The type of social influence in which individuals change either their attitudes or behavior to adhere to existing social norms is known as ________. Show
A) obedience B) conformity C) ingratiation D) cohesiveness E) compliance Efforts by one or more individuals to change another's attitudes, beliefs, perceptions, or behaviors are known as ________. A) social influence B) ingratiation D) norms The type of social influence that involves direct requests from one individual to another is known as ________. A) injunctive norms B) conformity D) ingratiation E) obedience The type of social influence that occurs when one person orders another to perform some action and the other person then complies is known as ________. A) compliance B) individuation C) conformity D) ingratiation E) obedience _______ are rules that indicate how people are expected to behave in particular situations. A) Individuations B) Social pressures C) Normative foci D) Social validations E) Social norms Suppose you are taking a friend to a party. The invitation specified that the party would begin at 6:00 pm. When you arrive at your friend's apartment at 5:45 to pick her up, she tells you she won't be ready to leave before about 6:30 and comments that "Nobody arrives on time, anyway". Your friend is following ________. A) an explicit social norm B) a tendency towards conformity C) a symbolic social influence factor D) an implicit social norm E) an ingratiation technique an implicit social norm In Asch's classic experiment, a standard-setting line was first presented to small groups of people, followed by the presentation of three comparison lines of different lengths. In one condition, three accomplices, posing as students, chose an incorrect answer before the subject could respond. Frequently, the subject would then also select an incorrect response. This result illustrates ________.A)the influence of group pressure to conform B) the low-ball technique C) an informational social influence D) the absence of individuation tendencies in some participants E) the effects of compliance the influence of group pressure to
conform In Asch's classic experiment, a standard-setting line was first presented to small groups of people, followed by the presentation of three comparison lines of different lengths. In one condition, three accomplices, posing as students, chose an incorrect answer before the subject could respond. ________ of the research participants agreed with a clearly incorrect answer at least once. A) More than 75 percent D) About 50 percent B) All E) Less than 5 percent C) One third More than 75 percent In Asch's classic experiment, a standard-setting line was first presented to small groups of people, followed by the presentation of three comparison lines of different lengths. In one condition, three accomplices, posing as students, chose an incorrect answer before the subject could respond. ________ of the research participants never yielded to group pressure to accept an incorrect response. A) Almost 25 percent B) About 5 percent C) 50 percent D) About 75 percent E) none In several variations on Asch's classic experiment, a standard-setting line was first presented to small groups of people, followed by the presentation of three comparison lines of different lengths. In one condition, two of three accomplices, posing as students, chose an incorrect answer before the subject could respond. The third accomplice sometimes chose a correct response and sometimes chose a more incorrect response. Under these conditions, respondents were more likely to choose the correct response. These results suggest ________. A) it becomes easier to resist conformity pressure once unanimity of the group is broken it becomes easier to resist conformity pressure once unanimity of the group is broken Erin has been living with her boyfriend for a year. During that time, Erin has heard her boyfriend and his family make many negative comments about Asians. When her boyfriend's family is around, Erin also occasionally makes negative comments about Asians, even though she doesn't believe these comments are based in facts. This situation best represents the distinction between ________ and ________. A) private speech; public beliefs public conformity; private acceptance Public conformity is ________; private acceptance is ________. doing or saying what others around us do or say; coming to feel or think as others around us do Norman is in a group where he strongly believes that his judgment is correct, but he does not want to appear different. A possible way he may deal with this situation is to ________. B) privately reject the information provided by the group, but appear to be open to later arguments C) argue his point of view, then pretend to allow the group to persuade him to their point of view D) somehow convince the group that he should be perceived as an authority on the matter alter his
perception of the information provided so that he can feel comfortable with conforming to the group influence All of the factors that bind group members together into a coherent social entity are collectively known as ________. A) social norms C) cohesiveness D) ingratiation E) individuation
Pressures toward conformity have a stronger effect on our behavior when ________. A) we observe a particular group of persons engaging in irrational behavior D) we like and admire a particular group of persons E) we dislike a particular group of persons we like and admire a particular group of persons
Injunctive norms ________. specify
what ought to be done in a particular situation Three college friends went swimming in a local creek, ignoring both a No-Trespassing sign and a No-Swimming sign. These friends were violating ________. A) informational social influences B) descriptive norms D) injunctive norms Descriptive norms ________. indicate what most people do in a
particular situation Injunctive norms ________. specify what behavior will be approved of in a particular situation Imagine that you are at the park with a friend one day when you and your friend see someone casually toss a sandwich wrapper on the ground. Your friend comments "How crude! People should not litter." and picks the trash up to drop it in a nearby trash receptacle. Your friend's words represent ________. D) an injunctive norm E) the low-ball technique Normative focus theory says ________. B) our behavior focuses attention on relevant norms norms will influence behavior only when they are salient People who see others picking up litter in a parking lot are less likely to litter themselves. This observation can best be explained by ________. A) descriptive normative theory B)
conformity pressure D) situational norms normative focus theory Even though there is a sign that clearly says "Park closes after 9 P.M.," Mary says to herself "What a silly sign! I just want to walk around here, I'm not a 'bad guy'" and proceeds to walk in the
park. Mary's behavior is ________ with normative focus theory since ________. B) inconsistent; she is disobeying an injunctive norm that she does not see as related to her own actions C) consistent; she is disobeying an injunctive norm that she does not see as related to her own actions D) inconsistent; consistent; she has not been thinking about the injunctive norm in question consistent; she is disobeying an injunctive norm that she does not see as related to her own actions Situational norms ________. guide behavior in a particular situation or environment People typically lower their voice in the library or in a hospital room and talk louder in a sports arena because of ________. A) conformity pressure B) injunctive norms D) descriptive norms E) situational norms Zosha and three of her friends have just watched a new movie. As they walk out of the movie, Zosha's friends are talking about how much they enjoyed the movie and how good the actor's portrayal was. If one of her friends then asks Zosha how she liked the movie, she ________. B) is likely to say that she liked the movie but not the acting is likely to say that she also enjoyed the movie James, a 17-year-old high school student, has just moved to a new city and enrolled in a new school. At his old school, there were strong social norms against teenagers smoking cigarettes. At his new school, however, several of his new friends regularly smoke and say to him, "C'mon, don't be a jerk, have one of mine." As a result, James is likely to begin smoking, because of ________. A) the informational social influence D) ingratiation the normative social influence James and Wanda just bought a house, and moved into a new, upscale neighborhood. One of their friends, who lives down the street from them, has installed a hot tub in her rock garden, and has pointed out all the advantages of having one. James and Wanda are debating whether to install a rock garden with a hot tub in their new home. Their decision may be strongly influenced by ________. A) the compliance influence of their friend
the informational social influence of their friend Normative social influence is ________. based on our desire to be liked or accepted by others Informational social influence is ________. B) based on our desire to be correct and have accurate perceptions based on our desire to be correct and have accurate perceptions Jessie, Adam, Charles, and Paul were in the parking lot and saw a man as he fled from a convenience store after a robbery. When the police question the four friends, Paul answered first, saying that it was a black man who drove away in an older Pontiac car. Adam agreed with Paul fairly quickly. Jessie, who is not absolutely sure of the race of the suspect, is likely to ________ with Paul and Adam because of the effect of ________. A) disagree; informational social influence agree; informational social influence Martha tells her friend, June, "Didn't you hear that eating lots of garlic is good for you?" If June then changes her eating habits to include a lot of garlic, it would be
due to ________. C) individuation informational social influence In any particular situation, our conformity is influenced by at least four factors, including our desire to be liked by others, our need to be
accurate, our need to be different from others, and ________. C) our desire to be in control of our own behavior D) our desire to provide for ourselves our desire to be in control of our own behavior In any particular situation, our conformity is influenced by at least four factors, including our desire to be in control of our own behavior, our need to be accurate, our need to be different from others, and ________. B) our need to resist new knowledge C) our desire to provide for ourselves D) our desire to stick with the status quo E) to be liked by others to be liked by others In any particular situation, our conformity is influenced by at least four factors, including our desire to be in control of our own behavior, our desire to be liked by others, our need to be accurate, and ________. B) our desire to love and be loved D) our need to be different from others E) our need for orderliness and beauty our need to be different from others A reason for any gender differences in conformity involves a difference in ________ between men and women. A) status C) attitudes D) awareness of social norms E) tendency to gossip When factors such as ________ and ________ are considered, gender differences in susceptibility to conformity disappear. C) intelligence; unconsciously primed stubbornness confidence in one's own judgments (as determined by familiarity with the situation); social status Michele's friends are very conservative in terms of their dress and appearance. Much to their amusement, Michele dyes her hair pink and green the following day. Michele's action can be explained by her
need for ________. D) systematic processing E) individuation A practical implication of research by Bond and Smith (1996) on cultural differences in conformity is that there tends to be ________. C) more conformity in countries with collectivistic cultures D) more conformity in countries with individualistic cultures E) less conformity in countries with collectivistic cultures more conformity in countries with collectivistic cultures Individuation is ________. our need to differ from others in some respects The need
to resist conformity is stronger in ________. individualistic societies Research has shown substantial cross-cultural differences in people's need for individuation. This finding suggests that there should also be cross-cultural differences in
________. C) conformity Individuals with a high need for personal control typically ________. A) yield to social pressure to conform in at least some instances E) resist social pressure to conform in at least some instances resist social pressure to conform in at least some instances George feels that going along with a group implies behaving in ways one might not ordinarily choose. Given this information, it is
likely that George views conformity ________. C) as important to his self-esteem and need to fit in D) as irrelevant since he does not desire to be liked E) as a threat to his desire for control as a threat to his desire for control Tina and Rachael are
the only two members of a jury who are trying to convince the rest of the jury that the defendant is not guilty. Tina and Rachael offer very different explanations for why the jury should vote not guilty. Because of their differing explanations, they will be ________ to convince the majority to acquit the defendant than if both had a common explanation. A minority group that wants to influence the majority must be consistent in their opposition to majority opinion, avoid appearing rigid and dogmatic, and ________. C) encourage majority members to
think heuristically consider the general social context when formulating its arguments for change Minority members who are attempting to change the majority's opinion must be consistent
in their opposition to the majority opinion. This is because ________. B) apparent wavering within the minority group tend to weaken the impact of the minority opinion C) inconsistencies may be interpreted as partial support for the majority opinion apparent wavering within the minority group tend to weaken the impact of the minority opinion One form of social influence that involves direct requests from one person to another person is known as ________. A) conformity D) ingratiation E) complacency How did a well-known social psychologist, Robert Cialdini, learn about the underlying principles of compliance? C) He did a thorough, academic literature review of the
field. He went undercover and temporarily took jobs in settings where gaining compliance is critical Compliance professionals are ________. people whose success depends on their
ability to obtain agreement from others All of the following individuals would likely be considered a "compliance professional," EXCEPT ________. A) a telephone operator B) a fundraiser D) an advertiser a telephone operator One of the factors associated with compliance is friendship. This is because ___ A) we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike B) we are more willing to comply with requests that are consistent with our other behaviors and beliefs C) we are more resistant to requests that come from those who hold a position of authority over us D) we are more likely to comply with requests from those whom we see as similar to ourselves in some way E)we are more willing to comply with those who can provide us with scarce resources if they choose to do so we are more willing to comply with requests from friends or from those we like than with requests from strangers or people we dislike One frequently used impression management technique is ingratiation. This involves ________. first inducing the target person to like you, then attempting to change the person's behavior in a desired direction. Seeking compliance through ingratiation is based on the underlying principle of ________. A) reciprocity D) commitment/consistency E) authority After seeing a commercial for sneakers supposedly designed by the basketball star Michael Jordan, Dave decides to rush out and buy a pair. Dave has been influenced as a result of the compliance principle of ________. B) scarcity D) authority E) social validation One of the factors associated with compliance is social validation. This is because ________. we want to be correct, and
one way to do so is to emulate the behaviors of others whom we see as similar to ourselves in some way One of the factors associated with compliance is authority. This is because ________.
we are more willing to comply with requests from those who hold or appear to hold legitimate authority over us One of the factors associated with compliance is commitment. This is because ________. we are more
willing to comply with requests that result in behaviors we see as consistent with positions we have made a commitment to Cialdini's compliance principle of social validation suggests that compliance with a request is more likely when the requested action is seen as being consistent with information we have about what persons similar to us are doing. This principle is closely related to the
________ aspect of conformity. B) normative social influence C) personal control informational social influence Ada had missed the notes for several classes and asked Rob for the notes for one day. Rob gave the notes to Ada, who
copied them and then asked Rob for a week's worth of notes. Because of the ________, Rob is highly likely to give Ada the notes. B) two stage compliance approach C) lowball technique foot-in-the-door technique Pointing out incidental similarities between ourselves
and those whom we wish to influence is based on the ________ principle of compliance. C) authority E) friendship/liking One technique used for seeking compliance from others involves calling attention to relatively trivial, surprising similarities between the target person and ourselves. This is known as ________. C) ingratiation incidental similarity The foot-in-the-door technique is based on the ________ principle of compliance. A) social validation D) friendship/liking E) scarcity commitment/consistency One technique used for seeking compliance from others involves making a small request first, then making a larger request that is actually desired after compliance with the smaller request has been obtained. This is known as ________. B) the lowball procedure C) ingratiation D) the door-in-the-face technique E) the fast-approaching-deadline technique the foot-in-the-door technique One technique for gaining compliance is to offer a very favorable deal to someone, then change the terms of the deal to make it less attractive after the target person
has accepted the initial deal. This is known as ________. B) ingratiation D) the lowball procedure E) the door-in-the-face technique the lowball procedure p291 Jack has agreed to purchase a new car for $18,000. However, just before he gets ready to sign
the contract, the salesman tells Jack that the sales manager will not approve the amount allowed for his trade- in, and that the contract will have to be higher, probably around $19,000. Jack has just been the victim of ________. D) playing hard to get E) the foot in the door technique the lowball technique The lowball procedure is based on the ________ principle of compliance D) reciprocity E) commitment/consistency C) social validation commitment/consistency One technique for gaining
compliance is to begin with a large request, then make a smaller desired request after the first one is refused. This is known as ________. D) the lowball procedure E) ingratiation C) playing hard to get the door-in-the-face technique One
of the factors associated with compliance is reciprocity. This is because ________. we are more likely to comply with requests from those who have previously done us a favor or made a concession to us in order to feel that we have repaid them to some extent
The door-in-the-face technique is based on the ________ principle of compliance. A) reciprocity C) social validation D) commitment/consistency E) scarcity When an auto dealer offers you an extra option as a "closer" for a deal, the dealer is using ________. A) ingratiation D)
the that's-not-all technique E) the lowball procedure the that's-not-all technique A technique sometimes used for gaining compliance is to suggest that a person or object is difficult to obtain. This technique is known as ________. A) the
foot-in-the-door technique D) the that's-not-all technique the playing hard to get technique The playing-hard-to-get technique is based on the ________ principle of compliance. A) scarcity D) friendship/liking E) social validation One of the factors associated with compliance is scarcity. This is because ________. we are more willing to comply with requests that call attention to scarcity than to those
that do not When confronted with the that's not all technique, we should always remember that the person making the request ________. ultimately just wants to gain compliance Jenna saw in the paper that a department store was having a "One-Day Closeout of Winter Dresses" sale. If she goes to that sale and buys something, she
will be a victim of the ________. D) deadline technique E) playing hard to get technique C) door-in-the-face technique One technique that is sometimes used to gain compliance is to tell the target person that they have only a limited amount of time in which to obtain a desired item or take advantage of an offer. This is known as
________. B) the door-in-the-face technique C) the foot-in-the-door technique D) the lowball procedure E) the thats not all technique the fast-approaching-deadline technique The fast-approaching-deadline technique is based on the ________ principle of compliance. A) reciprocity D)
authority E) scarcity The social influence that results from our mental representation of other individuals or of our relationships with others is known as ________. A) normative focus influence B) systemic social influence C) normative social influence D) symbolic social influence symbolic social influence One way in which symbolic social influence may work is by activating our mental representations of people with whom we have relationships. These mental representations are known as ________. D) relational schemas E) goal triggers C) commitment goals relational schemas One way in which symbolic social influence may work is by allowing the psychological presence of others to trigger goals with which the other persons are associated. This may, in turn, influence ________. A) our performance on tasks and our commitment to reaching these goals C) our liking for these persons and our willingness to exert effort on their behalf D) our cognitions about our behaviors and activate heuristic thinking our performance on tasks and our commitment to reaching these goals Research shows that the incidence of eating disorders among females may be strongly influenced by images associating celebrity thinness with ________. A) ill health D) anorexia nervosa E) rehab being liked by others The type of social influence that involves one person directly ordering another person to behave in a specific way is known as ________. A) the authority principle B) obedience D) conformity E) ingratiation In Milgram's (1965) experiment in which research participants were ordered to deliver dangerous electrical shocks to individuals who made mistakes in learning word pairs, ________ of the participants showed total
obedience by delivering 450-volt shocks to the learners. B) 85 percent E) 10 percent C) 35 percent One reason that people are willing to obey persons in authority who order them to engage in destructive behaviors is that ________. C) authority figures are selected on the basis of their superior knowledge and understanding in most situations the authority figure relieves those who
obey of responsibility for their actions One reason that people are willing to obey persons in authority who order them to engage in destructive behaviors is that ________. C) authority figures are selected on the basis of their superior knowledge and understanding in most situations persons in authority often possess visible signs of their status which remind
us of the social norm for obedience to authorities Badges and insignia are helpful in gaining obedience because they ________. A) are a sign that the person who is wearing the badge has high intelligence D) are indicators of widespread respect and submission E) are characteristic of violent
people are constant reminders of who has authority A possible reason why authority figures can be so successful in getting obedience for horrific tasks is that they ________. C) try to engage in the process of ingratiation allow the obedient person to escalate their tasks very gradually One way to help people become more resistant to commands from authorities that may lead to destructive
behaviors is to ________. C) expose people to the negative consequences of disobedience to authorities
remind people that they - not the authorities - are responsible for any harm done Individuals tend to show the greatest decrease in their ability to show harmful obedience when they ________. C) hear protests by the victim question the expertise and motives of the authority figures ________ norms specify what ought to be done in a particular situation. ________ suggests that norms will only influence our behavior if they are focal for us at the time
the behavior occurs. Normative focus theory p278-9 Normative social influence is based on our desire to ________ by others. be liked or accepted ________ involves our need to distinguish ourselves from others in some respects. Minority members are more successful in their efforts influence the opinions of the majority if they are ________ in their opposition to the majority's opinions. The ________ technique begins with a large, usually unreasonable request. Offering additional benefits to someone before they have time to decide whether to comply or reject a request is an effective technique for obtaining ________. When someone is influenced by a person who is not there, then this is ________ social influence. People who are asked to think of a close friend are subsequently ________ willing to help strangers than are those who are asked to think of a coworker. Awareness of the power that authority figures have to command others is helpful in ________ the impulse to be obedient to destructive commands. Which compliance technique involves making a small request followed by a larger request?The foot in the door technique is a compliance tactic that assumes agreeing to a small request increases the likelihood of agreeing to a second, larger request. So, initially you make a small request and once the person agrees to this they find it more difficult to refuse a bigger one (Freedman & Fraser, 1966).
What are the three techniques of compliance?The experimental analysis of compliance has focused primarily on three multiple request procedures: (1) the foot-in-the-door technique, (2) the door-in- the-face technique, and (3) the low-ball technique.
Which technique of compliance is being used when a person first makes a large request and then after it has been refused makes a smaller request?The door-in-the-face technique is a persuasive tactic of making a large request that a person will likely refuse in order to get the person to subsequently agree to a smaller request.
What are the four methods of compliance?Compliance Strategies: Common Persuasion Techniques. Foot-in-the-Door Technique. The foot-in-the-door technique involves making a smaller request, which a person is likely to agree to, before making your larger request. ... . Door-in-the-Face Technique. ... . Low-Balling. ... . Norm of Reciprocity. ... . Ingratiation.. |
Which compliance technique begins with a small request and is followed up by a large request?
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