chapter 10 Flashcards
Social psychology is the scientific study of how a person’s behavior, thoughts, and feelings are
influenced by:
a. cognition
b. mental processes
c. social groups
d. psychology
social groups
Experiments demonstrating the effects of conformity on behavior were conducted by:
a. Solomon Asch
b. Stanley Milgram
c. Fritz Heider
d. Jerome Singer
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.
a. risky shift
b. polarization
c. foot-in-the-door
d. door-in-the-face
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.
a. lowball
b. foot-in-the-mouth
c. door-in-the-face
d. foot-in-the-door
foot in the door
What term is used to describe compliance with an initial small request followed by compliance with a
larger request?
a. risky shift
b. foot-in-the-door effect
c. door-in-the-face effect
d. polarization phenomenon
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.
a. lowball
b. door-in-the-face
c. foot-in-the-door
d. response cue
foot in the door
The tendency of people to comply with a second, lesser request after refusing a larger one is called the
__________ effect.
a. lowball
b. door-in-the-face
c. foot-in-the-door
d. bait-and-switch
door in the face
Car salespersons are notorious for using the __________ technique, which involves changing terms
after an agreement has been made.
a. foot-in-the-door
b. foot-in-the-mouth
c. door-in-the-face
d. lowball
lowball
Why does the foot-in-the-door technique of compliance work?
a. Honoring an initial small request creates an internal need to maintain consistency by honoring
a subsequent larger request
b. Refusing an initial large request reduces dissonance produced by a later smaller request
c. Refusing an initial small request creates an urge to be “helpful” by complying with a later
larger request
d. Honoring an initial small request produces a social stigma that one is gullible and easily
persuaded
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?
a. that’s-not-all
b. foot-in-the-door
c. door-in-the-face
d. the parent trap
door in the face
How does the lowball technique of persuasion work?
a. An initially attractive offer is agreed to; the offer changes for the worse; the revised offer is
still honored
b. An initial small request is honored, making it more likely that a later, larger request will also
be honored
c. An initial offer is agreed to; the offer improves with additional benefits at no cost; the new
offer is rejected
d. Two initial offers are requested side-by-side, and the choice is to identify the one that is a trick
an initially attractive offer is agreed to; the offer changed for the worse; 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.
a. fist-to-the-undergraduate
b. lowball
c. door-in-the-face
d. foot-in-the-door
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:
a. social cognition
b. attitude change
c. obedience
d. social facilitation
social cognition
A response, either positive or negative, toward a certain person, idea, object, or situation is called:
a. bystander apathy
b. an attitude
c. groupthink
d. conformity
an attitude
Attitude formation is the result of several influences. What they have in common is that they are all
forms of:
a. learning
b. intuition
c. reinforcement
d. conformity
learning
What process describes the use of social influence to cause other people to change their attitudes and
behavior?
a. enticement
b. persuasion
c. conversion
d. affectance
persuasion
Compared to the others, which communicator would likely be the MOST persuasive?
a. an attractive person who is an expert
b. a moderately attractive person who is an expert
c. an attractive person who has moderate expertise
d. a moderately attractive person who has moderate expertise
an attractive person who is an expert
What is the relationship between expertise and persuasion?
a. Expertise has no effect on persuasion
b. Nonexperts tend to be the most persuasive
c. Greater expertise leads to greater persuasion
d. Communicators with moderate expertise are the most persuasive
greater expertise leads to greater persuasion
What is the term for the process of developing our first knowledge about another person?
a. social interaction
b. stereotyping
c. impression formation
d. interpersonal judgment
impression formation
The primacy effect, as it relates to impression formation, is more commonly known as:
a. first impression
b. negative attribution
c. situational bias
d. altruism
first impression
Which term refers to a set of characteristics believed to be shared by all members of a particular group?
a. stereotype
b. expectation
c. classification
d. categorization
stereotype
James believes that all college professors are irritable, impatient, and uninterested in whether students learn. His belief is an example of:
a. a consensus
b. impressions
c. an attitude
d. a stereotype
stereotype
When we make situational attributions, we are identifying the source of an action as something:
a. external
b. internal
c. that is a biological trait
d. with an unconscious motivation
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?
a. The student is a mean, angry person
b. The barista is overworked
c. The student has had a bad day
d. The barista has had a bad day
the student is a mean, angry person
