CH7 Flashcards
The exercise of social power by a person or group to change the attitudes or behavior of others in a particular direction
social influence
Which of the following is NOT a personal factor on conformity?
a. Self-presentation
b. Self-awareness
c. Social support
d. The desire for personal control
c. Social support
Yielding to perceived group pressure by copying the behavior and beliefs of others
conformity
Not being subject to control by others
independence
Publicly acting in accord with a direct request
compliance
The performance of an action in response to a direct order
obedience
Obedient behavior implies a loss of personal freedom, which is especially valued in an individualist society. (TF)
TRUE
Obedience, conformity, and compliance are the three main forms of _____.
a. social influence
b. independence
c. interdependence
d. social power
a. social influence
If you change what you wear to fit in with a group you wish to be part of, you are _____.
a. demonstrating social power
b. being compliant
c. being obedient
d. conforming
d. conforming
Being asked to stand and sing the national anthem during public ceremonies and before sporting events illustrates _____.
a. independence
b. compliance
c. obedience
d. conformity
b. compliance
Joe was told by the police officer to show his ID. By doing so, he was demonstrating _____.
a. independence
b. compliance
c. obedience
d. conformity
c. obedience
The force available to the influencer to motivate attitude or behavior change
social power
The people who have the biggest influence on others’ lives are the very people who often seem to care least about the social consequences of their actions. (TF)
true
An expected standard of behavior and belief established and enforced by a group
social norm
The tendency to think that everyone else is interpreting a situation in a certain way, when in fact they are not
pluralistic ignorance
If you are confused during a lecture and debating whether to ask a question, you might look around the room to see if other students are raising their hand. If you see no hands, you interpret the other students’ passive response as a sign that they understand the lecture and have no questions. This is an example of priming. (TF)
False (example of pluralistic ignorance)
Moving from their individual standards, participants in Sherif’s study converged on an expected standard established and enforced by the group, known as _____.
a. a social norm
b. compliance behavior
c. a social rule
d. pluralistic ignorance
a. a social norm
Our norm-consistent behavior in a given situation can become a habit that occurs without conscious attention or monitoring. (TF)
True
What theory says that our behavioral intentions are shaped by our perception of social norms in a given situation?
a. The theory of indirectness
b. The theory of planned behavior
c. The theory of cognitive awareness
d. The theory of group decisions
b. The theory of planned behavior
In Asch’s group conformity experiments, naive participants made comparable levels of errors to the controls.(TF)
False (When other participants in a control condition made their judgments privately, less than 1% made errors.)
Asking participants to call out the letter corresponding to the line that was the same length as a standard line was the basic research design of _____ study on conformity.
a. Solomon Asch’s
b. Elizabeth Paluck’s
c. George Mead’s
d. Muzafer Sherif’s
a. Solomon Asch’s
What percentage of participants who were asked to make their judgments privately in Asch’s study, made errors?
a. Less than 1%
b. About 15%
c. About 33%
d. More than half
a. Less than 1%
Conformity based on a desire to gain rewards or avoid punishments
normative influence
Conformity based on the belief that others may have more accurate information
informational influence
Joe decided to go along with the group assessment that the class test was easy because he did not want his classmates to laugh at him. What type of group pressure influenced Joe?
a. Normative influence
b. Cognitive influence
c. Group norms
d. Informational influence
a. Normative influence
An experiment is described in the textbook where Milgram had confederates stop in the middle of a busy street and look up. What did passersby do when they saw people looking up?
a. They also stopped to look up, and the more people engaging in that behavior, the more passersby would conform and also look up.
b. Only one person needed to look up to cause others to conform and do the same.
c. Only when more than 15 confederates engaged in the looking up behavior did people on the street begin to conform and do the same.
d. People grew angry at what looked like a meaningless activity.
a. They also stopped to look up, and the more people engaging in that behavior, the more passersby would conform and also look up.
Cohesive groups engender more conformity than noncohesive groups. (TF)
TRUE
How are group size and the increase of conformity related?
a. Size has no effect on conformity.
b. Conformity increases as group size increases, up to a point.
c. Conformity decreases as group size increases.
d. Conformity is more likely in very small groups.
b. Conformity increases as group size increases, up to a point.
When even one person dissents from the group, what is the effect on group conformity?
a. Conformity increases.
b. Conformity decreases.
c. Conformity stays the same.
d. It has no effect on conformity.
b. Conformity decreases
If the reality is ambiguous, _____.
a. normative influence is more of a factor than informational influence
b. informational influence is more of a factor than normative influence
c. both informational and normative influence are important
d. neither informational nor normative influence are important
b. informational influence is more of a factor than normative influence
The tendency to react against and resist attempts to limit one’s sense of freedom
psychological reactance
Opposition to social influence on all occasions, often caused by psychological reactance
anticonformity
Some people “take the road less traveled” not because they disagree with the group’s direction but because, by disagreeing, they can satisfy their need for personal control. (TF)
true
People from collectivist cultures perceive ingroup norms as universally valid and feel obligated to obey ingroup authorities. (TF)
TRUE
Which type of culture tends to be less conforming in general?
b. Individualist
The process by which dissenters produce change within a group
minority influence
The tendency of those who hold a minority opinion to express that opinion less quickly than people who hold the majority opinion
minority slowness effect
If a minority persuader’s views are eventually adopted by the majority, these new attitudes and beliefs tend to be more resistant to change than those adopted from majority persuaders. (TF)
true
Which of the following is NOT a personal factor on conformity?
a. Self-presentation
b. Self-awareness
c. Social support
d. The desire for personal control
c. Social support
The expectation that one should return a favor or a good deed
reciprocity norm
Giving reasons does not result in any greater levels of compliance behavior. (TF)
False (Giving reasons does lead to greater levels of compliance.)
When people return a good deed or favor, what are they demonstrating?
a. Social exchange
b. The reciprocity norm
c. Social courtesy
d. The norm of kindness
b. The reciprocity norm
A two-step compliance technique in which the influencer secures compliance to a small request, and then later follows this with a larger, less desirable request
foot-in-the-door technique
A two-step compliance technique in which, after having a large request refused, the influencer counteroffers with a much smaller request
door-in-the-face technique
A two-step compliance technique in which the influencer makes a large request, then immediately offers a discount or bonus before the initial request is refused
that’s-not-all technique
A two-step compliance strategy in which the influencer secures agreement with a request by understating its true cost
lowball technique
Often, those who make less reciprocal concessions and who are also less concerned with appearing unreasonable are the ones who secure the worst deals. (TF)
False (they get the best deals)
Noah asked for a cookie from his friend’s lunch. After the friend gave him the cookie, Noah then asked if he could also have part of the friend’s sandwich. What sort of compliance strategy was Noah using?
a. Door-in-the-face technique
b. That’s-not-all technique
c. Lowball technique
d. Foot-in-the-door technique
d. Foot-in-the-door technique
Lowered price tags and advertisements for “buy one, get one free” are examples of what kind of two-step compliance technique?
a. Door-in-the-face technique
b. That’s-not-all technique
c. Lowball technique
d. Foot-in-the-door technique
b. That’s-not-all technique
What compliance technique works when you agree to something, and then you accept a worse deal because you have already made the commitment?
a. Door-in-the-face technique
b. That’s-not-all technique
c. Lowball technique
d. Foot-in-the-door technique
c. Lowball technique
Factors that foster compliance include: (3)
-positive mood
-reciprocity norm
-giving reasons
False confessions can occur due to either: (2)
external compliance
internal compliance
Obedience was highest when confederates were fully obedient. (TF)
true
What factor was most associated with increasing obedience in Milgram’s studies on obedience to authority?
a. Participant with fully obedient confederates
b. Experimenters giving orders by phone
c. Ordinary person giving orders
d. Participant and victim in the same room
a. Participant with fully obedient confederates
A reasonable conclusion to draw from the results of partial replications of Milgram’s study is that there is little to no evidence that authority figures’ ability to secure obedience has diminished in the past 50 years. (TF)
true
_____ of participants in Milgram’s research obeyed the commands of an authority figure.
a. One-half
b. Nearly two-thirds
c. Three-fourths
d. Nearly all
b. Nearly two-thirds
The theory that the amount of social influence others have depends on their number, strength, and immediacy
social impact theory
A schoolteacher is likely to have more social influence than a police officer. (TF)
False (A police officer will have more social influence due to his/her status, expertise, and power.)
Others will have greater social impact on you if they are watching you on a monitor in another location such as during a proctored exam.(TF)
False (Others will have greater social impact on you if they are actually present than if they are watching you on a monitor in another location.)
The theory that says that social influence depends on how much strength and immediacy others have is called social _____ theory.
a. impact
b. interaction
c. influence
d. support
a. impact
Social impact theory contends that the amount of influence people have is a function of three factors:
their number
their strength
their immediacy
