Chapter 7

Question 1

Attributions

Answer 1

are inferences that people draw about the causes of their own behavior, others’ behavior, and events.

Question 2

bystander effect

Answer 2

—the tendency for individuals to be less likely to provide help when others are present than when they are alone.

Question 3

Confirmation bias

Answer 3

is the tendency to seek information that supports one’s beliefs while not pursuing disconfirming information.

Question 4

Conformity

Answer 4

occurs when people yield to real or imagined social pressure.

Question 5

Defensive attribution

Answer 5

is a tendency to blame victims for their misfortune, so that one feels less likely to be victimized in a similar way.

Question 6

Door-In-The-Face technique

Answer 6

technique involves making a large request that is likely to be turned down in order to increase the chances that people will agree to a smaller request later

Question 7

Fundamental attribution error

Answer 7

refers to the tendency to explain other people’s behavior as the result of personal, rather than situational, factors.

Question 8

Informational influence

Answer 8

operates when people look to others for how to behave in ambiguous situations.

Question 9

lowball technique

Answer 9

which involves getting someone to commit to an attractive proposition before its hidden costs are revealed.

Question 10

need for cognition

Answer 10

the tendency to seek out and enjoy effortful thought, problem-solving activities, and in-depth analysis.

Question 11

Normative influence

Answer 11

operates when people conform to social norms for fear of negative social consequences.

Question 12

reciprocity principle

Answer 12

—the rule that one should pay back in kind what one receives from others.

Question 13

self-fulfilling prophecy

Answer 13

occurs when expectations about a person cause him or her to behave in ways that confirm the expectations.