Chapter 7 Commitment and Consistency Flashcards
What is the purpose of Amazon’s ‘Pay to Quit’ program?
To encourage employees to think about what they really want and to solidify their commitment to the company
Amazon aims to retain only those employees who genuinely want to work there.
What are the direct expenses associated with employee turnover?
Recruitment, hiring, and training of replacements, which can extend to 50% of the employee’s annual compensation package
Indirect costs include loss of institutional memory and productivity disruptions.
How did Sara’s decision to choose Tim affect her commitment to him?
It bolstered her commitment and made her happier, despite Tim not fulfilling the conditions she wanted
Sara’s choice reinforced her feelings for Tim.
What principle of social influence is highlighted by the ‘Pay to Quit’ program?
The desire to be (and appear) consistent with previous decisions
This principle influences how people justify their choices.
True or False: The drive for consistency can compel individuals to act against their own best interests.
True
The desire for consistency can lead to irrational behaviors.
What was the outcome of the beach theft experiment when subjects were asked to watch someone’s belongings?
Nineteen out of twenty subjects intervened to stop the thief
This highlights the power of commitment and consistency.
How is personal consistency generally perceived in society?
As a desirable personality trait associated with strength and honesty
Inconsistency is often viewed negatively.
What can blind consistency lead to in decision-making?
Disastrous outcomes by avoiding thoughtful consideration
Automatic consistency can prevent critical thinking.
What psychological effect was observed among bettors after placing their bets?
Their confidence in their choice increased significantly
This demonstrates the commitment effect in decision-making.
Fill in the blank: Once we make a choice, we encounter personal and interpersonal pressures to think and behave _______.
[consistently]
What was the reaction of the audience after the logician challenged the TM presentation?
They still submitted down payments for the TM program
This illustrates the effect of consistency on decision-making despite logical arguments.
What did Jeff Bezos suggest about the ‘Pay to Quit’ program in his letter to shareholders?
It encourages employees to take a moment and think about what they really want
This reflects a deeper understanding of employee motivations.
How does automatic consistency serve individuals in daily life?
It provides a shortcut through complexities, reducing the need for further thought
This can lead to mental shortcuts in decision-making.
What problem was the spokesman facing regarding his college courses?
He was failing his college courses because there wasn’t enough time to study.
What did the spokesman hope TM could help him with?
Training him to need fewer hours of sleep each night.
What was the reaction of the recruits to the logician’s arguments?
They understood his comments quite well and were driven to sign up for the program.
What did the spokesman mean by saying he needed to give his money ‘now’?
He feared that if he thought about the logician’s points, he would not sign up.
What does automatic consistency function as, according to the text?
A shield against thought.
How do profiteers exploit automatic consistency?
They arrange interactions so our need to be consistent benefits them.
What dilemma do toy manufacturers face after the Christmas season?
How to keep sales high during the peak season and retain demand afterward.
What strategy do toy companies use to drive sales after Christmas?
They undersupply certain toys to create a false sense of scarcity.
What did the author realize about his own purchasing behavior?
He had been manipulated by toy companies into buying toys he initially planned to avoid.
What was the historical example used to illustrate the toy companies’ strategy?
The Cabbage Patch Kids.
What did the Hasbro spokeswoman suggest parents tell kids about unavailable toys?
‘I’ll try, but if I can’t get it for you now, I’ll get it for you later.’
What is the key to engaging the power of consistency?
Commitment.
What happens when a commitment is made?
There is a tendency to behave in ways aligned with that commitment.
What is one blunt strategy for obtaining customer compliance?
Getting the customer’s OK on paper.
What did Steven J. Sherman’s study demonstrate about commitment?
A 700 percent increase in volunteers for charity collection after making predictions.
How do courtroom consultants utilize commitment in jury selection?
By asking jurors if they could withstand pressure to change their minds.
What technique do telephone solicitors use to increase donations?
Inquiring about the caller’s well-being to create a positive context.
Fill in the blank: The need for consistency is often exploited by _______.
[profiteers]
True or False: The toy companies’ strategy was to ensure that all toys were available after Christmas.
False
What is the theory behind asking someone how they are feeling before making a request?
People who assert they are doing fine feel awkward appearing stingy in favorable circumstances.
This tactic leverages social norms to increase compliance.
What was the result of the Hunger Relief Committee’s cookie-selling experiment when preceded by a personal inquiry?
32 percent agreed to receive the cookie seller, nearly twice the success rate of the standard approach.
This demonstrates the effectiveness of the consistency principle.
How does daily prayer impact romantic fidelity according to psychologists?
It reduces the likelihood of infidelity by creating a commitment to the partner’s welfare.
Engaging in prayer fosters a psychological commitment to the relationship.
What sales tactic improved appointment show-up rates in a telemarketing center?
Asking customers why they chose to purchase insurance with the company.
This tactic commits customers to their reasons, increasing likelihood of following through.
What psychological strategy did the Chinese use on American POWs during the Korean War?
They employed small commitments to elicit larger acts of compliance.
This approach was based on starting with trivial requests and escalating them.
What is the foot-in-the-door technique?
A strategy where a small request is made first to gain compliance with a larger request later.
This technique takes advantage of the consistency principle in human behavior.
What percentage of homeowners agreed to display a large billboard after previously agreeing to a small request?
76 percent.
This was a significant increase due to prior small commitments.
What change occurs in a person’s self-view after agreeing to a small request?
They may begin to see themselves as the kind of person who takes action on civic principles.
This self-image shift can lead to increased compliance with future requests.
What caution should one take regarding trivial requests?
Agreeing to them can influence self-concept and future compliance with larger requests.
This can lead to unwanted behavioral changes and exploitation.
What did Freedman and Fraser conclude about signing petitions?
It can lead to increased willingness to comply with future, larger requests.
This is due to the change in self-perception associated with commitment.
What unethical application of the foot-in-the-door technique was observed in Paris?
Tourists were scammed into signing a petition and then asked for donations.
The scam exploited the tourists’ desire to remain consistent with their previous agreement.
What can influence a person’s self-image according to the text?
An action has the potential to influence a person’s self-image in ways they may not want.
What is one result of changing a person’s self-image?
It can lead to subtle advantages for someone who wants to exploit the new image.
What technique did Freedman and Fraser apply to homeowners regarding a state-beautification petition?
They used the foot-in-the-door technique to later request homeowners to display a safe-driving billboard.
According to C. S. Lewis, what happens every time a person makes a choice?
They turn the central part of themselves into something a little different from what it was before.
What are the four conditions for commitments to be most effective in altering self-image?
- Active
- Public
- Effortful
- Freely chosen
What was the major intent of the Chinese regarding their prisoners during the Korean War?
To indoctrinate them and change their perceptions of themselves and communism.
What did Dr. Henry Segal report about returning POWs’ war-related beliefs?
War-related beliefs had been substantially shifted, with many expressing antipathy toward the Chinese Communists while praising their achievements.
What does the text suggest is a key source of information about one’s beliefs and values?
A person’s own behavior.
What strategy did site developers use to improve registration completion rates?
They reduced the average number of fields on the first page of registration forms.
What was the outcome of reducing the number of first-page fields from four to three?
Increased registration completions by 50 percent.
In a study about volunteering for an AIDS-education project, what was the participation rate of those who volunteered actively?
74 percent.
What is the effect of active commitments on self-image?
Active commitments provide information that shapes self-image, influencing future actions.
What tactic did the Chinese use to encourage prisoners to write pro-Communist statements?
They urged prisoners to write down their answers to questions during indoctrination sessions.
How does a written declaration serve as a commitment device?
It provides physical evidence of an act and can be shown to others, influencing beliefs about the author.
What did the study by Edward Jones and James Harris reveal about people’s assumptions regarding statements?
People assume a statement reflects the true attitude of the person who made it, even if it was not freely chosen.
What double-barreled effects occur on a prisoner’s self-image when they write a pro-Chinese statement?
- Lasting personal reminder of their action
- Persuasion of others regarding their beliefs
What was the outcome of a study involving neighbors perceiving individuals as charitable?
Those labeled as charitable gave more money to a canvasser.
How did the labeling of ecological bananas affect customer purchasing behavior?
Ecological bananas were chosen 32 percent of the time, increasing to 51 percent when customers were labeled as environmentalists.
What negotiating tactic did Anwar Sadat use effectively?
He flattered opponents by highlighting their cooperativeness and fairness to connect their identities to actions that served his goals.
What happens to self-image after an active commitment is made?
Self-image pressures arise from both internal consistency and external perceptions.
What was one method used by the Chinese to induce prisoners to write peace appeals in their letters?
Prisoners included statements sympathetic to communism to ensure their letters would be released.
What was the goal of political-essay contests held in the prison camp?
To encourage prisoners to write pro-Communist essays while allowing for some essays supporting the U.S.
How do companies like Amway utilize the concept of written commitments?
They encourage staff to set and write down individual sales goals.
What psychological effect does having customers fill out sales agreements have?
It serves as a commitment that helps prevent customers from backing out of contracts.
What common promotional device do large companies use to encourage customer testimonials?
25-, 50-, or 100-word testimonial contests.
What was the purpose behind testimonial contests run by companies like Procter & Gamble?
To get as many people as possible to endorse a product.
What psychological principle is illustrated by public commitments?
Public commitments tend to be lasting commitments.
What did Fred DeLuca, founder of Subway, say about putting goals in writing?
It commits him to achieving them.
How did public commitments influence behavior in the Korean POW experience?
Pro-Communist statements were made public to encourage consistency.
What effect does public commitment have on personal change?
It creates internal pressure to act consistently with that commitment.
Fill in the blank: The more public our commitment, the more _______ we feel to act according to our commitment.
[pressure]
What did the study by Deutsch and Gerard investigate?
The effects of public vs. private commitments on decision-making.
Which group of students in the Deutsch and Gerard study was most resistant to changing their initial decisions?
Students who publicly recorded their initial positions.
What was the impact of public voting in jury deliberations?
Hung juries were more frequent with visible show of hands.
How do weight-reduction clinics use public commitment?
They require clients to write and share immediate weight-loss goals.
What technique did a San Diego woman use to stop smoking?
She made a public promise by giving signed cards to people she wanted to respect her.
What change did a restaurant owner make to reduce no-shows?
He shifted from asking for a call to requesting a promise to call if plans changed.
What was the reduction in no-show rates at Gordon’s restaurant after implementing public commitments?
From 30 percent to 10 percent.
What additional compliance-enhancing element did a doctor’s office use for appointment confirmations?
They explained how confirming helps ensure care for all patients.
What was the reduction in no-shows reported by the doctor’s office manager with the new confirmation program?
81 percent.
What is the main conclusion about effort and commitment?
The more effort that goes into a commitment, the greater its ability to influence attitudes and actions.
What did researchers in Hangzhou, China, study regarding household trash disposal?
They studied if residents who had to work harder for proper disposal would become more committed to environmental actions, such as reducing electricity consumption.
What was the outcome of the Hangzhou study on environmental commitment?
Residents who worked harder for waste separation also worked harder for electricity conservation.
What is the significance of the Thonga initiation ceremony?
It requires boys to undergo severe trials before being admitted to adult membership, which increases their commitment to the tribe.
List the six major trials endured by a Thonga initiate.
- Beatings
- Exposure to cold
- Thirst
- Eating of unsavory foods
- Punishment
- Threat of death
How do fraternity initiation rituals compare to tribal initiation rites?
They share similar features, such as physical exertion, psychological strain, and social embarrassment.
What incident highlighted the dangers of fraternity hazing?
Michael Kalogris suffered internal injuries during a Hell Night initiation ceremony.
What happened to Frederick Bronner during fraternity initiation?
He died of exposure after being abandoned in a national forest wearing only a thin sweatshirt.
What was the punishment for a pledge who forgot a ritual incantation?
He was made to keep his feet under a folding chair while a heavy brother sat on it, resulting in broken bones.
What does the persistence of hazing practices indicate?
Hazing practices are resilient and often continue despite attempts to eliminate them by authorities.
What is the role of initiation ceremonies according to social psychology?
They increase the perceived value of the group among its members who endure hardship to join.
What did the study by Aronson and Mills reveal about initiation ceremonies?
Persons who endure significant trouble or pain to attain something value it more highly than those who do not.
What analogy is drawn between Paola’s piercing experience and Aronson and Mills’s study?
Paola became committed to her eyebrow ring despite initial pain, similar to how individuals value groups they struggled to join.
What is the relationship between the severity of initiation ceremonies and group solidarity?
Groups with stringent initiation ceremonies tend to have greater solidarity.
What did military training exemplify in relation to initiation rites?
Military boot camp initiations are effective in fostering resilience and commitment among recruits.
True or False: Hazing practices are easily eliminated by authorities.
False
Fill in the blank: The more _____ a person endures to gain membership, the more they value the group.
[effort]
What does the phrase ‘Help Week’ refer to in the context of fraternity initiation?
A substitute for hazing that involves civic service, though often not replacing Hell Week.
What is the effectiveness of armed services training according to William Styron?
It is viewed as a crucible that makes individuals more resilient and better for the wear.
Styron’s testimony reflects the transformative impact of military training.
What are the four properties of effective commitment?
Active, public, effortful, and inner responsibility.
Inner responsibility is considered more important than the other three properties combined.
Why do fraternities exclude public-service activities from initiation ceremonies?
They want participants to own their actions without excuses or justifications.
This prevents members from attributing their commitment to charitable motives.
What was the purpose of the political-essay contests in Chinese prison camps?
To encourage American captives to write favorable comments about Communism.
The small prizes were intended to ensure that participants took ownership of their actions.
What do social scientists say about accepting inner responsibility for behavior?
We accept it when we believe we have chosen to act without strong external pressure.
Large rewards or threats can undermine this sense of responsibility.
What does the Freedman study suggest about child-rearing and compliance?
A strong threat may produce compliance but not inner commitment; subtle reasoning is more effective for lasting behavior change.
The study emphasizes the importance of children taking personal responsibility for their actions.
Fill in the blank: The boys who received a strong threat from Freedman showed _______ behavior when he was not present.
non-compliant
What was the outcome for boys who received no strong threat regarding the forbidden robot toy?
They took personal responsibility and mostly avoided playing with it later.
This indicates a deeper internalization of the belief that playing with the robot was wrong.
What should parents do to encourage long-term truthfulness in children?
Use a reason that produces the desired behavior while allowing the child to take personal responsibility.
The reason should not be perceived as a strong external pressure.
What is the significance of commitments that lead to inner change?
They produce lasting change and cover a range of related situations.
Such changes lead to self-perception shifts that reinforce the behavior.
What is the ‘low-ball’ tactic used by car dealers?
Offering a significantly low price to induce commitment before revealing the true cost.
This tactic exploits the customer’s created reasons to justify their choice.
True or False: Large material rewards are effective in promoting long-term commitment to actions.
False
What is low-balling in sales?
A tactic where an initial favorable offer is made, then later removed or altered to disadvantage the buyer.
What is an example of low-balling in a car dealership?
A salesperson offers an inflated trade-in value for a customer’s old car, then reduces it before the contract is signed.
True or False: The low-ball tactic is effective because it induces a personal commitment that creates justifications for a decision.
True
What was the result of the study involving university students and the 7:00 a.m. study?
95 percent of students who were low-balled participated in the study despite the early hour.
Fill in the blank: The low-ball technique works by first _______ a favorable offer, then removing it or adding a negative feature.
[making]
What did the Iowa energy conservation study initially offer homeowners?
Publicity in newspaper articles for agreeing to save energy.
What was the long-term effect on homeowners’ energy usage after the promise of publicity was removed?
They increased their energy savings rather than returning to previous habits.
What is one possible explanation for the increased energy conservation after the publicity promise was withdrawn?
Homeowners began to view themselves as conservation-minded, independent of external validation.
What does cueing consistency refer to in compliance techniques?
The idea that reminders of past commitments can prompt individuals to act in accordance with those commitments.
What was the effect of placing reminder signs in examination rooms on physicians’ hand hygiene?
Soap and gel usage increased by 45 percent.
How did the commitment-centered approach affect antibiotic prescriptions in Los Angeles outpatient clinics?
Doctors reminded of their commitment reduced inappropriate prescriptions by 27 percent.
Fill in the blank: Reminders of commitments can enhance one’s _______ and increase pro-environmental purchasing behavior.
[self-image]
What is a common issue with physicians regarding hand washing?
They wash their hands less than half as often as recommended.
What was the main goal of the Iowa energy conservation study?
To shift long-standing energy-use patterns among homeowners.
What is the significance of the ‘give it and take it away later’ strategy in sales?
It creates a commitment that can lead customers to justify their poor choices.
True or False: The low-ball tactic can only be used for negative purposes.
False
What did the research show regarding homeowners’ energy-saving habits after the initial commitment?
They developed new energy habits and a sense of pride in their conservation efforts.
What percentage did reminders cut inappropriate prescribing by?
27 percent
Reminders of commitments can significantly reduce unwanted behaviors.
What effect do reminders of existing commitments have on self-image?
They strengthen it by augmenting one’s related self-image.
Reminders can lead individuals to see themselves as more environmentally minded.
According to the text, what is a hallmark of logic and intellectual strength?
Internal consistency.
Lack of consistency is associated with intellectual limitations.
What does Emerson’s quote about consistency refer to?
A foolish consistency is the hobgoblin of little minds.
The original context emphasizes the distinction between useful and foolish consistency.
What is the danger of automatic consistency?
It can lead to poor choices and exploitation by others.
It is important to be aware of when consistency may not be in our best interest.
What are the two types of signals that indicate poor choices due to consistency?
Stomach signs and heart-of-hearts signs.
These signals help in recognizing when one is being manipulated.
What does a stomach sign indicate?
A feeling of being trapped into complying with a request.
This physical reaction serves as a warning signal.
What is a heart-of-hearts sign?
A place where we cannot fool ourselves about our true feelings.
It represents our genuine emotions that may be obscured by rationalizations.
How can one recognize true feelings according to psychological research?
By attending to the first flash of feeling experienced before intellectualizing.
This approach helps to discern genuine emotions from justifications.
What was the reader’s experience with the consistency principle at the food court?
They were tricked into ordering a larger glass of Coke.
The situation illustrates the challenge of maintaining consistency in decisions.
What did the author suggest to counteract the consistency principle?
Point out the absurdity of foolish consistency to the requester.
This tactic can help avoid being manipulated by others.
What key question should one ask to evaluate past decisions?
Knowing what I now know, if I could go back in time, would I make the same choice?
This question helps clarify if a decision was genuinely correct.
What did the author decide when faced with a higher gas price at a filling station?
They would have driven right past the station if they had known the real price.
This decision-making process illustrates the importance of critical evaluation.
True or False: Internal consistency is always beneficial.
False.
There can be foolish consistency that leads to poor decision-making.
Fill in the blank: The need to be _______ with prior commitments can lead to poor choices.
consistent
This highlights the potential downside of adhering too rigidly to past decisions.
What psychological tendency is discussed in relation to commitment and consistency?
A desire to be and look consistent within words, beliefs, attitudes, and deeds.
What are the three sources that feed the tendency for consistency?
- Good personal consistency is valued by society
- Consistent conduct benefits public image and daily life
- Consistency provides a shortcut through complex situations.
What is the key to securing compliance based on commitment?
Securing an initial commitment.
What types of commitments are most effective in producing consistent future action?
- Active
- Public
- Effortful
- Internally motivated (voluntary)
How do erroneous commitment decisions tend to behave over time?
They are self-perpetuating and can ‘grow their own legs’.
What phenomenon explains the effectiveness of deceptive compliance practices such as ‘throwing the low-ball’?
Commitments remain in effect long after the conditions that spurred them have changed.
What effect do simple reminders of an earlier commitment have on behavior?
They regenerate the commitment’s ability to guide behavior and intensify it by strengthening self-image.
What signs should individuals listen for to recognize undue influence of consistency pressures?
- Stomach signs
- Heart-of-heart signs
What is a ‘stomach sign’ in the context of compliance decisions?
It appears when pressured by consistency to agree to requests one does not want to perform.
What is the crucial question to ask when evaluating a commitment that may have been wrong?
‘Knowing what I now know, if I could go back in time, would I make the same commitment?’
How does age affect the tendency towards consistency in commitments?
Preference for consistency increases with age, especially after fifty.
What cultural factor contributes to the strong need for consistency in individuals like Jack Nicklaus?
Individualism prevalent in American culture.
What was the outcome of the study involving American and Asian students regarding commitment?
American students were more than twice as likely to agree to a follow-up request.
True or False: Individuals from collectivistic societies are more likely to be influenced by commitment tactics.
False
What is a practical implication of the findings regarding older individuals and commitment tactics?
They should be particularly wary of influence tactics that start with small commitments.
What happened to Jack Nicklaus shortly after the tragic loss of his grandson?
He honored prior commitments by speaking at a golf club and participating in a charity tournament.
What findings did the American Association of Retired Persons uncover about phone scams targeting the elderly?
Scammers frequently used commitment and consistency tactics to extract funds.
Fill in the blank: The principle of consistency can be particularly effective on individuals who are _______.
over fifty years old
