Social Psych (Social Influence, Attitudes) Flashcards
Sherif used the _____ effect to demonstrate that people will conform to the opinions of others in ambiguous situations
autokinetic
There is evidence that conformity to group norms is reduced when a person can express his/her opinion ____ or when at least one other person disagrees with the norm
anonymously
The _____ technique involves first making a small request and , when that request is accepted, making a larger request, while the ____ technique involves first making a large request and when that request is rejected, making a smaller request
foot in the door; door in the face
Milgram found that people were willing to obey a(n) ______ even when doing so had harmful consequences to another person
autority
Participants in Milgram’s research were less willing to deliver maximum levels of shock when the learner was in the same room as the teacher, whe the study was conducted in a _____, and when an assistant teacher refused to obey the experimenter
warehouse
Moscovici proposed that a group member espousing a _____ opinion is most likely to influence other group members when he/she maintains a consistent position and remains firm and confident in presenting it.
minority
A loss of personal control can result in psychological _____, which causes a person to act in a way that is the opposite of what is requested
reactance
According to French and Raven, a leader has _____ power when people are will to do what she requests because they identify with or are attracted to her and ____ power when people do what is requested because they believe the leader has superior ability or expertise
referent; expert
Expert, legitimate, and informational power are most likely to result in _______
internalization
Ajzen’s theory of planned behaviour proposes that attitudes are good predictors of behaviour when the attitude measures assess all three components of the _____
behavioural intention
Research on attitude change suggests that a high-credible communicator has more influence than a low-credible communicator but this discrepancy tends to _____ over time as the result of the _____ effect, which occurs because people tend to remember a message but forget it’s source
decrease; sleeper
A communicator has greater credibility when he/she is trustworthy, and trustworthiness increases when the communicator is arguing against his/her ______
best interest
In terms of the communication, the greatest amount of attitude change is associated with a _____ discrepancy between the recipient’s position and the position presented in the communication
moderate
When both sides of an argument are presented, a ____ effect is likely to occur when the second communication immediately follows the first and the measure of attitude change is taken at a later time
primacy
A(n) _____ message is usually more persuasive than in intentional message
accidental
Aronson and Mills’s research on cognitive dissonance theory found that women who underwent a ______ initiation into a group were more likely to describe the group in favorable terms
severe
Festinger and Carlsmith’s study found that participants who were paid _____ to describe a boring study as enjoyable to potential participants subsequently said the study was actually enjoyable
$1.00
Balance theory uses the principle of _______ to explain attitude change and focuses on the relations among three entities– the person, another person, and a third person, idea, event, or object
cognitive constancy
According to the elaboration likelihood model, persuasion can occur in one of two ways: it can involve the ______ route, which occurs when the listener find the message interesting or personally relevant, or the ____ route, which is likely when the listener considers the message to be uninteresting or uninvolving
central; peripheral
Social judgement theory predicts that we have 3 categories of judgement – a latitude of acceptance, a latitude of non-commitment, and a latitude of ______
rejection
According to McGuire, a recipient of a persuasive message is less likely to be persuaded when he/she has been ______ against it, which involves providing the recipient with arguments against his/her position and with weak ______
inoculation; counter-arguments
According to Moscovici (1985), group members espousing the minority position are most likely to change the opinion of the majority when:
members supporting the minority position are consistent in expressing their opinions without being dogmatic
According to the elaboration likelihood model, a person is most likely to rely on the “central route” for processing information when:
he is in a neutral or slightly negative mood
Aronson and Mills (1959) examined the effects of severity of initiation into an uninteresting group on subsequent attitudes toward the group. Results of their study indicated that, in comparison to women who underwent a mild initiation, women who underwent a severe initiation as a precondition of group membership:
rated the group as more interesting and enjoyable
A supervisor attempts to increase his influence by being sensitive to the needs of his subordinates and by acting as a role model. This supervisor is relying on which of the bases of power identified by French and Raven (1959)?
referent
Festinger and Carlsmith (1959) offered participants in a dull experiment either $1.00 or $20.00 to tell potential participants that the experiment was very interesting and were subsequently asked to evaluate the experiment. The results of the study:
were consistent with the predictions of both cognitive dissonance theory and self-perception theory.
Research on factors that influence attitude change has found that, when the communicator is mildly to moderately credible, attitude change is greatest when the level of discrepancy between the initial positions of the communicator and the recipient of the communication is:
moderate
Sam has always been very fond of bowling. However, his new girlfriend, Sally, hates bowling. According to _________, in this situation, Sam will be motivated to change his feelings about bowling.
balance theory
Sherif (1935) used the autokinetic effect to study:
conformity to group norms
Sherif and Hovland’s (1961) social judgment theory predicts that a person’s “latitude of rejection” is largest when the person:
has high ego-involvement with the target issue.
To “inoculate” someone against a persuasive message, you would:
provide the person with arguments against her beliefs and weak refutations of those arguments
Which of the following predicts that instituting a law that raises the minimum drinking age for purchasing alcohol from 18 to 21 will increase underage drinking among college students?
a. the inoculation model
b. cognitive dissonance theory
c. psychological reactance theory
d. the deindividuation model
psychological reactance theory
