Ch 10 Flashcards
Social psychology is the scientific study of how a person’s behavior, thoughts, and feelings are influenced by:
Social groups
Experiments demonstrating the effects of conformity on behavior were conducted by:
Solomon Asch
Many people hang up on telemarketers, but others will listen politely to their pitches even if they are not interested in the product. Telemarketers know that anyone who agrees to listen to a pitch is more likely to buy the product, thanks to the __________ phenomenon.
Foot-in-the-door
After agreeing to Noel’s request to share her lecture notes from history class, Aria now agrees to Noel’s request to share her notes from three other classes. This example illustrates the __________ technique.
foot-in-the-door
What term is used to describe compliance with an initial small request followed by compliance with a larger request?
foot-in-the-door effect
The tendency of people to comply with a second, larger request after complying with a small request is called the __________ effect.
foot-in-the-door
The tendency of people to comply with a second, lesser request after refusing a larger one is called the __________ effect.
door-in-the-face
Car salespersons are notorious for using the __________ technique, which involves changing terms after an agreement has been made.
lowball
Why does the foot-in-the-door technique of compliance work?
Honoring an initial small request creates an internal need to maintain consistency by honoring a subsequent larger request
Clancy is asked by his daughter’s third-grade teacher if he would be willing to act as a volunteer lunch monitor every day for the upcoming academic year. Clancy politely declines, but the teacher then asks if he would be willing to read to the class three days a week, every other week, for the next six months. Clancy agrees to this task. Which persuasion strategy has the teacher effectively used to gain Clancy’s compliance?
door-in-the-face
How does the lowball technique of persuasion work?
An initially attractive offer is agreed to; the offer changes for the worse; the revised offer is still honored
Dr. Sardonicus tells her students that she will give each of them a 20 percent increase in their course grades if they answer 20 consecutive questions correctly on the final exam. After both parties agree to the deal, she mentions that the 20 questions have to be answered during the next 90 seconds. Dr. Sardonicus is apparently using the __________ technique of compliance.
lowball
When people try to make sense of the social world around them - interpreting the actions of others, finding causes for behaviors, and forming impressions - they are engaged in the process of:
social cognition
A response, either positive or negative, toward a certain person, idea, object, or situation is called:
an attitude
Attitude formation is the result of several influences. What they have in common is that they are all forms of:
learning
What process describes the use of social influence to cause other people to change their attitudes and behavior?
persuasion
Compared to the others, which communicator would likely be the MOST persuasive?
an attractive person who is an expert
What is the relationship between expertise and persuasion?
greater expertise leads to greater persuasion
What is the term for the process of developing our first knowledge about another person?
impression formation
The primacy effect, as it relates to impression formation, is more commonly known as:
first impression
Which term refers to a set of characteristics believed to be shared by all members of a particular group?
stereotype
James believes that all college professors are irritable, impatient, and uninterested in whether students learn. His belief is an example of:
stereotype
When we make situational attributions, we are identifying the source of an action as something:
external
You observe someone from your psychology class at the coffee shop get angry and yell at the barista. Which of these attributions illustrates the fundamental attribution error?
the student is a mean, angry person
