quiz #5 Flashcards
what term is used to describe compliance with and initial small request followed by compliance with a larger request?
foot in the door effects
the tendency of people to comply with a second, lesser request after refusing a larger one is called ____ effect
door in the face
car salespersons are notorious for using the ______ technique, which involves changing terms after an agreement has been made
lowball
clancy is asked by his daughters 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 6 months. clancy agrees to this task . which persuasion strategy has the teacher effectively uses to gain clancy’s compliance?
door in the face
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:
social cognition
what process describes the use of social influence to cause other people to change their attitudes and behavior?
persuasion
what is the term for the process of developing our first knowledge about another person?
impression formation
the primary effect, as it relates to impression formation, is more commonly known as:
first impression
which term refers to a set of characteristics believed to be shared by all members of a particular group?
stereotype
when we make situational attributions, we are identifying the source of an action as something:
external
what do social psychologists call the tendency to rely on internal characteristics for explanations of the behavior of others and to ignore the include of the situation?
fundamental attribution error
a bank loan officer thinks people who speak with an accent are lazy; consequently, he refuses to grant them loans. the loan officer’s belief is an example of _____. his refusal is an example of _____.
prejudice; discrimination
what term to psychologists use to describe our liking or having the desire for a relationship with another person?
interpersonal attraction
what term refers to helping behavior that is performed voluntarily for the benefit of another person, with no anticipation of reward?
altruism
