her own actions b. when other people are around, an individual has to be on alert in anticipation of what might happen c. the presence of other people is distracting and causes conflict, as individuals have to decide what they should pay attention to d. when other people are around, individuals become more concerned about how they are being evaluated.

a. having other people around makes an individual feel less accountable for his or her own actions

From an evolutionary perspective, groups: a. help fulfill a basic human need to affiliate and belong with others b. are more productive when they have two or three members as opposed to when they are larger c. often lead to immoral behavior, such as that observed among people who cover up wrongdoing d. are better than individuals to avoid the influence of social norms.

a. help fulfill a basic human need to affiliate and belong with others

After spending two years of tedious work fixing up an old house themselves, Abby and Brain are even more convinced that they made the right choice to buy the place. Their feelings are an example of: a. justifying their effort b. the Ben Franklin effect c. insufficient punishment d. counterattitudinal advocacy

a. justifying their effort

Your friend Amy asks you what you think of the shoes she just bought. Privately, you think they are the ugliest shoes you have ever seen, but you tell her you love them. In the past, Amy has always valued your honest opinion and doesn't care that much about the shoes, which were inexpensive. Because the external justification for your fib was __________, you will probably _________________. a. low; decide you like the shoes b. high; decide you like the shoes c. high; maintain your view that the shoes are ugly d. low; maintain you view that the shoes are ugly

a. low; decide you like the shoes

which of the following is most true about self-esteem? a. people who are optimistic try harder, persevere more in the face of failure, and set higher goals than do people who are not b. it's good to have low self esteem because it motivates people to improve c. in general, women have lower self esteem than men d. the higher a person's self-esteem, the better off he or she is

a. people who are optimistic try harder, persevere more in the face of failure, and set higher goals than do people who are not

the door-in-the-face technique a. relies at least in part on norms of reciprocity b. is an example of informational social influence c. illustrates the importance of people's desire to be accurate d. is more likely to work during a time of crisis

a. relies at least in part on norms of reciprocity

Briana undergoes treatment for drug addiction. After she leaves the clinic, Briana is most likely to stay off drugs if the treatment at the clinic was a. voluntary and a difficult ordeal b. involuntary and a difficult ordeal c. involuntary and an easy experience d. voluntary and an easy experience

a. voluntary and a difficult ordeal

informational social influence occurs a. when we believe that other people's reactions can help us arrive at an accurate reading of a situation b. through public acceptance but not private conformity c. autokinetically d. only in a crisis

a. when we believe that other people's reactions can help us arrive at an accurate reading of a situation

Based on the Ben Franklin effect, you are most likely to increase your liking for Tony when a. you lend Tony $10 b. Tony returns the $10 you loaned him c. Tony lends you $10 d. Tony finds $10

a. you lend Tony $10

affectively based attitude

an attitude based more on people's feelings and values than on their beliefs about the nature of an attitude object

behaviorally based attitude

an attitude based on observations of how one behaves toward an object

cognitively based attitude

an attitude based primarily on people's beliefs about the properties of an attitude object

process loss

any aspect of group interaction that inhibits good problem solving

Wendy is a member of a political group on your campus and is interested in finding out how many students plan to vote in the next presidential election. According to the theory of planned behavior, which of the following attitude questions Wendy could ask would be the best predictor of whether or not a particular student will vote in the next presidential election? a. "What are your attitudes about U.S. politics?" b. "What are your attitudes about voting in the next U.S. presidential election?" c. "What are your attitudes about voting?" d. "What are your attitudes about former U.S. President Donald Trump?"

b. "What are your attitudes about voting in the next U.S. presidential election?"

All of the following are true about attitudes except one. Which one is false? a. Attitudes can be changed with persuasive communications. b. Attitudes rarely change over time. c. Attitudes are related to our temperament and personality. d. Under the right conditions, attitudes predict people's behavior.

b. Attitudes rarely change over time.

Paige wants to buy a puppy. She does some research and decides to buy an English Springer Spaniel rather than a Great Dane because they are smaller, more active, and good with children. Which type of attitude influenced her decision? a. Explicitly based attitude b. Cognitively based attitude c. Affectively based attitude d. Behaviorally based attitude

b. Cognitively based attitude

Destiny and Joelle are best friends and also in the high school choir. both of them consider themselves to be talented singers and singing is very important to them. they both try out for an important solo in the choir, which Joelle wins. Which of the following is Destiny least likely to do, according to self-evaluation maintenance theory? a. Destiny will feel less close to Joelle as a friend b. Destiny will be very happy for Joelle as tell all their friends about her success in winning the solo. c. Destiny will decide that singing is not as important to her as she thought d. Destiny will practice even harder for the next solo in order to de better than Joelle

b. Destiny will be very happy for Joelle as tell all their friends about her success in winning the solo.

Harold has smoked cigarettes for several years. he has tried to quit but failed and knows how bad the cigarettes are for his health. which of the following is most likely to be true? a. according to self-affirmation theory, Harold will reduce the dissonance by focusing on other values and achievements that are important to him, such as the fact that he is a talented musician. b. Harold will just have to live with the dissonance caused by his smoking c. Harold will not experience much dissonance, because he grew up in a culture where dissonance theory doesn't apply d. Harold will not experience much dissonance, because he doesn't feel hypocritical about his behavior.

b. Harold will just have to live with the dissonance caused by his smoking

Which of the following had the least influence on participants' willingness to keep giving shocks in the Milgram studies? a. Loss of personal responsibility b. Participants' aggression c. Self-justification d. Informational social influence

b. Participants' aggression

Why are groups often homogeneous (comprised of members who are alike in age, sex, beliefs, and opinions)? a. Evolutionary pressures caused people with similar genes to join groups and people with dissimilar genes to avoid each other. b. People who are already similar to each tend to be drawn to joining the same groups. c. Social loafing prevents us from seeking out new people and experiences. d. Groups are more productive when they are homogeneous.

b. People who are already similar to each tend to be drawn to joining the same groups.

Which of the following is most likely to lead to process loss in a committee? a. The most competent member on any given topic feels free to speak up. b. The committee members are good friends and have known each other for years. c. Individual committee members share information that others lack. d. All members of the committee listen carefully to each other's opinions.

b. The committee members are good friends and have known each other for years.

Which of the following was a goal of Milgram's obedience research? a. to identify cultural differences in aggression b. To better understand the social forces that contribute to destructive and immoral behavior c. To justify and exonerate the behaviors linked to genocide and other inhuman acts d. To identify the abnormal personality characteristics associated with sadistic behavior

b. To better understand the social forces that contribute to destructive and immoral behavior

When is communication most effective for resolving conflict? a. When the stakes are high and both sides of a conflict have the ability to issue threats b. When a mediator is used c. When it is required d. When people communicate through electronic means (e.g., over email)

b. When a mediator is used

Which of the following illustrates the role played by normative social influence in the obedience of Milgram's participants? a. Many participants showed signs of nervous laughter during the course of the study. b. When other "teachers" (actually confederates) refused to continue with the study, participants' obedience rates declined significantly. c. The "learner" (actually a confederate) announced before the study began that he had a preexisting heart condition. d. Men and women exhibited similar levels of obedience in the research.

b. When other "teachers" (actually confederates) refused to continue with the study, participants' obedience rates declined significantly.

one reason people join groups is to a. avoid having to deal with normative social influence b. accomplish objectives that are more difficult or impossible to accomplish alone c. decrease their cohesiveness d. avoid well defines social rules

b. accomplish objectives that are more difficult or impossible to accomplish alone

The best way for an advertisement to change an affectively based attitude is to use a(n) __________ appeal. a. fact-filled b. affective c. cognitive d. behavioral

b. affective

Bithul knows that society considers underage drinking to be wrong; he also knows, however, that on a Saturday night at his university, many of his friends will engage in this behavior. His belief that most of the public would disapprove of underage drinking is __________, while his perception that many teenagers drink under certain circumstances is __________. a. a descriptive norm; conformity b. an injunctive norm; a descriptive norm c. a descriptive norm; an injunctive norm d. an injunctive norm; conformity

b. an injunctive norm; a descriptive norm

According to Sigmund Freud, __________ is an inevitable by-product of civilization. a. psychology b. conflict c. negotiation d. cooperation

b. conflict

With the redistricting of the school system, Coach Taylor's football team for the upcoming season is more diverse than usual, with kids from a wide range of backgrounds, including socioeconomic status, race/ethnicity, family status, sexual orientation, and even football experience. Research suggests which of the following conclusions regarding a diverse group such as this? a. his team will likely experience deficits in performance, creativity, and problem solving when compared to less diverse teams b. his team is likely to experience threats to morale and group cohesion, but these challenges will probably less as the season goes on c. his team will definitely win more games than will other diverse teams d. his team will avoid relying on clear social rules

b. his team is likely to experience threats to morale and group cohesion, but these challenges will probably less

a(n) _____ norm involves perceptions of which behaviors society approved of; a(n) _____ norm involves perceptions of how people actually behave a. public; private b. injunctive; descriptive c. descriptive; injunctive d. privare; public

b. injunctive; descriptive

One way to change someone's attitude is to get that person to give a speech arguing against their actual viewpoint. This strategy can lead to attitude change through cognitive dissonance as long as __________ is/are present. a. a motivated audience that feels a sense of personal relevance b. insufficient justification for making the speech c. two-sided arguments d. peripheral cues to persuasion

b. insufficient justification for making the speech

A(n) __________ solution is an outcome to a negotiation in which each side concedes on issues that are unimportant to it but are important to the other side. a. transactive b. integrative c. communal d. tit-for-tat

b. integrative

which of the following is most true about narcissism? a. in general, college students are becoming less narcissistic b. it is characterized by excessive self-love and lack of empathy towards others c. people who are narcissistic do better academically than those who are not d. people who are narcissistic have more friends and a better social life than those who are not

b. it is characterized by excessive self-love and lack of empathy towards others

Which of the following techniques relating to post-decision dissonance could a clothing store use to increase customer satisfaction? a. charge a membership fee to shop at the store b. make all sales final c. ask customers to make a radio ad saying how great the store is d. cut all prices in half

b. make all sales final

What is the "hypocrisy paradigm" in experimental research? a. choosing participants who are hypocrites in order to study their rationalizations b. making participants aware of their own hypocrisy in not practicing what they preach c. making participants understand that everyone is a hypocrite d. requiring participants to write essays that are critical of hypocrisy

b. making participants aware of their own hypocrisy in not practicing what they preach

Asch's line-judgment research indicated that a. conformity occurs only on a task that is of personal importance to the individual b. participants demonstrated public conformity without private acceptance c. every single participant conformed at least one time d. conformity was greater when participants wrote down their responses rather than said them aloud

b. participants demonstrated public conformity without private acceptance

Research on personality type and leadership indicates that a. most successful leaders embrace agentic traits but avoid communal traits b. people of all different personality types can become successful leaders c. the most successful U.S. presidents (as rated by historians) tended to share major personality traits such as extraversion, openness to new experience, and empathy d. the great person theory is the best explanation for leadership success

b. people of all different personality types can become successful leaders

which of the following is true about self-esteem and narcissism? a. Narcissism has been decreasing among college students in the US over the past 30 years b. people who are optimistic (but not narcissistic) persevere more in the face of failure and set higher goals than do other people? c. narcissists are disliked by others but do better academically and in business than other people d. the best way to be happy is to focus on ourselves and our own needs

b. people who are optimistic (but not narcissistic) persevere more in the face of failure and set higher goals than do other people?

The major finding of LaPiere's (1934) classic study on attitudes and behavior involving prejudice and hotel/restaurant owners is that __________. a. people are always more prejudiced than their self-reported attitudes would lead us to believe b. people's attitudes are not always reliable predictors of their behaviors c. when it comes to racial prejudice, people's attitudes are particularly strong predictors of their behaviors d. the less accessible an attitude is, the more likely it is to shape behavior

b. people's attitudes are not always reliable predictors of their behaviors

which of the following is not an example of a group? a. the 12 person cast of a musical theater production b. seven commuters waiting together silently at a bus stop c. six students studying together for an exam d. a four person work team collaborating on a project vis zoom

b. seven commuters waiting together silently at a bus stop

Walt, Jesse, Mike, and Gus are business partners trying to decide whether they should invest in a risky new direction for their company. Jesse gets the feeling that his partners are leaning toward the risky option. In order to convince his partners that he is a valued member of the company and a "good" group member, Jesse speaks up in strong, public terms in favor of the risky decision, and he leaves the meeting even more convinced than he was before that they should take the risk. Jesse's personal shift in the risky direction illustrates the __________ explanation for group polarization. a. persuasive argument b. social comparison c. counterattitudinal d. social facilitation

b. social comparison

Societal rules regarding acceptable behavior are known as a. minority influence b. social norms c. contagion d. convergence

b. social norms

Which of the following statements best captures the relationship between informational social influence and eyewitness performance in legal proceedings? a. informational social influence always makes eyewitnesses more accurate b. the legal system often takes steps to prevent conformity to informational social influence among eyewitnesses c. eyewitnesses are encouraged to use informational social influence in providing their testimony at trial d. because the stakes are so high in a criminal trial, eyewitnesses do not conform to information social influence

b. the legal system often takes steps to prevent conformity to informational social influence among eyewitnesses

informational social influence is most likely to occur when a. a situation is a crisis but also unambiguous b. the other people around are experts and the situation is ambiguous c. a situation is unambiguous and not a crisis d. the other people around are not experts and the situation is not a crisis

b. the other people around are experts and the situation is ambiguous

which of the following is not an example of process loss? a. failure to share uniquely held information b. transactive memory c. group polarization d. groupthink

b. transactive memory

Jim and Pam, a married couple, are buying a house and have narrowed their choice down to two options. Jim remembers that one house had a beautiful kitchen; Pam, however, remembers that there were roaches in the broom closet. By sharing this information with each other, Pam and Jim are using __________ to avoid __________. a. mindguards; groupthink b. transactive memory; process loss c. social roles; deindividuation d. subgroups; group polarization

b. transactive memory; process loss

imagine that you and your sister are both psychology majors and that you are very close to your sister. suppose you learn that your sister's GPA in psychology classes is a lot higher than yours. according to self-evaluation maintenance theory, which of the following is least likely to occur? a. you will decide that you are not that interested in psychology b. you will bask in your sister's reflected glory and congratulate her on her high GPA c. you will become less close to her d. you will study really hard for the nest psychology test in order to do better than your sister

b. you will bask in your sister's reflected glory and congratulate her on her high GPA

normative social influence

behavior that is motivated by the desire to gain social acceptance and approval, even in situations that go against what we know to be right

Which of the following was not one of the instruction prods used by the experimenter in the Milgram studies? a. "Please continue." b. "The experiment requires that you continue." c. "If you do not continue, you will not be paid for your participation." d. "It is absolutely essential that you continue."

c. "If you do not continue, you will not be paid for your participation."

Cameron and Mitchell want to convince their daughter to stop leaving her toys scattered all around the floor, so they leave her a sign by her toy box. According to reactance theory, which of the following signs would be most effective? a. "Do not leave toys lying around!" b. "All toys MUST be put away after they are used" c. "Please try to remember to clean up your toys when you are done with them" d. "Your job is to clean up after yourself"

c. "Please try to remember to clean up your toys when you are done with them"

Peer pressure effects tend to be linked most often to what type of attitude? a. Negative attitudes b. Cognitively based attitudes c. Affectively based attitudes d. Inoculated attitudes

c. Affectively based attitudes

Amanda's parents tell her that if she texts while driving, they will take away her car for a year. Erin's parents tell her that if she texts while driving, they will take her car away for one weekend. Both Amanda and Erin decide not to text while driving. What would dissonance theory predict? a. Amanda and Erin will both come to believe that texting while driving is bad b. After they go to college and are away from their parents, Erin is more likely to text while driving than Amanda is c. After they go to college and are away from their parents, Amanda is more likely to text while driving than Erin is. d. Amanda and Erin will both think that texting while driving is ok; they avoided it so that they wouldn't be punished

c. After they go to college and are away from their parents, Amanda is more likely to text while driving than Erin is

In trying to predict deliberative behaviors, what three considerations must we evaluate? a. Attitude accessibility, explicit attitudes, implicit attitudes b. Cognitively based attitudes, behaviorally based attitudes, affectively based attitudes c. Attitude specificity, subjective norms, perceived behavioral control d. Classical conditioning, operant conditioning, self-perception theory

c. Attitude specificity, subjective norms, perceived behavioral control

On a survey, Marquel reports that he agrees with wearing a seatbelt. According to the theory of planned behavior, which of the following would be the best predictor of Marquel wearing a seatbelt on a given day? a. He generally agrees that safe driving is important. b. Marquel believes that it is hard to remember to wear his seatbelt. c. His best friend, Trevor, who is always talking about how important it is to wear a seatbelt, is in the car with him. d. His attitude toward seatbelts is never very accessible.

c. His best friend, Trevor, who is always talking about how important it is to wear a seatbelt, is in the car with him.

The physical attractiveness of the source of a persuasive communication would be best described as which of the following? a. Systematic cue b. Central cue c. Peripheral cue d. Rational cue

c. Peripheral cue

Briñol and Petty (2003) conducted a study in which participants tried on headphones while listening to a persuasive editorial. Half of the participants shook their head side to side while listening; the other half nodded up and down while listening. Which group of participants expressed the greatest agreement with the arguments expressed in the editorial at the end of the study? a. The head-nodders who heard weak arguments in the editorial b. The head-shakers who heard strong arguments in the editorial c. The head-nodders who heard strong arguments in the editorial d. The head-shakers who heard weak arguments in the editorial

c. The head-nodders who heard strong arguments in the editorial

Which of the following is most true about informational social influence? a. Often, people publicly conform but do not privately accept this kind of influence. b. People should always try to resist it. c. When deciding whether to conform, people should ask themselves whether the other people know more about what is going on than they do. d. People are most likely to conform when others have the same level of expertise as they do.

c. When deciding whether to conform, people should ask themselves whether the other people know more about what is going on than they do.

Suppose that while you are watching a film at a movie theater, the words "Drink Coke" are flashed on the screen at speeds too quick for you to see consciously. According to research on subliminal perception, which of the following is true? a. You will get up and buy a Coke, but only if other people start to do so first. b. You will get up and buy a Coke, but only if you prefer Coke to Pepsi. c. You will be no more likely to buy a Coke than if the subliminal messages were not flashed. d. You will be less likely to get up and buy a Coke.

c. You will be no more likely to buy a Coke than if the subliminal messages were not flashed.

People's emotional reaction to a target is referred to as the __________ component of attitudes. a. cognitive b. behavioral c. affective d. operant

c. affective

Research on public service ads designed to promote healthy behavior indicates that such efforts __________. a. almost always fail b. are more effective at changing the attitudes of men versus women c. are more effective via television than print ads when their target is young people d. are most effective when they are subliminal

c. are more effective via television than print ads when their target is young people

which of the following statements best captures the relationship between cultural beliefs and conformity? a. Americans beliefs about conformity have become more and more negative as the years go by b. there is little variability in how people from different cultures think about conformity c. compared to many cultures, Americans tend to have relatively negative attitudes toward conformity d. compared to many cultures, Americans tend to have relatively positive attitudes toward conformity

c. compared to many cultures, Americans tend to have relatively negative attitudes toward conformity

Which of the following statements about culture and cognitive dissonance is true? a. Japanese people rarely experience dissonance b. Cognitive dissonance is more likely to occur in collectivist rather than individualist cultures c. dissonance occurs everywhere, but culture influences how people experience it d. cognitive dissonance is a uniquely American phenomenon.

c. dissonance occurs everywhere, but culture influences how people experience it

Research on subliminal influence in advertising demonstrates that subliminal efforts at persuasion are __________. a. more effective in collectivistic versus individualistic cultures b. more effective than people assume them to be c. less effective than people assume them to be d. more effective in individualistic versus collectivistic cultures

c. less effective than people assume them to be

Serafina, an advertising executive, is trying to figure out the best way to market a product that does not evoke a strong emotional, personal response from people. Her most effective strategy would be to adopt a campaign that focuses on __________. a. avoiding behavioral references b. creating such an emotional connection c. logical, fact-based arguments d. subliminal strategies

c. logical, fact-based arguments

which of the following is the most direct and powerful example of social influence? a. complying with a polite request made by a friend b. conforming to a group norm c. obedience to an order from an authority figure d. emotion based attitudes

c. obedience to an order from an authority figure

In terms of dissonance theory, what is the primary reason that "we" (our side) often dehumanizes "them," the enemy, seeing them as animals, brutes, or monsters? a. our side is more moral and humane than their side b. the enemy started the war c. our side has treated the enemy brutally and needs to justify these actions d. the enemy is violent and cruel and deserves whatever we do to them

c. our side has treated the enemy brutally and needs to justify these actions

which of the following statements regarding sherif's 1936 study of perceptions of the autokinetic effect is true? a. participants did conform, but the effects of this conformity were short lived as they reverted to their previous, individually given responses once they were no longer part of a group b. participants conformed publicly but not privately c. participants conformed because they believed the other people's responses were accurate d. participants conformed because they were in a group with their friends, and they simply wanted to fit in the group

c. participants conformed because they believed the other people's responses were accurate

Newman is currently overweight, but as a child he was quite thin. His current explicit attitude toward the overweight is likely to be more __________ and his current implicit attitude toward the overweight is likely to be more __________. a. cognitively based; behaviorally based b. negative; positive c. positive; negative d. behaviorally based; cognitively based

c. positive; negative

Group cohesiveness is best defined as a. shared expectations in a group about how people are supposed to behave b. the tendency for people to do better on simple tasks and worse on complex tasks in the presence of others c. qualities that bind members together and promote liking between members d. expectations about the roles and behaviors of men and women

c. qualities that bind members together and promote liking between members

The basic tenet of terror management theory is that: a. it is important for governments to protect its citizens from terrorist attacks b. people are less terrified of dying when they are religious c. self-esteem protects people against thoughts about their own mortality d. people are becoming increasingly narcissistic

c. self-esteem protects people against thoughts about their own mortality

group cohesiveness is particularly important for a group when a. the group's primary objective is problem solving b. the group is diverse in terms of gender but not when it is diverse in terms of race c. the group has formed for primarily social reasons d. financial decision making is involved

c. the group has formed for primarily social reasons

your best friend has joined a cult called "the fellowship of feeling." they had to spend a month in a set of increasingly severe hazing rituals, pay an $8,000 membership fee, and go along to watch older members find homeless people to harass and beat up. your friend loves this group and keeps urging you to join. what principle of dissonance is likely operating on your friend? a. hypocrisy induction b. low self-esteem c. the justification effort d. insufficient justification

c. the justification effort

The more important it is to people to make an accurate decision, a. the more they seek to make that decision on their own, uninfluenced by what the people around them have to say b. the more they will prefer public to private conformity c. the more likely they are to conform to information social influence d. the less likely they are to conform to informational social influence

c. the more likely they are to conform to information social influence

when it comes to social dilemmas: a. one side always has to win, and one side always has to lose b. an individual who adopts a cooperative strategy will always be more profitable than one who is selfish c. the most beneficial course of action for an individual will, if chosen by most people, be harmful to all in the long run d. laboratory studies cannot be useful in understanding the escalation and persistence of group conflicts

c. the most beneficial course of action for an individual will, if chosen by most people, be harmful to all in the long run

Conformity always includes a. positive and moral behavior. b. negative and immoral behavior. c. the real or imagined influence of other people. d. an authority figure.

c. the real or imagined influence of other people.

A 12-person jury is deliberating on a murder trial. Eleven members of the jury want to vote guilty and convict the defendant; only one juror wants to vote not guilty. The holdout juror, Henry, digs in and will not change his mind. According to research, what is the best prediction for how the rest of the group will react to Henry's deviance? a. they will try to use minority influence to change his mind b. they will seek to change his opinion by using idiosyncrasy credits c. they will eventually come to ignore him and try to punish him by being generally unpleasant toward him d. they will come to appreciate his principled stand the longer he holds on in defiance of their position

c. they will eventually come to ignore him and try to punish him by being generally unpleasant toward him

The concept of social facilitation is so named because of the idea that when the presence of others is arousing, __________. a. deindividuation is facilitated b. this arousal facilitates better task performance c. this arousal facilitates a well-learned, dominant response d. hard tasks are facilitated, but easy tasks are impeded

c. this arousal facilitates a well-learned, dominant response

People will be most likely to change their attitudes about smoking if an antismoking advertisement __________. a. gives people subliminal messages about the risks of smoking as well as recommendations of how to quit b. uses success stories of how people quit smoking c. uses graphic pictures of the damages of smoking on the body and then provides specific recommendations on how to quit smoking d. uses extremely graphic pictures of how smoke can harm the body and warns of the risks of smoking

c. uses graphic pictures of the damages of smoking on the body and then provides specific recommendations on how to quit smoking

When does "saying become believing"? a. when what you say is what you believe b. when you're paid a lot of money to lie c. when you claim you have an opinion that differs from your true beliefs for no strong reason d. when someone forces you to say something you don't believe

c. when you claim you have an opinion that differs from your true beliefs for no strong reason

Consider the prisoner's dilemma. You will receive the worst possible outcome for yourself as an individual if __________. a. you are selfish but your partner is cooperative b. you are cooperative and so is your partner c. you are cooperative but your partner is selfish d. you are selfish and so is your partner

c. you are cooperative but your partner is selfish

Ways of reducing dissonance

changing our behavior to bring it in line with the dissonant cognition, changing one of the dissonant cognitions to be in line with our behavior, or justifying our behavior by adding new cognitions

Which of the following is true, according to social impact theory? a. People conform more to others who are physically close than to others who are physically distant. b. People conform more if the others are important to them. c. People conform more to three or more people than to one or two people. d. All of the above are true.

d. All of the above are true.

which of the following individuals would you expect to be most likely to engage in social loafing? a. Kei, a Japanese man b. Serena, an American woman c. Li, a Chinese woman d. Andy, a British man

d. Andy, a British man

Four psychology students working on a group project together are trying to figure out how they should avoid groupthink when making decisions about their project. Which of these ideas would be the least helpful? a. Designating a leader to oversee the project, one who is nondirective and encourages people to give honest feedback b. Assigning each group member to be responsible for a different chapter in their textbook so that they cover all the details c. Having a student who is not in their group review the project d. Bonding by going to see a movie together before starting the project

d. Bonding by going to see a movie together before starting the project

Which of the following is not one of the three factors considered by the Yale Attitude Change Approach? a. Message source b. Nature of the communication itself c. Nature of the audience d. Fear

d. Fear

Which of the following is true about research on leadership? a. The best leaders are just born that way. b. People in all cultures value the same traits in leaders. c. If a woman succeeds in becoming a leader of an organization and acts in an agentic way, she is evaluated in the same way that male leaders are. d. Female leaders are more likely than male leaders to be put in precarious, high-risk positions where it is difficult to succeed.

d. Female leaders are more likely than male leaders to be put in precarious, high-risk positions where it is difficult to succeed.

On his way back from class, Sanjeev encounters an angry mob ready to storm the dining hall to demand better food. Sanjeev likes the food as it is and wants to stop the mob. What would be the most effective solution? a. Increasing group cohesiveness by inviting the entire mob to his house for tea b. Reducing process loss in the group by making sure that its most expert members have the most influence c. Passing out blue shirts for everyone to wear d. Finding a friend in the group, calling out their name, and talking to them loudly in front of everyone

d. Finding a friend in the group, calling out their name, and talking to them loudly in front of everyone

Which of the following is true regarding cross-cultural comparisons of advertising? a. Korean ads are more likely than American ads to portray women and men in a state of complete or partial undress. b. Korean ads are more likely than American ads to focus on utilitarian products like shoes. c. Korean magazines have fewer ads than American magazines. d. Korean ads are more likely than American ads to focus on family and concern for others.

d. Korean ads are more likely than American ads to focus on family and concern for others.

Which of the following best describes an example of normative social influence? a. Samantha is supposed to bring a bottle of wine to a dinner party she is attending. She doesn't drink wine herself but figures she can just ask the store clerk for advice on what kind to buy. b. Charlotte is flying on an airplane for the first time. She is worried when she hears the engine make a strange noise but feels better after she looks at the flight attendants and sees that they are not alarmed. c. Carrie is studying with a group of friends. When comparing answers on the practice test, she discovers that they all answered the question differently than she had. Instead of speaking up and telling them she thinks the answer is something else, she agrees with their answer because she figures they must be right. d. Miranda is out to lunch with her boss and coworkers. Her boss tells a joke that makes fun of a certain ethnic group, and everyone else laughs. Miranda doesn't think the joke is funny but laughs anyway.

d. Miranda is out to lunch with her boss and coworkers. Her boss tells a joke that makes fun of a certain ethnic group, and everyone else laughs. Miranda doesn't think the joke is funny but laughs anyway.

Which of the following concepts relates to the ironic research finding that the stronger the warning against a certain attitude or behavior, the more people sometimes wish to exhibit it? a. Implicit attitude b. Peer pressure c. Attitude inoculation d. Reactance theory

d. Reactance theory

Which of the following is the best explanation for why product placement can be effective at changing attitudes? a. It usually leads to a reactance response. b. It tends to operate via the central route to persuasion. c. Cognitively based efforts at persuasion tend to have longer-lasting effects. d. The audience is often unaware that an effort at attitude change is occurring.

d. The audience is often unaware that an effort at attitude change is occurring.

Which of the following conclusions is the most consistent with research on the heritability of attitudes? a. Fraternal twins are just as likely to share attitudes as are identical twins. b. Our attitudes are inherited and dictated by our genetic makeup, with little influence from environmental factors. c. Our attitudes are shaped by our surroundings and do not seem to have any genetic component to them. d. We often inherit a temperament or personality that renders us likely to develop similar attitudes to those held by our genetic relatives.

d. We often inherit a temperament or personality that renders us likely to develop similar attitudes to those held by our genetic relatives.

Fear-arousing persuasive communication is most likely to be effective when __________. a. the target of the communication is a utilitarian or functional object. b. very high levels of fear are induced c. very low levels of fear are induced. d. a plan for reducing the fear is provided.

d. a plan for reducing the fear is provided.

which of the following people is most likely to be able to admit a major mistake? a. a prosecutor, because they are trained to pursue justice at all costs b. a political leader, because otherwise they would be voted out of office c. a member of a religious sect, because they can leave at any time d. all of the above would find it hard to admit they're wrong

d. all of the above would find it hard to admit they're wrong

The concept of attitude inoculation indicates that we are better able to resist a later attempt to change our attitudes when we are first exposed to arguments that __________. a. lead us to pay more attention to peripheral cues b. prevent us from considering alternative viewpoints ahead of time c. support our existing attitude d. are weakened versions of arguments we might hear later

d. are weakened versions of arguments we might hear later

Which component of an attitude is most related to the process of examining facts and weighing the objective merits of a target? a. operant b. affective c. behavioral d. cognitive

d. cognitive

Two fishing companies, Hufflepuff and Ravenclaw, use the same body of water to catch fish. Both companies are considering building dams that would allow them to cut off the water supply and prevent the other company from fishing. Research on the power of threats indicates that if both companies build a dam and gain the ability to prevent the other from fishing, __________. a. conflict will increase slightly, but not as much as it would if only one side built a dam and had threat capacity b. conflict will increase, but only if communication between the two companies is prevented c. conflict will decrease because each side has equal threat capacity d. conflict will increase because each side has equal threat capacity

d. conflict will increase because each side has equal threat capacity

Suppose Juan is in a long-term, romantic relationship but chooses to flirt with someone else. He experiences dissonance because he sees himself as loving and trustworthy, and his flirtatious behavior is incongruent with that self-perception. According to dissonance theory he could reduce his dissonance by ____________, whereas according to self-affirmation theory he could reduce his dissonance by __________. a. thinking about how proud he is to be a premed student; convincing himself that his flirting was harmless b. breaking up with his girlfriend; convincing himself that the flirting was harmless c. convincing himself that the flirting was harmless; breaking up with his girl friend d. convincing himself that the flirting was harmless; thinking about how proud he is to be a premed student

d. convincing himself that the flirting was harmless; thinking about how proud he is to be a premed student

one step that can be taken to reduce the likelihood of groupthink is a. putting in place a strong, directive group leader b. taking group votes aloud rather than relying on secret ballot or other anonymous methods c. emphasizing the importance of being unanimous d. creating subgroups that meet on their own first before reconvening and sharing the content of their discussions with the group at large

d. creating subgroups that meet on their own first before reconvening and sharing the content of their discussions with the group at large

Fatima is one of the few women in her computer science class and gets a poor grade on the first test. According to self-affirmation theory, which of the following would help her do better in the class? a. getting study tips from the professor b. joining a study group of other students in the class c. getting tutoring in the class d. doing a values-affirmation writing exercise

d. doing a values-affirmation writing exercise

Individuals experiencing deindividuation: a. feel increasingly accountable for their actions b. are less likely to engage in destructive or immoral behavior c. are unlikely to experience this feeling online, as deindividuation is much less common in virtual environments d. exhibit greater conformity to specific group norms.

d. exhibit greater conformity to specific group norms.

All of the following are examples of ways to resist persuasion except __________. a. role-playing using milder versions of real-life social pressures b. warning people about advertising techniques such as product placement c. making people immune to change of opinions by initially exposing them to small doses of arguments against their position d. forbidding people to buy a product

d. forbidding people to buy a product

Aliyah and Kim are both taking social psychology class, Aliyah got in right away without trouble. Kim got in last minute after weeks of being on the waiting list and tacking down the professor to get the right forms signed. Which student will probably like the class more? a. aliyah because she exerted the least effort to get into the class b. kim because of post-decisional dissonance c. aliyah because of insufficient punishment d. kim because of effort justification

d. kim because of effort justification

Under which of the following conditions would people be most likely to vote for a political candidate? They __________. a. see television ads supporting the candidate while they are distracted by their children b. see subliminal ads supporting the candidate on national television c. like the candidate's policies but have negative feelings toward the candidate d. know little about the candidate's policies but have positive feelings toward the candidate

d. know little about the candidate's policies but have positive feelings toward the candidate

You are trying to decide whether to take a test in a lecture hall where you will be surrounded by lots of other people or in a room by yourself. Assuming that you have studied well for the test and find the material to be easy, you will perform best on the test in the __________ because it will result in __________. a. lecture hall; social loafing b. room by yourself; social facilitation c. room by yourself; social loafing d. lecture hall; social facilitation

d. lecture hall; social facilitation

The tendency to engage in social loafing is stronger in __________; it is also stronger in __________. a. men than women; asian cultures than western cultures b. women than men; western cultures than asian cultures c. women than men; asian cultures than western cultures d. men than women; western cultures than asian cultures

d. men than women; western cultures than asian cultures

American mythology and culture often emphasize the importance of __________. a. setting descriptive norms b. following authority c. normative social influence d. not conforming

d. not conforming

In Asch's line-judgment studies, participants who were alone when asked to report the length of the lines gave the correct answer 98% of the time. However, when they were with the confederates who sometimes gave an obviously wrong answer, 76% of participants gave the wrong answer at least once. This suggests that Asch's studies are an illustration of __________. a. public compliance with private acceptance b. informational influence c. private compliance d. public compliance without private acceptance

d. public compliance without private acceptance

Rachel was accepted at both University A and University B. She has a hard time making up her mind because she sees pros and cons to attending either university. Which of the following is true, according to dissonance theory? a. whichever university she chooses, she is likely to regret her choice b. because the choice is so difficult, she is unlikely to fully commit herself to the university she chooses to attend c. she will experience right before making up her mind because it is such a difficult choice d. she will experience the most dissonance right after making up her mind

d. she will experience the most dissonance right after making up her mind

Your social psychology professor calls you up to the front of the classroom and asks you to answer a series of course-related questions out loud. Even though you feel the eyes of your classmates on you, you find the questions to be easy. According to the model of __________, you should perform __________ on these questions than you would have if you had been asked them in private, without an audience. a. social loafing; worse b. social loafing; better c. social facilitation; worse d. social facilitation; better

d. social facilitation; better

which of the following conclusions is consistent with the predictions of social impact theory? a. conformity is less prevalent in collectivist cultures than it is in individualistic cultures b. social influence increases in a linear fashion as a group grows in size; in other words, each new member added to a group adds the same amount of social influence as the previous member added c. conformity is more likely among groups of strangers than within established groups that are important to us d. the more immediate a group is, the more social influence it tends to exert

d. the more immediate a group is, the more social influence it tends to exert

Emilia would be most likely to pay attention to facts about the danger of AIDS during a school assembly and remember the facts for a long time if __________. a. the speaker emphasized how the disease has spread in her community and at the same time Emilia's best friend is whispering to her about a big party that weekend b. the speaker is a nationally known expert on AIDS c. the speaker emphasized statistical information about AIDS throughout the world d. the speaker emphasized how the disease has spread in her community and there isn't anything distracting Emilia from listening

d. the speaker emphasized how the disease has spread in her community and there isn't anything distracting Emilia from listening

A __________ leader is one who sets clear, short-term goals and rewards people for meeting them. a. communal b. contingent c. transformational d. transactional

d. transactional

All of the following are examples of informational social influence except __________. a. you ask your adviser which classes you should take next semester b. you've just started work at a new job, and a fire alarm goes off; you watch your coworkers to see what to do c. you are running a race, but because you are unsure of the route, you wait to check which of two roads the other runners follow d. when you get to college, you change the way you dress so that you "fit in" better—that is, so that people will like you more

d. when you get to college, you change the way you dress so that you "fit in" better—that is, so that people will like you more

suppose that you and you best friend are both psychology majors and both want to go to grad school in psychology. your friend is also a talented athlete, whereas athletics is not that important to you. One day you find out your friend on an intramural free throw shooting contest. which of the following is most likely to happen, according to self-evaluation maintenance theory? a. you will study really hard for the nest psychology test in order to do better than your friend b. you will become less close to your friend c. you will decide that you are not that interested in psychology d. you will bask in your friend's reflected glory and congratulate them on winning the free throw contest

d. you will bask in your friend's reflected glory and congratulate them on winning the free throw contest

social facilitation

how the presence of other people can effect our behavior. The presence of other people strengthens our dominant response and inhibits our non-dominant response

the Ben Franklin effect

people like someone more after doing a favor for them

cognitive dissonance

the discomfort that is caused when two cognitions conflict, or when our behavior conflicts with our attitudes.

insufficient punishment

the dissonance aroused when individuals lack sufficient external justification for having resisted a desired activity or object, usually resulting in individuals devaluing the forbidden activity or object

social impact theory

the idea that conforming to social influence depends on the group's importance, immediacy, and the number of people in the group

self-affirmation theory

the idea that people can reduce threats to their self-esteem by affirming themselves in areas unrelated to the source of the threat

Theory of Planned Behavior

the idea that people's intentions are the best predictors of their deliberate behaviors, which are determined by their attitudes toward specific behaviors, subjective norms, and perceived behavioral control

deindividuation

the loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity

groupthink

the mode of thinking that occurs when the desire for harmony in a decision-making group overrides a realistic appraisal of alternatives

classical conditioning

the phenomenon whereby a stimulus that elicits an emotional response is repeatedly paired with a neutral stimulus that does not, until the neutral stimulus takes on the emotional properties of the first stimulus

operant conditioning

the phenomenon whereby behaviors we freely choose to perform become more or less frequent, depending on whether they are followed by a reward or punishment

social loafing

the tendency for people in a group to exert less effort when pooling their efforts toward attaining a common goal than when individually accountable

idiosyncrasy credits

the tolerance a person earns, over time, by conforming to group norms; if enough credits are earned, the person can, on occasion, deviate from the group without retribution