Freewill & Compliance

Question 0

Question 1/20 - Theorist
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Who among the following theorists was the founder /creator of the theory of commitment ?
◻ Fritz Heider
◻ Robert-Vincent Joule et Jean-Léon Beauvois
◻ Freedman and Fraser
◻ Leon Festinger
◻ Charles Kiesler

Answer 0

Charles Kiesler

Question 1

Question 2/20 - film No9
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According to film 9 replicating Robert-Vincent Joule’s experiment, what is especially effective to explain the FITD effect?
◻ The label “you’re such a nice person” activates a favorable self-image
◻ The labeling “you’re such a nice person” motivates the person to act in ways that are consistent with her/his self-image (to be good and give the bank-note back)
◻ The labeling “you’re such a nice person” is intended to reinforce the small request used.
◻ All of the above
◻ None of the above

Answer 1

All of the above

Question 2

Question 3/20 - film No9
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According to film 9 replicating Robert-Vincent Joule’s experiment, how many people choose to give back the bank-note when a FITD technique is used?
◻ 30%
◻ 55%
◻ 69%
◻ 100%

Answer 2

69%

Question 3

Question 4/20 - film No9
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According to film 9 replicating Robert-Vincent Joule’s experiment, how many people choose to give back the bank-note when a witness is present ?
◻ 30%
◻ 55%
◻ 69%
◻ 100%

Answer 3

100%

Question 4

Question 5/20 - compliance technique
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When members of a cult are trying to enlist a new recruit, they start by asking the recruit to make a small commitment, such as attending a short meeting or helping out at a social function.
Then the commitments get more involved, such as staying for a longer period of time and eventually for major donations of money and moving in with the cult members.
This is most like which of the following techniques?
◻ door-in-the-face technique
◻ foot-in-the-door technique
◻ lowball technique
◻ that’s-not a technique at all

Answer 4

foot-in-the-door technique

Question 5

Question 6/20 - compliance technique
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Jeff received an advertisement for his "dream car," with such a low price, it was too good to be true. He rushed down to the car dealer's, only to discover that it was a stripped down, bare-bones model. He bought the car anyway, paying extra for air conditioning, power steering, power windows, a sunroof, a CD player, and a DVD player. To which of the following techniques did Jeff succumb?
◻ The foot-in-the-door technique
◻ The foot in the mouth technique
◻ The law ball technique
◻ The door-in-the-face technique

Answer 5

The law ball technique

Question 6

Question 7/20 - compliance technique
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Moe was stopped by a person asking for donations.
The requester first asked if he was a student.
Moe replied that he was, and the requester said that he was also a student.
The requester then asked for a donation.
Because of the ________, Moe will probably donate.
◻ foot in the mouth technique
◻ door in the face technique
◻ low ball technique
◻ foot in the door technique

Answer 6

foot in the mouth technique

Question 7

Question 8/20 - compliance technique
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Door-in-the-face works for all these reasons but one :
◻ contrast effect (the second request seems less costly in comparison to the first)
◻ reciprocal concessions (individuals go along with the norm that “you should make concessions to those who make concessions to you”)
◻ self-perception (people infer they are helpful people after complying with the initial request)
◻ guilt (people feel guilty about turning down the first request)

Answer 7

self-perception (people infer they are helpful people after complying with the initial request)

Question 8

Question 9/20 - compliance technique
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The initial request must be large enough that it is sure to be refused but not so large that it will breed resentment or suspicion."
This condition must be met in the :
◻ Door-in-the-face technique
◻ Low-ball technique
◻ Foot in the mouth technique
◻ That's-not-all-technique

Answer 8

Door-in-the-face technique

Question 9

Question 10/20 - Experiment
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According to Freedman and Fraser’s study described in the book page 40, a team of psychologists telephoned housewives in California and asked if the women would answer a few questions about the household products they used. 3 days later, the psychologists called again. This time, they asked if they could send 5 or 6 men into the house to go through cupboards and storage places as part of a 2-hour enumeration of household products.
What were the results of this experiment ?
◻ 53% for the experimental group and 22% for the control group
◻ 22% for the experimental group and 53% for the control group
◻ 76% for the experimental group and 17% for the control group
◻ 17% for the experimental group and 76% for the control group

Answer 9

53% for the experimental group and 22% for the control group

Question 10

Question 11/20 - compliance technique
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The “that’s not all” technique is often used in late night television infomercials.
This technique :
◻ is untested
◻ really does work, according to the research
◻ has been shown to be ineffective by research
◻ has generated mixed results in research

Answer 10

really does work, according to the research

Question 11

Question 12/20 - compliance-gaining
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Joule and Beauvois (1998) tested the commitment efficiency by asking job-seekers to attend training sessions and encouraging them to look for a job.
The participants were either informed of the (1) coercitive or (2) free character of the sessions (respectively, (1) for the control group versus (2) for the experimental group).
Which of the following is not a result of this experiment ?
◻ the absenteeism rate is no higher in the experimental group than in the control group (15%).
◻ the control group has more positive views on the training
◻ the experimental group has more positive views on the training
◻ the placement rate is significantly higher in the experimental group (56% participants found jobs) than in the control group (25%)
◻ three month later, the placement rate was 69% in the experimental group and 35% in the control group.

Answer 11

the control group has more positive views on the training

Question 12

Question 13/20 - compliance technique
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“Bait and switch” refers to :
◻ getting customers to buy a product on sale and then switch it for another product after the sale
◻ presenting customers with a small request followed by a large request
◻ presenting customers with a large request followed by a small request
◻ advertising a good deal, but having only an inferior product available when the customer comes to buy

Answer 12

advertising a good deal, but having only an inferior product available when the customer comes to buy

Question 13

Question 14/20 - compliance technique
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Richard was walking down the street and was asked by a panhandler if he could spare any money, and as he has always done, he refused. Another panhandler came up to Richard and asked for “exactly $1.57.”
Richard immediately starting wondering why the panhandler asked for that amount, and wound up giving the pandhandler the money.
Richard was influenced by a very smart panhandler who was using the :
◻ door in the face technique
◻ foot in the door technique
◻ pique technique
◻ low ball technique

Answer 13

pique technique

Question 14

Question 15/20 - compliance technique
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The fact that people usually stick to the deal even though it has changed for the worse is relied upon in the :
◻ Prisoner dilemma
◻ Low-ball technique
◻ Foot in the door technique
◻ Bait and switch

Answer 14

Low-ball technique

Question 15

Question 16/20 - compliance technique
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Participants in this experimental condition experienced anxiety by hearing a whistle when jaywalking. Shortly after they felt relief because they found out it was not a police whistle, so they did not have to worry about getting a ticket. When they were then asked to donate money to charity, they complied more than participants not exposed to this technique (control group condition).
This technique is named :
◻ Low ball
◻ Foot in the mouth
◻ You-are-free-of
◻ Fear-then-relief

Answer 15

Fear-then-relief

Question 16

Question 17/20 - compliance technique
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Credit card companies that offer a low, introductory “teaser” rate, and then up the interest rate dramatically a few months later, are guilty of using which strategy below ?
◻ foot-in-the-door
◻ door-in-the-face
◻ lowball tactic
◻ bait and switch

Answer 16

lowball tactic

Question 17

Question 18/20 - compliance technique
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The tendency for people who have first agreed to a small request to comply later with a larger request is the :
◻ low-ball technique
◻ the door-in-the-face technique
◻ the deceitful-favor technique
◻ the foot-in-the-door technique

Answer 17

the foot-in-the-door technique

Question 18

Question 19/20 - compliance technique
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Your roommate asks you to loan her twenty-five dollars to buy her boyfriend a birthday present and you refuse.
She then asks for three dollars to purchase a new notebook.
You loan her the three dollars.
Your roommate has successfully used the___________?
◻ overjustification effect
◻ insufficient justification effect
◻ door-in-the-face technique
◻ foot-in-the-door technique

Answer 18

door-in-the-face technique

Question 19

Question 20/20 - compliance technique
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According to film 9 replicating Robert-Vincent Joule’s experiment, how many people choose to give back the bank-note when a witness is absent ?
◻ 30%
◻ 55%
◻ 69%
◻ 100%

Answer 19

30%