Chapter 8 Questions

Question 1

Lucyna initially believes that when she becomes angry it is helpful to yell and scream to vent her anger. This emotional cleansing is called catharsis. After listening to her professor’s lecture on the research evidence contradicting catharsis, Lucyna no longer believes that venting works. This change in belief illustrates ____ .

Answer 1

informational influence

Question 2

The autokinetic effect is a(n) ____ .

Answer 2

illusion of perceived movement

Question 3

The type of conformity based on a fear of social rejection is called ____ .

Answer 3

public compliance

Question 4

Tyrone plans to vote for candidate Duck in the local elections. Before he votes, his friends explain why they’re going to vote for candidate Goose. In the voting booth, Tyrone votes for candidate Goose. This is an example of ____ .

Answer 4

private acceptance

Question 5

The technique in which an influencer prefaces the real request by first getting the person to agree to a smaller request is called the ____ technique.

Answer 5

foot-in-the-door technique

Question 6

The class first asks their professor to cancel the next exam. The professor says, “No way!” The class then asks the professor to postpone the exam one week. The professor says, “Okay.” This is an example of what technique?

Answer 6

Door-in-the-face technique

Question 7

Mohamed accepts a job to shingle the roof of a house. He later learns that he also is expected to shingle the detached garage as part of the original agreement. This is an example of what technique?

Answer 7

Low-ball

Question 8

Which of the following is an explanation of the fast-approaching-deadline technique?

Answer 8

Scarcity