Social Psychology Exam 3

Which of the following ad slogans for an automobile would be more effective in Tokyo than in Chicago?

"Comfort for Your Family"

Which of the following statements is TRUE?

"I guess I like junk food, because I'm always eating it" represents a behaviorally based attitude.

If an executioner were questioned about how he could live with himself after taking someone's life, one likely response (according to the authors of your text) would be __________.

"I'm just following orders"

Based on the principles of psychological reactance, what should a mother say to her daughter if she wants to have her nose pierced?

"Please think about how you'll feel when you're thirty with a hole in your nose."

According to reactance theory, which of the following persuasion attempts will meet with the LEAST resistance when a parent tries to convince his child to keep her room clean?

"Please, try to remember to put your toys away when you've finished playing with them."

Cyberbullying impacts __________ of school children in the United States.

10 to 35 percent

In 1975, Cialdini and colleagues asked college students to spend two hours chaperoning a group of children on a field trip to the zoo. Only __________ agreed to this request. However, after first asking another group of college students to volunteer every week, for a minimum of two years, __________ agreed to the second request to chaperon the zoo trip because of the door-in-the-face technique.

17 percent; 50 percent

In the study by Berns and colleagues (2005), they used a mental rotation task to replicate Asch's study of conformity to results reported in error by confederates. In the Berns study, they measured brain activity as participants completed the mental rotation task while not knowing the answers provided by confederates, and again after knowing the answers provided by confederates. In this experiment, what percentage of people conformed to the confederate group's wrong answers?

41 percent

Milgram found that about __________ percent of his participants went all the way to 450 volts in his original experiment.

65

What percentage of participants in Asch's study conformed by giving an incorrect response on at least one trial of the experiment?

76 percent

Which of the following is NOT a characteristic of an affective attitude?

A central part of one's self

Imagine that you are trying to promote a new type of low-fat snack food to a group of people in the grocery store. You know that these people are paying attention and are motivated to process your message. What type of persuasive communication would you deliver?

A message with several high-quality arguments

Based on your text, which of the following is the best example of obedience to authority based on normative social influence?

A parent tells his child, "Eat your peas or Daddy will be mad at you."

Priscilla is on her way to a concert and has gotten lost. Which of the following people, based on information from your text about informational social influence, would she be most likely to ask for directions?

A police officer

In which of the following cases is conformity due to information social influence LEAST likely to occur?

A repairman falls off a ladder and breaks his leg while working in the hospital.

Which of the following statements is FALSE?

A strong directive leader who makes his or her opinions known protects the group from groupthink.

According to research by Han and Shavitt (1994), what are the cultural differences in the kinds of attitudes people hold about the same consumer product?

Ads that focus on individuality and self-improvement work better in Western cultures than in Asian cultures.

Why would anyone want to use fear in a commercial?

Advertisers want to grab the attention of the target audience.

Researchers showed Americans and Koreans advertisements that stressed either independence or interdependence. They found that __________ were persuaded most by ads that stressed __________.

Americans; independence

Research by Leventhal and his colleagues (1967) was described in the text. In the experiment, the researchers showed some smokers a graphic film about lung cancer and gave them a pamphlet with instructions on how to quit; other smokers received either the pamphlet alone, or watched the grisly film. After three months, those smokers who received only the pamphlet with instructions were smoking significantly more than those who both saw the film and received the pamphlet. What is the dependent variable of this research?

Amount that they smoked

The atrocities at Abu Ghraib prison are an example of people being influenced to do things even though they know it is wrong. What is responsible for this powerful influence?

An ambiguous situation and the need to belong

Mr. Anderson needs someone to work the very undesirable Fourth of July shift in his restaurant. If he uses the door-in-the-face technique, how should he approach his staff?

Ask someone to work every Sunday for the next three months, then ask that person to work July 4th

Suppose you are trying to persuade a group of people to purchase a new kitchen gadget. If you are presenting mostly weak arguments, which of the following techniques would help people feel more confident in their attitudes?

Asking them "no" questions to get them to shake their heads

The Yale Attitude Change approach focused on a number of factors that influence the success of a persuasive message. Which of the following best exemplifies audience variables as one of those factors?

Attentive versus inattentive listeners

__________ is to predicting spontaneous behavior as __________ is to predicting deliberative behavior.

Attitude accessibility; intention

Attitudes are of course an individual internal phenomenon, yet they are of tremendous interest to social psychologists. Why?

Attitude change is often due to social influence.

__________ is a way to increase resistance to attitude change.

Attitude inoculation

Why, according to research by McGuire (1964), does attitude inoculation work to increase resistance to subsequent persuasion attempts?

Attitude inoculation encourages people to think about the issues and to generate counterarguments.

Given the role of informational and normative social influence processes in contributing to participants' willingness to shock a confederate learner (e.g., Milgram, 1974), which of the following situations would yield the LEAST obedience?

Before leaving the room, two experimenters disagree on instructions before finally telling participants to take their time and choose their own shock levels.

Recently, a major newspaper had to temporarily shut down its blog because of numerous anonymous posts that were highly offensive, much more offensive than any signed letter or posting. What is the best explanation as to why these online contributions were more offensive than signed letters?

Being online led to a sense of deindividuation.

The makers of different over-the-counter pain relievers will be using product placement to market their products. Which of the following best exemplifies where one would see these persuasive messages?

Being used by an actor on a primetime TV show

There are two possible explanations for group polarization-persuasive arguments and social comparison. According to research, which is the most correct?

Both have research support.

Emerson's boss wants to use cognitive dissonance to sell a new type of emergency cell phone. Emerson is not convinced that the campaign is going to be successful. What should Emerson tell his boss?

Cognitive dissonance techniques are difficult to implement on a mass scale.

Dr. Emile is trying to replicate Asch's study in a collectivist culture. He's not seeing the degree of conformity in the lab that Asch saw. Which of the following is the most likely reason why?

Collectivists are more likely to conform to a group that's important to them, rather than a group of strangers.

The Nazis succeeded in convincing the German people that European Jews needed to be destroyed. Of the following, which is NOT a strategy they used to influence people?

Contagion

Which of the following statements best summarizes deindividuation?

Deindividuation occurs when there is no sense of accountability.

In a field study by Shultz and his colleagues (2007), several households in a neighborhood received weekly feedback about their level of energy consumption relative to their neighbors. Some households received only descriptive norm feedback, and some received descriptive and injunctive norm feedback. Which method of feedback was most effective in producing energy conservation?

Descriptive and injunctive

Based on what the authors of your text state about the effects of deindividuation, which of the following people would be the most likely to shoplift?

Diana, who is wandering through a crowded marketplace

What is the primary benefit of having diversity within a group?

Different perspectives lead to improved problem solving.

The Nazi Ministry of Popular Enlightenment and Propaganda used all of the following techniques except one to portray the message that the German people must protect their racial purity and increase their Lebensraum (living space) through conquest. Which of the following was NOT used by the Nazi Ministry?

Direct-mail advertising

According to the authors of your text, the work of Milgram and Burger on obedience to authority is a clear example of which conflicting goals of science?

Discover new knowledge; do no harm

People are motivated to impose clear definitions on ambiguous situations. Which of the following processes is NOT used to resolve ambiguity of information?

Dissonance reduction

If an attitude is cognitively based, it is best to use rational arguments. What types of arguments work best to change an affectively based attitude?

Emotional appeals

"Feel great. Smell great," goes the warm, lilting theme song of a television ad for perfume, as the model dances through a field of flowers. Why would this ad be most likely to work?

Emotional appeals work well with social identity products.

One explanation for social facilitation focuses on the role of evaluation apprehension-the anxiety associated with being judged by others-in creating a state of arousal in people. What is the weakness of this explanation?

Evaluation apprehension is probably not an important issue to cockroaches.

The Yale Attitude Change approach focused on a number of factors that influence the success of a persuasive message. Which of the following best exemplifies source variables as one of those factors?

Expert versus novice speakers

According to the authors of your text, once participants in Milgram's studies delivered the first shock to the learner, they created internal pressure to obey. This idea is very similar to another technique introduced earlier in the chapter. What is this technique?

Foot-in-the-door technique

Group or team learning activities are becoming more common in the university setting. That is, professors often assign students to work in groups. Given what you know about social loafing, what advice would you give a professor who is considering using group learning activities?

For simple assignments, the groups will likely do worse than you would expect from individuals.

Which of the following comparisons represents the strength dimension as defined by social impact theory (Latané, 1981)?

Friends versus strangers

Researchers suggest that some attitudes are linked to genetic influences. According to these researchers, how is it possible that we might inherit from our parents a love of something like classical music?

Genes influence temperament and personality, which are in turn related to attitudes.

Your niece Caitlin is deathly afraid of glass elevators. You have just read Chapter 8, and have decided to use informational social influence to convince Caitlin that there is no need to be afraid to ride in glass elevators. How would you apply the concept of informational social influence in this situation?

Get Caitlin's friends to ride a glass elevator, and ask them to smile and wave to you both as they ascend

Based on the field study by Shultz and his colleagues (2007) in which several households in a neighborhood received weekly feedback about their level of energy consumption relative to their neighbors, if you wanted to encourage people to use less electricity, what would you do?

Give them smiley or sad faces depending on how well they conserved energy

__________ refers to the tendency for groups to make decisions that are more extreme than the initial inclinations of their individual members.

Group polarization

How do groups help us to define who we are?

Groups help us resolve ambiguity about the nature of our social world.

You have been asked to organize a problem-solving meeting. Based on what you learned in social psychology, which of the following is NOT a good way to make sure unique information gets shared at the meeting?

Have a very forceful, directive leader to handle the meeting.

You're designing an activity for your social psychology class and you want to maximize conformity. What should you do to make that happen?

Have the group size be four or five

Carim is looking at buying a car. After seeing the car and driving it, he asks himself, "How do I feel about it?" What may be the outcome of using this method?

He can make errors in concluding what is causing his mood. He may misattribute his feelings to the car when they were actually created by the compassionate salesperson.

In order for Burger (2009) to conduct a study replicating Milgram's work on obedience, he had to modify Milgram's procedures. Which of the following is one of the modifications he made?

He stopped the study at 150 volts.

Why would Muzafer Sherif, a social psychologist, choose the autokinetic effect (a perceptual illusion) to study social conformity?

He wanted to construct a situation that was ambiguous.

Dr. Rashid is an expert environmentalist. After his recent lecture, he asked that attendees sign a petition to support blocking construction of a dam near his home in Illinois. What most likely happened with his petition?

He was seen as credible and so most people signed the petition.

What type of attitudes best predict spontaneous behavior?

Highly accessible attitudes

When the committee discussion begins, three people are strongly in favor of hiring Band A to play at the fall dance and three people are somewhat in favor of hiring Band A. Two people are somewhat in favor of hiring Band B. If group polarization is at work, what is the most likely decision of the group after an hour of discussion?

Hire Band A

Tom is trying to quit smoking. His parents, siblings, wife, children, and his doctor have all emphasized to him how important it is for him to quit. According to the theory of planned behavior, what factor is most likely to interfere with Tom's forming a firm behavioral intention to quit?

His perceived behavior control

"I like sex, but not enough to die for it," says a young woman in an ad designed to persuade people to use condoms if they are sexually active. Why might this approach be ineffective?

If people are too frightened, they won't think rationally about the issue.

When Steven goes to his fraternity meeting, which of the following factors will NOT increase the impact of informational social influence on him?

Importance of the group

Burger (2009) conducted a replication of Milgram's studies on obedience. One of the modifications to Milgram's original method was that Burger stopped the study after participants had reached 150 volts (rather than 450). Why did he choose the 150-volt cut-off point?

In Milgram's work, participants who were going to disobey usually did so by 150 volts.

Based on the studies conducted by Nolan and colleagues (2008) and Goldstein and colleagues (2008), which approach seems to be most effective at motivating people to behave in ways that are more environmentally friendly?

Informational social influence

Khadija has conformed to others' behaviors or attitudes because she believes that their interpretations of an ambiguous situation are more accurate than hers. __________ has occurred.

Informational social influence

__________ conformity is to the desire to be right as __________ conformity is to the desire to be liked.

Informational; normative

__________ norms address people's perceptions of what other people approve of, whereas __________ norms address people's perceptions of what other people actually do.

Injunctive; descriptive

What is the primary benefit of joining a group?

It allows us to accomplish things that would be more difficult by ourselves.

Briñol and Petty (2003) conducted a study in which participants were presented strong or weak arguments on an issue while they were either shaking or nodding their heads to test the durability of headphones. Why did head movements matter?

It was a subtle way to make participants feel more or less confident.

In Burger's (2009) modernized version of Milgram's experiments on obedience, there are several modern "updates." In what ways was Burger's sample of participants different from Milgram's?

It was diverse in gender, age, and education level.

Imagine that you are on the Olympics Planning Committee. Nine out of ten committee members hold the same opinion. However, one member, Laura, consistently deviates from the group's opinion. How is the group most likely to act toward Laura to bring her in line with the group's opinion?

It will first increase communication with Laura. When that doesn't work, the group will ignore and punish Laura.

Although cognitive dissonance is a very powerful way to change someone's attitude, it is not implemented on a mass scale. Why not?

It would be difficult to create a situation of low external justification on a mass scale.

Who is more likely to use the central route to persuasion when attending to a communication about health insurance reform?

James, who is undergoing extensive treatment after his auto accident

Recall that in an Asch-type conformity experiment (Frager, 1970), Japanese students were less conforming than were North Americans. According to researchers, these findings suggest that __________.

Japan, conformity is more likely in groups toward which one feels loyalty

Reggie is busy trying to prepare a complicated recipe for dinner when his sons come in asking him who can use the computer first. One son, Jason, gives a long explanation about why he needs it, and goes on for some time. The other son, Cameron, just gives a short explanation. If Reggie is processing these arguments via the heuristic route, who is he most likely to give computer privileges to first?

Jason

Who is most likely to form a behaviorally based attitude?

Jeremiah, who finds himself spending hours on the Internet for no good reason

Based on evidence from Karremans et al. (2006) about how subliminal messages can affect our product choices, who would be most likely to purchase a Choco-Yum candy bar after seeing a subliminal message flashed?

Jessica, who was hungry for candy

Taking into account research on factors that increase informational social influence, which game contestant is most likely to yield to the informational social influence provided by teammates or the audience?

Joaquin, playing a television game show, who answers a question whose answer he is uncertain of

Luke and Laura have been living together for years and have finally decided to break it off for good. Which of the following BEST illustrates an integrative solution to their dilemma of dividing up their possessions?

Laura, the music lover of the two, gets the stereo, while Luke, the gourmet chef, gets all of the fancy pots and pans.

Which person is LEAST likely to be in a group with the other three?

Lauren: age twenty-five, single, liberal waitress

There is an exception to the general rule that logical, informative messages will be highly persuasive when the issue is relevant to the audience. What is that exception?

Logical, informative messages will not work well when values and feelings are the basis of the attitude in question.

The Yale Attitude Change approach focused on a number of factors that influence the success of a persuasive message. Which of the following best exemplifies communication variables as one of those factors?

Long versus short appeals

You are asked to design advertisements for several products. For which of the following products would you want to design an ad with an emotional appeal?

Makeup

Why do group members tend to be homogeneous?

Many groups attract people who are similar and groups tend to operate in ways that encourage similarity in the members.

What characteristic of the ice bucket challenge made it difficult for people to ignore?

Many of those challenged were called out by name.

Which of the following examples BEST expresses interdependence?

Martia, a member of a social service group, makes a convincing argument for the group to expand their services to include children.

Based on the effects of attitude forewarning, whose attitude is likely to change the most?

Marvin, who goes to see a comedy film and listens to an appeal from a charity before the movie is shown

Which of the following is NOT part of the definition of a group?

Members are physically in the same place at the same time.

Informational social influence is most likely to play a significant role in which of the following situations?

Members of a jury trying to reach a verdict in a murder trial

In a famous social psychological experiment, participants were led to believe they were to deliver electric shocks of increasing potency to a "learner" for a memorization task. Participants were encouraged to continue even though the learner was clearly in pain, and most participants, in fact, did continue shocking the learner. What famous study is this describing?

Milgram's studies of obedience

Moibi participates in two groups at school. One is the chess club. She is not very attached to this group and really only joined because they meet on Tuesdays and she needed to find something to do until 5 that day of the week. Moibi also is a cheerleader. Most of the other cheerleaders are her very close friends. If Moibi disagreed with a decision made by each of these two groups, what would be the most likely outcome, according to social impact theory?

Moibi would not conform to the chess club but would conform to the cheerleaders.

Flipping through a magazine and looking at the ads, you notice that they tend to emphasize individuality and self-improvement. Based on research on cultural differences in persuasion, where is this magazine likely to be sold?

Montreal, Canada

According to the text, which of the following pairs of individuals will most likely share the same attitudes?

Nanette and Janette, identical twins

Your best friend Nina may or may not visit New York this weekend. According to the theory of planned behavior, what information would be most useful in helping you predict whether Nina will actually travel to New York?

Nina's intention to visit New York

Is it true that deindividuation always leads people to act negatively or violently?

No, people tend to follow the group norm, which is not always destructive.

Which type of conformity is most at odds with our cultural ethos of individualism and independence and most closely matches the negative stereotypes of those who conform as being "weaklings"?

Normative conformity

If Little Joey gets punished every time he plays with matches, Joey may develop a negative attitude toward matches. What would best explain Joey's negative attitude toward them?

Operant conditioning

In a recent study about how to promote energy conservation, Nolan and colleagues (2008) found that simply telling people that their neighbors conserve energy was a more effective means of reducing energy consumption than telling them other reasons why they should conserve. Why did this message work the best?

Participants were affected by informational social influence.

Why are highly accessible attitudes more likely to predict spontaneous behaviors than are less accessible attitudes?

People are more likely to be thinking of accessible attitudes when they are called on to act.

What are the two reasons why deindividuation leads to more deviant behavior?

People feel less accountable, and people are more likely to obey even deviant group norms.

Professor Smith has long used group projects in her courses. The groups have always performed extraordinarily well, and students seem to learn a great deal from such projects. Having just taken a new job at a different college, Dr. Smith finds that the group projects are of considerably lower quality. What might you conclude given the work of Karau and Williams (1993)?

Professor Smith used to teach at a women's college, but is now teaching at a men's college.

__________ is defined as "the deliberate, systematic attempt to shape perceptions, manipulate cognitions, and direct behavior to achieve a response that furthers the desired intent of the communicator."

Propaganda

Recall that in the 1930s, when anti-Asian prejudice was commonplace in the United States, LaPiere (1934) had no trouble finding pleasant accommodations for himself and his Chinese traveling companions. Surprised, LaPiere later sent letters to the establishments they visited, asking whether Chinese visitors would be welcome. More than 90 percent of those who responded replied that they definitely would not accommodate Chinese. Although LaPiere's study suggests that there is a weak link between attitudes and behavior, his results should be interpreted with caution. Why?

Proprietors' attitudes might have changed between LaPiere's visit and the time he sent the letters.

Your best friend has just begun smoking. You are concerned for her health and decide to have a talk with her about her choices. What is the best way for you to approach this conversation?

Provide enough description of the dangers of smoking to get her attention, and then provide her with information about the Quitline, which helps people stop smoking

Pierre joins the other concertgoers in giving the symphony a standing ovation, even though he thought the performance was merely adequate. The next morning, Pierre confides to his girlfriend that the performance was "satisfactory, but not overwhelming." In joining the standing ovation, Pierre displayed what kind of conformity?

Public compliance

Based on research by Goldstein and colleagues (2008), which of the following techniques would be most effective in getting hotel guests to reuse their bath towels?

Putting a sign in the room stating that the majority of guests in this room reuse the towel

__________ theory posits that when people feel their freedom threatened, they will work to restore it by performing the threatened behavior.

Reactance

You have observed that there is more litter around signs that say "$500 fine for littering" than around signs that say "Please keep our state clean." What social psychological theory would you use to explain this observation?

Reactance theory

According to research, most people will recall a room temperature that is lower when they are asked to recall being rejected by others. Why is this?

Rejection is chilling.

Based on the theory of planned behavior, who is most likely to follow through on the intention to buy new tires?

Richie, whose parents put safety first and who will lend him the money

Recall that researchers (Pennebaker & Sanders, 1976) placed one of two signs in the bathrooms on a college campus. One was a strong warning ("Do not write on these walls under any circumstances") and the other was a milder admonition ("Please don't write on these walls"). Two weeks later, what were they likely to find in the bathrooms containing the strong warnings?

Scrawls that read, "Says who?" and "What are you going to do about this?"

Which of the following is most closely related to the notion of behaviorally based attitudes?

Self-perception theory

You are reading a billboard that says, "L&H shoes: comfort and style for your whole family." Where would such an ad be most effective, according to research on cultural differences in persuasion?

Shanghai, China

Amanda is assigned to a group to take a quiz (which actually doesn't count towards the course grade). For one of the questions, she is certain the correct answer is C, but the rest of her group all says the answer is A. Based on information about the Asch line studies, how would Amanda be likely to respond?

She would go along with the group, but still believe C is correct.

__________ refers to the tendency of people to perform better on simple tasks and worse on difficult tasks when others are present.

Social facilitation

The experiment that involved opening Panera Cares where people could dine and then choose to pay the recommended fee, less than the fee, or more than the fee, resulted in what conclusion?

Some people took advantage of the restaurant and didn't pay when they probably could have.

In a field study by Shultz and his colleagues (2007), several households in a neighborhood received weekly feedback about their level of energy consumption relative to their neighbors. How are these results being applied?

Some utility companies now put a smiley or sad face on customers' bills.

Why do ads for heartburn medications spend so much time talking about how quickly the product works and whether there is calcium or magnesium in the product?

Such medications are highly relevant to people who suffer from indigestion.

Which student below is being exposed to an attempt to change behavior based on the "social norms" approach?

Tabitha, who sees a poster on campus that says, "83 percent of UX students have 3 drinks or fewer when they drink"

Who will probably be most successful at performing his or her task?

Tara, an expert bowler, bowling in a crowded alley with an audience of friends

You have been hired to help design a campaign to get people to conserve energy. Based on the research by Nolan and colleagues (2008), what is the most effective way to convince people to conserve?

Tell them that their neighbors are doing it

According to your text, what seems to drive an idea "going viral" through social influence?

That it is emotionally arousing

Sillain is participating in a fMRI study replicating Asch's study on conformity. When she performed alone at judging the figures, what area of her brain was most likely active?

The area dedicated to vision

According to the authors of your text, what originally spurred the development of advertising for cigarettes and other products?

The development of the ability to mass-produce products

Which of the following represents the utilitarian aspect of an attitude object, such as a consumer product?

The gas mileage of a car

Which of the following is NOT a reason that process loss is experienced in a group?

The group listens carefully to the expert among them

Martin Luther King Jr. and Mahatma Gandhi led large groups of people in protests against injustice. According to information in your text about the process of deindividuation, why is it that these groups did not behave violently?

The group norm was nonviolence.

According to your text, which of the following is NOT a contributor to the acceptance of the rugged-individualist ideal as part of America's cultural self-image?

The mass suicide of Heaven's Gate cult members

The authors of your text report instances of teens taking a "polar plunge" by jumping into freezing water. Which of the following best explains such dangerous behavior?

The power of normative social influence

Dozens of social-psychological experiments on the topic of social facilitation have employed people and a variety of animals and insects. One consistent finding has emerged from these many studies:

The presence of others enhances performance on simple tasks.

The Asch line studies were conducted over fifty years ago, and society has changed quite a bit. A recent study involving fMRI and a mental rotation task attempted to replicate some of Asch's results. What were the results of this study?

The results were very similar to those of Asch's original studies.

According to Cantril (who studied the results of the broadcast of War of the Worlds), why were Americans convinced the broadcast was a real news report?

The show parodied existing news shows well and informational social influence.

According to Zimbardo, why would U.S. soldiers abuse the prisoners they were ordered to guard?

The situation of being a prison guard was a "bad barrel."

According to your text, in the 2010 U.S. congressional elections, millions of people on Facebook received either an informational message or a social message on their feeds in hopes of improving voter turnout. What were the findings of the study?

The social message improved voter turnout, while the informational message had no effect.

Next week, you're going to give a lecture to the psychology club about the Yale Attitude Change approach to persuasion. What will be your three main topics?

The source; the nature of the communication; the nature of the audience

In Burger's (2009) replication of Milgram's studies on obedience to authority, he included both men and women. Milgram included women in only one of his studies. Which of the following is true about the gender differences Burger found?

There were no significant gender differences, just as in Milgram's study.

What do a sorority, your family, and the L.A. Lakers have in common?

They are all groups.

Sometimes famous performers have horrible final rehearsals in empty auditoriums prior to a big performance, yet they end up having wonderful performances in front of audiences. Why would the presence of others improve performance on a well-rehearsed task, such as a musical performance?

They are aroused.

Why are affectively based attitudes so resistant to logical persuasive attempts to change them?

They are often linked to values, which are difficult to change.

There have been great examples of social influence and terrible examples of social influence. For instance, what do the Heaven's Gate followers and the "Freedom Riders" in the American civil rights movement have in common?

They confronted extreme and confusing situations, and looked to others to decide how to behave.

According to the authors of your text, why are attitudes important?

They determine what we do.

Solomon Asch (1951, 1956) conducted a series of studies in which participants were asked to estimate the lengths of lines that clearly differed in length. Participants then heard the other group members give correct estimations for some trials, and blatantly incorrect estimations for others. When confederates in the study gave an incorrect response, how did participants respond?

They tended to conform on at least one of the trials.

According to the authors of your text, what is the most plausible explanation for why U.S. soldiers followed their lieutenant's orders to massacre the citizens of the peaceful village of My Lai during the Vietnam War?

They were conforming in a confusing situation.

When studying deindividuation in adolescents, it was found that warning the adolescents that their parents might read their posts online was successful in curbing their writing bad things about another person. Why do researchers believe this was so powerful in averting their behavior?

They were reminded of their own personal identity.

You witness a car accident where one car runs a red light and hits another vehicle. When police arrive, they find you and two other people who witnessed the accident. What are they likely to do?

They will separate the witnesses and interview them individually.

The presence of others will facilitate performance for __________.

Tim, who is washing his car as his neighbors watch

Which of the following individuals is most likely to engage in social loafing?

Tim, who washes a car with his friends

You are a project manager at your company, and you must choose the last member of your team. Which of the following people would be the least likely to social loaf?

Tran, a man from Vietnam

__________ leaders set clear, short-term goals and reward followers who meet them; __________ leaders inspire followers to focus on common long-term goals.

Transactional; transformational

__________ leaders focus on long-term goals.

Transformational

In Chapter 9, the authors mention the 2016 election where Donald Trump won the presidency. Which of the following is NOT presented as a potential reason for the surprising loss for Hillary Clinton?

Trump increased his advertising by over a billion dollars in the last week before the election.

Research by Leventhal and his colleagues (1967) was described in the text. In the experiment, the researchers showed some smokers a graphic film about lung cancer and gave them a pamphlet with instructions on how to quit; other smokers received either the pamphlet alone, or watched the grisly film. After three months, those smokers who received only the pamphlet with instructions were smoking significantly more than those who both saw the film and received the pamphlet. What is the independent variable of this research?

Type of intervention: pamphlet only, movie only, or pamphlet and movie

A police officer is trying to disband an angry mob of protesters. Based on what your text states about deindividuation, which of the following would be the best strategy to use?

Using a loudspeaker, address several questions to specific individuals in the crowd.

Which of the following is an example of a social norm in mainstream U.S. culture?

Using your turn signal to indicate which direction you will be turning

Which of the following best illustrates an implicit attitude?

When Randi experiences a flash of discomfort around her lesbian friends

Which of the following variations of Milgram's (1963) original obedience experiment provides the strongest evidence of the operation of normative conformity when participants administer electric shocks to a confederate learner?

When another (confederate) participant refuses to continue, participants obey less.

Recall that the "trucking" game (Deutsch & Krauss, 1960, 1962) puts participants in a conflict situation. Each participant wants to get his or her truck to the destination as quickly as possible. Deutsch and Krauss introduced a novel twist; they sometimes gave one participant a gate with which to threaten an opponent; other times, they gave both participants such a gate, and still other times, neither participant had a gate with which to threaten his or her opponent. What happened?

When both participants could wield threats, both sides lost money.

Which situation below best exemplifies the tenet of social impact theory that group strength is directly related to conformity?

When eating with strangers, Suzie will talk with her mouth full, but not when eating with her friends.

Even though the authors point to a number of situational variables that contributed to the destructive obedience of Stanley Milgram's participants (e.g., normative and informational conformity pressures, conflicting norms), it might still be argued that people have, lurking deep within them, sadistic tendencies that can easily be elicited by situational variables. What experimental findings by Milgram call this "personal attribution" into question?

When participants could choose the level of shock, they administered very low levels.

Antoinne is serving on his first jury. Before deliberations, Antoinne is sure that the defendant is guilty. However, when deliberations start, it is clear that he is the only one who thinks the defendant is guilty. Because the defendant is facing twenty years in prison, Antoinne knows he really needs to get this right. What is most likely to happen in this situation?

While the twenty-year sentence really applies some pressure, Antoinne will still very likely be swayed by the rest of the jurors.

Which of the following is NOT true with respect to women and leadership?

Women are even harsher toward other women who act counter to the feminine role than men are.

Researchers (Karau & Williams, 1993) reviewed more than 150 studies on social loafing, and found that the tendency to loaf is stronger in men than in women. According to this text, why is this true?

Women are higher in relational interdependence than men.

If you wanted to alter the cleaning behavior of your roommates using a technique similar to Shultz and his colleagues (2007), you could give them feedback about injunctive norms using which of the following methods?

You can put a smiley or sad face drawing on a report about their behavior.

Which of the following is NOT an example of informational social influence?

You get your hair cut just like Katy Perry because you like how she looks.

Which study, discussed in your text, best mirrors the prisoner abuse at Abu Ghraib?

Zimbardo's Stanford Prison Study

In Cirque du Soleil, performers include highly choreographed acrobats, dancers, actors, and gymnasts. In order to perform their best, these performers should be __________.

a cohesive group.

You are supervising several work groups at your company. Which of the following groups is NOT suffering from process loss?

a group in which no one is competent, but they are listening to the best person in their group

"We will not talk about other members behind their backs, and we will never divulge one another's secrets to anyone, inside or outside this group." The preceding statement reflects __________.

a group norm

You belong to a study group that your math instructor assigned you to in the beginning of the semester. Your group's task is to solve several problems every week. What type of group, according to your text, would lead to optimal performance?

a group that isn't all that cohesive

A positive attitude can be formed via classical conditioning when an attitude object is repeatedly paired with __________.

a pleasant stimulus/experience

When Myra looks at the ceiling of the Sistine Chapel for the first time and sees the gorgeous art, she is awestruck, and even moved to tears by the beauty of it. Her affectively based attitude is a result of __________.

a sensory reaction

Josh is the president of his college residence hall, and he is therefore expected to act in a respectable, dignified manner when he attends campus functions. What social psychological phenomenon does this illustrate?

a social role

Tyler nods his head quite often during a speech from a politician. Based on the information from your text about confidence and persuasion, Tyler would be most likely to be most persuaded by __________.

a strong argument

Recall that when Solomon Asch (1955) conducted an experiment in which six confederates gave the wrong judgment about the lengths of lines and in which a seventh confederate gave the correct judgment, participants' normative conformity dropped drastically. These findings support the importance of __________ in creating conformity.

a unanimous group

According to the authors of your text, women in leadership positions are in a double bind: If they conform to social expectations about how to behave and are warm and communal, they may be seen as having low leadership potential; then, when they are given the opportunity to lead and they __________, they are perceived negatively.

act in agentic, assertive ways

Emily is a member of a collectivist culture, and she has just conformed with her social group. That behavior is considered a(n) __________.

act of sensitivity and tact

Although social groups vary tremendously (e.g., families, sororities, sports teams, religious congregations), they are all alike in that __________.

actions are guided by norms

Persuasive communication is a message __________.

advocating a particular side of an issue

Fear-arousing persuasive messages are targeted to the __________ component of attitudes.

affective

Samantha really enjoys Gummy Bears. Her attitude did not stem from any rational examination of the nutritional value of this food, and isn't governed by logic (she can't be persuaded to stop eating them). Samantha's attitude about Gummy Bears is most likely __________ based.

affectively

André is not at all familiar with a presidential candidate's stand on the issues or with his proposed policies, but André likes "his" candidate and plans to vote for him anyway. This example illustrates that people's attitudes toward politicians are often __________.

affectively based

It is estimated that one-third of the electorate knows almost nothing about specific politicians. Nonetheless, these people hold very strong opinions about them. This pattern of findings suggests that people's attitudes toward politicians may be largely __________.

affectively based

According to research presented in the chapter, consumers' attitudes toward products such as perfumes and greeting cards are __________ based because they are informed by __________.

affectively; values and the self-concept

Your friend wears bell-bottoms constantly, a behavior that offends your sense of style. If you wanted to apply cognitive dissonance theory to get your friend to change her attitude toward bell-bottoms, you should encourage her to give a public speech __________ under conditions of __________ external justification.

against bell-bottoms; low

The authors of your text discuss several factors that led to the high degree of obedience in the Milgram experiment. All of the following are implicated EXCEPT __________.

aggression

Normally, Wanda never drinks. However, at a recent party, she is surrounded by a crowd of people who are drinking. Based on what your text says about deindividuation, Wanda is most likely to __________.

also start drinking

The major downside risk of informational social influence is that the more __________ the situation is, the more we rely on others who are no more likely to be knowledgeable or accurate than we ourselves are, leading us each to adopt others' mistakes and misinterpretations.

ambiguous

Results from a recent fMRI study replicated Asch's line judgment study. The results of the fMRI suggest that when participants judged rotated figures and stated a correct answer when the others around them unanimously stated an incorrect answer, the area of the brain that was active was the __________.

amygdala, which is associated with negative emotions

According to the definition provided in your text, which of the following qualifies as a group?

an author, an illustrator, and an editor working on a book together over the Internet

Assume that you are playing pool at the student union when several of your buddies surround the table to watch you play. If you are __________ player, you would __________ because of the arousing effects of their presence.

an excellent; make most of your shots

According to your text, the most optimal kind of resolution to a conflict situation is __________.

an integrative solution

Norm and Vera are feuding over where to go out to dinner. Norm wants to go to Denny's for the Grand Slam, but Vera wants to go to Sizzler for the all-you-can-eat salad bar. Finally, exchanging a series of proposals and counterproposals, they settle on a new diner in town that has both cheap food and a salad bar. This situation is an example of __________.

an integrative solution

According to the authors of your text, Adolf Eichmann, the Nazi official responsible for transporting Jews to death camps, can best be described as __________.

an ordinary man in an extraordinary circumstance

Deindividuation is a feeling of __________ that often results in impulsive, deviant acts.

anonymity

Process loss can best be defined as __________.

any aspect of group interaction that inhibits good problem solving

How do norms differ from roles? Norms __________, whereas roles __________.

apply to all group members; apply to specific group members

On the campus of the University of Minnesota, there are signs near large expanses of grass that read, "Lie on me, play on me, but please don't walk on me." These signs are more likely to protect the grass than signs that read, "Stay off the grass!" because the Minnesota signs __________.

are likely to generate less psychological reactance

The idea that people have an innate need to belong to groups is consistent with the finding that people in all cultures __________.

are motivated to form relationships with others

According to the elaboration likelihood model of persuasion, people who __________ are most likely to take the __________ route to persuasion.

are motivated to pay attention; central

According to the authors of your text, threats __________.

are not an effective way of resolving conflict

Complete the analogy. Social facilitation is to __________ as social loafing is to __________.

arousal; relaxing

Which of the following explanations for social facilitation applies to humans but NOT to cockroaches? Humans are __________.

aroused at the prospect of evaluation

When your roommate enters the room while you're typing an email, it can make you uncomfortable. The roommate isn't judging you, but you may still feel uncomfortable, according to Zajonc, because the roommate's mere presence is __________.

arousing

Advertising makes the assumption that __________ will lead to __________.

attitude change; behavioral change

A public service ad on television shows a young boy resisting the attempts of someone off-camera to persuade him to accept drugs. The boy resists each and every enticement (e.g., "It'll make you fly!" or "Come on, this one's free!"). The camera then pans back, and the boy's father hugs him and says, "Good job, son!" This ad illustrates the use of __________ to increase resistance to attitude change.

attitude inoculation

Politicians often preface their remarks with statements such as "I know that my opponent will try to tell you that I'm weak on crime." This strategy is an example of __________.

attitude inoculation

You want to have a talk with your younger sister about the dangers of drugs. You begin the discussion by saying, "Now, your friends are probably going to tell you that only people with problems to begin with get into trouble with drugs, and that you're a chicken if you don't get high with them, but..." You have just used __________ to persuade her to avoid experimenting with drugs.

attitude inoculation

Researchers (Davidson & Jaccard, 1979) studied the relationship between women's attitudes and their use of the birth control pill. They found that the best predictor of whether women were using the birth control pill two years after reporting their attitudes was the women's __________.

attitude toward using birth control pills during the two-year period

Although controlled laboratory studies have shown that, under highly controlled conditions, subliminal stimuli can affect people's __________, they do not show that such stimuli affect __________.

attitudes about products; purchasing patterns against people's wishes

The theory of planned behavior states that the best predictors of deliberate behaviors are __________.

attitudes toward the specific behavior, subjective norms, and perceived behavior control

If you stand in the checkout line of any discount store, you'll see a very odd assortment of items on display: disposable razors, batteries, ballpoint pens, playing cards, trail mix, USB drives, and so on. Retailers call these items "impulse buys," meaning that although people may not come to the store looking for cards, pens, or trail mix, when they see them near the checkout, they'll buy them. An attitude researcher might say that people buy these items because __________.

attitudes toward these items may be highly accessible

The elaboration likelihood model explains under what conditions someone will __________.

be influenced by what the speech says, and when influence occurs by superficial cues

It can be tricky to use fear-arousing communication properly; a moderate amount can lead people to __________ and too much can lead people to __________.

be persuaded through the central route; become defensive

According to your text, group members tend to __________ in age, sex, beliefs, and opinions.

be similar

In the "Johnny Rocco" studies conducted by Schachter (1951), he found that when a confederate stubbornly deviated from the opinion of the rest of the group, the confederate was then more likely to __________.

be voted out of the group

In addition to the role of both informational and normative conformity pressures, participants in Stanley Milgram's obedience experiments (e.g., Milgram, 1974) administered escalating shocks to a confederate learner because they __________.

became trapped in conflicting norm demands

Why is it important to study how effectively groups make decisions?

because many important decisions are made by groups such as juries

Which of the following will give the greatest sense of belonging to a group and a sense of distinctiveness from others?

being a member of the psychology honors society

Itsuki, a Japanese teenager, has withdrawn from all social interaction. He is referred to as a hikikomori. Most likely, his withdrawal is the result of __________.

being bullied severely

The concept of subjective norms refers to people's __________.

beliefs about what important others will think of their behavior

When an individual is asked to make a decision, what kind of errors can be made?

biases

Steph reads an anti-drinking ad in the student newspaper that states, "Students at this school, on average, only drink three drinks per week." She typically drinks no alcoholic beverages per week, but after seeing the ad she starts consuming more because she is "below average." Steph is exhibiting the __________.

boomerang effect

In the study by Gabbert and others, two individuals were unknowingly shown slightly different videos and then allowed to discuss what they saw together. When asked to report on what they witnessed in their video, __________.

both people mistakenly reported items that the other person had viewed in their video.

The leader who would be most effective is one who uses __________.

both transactional and transformational leadership styles depending on the situation

In Karim's family, it is required that cell phones be locked in a drawer during dinner time. However, in Marco's family, cell phones are encouraged to be brought to the table and used extensively during dinner. This example illustrates that norms __________.

can differ across different groups of people

Not all members of the radio audience of Orson Welles's War of the Worlds broadcast panicked immediately. Indeed, some didn't panic until they looked out of the window and saw empty streets; others didn't panic until they saw streets full of traffic. It was after checking out the situation that these citizens decided that the Martians had indeed invaded Earth. This example illustrates that contagion __________.

can result when people look to others for the interpretation of ambiguous situations

Most people believe that subliminal messages __________.

can shape attitudes and behavior

When participants were first placed in a dark room alone and asked to estimate the apparent movement of a point of light, individuals were consistent in their own estimates, and these estimates differed greatly from participant to participant. When participants made the same estimates in a group setting, their estimates converged. According to Muzafer Sherif (1936), this happened because conformity occurs when people __________.

can use others' behaviors as cues for what's right.

The reason that forewarning tends to prevent attitude change is that it __________.

causes people to analyze persuasive appeals much more carefully

Presently, there are three main ideas as to why the presence of others leads to greater arousal. Which of the following is NOT one of the three explanations? The presence of others __________.

causes us to become emotional

A commercial comes on for an arthritis cream. Lachlan has been having some pain in his knees lately, so he's both motivated and able to attend to the commercial. Therefore, he is more likely to use the __________ route to persuasion.

central

Armando is listening carefully to a persuasive communication and thinking about the arguments. He is using the __________ route to persuasion.

central

The __________ route to persuasion is to enduring attitude change as the __________ route to persuasion is to transient change.

central; peripheral

Researchers systematically varied the quality of persuasive communications that advocated comprehensive exams for college students, and also varied the prestige of the communicator. These researchers found that when some students believed that their university was considering such examination, those students used the __________ route to persuasion, and were influenced by the __________.

central; quality of the persuasive arguments

In cross-cultural studies, what qualities of a leader seem to be valued by all cultures?

charisma and team orientation

Research by Rudman and her colleagues (2007) suggests that implicit attitudes are rooted in __________ experiences, whereas explicit attitudes are based in __________ experiences.

childhood; present

In an effort to use fear to persuade people to live a healthier lifestyle, the government of Canada went so far as to mandate that __________.

cigarette packs display graphic pictures of diseased gums and body parts

Claude had an unpleasant experience during his last visit to Dallas, Texas. He was approached by two men with strong Texas accents who wielded sharp knives, roughed him up, cracked a rib, and stole all his money. Ever since Claude was mugged, he has taken an instant dislike to anyone who speaks with a Texas twang. Claude's negative attitude toward Texas accents is most probably a result of __________.

classical conditioning

The purpose of cognitively based attitudes is to __________.

classify the pluses and minuses of an object to make a quick decision

In an alternative version of his original experiment, Milgram used two experimenters, who began to disagree with each other when the participants administered 150 volts and the learner began to complain. In this variation, participants refused to continue. According to the authors of your text, this variation demonstrates the importance of __________ in influencing obedience.

clear informational influence

In a study conducted by Zajonc and his colleagues (1969), they examined the question of whether organisms perform better in the presence of others or alone, using __________ as participants.

cockroaches

At the new-car dealership, Josh asks the salesperson a number of questions: "How good is the gas mileage on this model? What does Consumer Reports say about this make and model? Does this car hold its resale value?" The __________ component of Josh's attitude toward the car is most likely to inform his questions.

cognitive

Doty is out weeding her petunias when she sees a garden snake. She feels fear and jumps up and runs back to the house, all the while thinking, "I know that garden snakes are not dangerous." This example illustrates an inconsistency between the __________ component of attitudes and the __________ components.

cognitive; affective and behavioral

The logical, fact-based approach is used in advertisements most effectively when the basis of the attitude is __________ and __________.

cognitive; the problem the product can solve is important to viewers

Crystal rushes into a store, needing to pick up some orange juice. She quickly picks the deepest orange-colored juice that states "Not from concentrate" and is the cheapest. She is basing her decision on a(n) __________.

cognitively based attitude

The phenomenon of groupthink is most likely to occur when a group is under stress, highly __________, and when the leader is very __________.

cohesive; directive

According to Irving Janis (1972, 1982), groupthink occurs when groups value __________ over __________.

cohesiveness and solidarity; a realistic consideration of the facts

Researchers (Bond & Smith, 1996) conducted a meta-analysis of 133 Asch line-judgment studies conducted in seventeen countries. They found that conformity was higher in __________ because normative social influence __________.

collectivistic cultures; promotes harmony

A leadership style that is warm, helpful, kind, and concerned with the welfare of others is __________, while a leadership style that is assertive, controlling, independent, dominant, and self-confident is __________.

communal; agentic

Lenoir is taking a test to see if she's prejudiced toward elderly people. Because it's difficult to assess her implicit attitudes, she's most likely __________.

completing the Implicit Associations Test (IAT)

Evaluation apprehension is __________.

concern about being judged which results in arousal

When trying to persuade people, it is useful to make sure they have __________ in their thoughts on the matter.

confidence

Noor is in a study similar to Baron et al. (1996). She has been asked to select the person she saw in a series of photos. If she's told that her decision is not very important, she will __________.

conform less than when the decision is very important

Private acceptance is __________.

conforming to another person's behavior because you believe that person is right

Alejandro has changed his behavior because of the real or imagined presence of others. This is known as __________.

conformity

Changing one's behavior due to the real or imagined influence of others is called __________.

conformity

The ice bucket challenge is used in the beginning of the chapter to introduce the idea of __________.

conformity

According to the authors of your text, advertisers who market such products as deodorants, mouthwashes, and room deodorizers succeed because they __________.

convince consumers that their products are relevant to them

Recent ads on television portray the embarrassment and social anxiety associated with the dreaded toenail fungus. In all probability, the manufacturers are attempting to make a profit by __________.

creating a problem so consumers will buy the product

Research by Petty, Cacioppo, and Goldman (1981) found that when students are not involved in an issue, their opinions are influenced more by the __________ than by the __________.

credibility of the speaker; quality of the arguments

Consider the following destructive acts: soccer fans bludgeoning one another, young people throwing rocks at police officers, and Klansmen lynching African Americans. All of these are examples of the dangerous effects of __________.

deindividuation

In a powerful scene in the classic film, To Kill a Mockingbird; Atticus Finch, a small-town lawyer, is on the courthouse steps standing guard over Tom Robinson, an African-American prisoner whom he is defending. A mob of townspeople and local farmers approaches the courthouse, demanding that Atticus turn over Robinson; they are intent on administering their own form of vigilante justice. Suddenly, Atticus's young daughter Scout steps forward. She doesn't understand what's about to happen, and begins to address people in the crowd, "Hey, Mr. Cunningham. How's your boy? I like Walter, but I haven't seen him in a while." As Scout innocently addresses a number of individuals in the crowd, they begin to leave one by one, until the whole lynch mob is disbanded. Scout's behavior disrupts the __________ that might have led to a lynching.

deindividuation

Members of the military may need to engage in behaviors, such as killing or wounding the enemy, which may go against personal moral standards such as "Thou shalt not kill." To get people to adhere to group rather than individual standards, the military acts to increase soldiers' sense of __________ when they are on the battlefield.

deindividuation

When you sense a situation where there is no individual accountability, it may lead you to __________.

deindividuation and social loafing

Which of the following collections of people best represents the social-psychological concept of a group?

deliberating members of a twelve-person jury

Consider the following antisocial acts: European soccer fans sometimes attack and bludgeon players and other fans; in the United States, members of the Ku Klux Klan (KKK) burned houses and lynched innocents; frenzied rock and roll fans trample one another, sometimes resulting in deaths. What do these situations have in common? They __________.

demonstrate the tragedies sometimes caused by anonymity

A(n) __________ norm concerns our perceptions of the way people actually behave in a given situation, regardless of whether others approve or disapprove of the behavior.

descriptive

During a drought, Lynne noticed that all of her neighbors had stopped watering their lawns even though there were no laws against it. Lynne was following a(n) __________ norm when she let her lawn turn brown, too.

descriptive

In a field study by Shultz and his colleagues (2007), several households in a neighborhood received weekly feedback about their level of energy consumption relative to their neighbors. Feedback about how much energy they used relative to their neighbors provided participants with __________ norms.

descriptive

Public safety officials want to increase the use of seat belts among drivers, and have decided to show a television ad documenting the rising use of seat belts among drivers. This represents the use of __________ norms to change safety behaviors.

descriptive

In the early "trucking" game studies by Deutsch and Krauss (1960, 1962), it was found that allowing the competing participants to communicate during the game __________.

did not foster trust and cooperation

Researchers provided participants with audiotapes that contained subliminal messages to improve memory or to raise self-esteem. After participants had listened to the tapes, the researchers assessed their memory or self-esteem. Greenwald and his colleagues found that the subliminal messages __________.

did not work, but people thought that they did

An ambitious study of leadership in 62 countries determined that __________.

different traits for leaders are preferred in different cultures

To avoid __________, people will agree to a second, even unattractive, request as part of the foot-in-the-door technique.

dissonance

One reason why the presence of others is arousing is that it can be __________, which is a very cognitive explanation as to why people tend to perform worse at more difficult tasks in the presence of others.

distracting

Baron (1986) has found that flashing lights can cause the same social facilitation effects as the presence of other people. These findings support the idea that __________ is the source of arousal that enhances performance on simple tasks.

distraction

People's beliefs about the influence of advertising are incorrect. People __________ they are influenced by regular advertising, and they __________ they are influenced by subliminal advertising.

don't think; do think

According to the authors of your text, once participants in Milgram's studies delivered the first shock to the learner, this created internal pressure to obey. This dissonance made it more difficult later for participants to __________.

draw the line as to what exactly was too strong of a shock

Adele has never driven a car with a manual transmission before-that is, she's never had to decide when to shift gears, push in the clutch, or stop suddenly when the car is in gear. She's just bought a car with manual transmission, and wants to practice driving it before she takes it onto the highway. What should she do?

drive the car alone until she gets the hang of it

According to social-psychological reasoning, a large student body is NOT a social group because __________.

each student cannot possibly interact with all other students

Which of the following is NOT often positively correlated with group cohesiveness?

effective problem solving

In order to help teens resist peer pressure, it is important to inoculate their attitudes not only with cognitive arguments but with __________.

emotional appeals

Peer pressure is a form of persuasion that generally utilizes __________.

emotional appeals

Deviant behavior is usually met with rejection. For example, in Japan, deviants in school tend to be shunned and harassed by their entire class or school. Such treatment is particularly psychologically damaging in Japan because the culture __________.

emphasizes cohesion and group harmony

Under certain conditions, people will choose the cooperative option when playing the "prisoner's dilemma" game. For example, when a player __________, that player will be more likely to play cooperatively.

expects to interact with his or her partner in the future

When it comes to informational social influence processes, we are more likely to conform with experts' ideas and behaviors than with nonexperts' because __________.

experts are viewed as more credible sources of information

You are watching your favorite movie, about a renegade vigilante trying to escape from the police. Suddenly, your brother says, "I guess Dodge sent some money to the producers." You then notice that all of the cars in the exciting car chase are manufactured by Dodge. Dodge has used __________ in hopes of influencing your next car purchase.

explicit advertising

Attitude inoculation is the process of making people immune to persuasion attempts by __________.

exposing them to arguments against their position

Mark is a Democrat. He just joined a welfare reform committee made up of nine Republicans. Mark holds a minority opinion on this issue. If Mark wants his opinion to influence the group's final recommendations, he should __________.

express a consistent, unwavering viewpoint

The function of affectively based attitudes is to __________.

express and validate one's basic value system

Execution teams who work at prisons tend to deny personal responsibility for the executions and state that they are just following orders. Such justifications for taking a human life illustrate that when people obey authority they can __________.

externally justify their actions

The study group you belong to is discussing class materials for the upcoming exam. Based on research presented in your text about information sharing, which type of material would group members be most likely to focus on?

facts that all group members know

According to the authors of your text, in part because the experimental procedures were so __________, it was difficult for participants in Stanley Milgram's obedience experiments (e.g., Milgram, 1974) to abandon the "obey legitimate authority" norm in favor of the norm that says, "Do no harm."

fast-paced

Research illustrated that even the presence of a(n) __________ impacted performance such that participants did better on __________ tasks and worse on __________ tasks.

favorite TV character; simple; complex

Peer pressure is effective because it plays on adolescents' __________.

fear of rejection and desire for autonomy

Research by Leventhal and his colleagues (1967) was described in the text. In the experiment, the researchers showed one group of smokers a film depicting the ravages of lung cancer, gave another group of smokers a pamphlet with instructions on how to quit smoking, and exposed a third group to both the film and the pamphlets. People in the last group reduced their smoking significantly more than people in the other two groups because __________.

fear was aroused and they were provided a means to reduce that fear

Mullen's (1986) analysis of newspaper accounts revealed that the larger the lynch mob, the more savagely the mobs murdered their victims; Watson's (1973) cross-cultural study revealed that warriors wearing face or body paint were more likely to torture or kill captives than were warriors who wore no such "war paint." These findings suggest that one reason why mobs often commit heinous acts is that the individuals involved __________.

feel anonymous and thus less accountable for their actions

For Halloween, Jeff wears a sheet and goes to a party as a ghost. How is this costume likely to influence his behavior? He will __________.

feel less personally accountable for his behavior

Your text describes Steve Jobs as a creative, unorthodox leader, who was successful at getting Apple Computer started, but later was removed from his leadership role when the company was well-established and he was being less effective leading a billion-dollar corporation. This illustrates the importance of __________

fit between a leader's style and the situation.

Recall that in one condition of the experiment conducted by Stasser and Titus (1985) about Student Senate president candidates, all group members had access to the same information, and that in another condition, members had unique information that other group members didn't know. In the second (unshared information) condition, the group made a worse decision than in the first (shared information) condition. This occurred because groups __________.

focus discussion on the information that all members know

Which of the following is NOT a way to improve group decision-making and avoid the problems of process loss in groups?

focus on seeking consensus between group members

Recent advertisements for Chrysler automobiles focus on notions like "computer generated" design features, "cab forward design" for better gas mileage, and "steel reinforced" side door construction for safety. This focus on objective attributes of Chrysler cars __________.

focuses on the utilitarian aspects of the cars

`In order to avoid the phenomenon of groupthink, the leader of a group should __________.

form subgroups that discuss the problem separately

Suppose you wanted your friend Nick to agree to join the "Save the Seals" campaign, a campaign that most of your other friends support. You should invite Nick to a meeting of __________.

four other friends of Nick's who support "Save the Seals"

The United States has celebrated independence and rugged individualism from the time of its inception. This suggests that American attitudes toward conformity are __________.

generally negative

According to the brief social history of the cigarette presented in the introduction to Chapter 7 (Attitudes and Attitude Change), the way the industry has increased its business is primarily by __________.

getting new populations of people to buy its product

Proponents of the __________ theory of leadership assume that certain key personality traits (e.g., decisiveness, intelligence, compassion) make someone a good leader.

great person

Researchers such as Baumeister and Leary (1995) argue that the need to belong to groups is present in all societies because __________.

group membership has conferred evolutionary advantages to humans

Members of the school board were tentatively considering a proposal to institute the wearing of uniforms in the elementary and middle school grades. After their last meeting, they are now strongly in favor of the proposal. This illustrates the phenomenon known as __________.

group polarization

President Kennedy's failure at the Bay of Pigs in Cuba is an example of __________.

groupthink

You are a member of a team of detectives and police investigators who are trying to solve a crime. Based on information in your text about information sharing in groups, what would be the best way for your team to discuss the crime and solve it accurately?

have each member be responsible for certain types of information

A social dilemma is defined as a conflict in which the most beneficial action for an individual will __________ if __________.

have harmful effects on everyone; chosen by most people

Your roommate really detests studying in a quiet solitary space. Based on research presented in this chapter, what would you recommend your roommate do while studying for a difficult exam?

have the TV on in the background, but only shows where none of the characters are really known

Recall that Simonton (1987, 2001) examined the relationship between 100 personal attributes of the U.S. presidents and their effectiveness in office as rated by historians. The characteristics that were most correlated with presidential effectiveness were __________).

height, family size, and number of books published before taking office

According to Latané's (1981) social impact theory, Katy will binge eat with her sorority sisters because __________.

her sorority sisters are immediate and the sorority is very important to her

The __________ model of persuasion asserts that attitudes may change because people attend to the merits of an argument, or because they use such cognitive shortcuts as "The faster a person talks, the more she knows about the issue."

heuristic-systematic

"Experts are always right" and "Expensive means quality" are some examples of how __________ can be used in persuasion.

heuristics

According to the heuristic-systematic model of persuasion, when people use the peripheral route of persuasion, they rely on __________.

heuristics

According to the contingency theory of leadership, in __________ situations, the leader has good relationships with subordinates, is perceived as powerful, and directs structured and well-defined tasks.

high-control

You are the leader of a labor union on strike against management. The conflict has escalated, and there is anger and mistrust on both sides of the conflict. Management is about to declare bankruptcy and union strike benefits are running low. You want to resolve the conflict as quickly as possible and reach an agreement that both sides will accept as binding. What should you do?

hire a mediator

The authors of your text cite the strategic disaster of the Bay of Pigs in 1961 as an example of __________.

how groups of experts can make poor decisions

Dr. Lemitt finds Bibb Latané's (1981) social impact theory very useful when she is researching conformity because its tenets __________.

identify variables that make a source more influential

Charlene typically goes along with what her group of friends wants and asks of her. However, one day she refuses to meet them for smoothies after class. Chances are, Charlene will face little retribution for this as long as she has enough __________.

idiosyncrasy credits

Research shows that conformity is not always required of group members. If a member of your group occasionally deviates from the group and the group doesn't impose negative consequences, the individual has used some of his/her __________.

idiosyncrasy credits

You can build tolerance, over time, by conforming to group norms. Then, on some occasion when you deviate from the group, you will not suffer any retribution. These "credits" are referred to as __________.

idiosyncrasy credits

When groupthink occurs, there is extreme pressure to conform to the cohesive group; thus, people who may privately hold dissenting views tend to keep quiet, creating the __________.

illusion of unanimity

Marcia values the opinions and desires of both her parents and her close friends. When she's with her parents, she finds herself agreeing with them. When she's with her friends, she finds herself agreeing with them, even though they sometimes disagree with her parents. This change in Marcia's behavior represents the influence of Bibb Latané's (1981) concept of __________ on normative conformity.

immediacy

When people or roaches undertake a difficult task, the presence of others __________ performance; when they undertake a simple task, the presence of others __________ performance.

impairs; enhances

People tend to be less aware of their __________ attitudes, which are more likely to influence behaviors they are not monitoring.

implicit

Imagine that you are trying to persuade an audience to buy your brand of toothbrush. You know that the audience's attitudes about toothbrushes are cognitively based. You should construct an argument that emphasizes the __________.

important health features of your toothbrush

Deindividuation refers to the loosening of normal behavioral constrains when people find themselves in a crowd. This often leads to behaviors that are __________.

impulsive and deviant

Explicit attitudes are __________, while implicit attitudes are __________.

in conscious awareness; involuntary and sometimes unconscious

If you wanted to resist an influence attempt, social impact theory (Latané, 1981) suggests that you should __________.

increase the distance between yourself and the group

Both social facilitation and social loafing are examples of the influence that the presence of others has on our behaviors. These phenomena differ, however, in that the presence of others __________ in social facilitation situations and __________ in social loafing situations.

increases arousal; decreases arousalq

In order to predict whether the presence of others will help or hinder performance, one needs two pieces of information: whether __________ and whether __________.

individual performance can be evaluated; the task is simple or complex

Agentic leadership style is to __________ as __________ is to collectivism.

individualism; communal leadership style

What do deindividuation and social loafing have in common? In both, __________.

individuals' actions are not identifiable

In a variation on his original experiment, Milgram had the experimenter leave the room after telling participants that they could deliver whatever level of shock they chose. After the experimenter left, a confederate suggested that the participant increase the shock by one level each time the learner made a mistake. In this variation, only about 20 percent of participants went to the highest shock level. The fact that the authority figure's presence made much more of a difference than that of a peer suggests the role of __________.

informational influence

The "social norms" approach to reducing binge drinking on college campuses relies primarily on the use of __________.

informational influence

Elise is participating in research and is placed in a dark room and asked to estimate the movement of a dot of light projected on a screen. This is similar to research by Sherif that demonstrated the power of __________.

informational social influence

In the nineteenth century, audience members who knew the opera intimately served as "claques," or experts who signaled others in the audience when to applaud, or as "bisseurs," who signaled when to call for encores. These experts served as a source of __________ for less sophisticated audience members.

informational social influence

In the past ten years, the popular American holiday Halloween was "imported" to France by retailers hoping to increase revenues. Essentially, the French learned the traditions such as trick-or-treating and wearing costumes from Americans. This is an example of __________ on an international scale.

informational social influence

It is likely that participants in Stanley Milgram's obedience experiments (conducted in the 1960s and 1970s) were willing to administer increasingly severe shocks to a confederate learner because when confronted with a confusing, unfamiliar, and upsetting situation, they would turn to the experimenter for cues as to how to proceed. This speculation in essence identifies __________ as a source of participants' destructive obedience.

informational social influence

It's Libby's first day at college. When she approaches the professor to have an "add" form signed, she listens to other students to see if they address the professor as "Professor," "Dr.," "Mrs.," or by her first name, and then she does the same. This is an example of __________.

informational social influence

Mariahna has been called to court to testify about a car accident she witnessed. She has never testified before, so she plans to attend a few hearings before the court date to see what really happens in a courtroom. She hopes to see how to address the judge and how people dress when called to testify. Mariahna is using __________ to guide her behavior.

informational social influence

Mass psychogenic illness, when many people in a group suddenly begin to feel sick, shows the power of __________.

informational social influence

Rachel is attending Catholic mass for the first time with her best friend Maria. Rachel is unfamiliar with when to sit, when to kneel, or when to stand, and doesn't know when to respond to what the priest says and when to remain silent. When it is time for parishioners to receive Communion, Rachel looks quizzically to Maria, who silently shakes her head. Rachel remains seated while the rest of the congregation files toward the altar. This situation best exemplifies __________.

informational social influence

Victor goes to a fancy French restaurant. There are utensils on the table that he's never even seen before, and more spoons and forks than he's ever seen on one table. Eager to dine in an appropriate and sophisticated way, Victor secretly watches other diners to see what they do. This is an example of __________.

informational social influence

When Orson Welles broadcast War of the Worlds, a fictitious program about a hostile Martian takeover of Earth, many people who heard the program eventually believed the takeover was a real threat and panicked. The power of __________ was a major cause of this widespread panic.

informational social influence

Which of the following phenomena is most likely to result in private acceptance of an idea or behavior?

informational social influence

Wilson is part of a group and has a different opinion from the rest of the group. He can successfully influence the majority through __________.

informational social influence

Two different interpretations have been proposed to explain group polarization. The persuasive arguments interpretation is to __________ as the social comparison interpretation is to __________.

informational social influence; normative social influence

A(n) __________ norm has to do with what we think other people will approve or disapprove of.

injunctive

Emilio is designing an ad aimed at increasing seat belt use. He decides to incorporate slogans like, "It's great to buckle up!" rather than "35 percent of adults do not regularly wear a seat belt." Emilio is using __________ in this ad.

injunctive norms

Recall that in a field experiment described in the text, participants were more likely to properly dispose of a handbill left on their windshields when they saw a confederate pick up and dispose of a fast food bag. Results of this experiment reveal the power of __________ to reduce littering behaviors.

injunctive norms

Researchers have concluded that in general, __________ norms are more effective than __________ norms in producing desirable behaviors, such as reducing litter.

injunctive; descriptive

According to the tenets of cognitive dissonance theory, people are most likely to change their attitudes when they have __________ justification for an attitude-discrepant behavior.

insufficient external

In social groups, __________ is reflected in individuals influencing and being influenced by others.

interdependence

Cognitive dissonance theory suggests that when you cannot find sufficient external justification for your actions, you will attempt to find __________, which can lead to attitude change.

internal justification

Jan is the leader of a cohesive "knowledge masters" group that is preparing to compete against teams from other colleges. To prevent groupthink and ensure that her group is successful, she should __________.

invite experts who are not members of the group to attend practice sessions and provide critical feedback

At first blush, it would appear that integrative solutions (in which each side in a conflict agrees to concede something to the other) would be relatively easy to achieve. However, these kinds of solutions are difficult to achieve because __________.

involved parties are bad at discovering their adversaries' true interests, and therefore mistrust them

When it comes to social dilemmas such as the "prisoner's dilemma" game, the tit-for-tat strategy __________.

is a means of increasing cooperation

The use of role-playing as a technique for preventing attitude change is based on the idea that __________.

it helps people build resistance to the kinds of emotional appeals used by peers

Burger's (2009) replication of Milgram's studies on obedience to authority suggests that compared with people in the 1970s, people in 2006 were __________ likely to obey authority.

just as

Reynald is participating in a research study where he is watching a dot of light in a dark room. In time it appears to move. Later, he finds out that it was really stationary. This phenomenon is __________.

known as the autokinetic effect

Behavior change that occurs after careful analysis of an argument will __________.

last longer

One reason why people may engage in social loafing in groups is that they feel __________.

less noticeable

In a persuasion study conducted by McGuire (1964), participants exposed to weak arguments that contradicted common knowledge or beliefs were __________ likely to be persuaded by __________ two days later.

less; stronger arguments

Although affectively based attitudes can be derived from a number of different sources, they are alike in that they tend to be __________.

linked to personal values

Social __________ refers to the tendency of people to do worse on simple tasks and better on complex tasks when they are in the presence of others and when their individual performance cannot be evaluated.

loafing

According to the contingency theory of leadership, in__________ situations, the leader has poor relationships with subordinates, and directs tasks that are not clearly defined.

low-control

Recall that in a field experiment described in the text, participants were more likely to properly dispose of a handbill left on their windshields when they saw a confederate pick up and dispose of a fast food bag. The researchers suggest that the role of the confederate in this study was to __________.

make the norms salient to participants

Which of the following is NOT a benefit associated with groups, according to the authors of your text?

making better decisions when the stakes are high

You are asked to create a persuasive message. It would be best if you __________.

match the type of message appeal to the basis of the attitude

Integrative solutions to conflict are most likely to be reached when __________.

mediators are used to facilitate communication

When social psychologists define a social group as a collection of interdependent people, they mean that __________.

members influence one another

A high level of group cohesiveness would be LEAST beneficial to which of the following groups?

members of a political campaign team developing a strategy

All things being equal, __________ from __________ cultures would be most likely to engage in social loafing.

men; Western

Researchers systematically varied the quality of persuasive communications that advocated comprehensive exams for college students, and also varied the prestige of the communicator. Further, some student participants were led to believe that such academic reforms might be carried out in the near future, whereas others were led to believe that such reforms wouldn't occur until long after they had already graduated. Those students who believed that the reforms were a long time in coming were more influenced by communicator prestige than by the quality of the persuasive arguments. These findings support the assertion that __________ route to persuasion.

message relevance influences whether people use the central or peripheral

When a member of Kennedy's cabinet expressed concern over the plan to invade Cuba, the attorney general (and Kennedy's brother) pulled the dissenter aside and told him to support Kennedy's decision. In this case, the attorney general was acting as a __________.

mindguard

An individual in a group can influence the behavior or beliefs of the majority. This is known as __________.

minority influence

George is trying to decide which of two used cars to buy. He test drives each, listening to the radio while he does so. While he is test driving the Honda, his favorite song comes on the radio. George tells his friend, "I know the Toyota is a bit better of a deal, but somehow the Honda just feels better to me." If the reason that the Honda feels better is that George liked the song that he heard while driving it, his decision is being influenced by __________.

misattribution of emotion

According to the Yale Attitude Change approach, a __________ salesperson would lead to higher sales.`

more attractive

Compared to individuals deciding alone, members of groups tend to make decisions that are __________.

more extreme

Raymond's attitude is more likely to be highly accessible if he has __________ the attitude object.

more firsthand experience with

Research on deindividuation suggests that when people are part of a crowd, they become __________.

more likely to act in an impulsive and deviant manner

Research by Baron et al. (1996) on the importance of accuracy indicates that the more important it is for people to be accurate, the __________.

more people conform if the correct answer is ambiguous and the less people conform if the correct answer is clear

Oliver is participating in a research study of implicit attitudes. He was an overweight child but is a healthy-weight adult. If his results are similar to the participants in the study by Rudman and her colleagues (2007), he will have a __________ implicit attitude about overweight people.

more positive

According to Latané's (1981) social impact theory, if group size increases from two to three members, the impact will increase __________ if a group increases from twenty-nine to thirty members.

more than

Milgram surveyed both a panel of Yale undergraduates and a panel of psychology professors before he conducted his original experiment. In these surveys, he found that __________.

most people predicted that less than 1 percent of participants would go to 450 volts

In essence, normative social influence arises from humans' fundamental __________.

need for companionship, affection, and acceptance

Dr. Garrett is Chris's supervisor at work. If Dr. Garrett acts communally, as women are "supposed" to act in the workplace, she will be evaluated __________. If Dr. Garrett acts agentically, as leaders are supposed to act in the workplace, she will be evaluated __________.

negatively; negatively

A group of five students are sharing a house. All of the students like to take long, hot showers in the morning, but when they do, there is not enough hot water for their housemates. Which of the following will be LEAST successful in getting the students to take shorter showers?

negotiate hot water use online via an instant messenger

Deutsch and Krauss (1960, 1962) found that cooperation between adversaries is most likely to occur when __________.

neither side is able to make a threat

Milgram's studies on obedience to authority violated several ethical principles. These include all of the following EXCEPT __________.

no debriefing period

Fads such as Crocs, miniskirts, Mohawks, tattoos, and body piercing represent responses to __________.

normative social influence

Going along with the crowd (e.g., doing the ice bucket challenge, smoking pot, polar plunging) because of a fear of social exclusion is an example of __________.

normative social influence

Imagine that you are attending a new high school and would like to make friends. On the first day of school, you observe that all of the students in your homeroom are crumpling paper into balls and throwing them on the floor. You begin to do the same. You have conformed to the group's behavior due to __________.

normative social influence

In all likelihood, participants in Milgram's obedience experiments (conducted in the 1960s and 1970s) were willing to administer increasingly severe shocks to a confederate learner because they were concerned that the experimenter would be disappointed or perhaps even angry with them. Such concerns reflect the power of __________ to induce obedience to authority.

normative social influence

Injunctive norms tend to be more powerful than descriptive norms because they are based on __________.

normative social influence

Recall that Milgram conducted a variation on his original obedience experiment. In this variation, there were two confederates in addition to the participant. When the participant threw the switch at 150 volts, one of the confederates refused to continue, even though the experimenter commanded him or her to do so. In this variation, only about 10 percent (compared to about 65 percent in the original study) went to the highest shock level. This experimental variation demonstrated the power of __________ in eliciting obedience.

normative social influence

Recall that Solomon Asch (1951, 1956) asked participants to estimate the lengths of lines. In response to the incorrect answers of others, some participants actually denied what their eyes saw. These studies provide evidence of __________.

normative social influence

When people conform in attitudes or behaviors in order to be accepted and liked by others, social psychologists say that __________ has occurred.

normative social influence

In a series of studies by Solomon Asch (1951, 1956), when participants judged the lengths of lines alone rather than in a group of confederates, their judgments were accurate about 99 percent of the time. Still, when other participants made judgments in a group of people who gave the wrong answers, they reported incorrect judgments. These findings suggest that __________.

normative social influence was at work

Majorities tend to rely on __________, whereas minorities tend to rely on __________.

normative social influence; informational social influence

Whereas __________ specify how all group members should behave, __________ specify how individuals in particular positions should behave.

norms; roles

The authors of your text suggest that there are two major motivations for people to conform: __________.

not knowing what to do in a confusing situation and wishing to avoid ridicule and rejection

What is the moral or the take-home message of Solomon Asch's (1951, 1956, 1957) series of experiments in which participants were asked to judge the lengths of lines? People will go to great lengths __________.

not to look like fools in front of others

According to your text, a hoax phone call to a McDonald's resulted in an employee being strip searched, because the manager believed the caller was a police officer. This story introduces the idea that people will do extraordinary things to direct requests. Most importantly, people will make choices against their beliefs when faced with one of the strongest forms of social influence, known as __________.

obedience to authority

The function of cognitively based attitudes is __________.

object appraisal

According to the authors of your text, consumers are advised to be less concerned about the presence of subliminal messages in advertising and more concerned that ads __________.

often shape and perpetuate cultural stereotypes

Social loafing is likely to impair performance __________ and to enhance performance __________.

on simple tasks; on complex tasks

According to your text, polls taken in the wake of the 2016 U.S. election showed that more than __________ of voters did not realize that "Obamacare" was the same thing as the Affordable Care Act. This resulted in their voting according to their affectively based attitude.

one-third

Group discussion often pushes people's initial individual decisions to the extreme, yielding group polarization. According to the persuasive arguments interpretation, this is because __________.

others bring up perspectives or issues that the individual hadn't considered

According to the authors, there are three theories that can explain the role of arousal in social facilitation. Which of the following best represents the three theories?

others make us alert; apprehension about being evaluated; and others are distracting

Informational social influence occurs because __________.

others' behaviors serve as cues in ambiguous situations

According to your text, our construals of the concept of "conformity" are shaped by __________.

our cultural self-image

In a recent study of implicit attitudes by Rudman and her colleagues (2007), people who were close to their mothers and whose mothers were __________ tended to have more positive implicit attitudes about overweight people.

overweight

Experimental research on social conflicts has shown that the greatest amount of cooperation occurs when __________.

participants use a "tit-for-tat" strategy.

When "Freedom Riders" conformed with their group of fellow civil rights activists, they conformed by behaving __________, but when U.S. soldiers in the Vietnamese village of My Lai conformed, they behaved __________, illustrating that conformity itself it not always simply good or bad.

peacefully; violently

Fear-arousing communications are most likely to result in attitude change when __________.

people think that attending to a message will reduce the fear

Sherif's study using the autokinetic effect demonstrated that __________.

people would conform to the estimates provided by the group rather than what they observed individually

Cross-cultural replications of Solomon Asch's original (1951) conformity studies (in which participants gave public judgments of the lengths of lines) have revealed that __________.

people's conformity in these situations varies depending on the culture in which they were reared

The concept of __________ refers to the ease with which people believe that they can perform a behavior in question.

perceived behavioral control

Donald didn't attend carefully to the substance of the persuasive communication, but instead paid attention to some irrelevant cues. He's using the __________ route to persuasion.

peripheral

Your parents choose to purchase life insurance because it is advertised by Alex Trebek. After all, he is a really smart guy and they trust him to lead them to a good product. They are basing their choice of this insurance on the __________.

peripheral route of persuasion

You work for an advertising agency. You have been assigned to come up with an advertising campaign for a new brand of designer water, which in reality is standard city reservoir water in a fancy bottle. In this case, you are best off using the __________ route, because __________.

peripheral; you do not have strong arguments for why your product is superior

Shelley was initially moderately in favor of a proposal to build a city bike path. At a meeting, she learns that not only will the path provide recreational opportunities and allow for some decrease in traffic, but that in towns with paths, the crime rate tends to go down and businesses along the path do better. She is now strongly in favor of the proposal. The theory that best explains her change of opinion is the __________ theory.

persuasive arguments

In order to change attitudes about something on a mass scale, whether it is a product, a social problem, or a political candidate, it would be best to use __________.

persuasive communication

In "phone wars" with MCI, Sprint, and other carriers, AT&T has switched from heart-warming ads that show family members sharing love and support via phone ("It's the next best thing to being there") to ads that focus on long-distance savings. This is most likely because AT&T advertisers have discovered that __________.

phone service is viewed by most consumers as a utilitarian product

In advertising, one way to grab people's attention is to __________.

play to their emotions

Researchers (Davidson & Jaccard, 1979) studied the relationship between women's attitudes and their use of the birth control pill. The results of this study indicated that general attitudes were __________ of behavior.

poor predictors

According to a social comparison interpretation, group polarization tends to occur because individuals can present themselves in a more __________ light by taking slightly more __________ positions than the norm of the group.

positive; extreme

An attitude based on operant conditioning is formed when a behavior toward an attitude object is __________.

positively reinforced

Which is the proper order of the processes in Zajonc's explanation for social facilitation?

presence of others > arousal > perform dominant response

Dr. Hammerstein is a college dean and wants to design a program to help deal with the problem of binge drinking on her campus. The technique currently in favor, and which you'd suggest, is based on the use of __________.

presenting information on campus norms that are lower than students expect

Corey and Jennifer engage in a debate in speech class. Corey goes first and Jennifer goes second. Most students thought that Corey did a better job in the debate. Assuming that the quality of the arguments and presentation by the two speakers was equally good, this would be an example of a(n) __________ effect.

primacy

An important feature of informational social influence is that it often leads to __________.

private acceptance

Felicia is initially the only member of the jury who believes that the defendant is innocent. After hearing and debating Felicia's arguments, the jury unanimously declares the defendant not guilty. The jurors' decision will most likely be characterized by __________.

private acceptance

Public compliance can occur without __________.

private acceptance

You are a little confused about how to address your new boss. Even though you are told that your new supervisor's name is Charlie Rose, you have noticed that everyone at work calls him "Boss." You, too, decide to start calling your supervisor "Boss." This decision is a product of __________.

private acceptance

Believing that others are right is to __________ as conforming without believing is to __________.

private acceptance: public compliance

Informational social influence is to __________ as normative social influence is to __________.

private acceptance; public compliance

Adam is part of a group organized to increase blood donations in a local community. As a social psychologist, Adam has a relevant background in persuasion tactics, but his group members fail to realize the important contributions he could make. This scenario is an example of __________.

process loss

Jake was serving on a jury. Most of the jurors believed the defendant was guilty, and Jake, wanting to go home early, voted guilty as well. This is a form of __________.

public compliance

Majority influence is to __________ as __________ is to private acceptance.

public compliance; minority influence

In a variation of his standard experiment, Solomon Asch (1957) found that when participants could write their responses on a piece of paper, conformity dropped dramatically. This finding indicates that participants exhibited __________, not __________, during the standard experiment.

public compliance; private acceptance

Gerald Lambert invented Listerine as a surgical antiseptic for throat infections, but was able to market it to a wider audience by __________.

publicizing the problem of halitosis

Even though Gerald isn't religious, when he attends church on Christmas with his family, he donates money when ushers pass around a collection basket because everyone else puts something in. It is likely that Gerald is __________.

publicly complying

Tanisha's family loves the Chicago Bulls. Tanisha recently moved to California and now cheers for the Lakers. When she goes home, her family sarcastically jokes with her and makes fun of her new love for the Lakers. This reaction to her behavior is a(n) __________.

punishment

In most stores, owners provide background music for shoppers. Now, this music may not be to everyone's taste, but from the perspective of social psychologists who study routes to persuasion, it is probably designed to __________, and thus to __________.

put them in a good mood; make products more attractive to them

When women are chosen for leadership positions over units or departments in crisis, this is __________.

referred to as the glass cliff, because the chance of any leader failing in such a position is higher

In a situation such as the War of the Worlds broadcast, where the situation is highly ambiguous, once people begin to believe they know what is happening, they tend to __________.

reinterpret potentially disconfirming evidence in line with their definition of the situation

A __________ leader would be most effective in dealing with mean-spirited interoffice competition and employee pettiness in an organization that is otherwise productive.

relationship-oriented

A(n) __________ leader is primarily concerned with workers' feelings and relationships with one another.

relationship-oriented

The president of the Noodle Dome Charitable Trust has just resigned in disgrace, leaving the workings of the organization pretty much on track, but also leaving a large number of employees angry and upset. Bolstered by his previous successes in turning things around, Fred has stepped in to fill the president's role. Fred should adopt a(n) __________ of leadership in this case.

relationship-oriented style

When it is important to provide a correct answer and the stakes are high, people are more likely to __________.

rely on informational social influence

Because adolescents in particular are very susceptible to the emotional appeals of their peers, the textbook authors suggest that attitude inoculation attempts should take the form of __________.

role-playing responses to peers' appeals

Shared group expectations about how particular group members are expected to behave are called __________.

roles

In describing his experiences during the decision-making process that preceded the disastrous Bay of Pigs invasion, Kennedy's adviser, Arthur Schlesinger, reported that although he was opposed to the invasion, he didn't speak out because "others would regard it as presumptuous of him, a college professor, to take issue with august heads of government institutions." This example best reflects __________ as a symptom of groupthink.

self-censorship in the interest of avoiding criticism

Which of the following is NOT a component of attitude?

self-perceptions

All other things being equal, when a communication is more __________, people are more likely to pay attention to it and process it through the central route.

self-relevant

Briñol and Petty (2003) conducted a study in which participants were presented strong or weak arguments on an issue while they were either shaking their head or nodding their head. Someone listening to a weak argument would be more persuaded if they were __________.

shaking their head

Transactional leaders focus on __________ goals.

short-term

Complete the following analogy. Transactional leaders: __________:: Transformational leaders: __________.

short-term goals; long-term goals

Solomon Asch (1951, 1956) embarked on a series of studies in which participants were asked to estimate the lengths of lines that clearly differed in length. Asch originally undertook these experiments to __________.

show that in unambiguous situations, people will behave in reasonable, rational ways

Rashida refuses to follow important social norms of her group. She will be __________.

shunned by the other group members

Complete the following analogy regarding social facilitation. Better: __________:: worse: __________.

simple; complex

Many U.S. troops present at My Lai later reported that they were frightened and confused about whether people in the villages were really enemy soldiers. Others reported that they didn't know whether the rifle-fire they heard was from enemy guns or from the guns of fellow troops. Still, frightened and bewildered, many of them began setting fire to huts and shooting old men, women, and children. This tragic example illustrates that informational influence is most likely to occur when __________.

situations are interpreted as a crisis

Studies examining the relationship between leadership effectiveness and personality find that __________.

size of family and height were correlated with effectiveness, but personality traits were not.

Generally, people are more attracted to __________ groups.

small

Most automobile ads on television convey very little objective information about the models shown; indeed, one automaker launched a series of television ads that contained no words at all. The design of these automobile advertisements is based on the advertisers' premise that cars are __________.

social identity products

Gender and culture can help to predict who is likely to engage in __________.

social loafing

The resident assistant of a campus residence hall notices that when a team of five students is assigned to clean the common room, the room is not as well cleaned as when only one student is assigned to clean it. What phenomenon does this example illustrate?

social loafing

When a crowd of people clap or cheer, it is difficult to tell just how loud each individual is applauding or cheering. If people tend to clap louder when they are alone than when they are in a crowd, they are probably engaging in __________.

social loafing

Which of the following situations BEST illustrates process loss?

social loafing

You are a member of a group of five people whose task it is to address and stuff 1,000 envelopes for mailing. Research on __________ suggests that it would be better to give each person 200 envelopes to address alone, whereas research on __________ suggests that it would be better to have everyone work on the task together in the same room.

social loafing; social facilitation

When you and your friends greet each other, it's customary for you to give each other a special, complicated handshake. This handshake can be considered the __________ for greeting each other in your group.

social norm

"Don't talk during the movie" and "Cross the street at the corner or crosswalk" are examples of __________.

social norms

Implicit or explicit rules that a group has for acceptable beliefs, values, or behavior are that group's __________.

social norms

You are asked to provide a talk about the composition and function of groups. Aligned with your text, what will be the topics you cover in your talk?

social norms, social roles, diversity, and cohesiveness

Recall that in the Stanford Prison Study conducted by Haney, Banks, and Zimbardo (1973), guards became increasingly aggressive and prisoners became increasingly submissive and withdrawn, all in under a week. Results of this (aborted) study suggest that __________.

social roles can take on a power all their own

An advertising executive once noted about soft drink advertisements, "The thing about soda commercials is that they actually have nothing to say." By this, he meant that __________.

soft drink companies often take an emotional approach to advertising

Based on research presented in your text about attitudes predicting behavior, it could be said that __________ attitudes best predict actual behavior.

specific

Public service ads often try to raise fear in an audience to induce people to change unhealthy behaviors. If fear appeals are used, it is crucial to provide the audience with __________ to increase the likelihood of behavior change.

specific recommendations for how to reduce the unhealthy behaviors

Social psychologists have found that attitudes do predict behavior, but only under certain specifiable conditions. One key factor is knowing whether the behavior in question is __________.

spontaneous or deliberate

Teenagers are often more susceptible to influence attempts from peers than from their parents. This is because peers become more important to teenagers than their parents are. This example represents the influence of Bibb Latané's (1981) concept of __________ on normative conformity.

strength

You need to give a presentation in your class about Bibb Latané's social impact theory (1981). You want to focus on the three variables that influence the likelihood that people will conform to social influence pressures. Your lecture will include __________.

strength, immediacy, and number

Bill has been deprived of human contact for long periods of time. He will tend to experience __________.

stress and trauma

Researchers Briñol & Petty (2003) conducted a study in which participants were presented strong or weak arguments on an issue while they were either shaking their heads or nodding their heads to test the durability of headphones. Someone nodding his or her head would be more persuaded if presented a(n) __________ argument.

strong

Many Asian cultures are collectivistic; that is, they tend to place a greater emphasis on the welfare of the group than on the individual. Conversely, Western cultures tend to stress individual performance more than that of the group. A reasonable hypothesis would be that the social loafing effect is __________.

stronger in Western cultures

Even though Mario dislikes roller coasters, he may decide to take a ride because his best friend really wants him to ride the new Tidal Wave. This example shows the importance of __________ on our behavioral decisions.

subjective norms

Eva's friends and her husband think that it's important that she get a mammogram at her next annual checkup. Eva believes that it will be relatively easy for her to make time in her schedule for that extra procedure. Thus, Eva has every intention of getting a mammogram as part of her annual checkup. This example best reflects the power of __________ and __________, respectively, to influence behavioral intentions and subsequent behaviors.

subjective norms; perceived behavioral control

Lori downloads and listens to MP3s to help her quit smoking. She cannot consciously detect any anti-smoking messages. Chances are that the messages are __________.

subliminal

The best evidence that advertisements do work to change attitudes and behaviors comes from __________.

successful public health campaigns

Advertisers will be most successful in influencing our attitudes and behaviors if they __________.

tailor their strategies to the basis of consumers' attitudes

The norm in your large psychology class is that students will remain quiet enough for others to hear the professor and one another during lectures and discussions. When you talk loudly to the person next to you and violate the norm, like the deviant in Stanley Schachter's "Johnny Rocco" study, you can expect that your classmates will first __________.

talk to you, hoping to change your behavior

A(n) ________ leader is more concerned with getting the job done than with the feelings of, and relationships between, workers.

task-oriented

Mr. Samuels is always posting notices about the progress of the project on the board outside his door. He wants to make sure his team knows where they are in the process and what more needs to be done. Mr. Samuels is most likely a __________ leader.

task-oriented

The agentic leadership style is most like which of the following?

task-oriented leadership style

James manages a team of employees for a company that is highly organized, well controlled, and high in employee satisfaction. In this situation, there is a greater need for a __________ leader than a __________ leader.

task-oriented; relationship-oriented

The contingency theory of leadership assumed that there are two kinds of leaders: __________ and __________ leaders.

task-oriented; relationship-oriented

A meta-analysis of studies to test the effects of media messages about substance use among adolescents showed __________.

that adolescents decreased their use of specific substances targeted in the media messages

Attitude accessibility refers to __________.

the association between the object and an evaluation of it

Chloe voted for the first time in the 2016 elections. She was very motivated to understand campaign issues and to make an informed choice at the polls. She read the newspapers and watched the television debates between the candidates. Motivated and informed when she watched the presidential debates between Donald Trump and Hillary Clinton, Chloe was most likely to pay attention to __________.

the candidates' disagreements on education issues

Product placement refers to __________.

the display of a particular consumer product in a movie or TV show

A social influence strategy in which first asking people for a large request will make them more likely to agree to a second, smaller request is called __________.

the door-in-the-face technique

A social influence strategy that gets people to agree to a small request that then makes them more likely to later agree to a second, larger request is called __________.

the foot-in-the-door technique

Paul spent Saturday picking up litter on a nearby beach with the biology club. At the end of a very long, hot day, one of the other members asked him to come with the group that evening to catch some invasive lizards as part of a science project. Paul hates lizards. Paul is more likely to agree to the second request now, after spending the day picking up litter, because of __________.

the foot-in-the-door technique

People are more likely to pay attention to characteristics of the communicator, rather than to the contents of the message, when __________.

the issues are too complex to comprehend fully

Recall that in the l930s, when anti-Asian prejudice was commonplace in the United States, LaPiere (1934) had no trouble finding pleasant accommodations for himself and his Chinese traveling companions. Surprised, LaPiere later sent letters to the establishments they visited, asking whether Chinese visitors would be welcome. More than 90 percent of those who responded replied that they definitely would not accommodate Chinese. This study is noteworthy because it suggested that __________.

the link between attitudes and behaviors is often tenuous

Recall that in a study by Baron et al. (1996), participants in one condition were asked to select perpetrators after a lineup in conditions of low ambiguity, so that participants in the control condition made very few mistakes. Recall also that some participants were told that the task was one that was being designed for use by the police department and were offered $20 if they were the most accurate, while others were told that it was just a laboratory task under development. This condition of the study found that __________.

the more important it was to participants to be correct, the less they conformed to other group members' answers

According to research presented in the text (Baron et al., 1996), participants were asked to select perpetrators after a lineup in conditions of high ambiguity; the perpetrator wore different clothing in the lineup than in the original photo, and the slides were shown very quickly. Recall also that some participants were told that the task was one that was being designed for use by the police department and were offered $20 if they were the most accurate, while others were told that it was just a laboratory task under development. This study demonstrated that __________.

the more important it was to the participants to be accurate, the more they conformed to other group members' answers

Members of a twelve-person jury all took slightly different notes of the testimony they heard. When they get together, everyone has written information about the physical description of the assailant, one wrote down the defendant's alibi, three people wrote details of the crime, and four other people wrote information about the credibility of the eyewitnesses. Based on how groups tend to share information (as presented in your text), which piece of information will the jury be MOST likely to spend the most time discussing?

the physical description of the assailant

The results of Zajonc's study on cockroaches and social facilitation showed __________.

the presence of other cockroaches enhanced performance, but only in a simple task

Recall that Zajonc and his colleagues (1969) employed the lowly cockroach in their studies of social facilitation. In the presence of other cockroaches, roaches would run faster down a straightaway to escape a bright light than they would alone, but took longer in the presence of a cockroach audience when the escape route was more complicated (i.e., when they had to run a maze). These findings support the idea that __________.

the presence of other members of a species elicits the most dominant response

Zajonc (1965) wrote an influential article in which he posited a theoretical explanation for the social facilitation effect. Elegantly simple, this explanation included two steps:

the presence of others causes arousal, and arousal makes it easier to do simple things and harder to do difficult or new things.

The evaluation apprehension explanation for the source of arousal that produces social facilitation posits that __________ leads to increased arousal-and thus to enhanced performance on simple tasks.

the presence of others who might judge us

The "prisoner's dilemma" game is an excellent vehicle for studying social conflicts in the laboratory because __________.

the rules of the game pit self-interest against looking out for someone else's interest.

First-year college students may be more susceptible than seniors to informational social influence because __________.

the situations they encounter are ambiguous

The abuse of Iraqi prisoners by U.S. soldiers at Abu Ghraib best illustrates __________.

the strength of a powerful situation

The peripheral route to persuasion indicates that people are paying attention to __________.

the surface characteristic of the message

Benefits to performance due to social facilitation will most likely occur when __________.

the task is simple and well-learned

"Why did the chicken cross the road?" is most associated with __________.

the theory of planned behavior

When studying deindividuation in adolescents, what intervention message seemed to be the most powerful in decreasing negative behavior in these adolescents?

the warning that their parents could read their comments

Counterattitudinal advocacy results in attitude change when __________.

there is minimal external justification for the statement

Several programs have been designed to prevent teen smoking in which researchers used role-playing to help inoculate antismoking attitudes. The results of such programs are __________.

these teens were less likely to start underage smoking

Freedman and Fraser (1966) asked homeowners to put a large, unattractive sign in their yards. They were very successful in getting people to agree if __________.

they asked 2 weeks after getting the homeowners to put a small sign in the window

Decision-making groups are MOST likely to share unique information when __________.

they know they are the only ones tasked with knowing diagnostic information

Catherine and Gabriel are picnicking in the park. They would be LEAST likely to litter when __________.

they see other people throw away their garbage

Group cohesiveness is defined as qualities of a group that __________.

tie members together and promote liking between members

Studies of the importance of normative social influence are particularly noteworthy in that they show that people conform even __________.

to strangers they will never see again

According to several replications of Asch's line studies in Japan, Germany, and Britain, people in those countries are more likely to conform to groups __________.

to which they belong

Ted is a manager who effectively motivates his employees to complete their short-term projects in a timely manner without sacrificing quality. Ted always rewards the employees who meet these goals. Ted has a __________ leadership style.

transactional

In their marriage, Marta is responsible for remembering family birthdays and when the bills are due, while Dave is responsible for making sure that the kids get to their sports team practices on time. The name for this particular type of sharing of responsibility is __________.

transactive memory

The key to success in the "prisoner's dilemma" game is to __________.

trust one's partner

If you are constructing an ad, a basic principle to remember is that you must __________.

try to ensure that your audience will pay attention to your ad

If a person deviates from the norms of a group, the first thing the group is likely to do is __________.

try to persuade him to conform

A group is defined as __________.

two or more people who interact and are interdependent, and can influence each other

When words or pictures are flashed on a screen too quickly to be consciously perceived, they may influence people's judgments, attitudes, and behaviors. These words and pictures are portraying __________.

unconscious priming

Why did allowing (and even requiring) participants to communicate when they played the "trucking" game (Deutsch & Krauss, 1962) fail to engender trust and cooperation? Participants __________.

used communication primarily as means of threatening their opponents

The Yale Attitude Change approach to persuasion yielded a great deal of information about the attitude change process, but there was one major problem with the approach: it __________.

was not clear when one factor should be emphasized over others

Explicit attitudes influence our behavior when __________, while implicit attitudes influence our behavior when __________.

we are monitoring our behavior; we are not monitoring our behavior

According to the elaboration likelihood model in your textbook, one reason that product placement is so successful as an advertising technique is that __________.

when it is used, people don't try to defend themselves against the influence

It could be argued that participants in Muzafer Sherif's (1936) study converged in their estimates of the amount of movement of a point of light because they were avoiding public embarrassment or social censure from other participants. Sherif demonstrated that this was unlikely when he found similar results __________.

when participants later completed the task alone

Based on work on deindividuation, in which context is Janine MOST likely to make offensive comments toward Harry, with whom she is angry?

when she is on an Internet chatroom anonymously

When is high cohesiveness likely to be a problem for a group?

when the group's task is to solve a problem

People are especially likely to conform due to informational social influence __________.

when the situation is a crisis

Under what conditions will groups tend to make better decisions than individuals?

when they rely on the person with the most expertise

If you are employed to advertise a product, according to the text, the first thing you should consider in planning your advertising campaign is __________.

whether people's attitudes toward the product are cognitively or affectively based

Results from Milgram's study, in which participants were led to believe that they were being asked to shock another person at lethal levels, suggest that people __________.

will obey authority, even when perhaps they shouldn't

According to the elaboration likelihood model of persuasion, you are more likely to be influenced by the central route when you are __________.

willing and able to give your full attention to the message

In Japan, some teens become hikikomori, often after being the victims of severe bullying. Someone who is hikikomori can be described as __________.

withdrawn from all social interaction

Assume that Pat has been appointed the team leader on a new software development project. If Pat is a(n) __________ and uses a(n) __________ leadership style, Pat is likely to be evaluated negatively.

woman; agentic

Which of the following is NOT something that could be done to guard against groupthink?

work to reach a decision more quickly, so groupthink does not have time to develop

As a persuasive communicator, your goal is to influence the opinions of your audience. You are most likely to benefit from an audience that is slightly distracted when __________.

your arguments are rather weak