Social Psych (Social Influence, Attitudes)

Question 1

Sherif used the _____ effect to demonstrate that people will conform to the opinions of others in ambiguous situations

Answer 1

autokinetic

Question 2

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

Answer 2

anonymously

Question 3

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

Answer 3

foot in the door; door in the face

Question 4

Milgram found that people were willing to obey a(n) ______ even when doing so had harmful consequences to another person

Answer 4

autority

Question 5

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

Answer 5

warehouse

Question 6

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.

Answer 6

minority

Question 7

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

Answer 7

reactance

Question 8

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

Answer 8

referent; expert

Question 9

Expert, legitimate, and informational power are most likely to result in _______

Answer 9

internalization

Question 10

Ajzen’s theory of planned behaviour proposes that attitudes are good predictors of behaviour when the attitude measures assess all three components of the _____

Answer 10

behavioural intention

Question 11

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

Answer 11

decrease; sleeper

Question 12

A communicator has greater credibility when he/she is trustworthy, and trustworthiness increases when the communicator is arguing against his/her ______

Answer 12

best interest

Question 13

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

Answer 13

moderate

Question 14

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

Answer 14

primacy

Question 15

A(n) _____ message is usually more persuasive than in intentional message

Answer 15

accidental

Question 16

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

Answer 16

severe

Question 17

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

Answer 17

$1.00

Question 18

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

Answer 18

cognitive constancy

Question 19

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

Answer 19

central; peripheral

Question 20

Social judgement theory predicts that we have 3 categories of judgement – a latitude of acceptance, a latitude of non-commitment, and a latitude of ______

Answer 20

rejection

Question 21

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 ______

Answer 21

inoculation; counter-arguments

Question 22

According to Moscovici (1985), group members espousing the minority position are most likely to change the opinion of the majority when:

Answer 22

members supporting the minority position are consistent in expressing their opinions without being dogmatic

Question 23

According to the elaboration likelihood model, a person is most likely to rely on the “central route” for processing information when:

Answer 23

he is in a neutral or slightly negative mood

Question 24

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:

Answer 24

rated the group as more interesting and enjoyable

Question 25

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)?

Answer 25

referent

Question 26

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:

Answer 26

were consistent with the predictions of both cognitive dissonance theory and self-perception theory.

Question 27

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:

Answer 27

moderate

Question 28

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.

Answer 28

balance theory

Question 29

Sherif (1935) used the autokinetic effect to study:

Answer 29

conformity to group norms

Question 30

Sherif and Hovland’s (1961) social judgment theory predicts that a person’s “latitude of rejection” is largest when the person:

Answer 30

has high ego-involvement with the target issue.

Question 31

To “inoculate” someone against a persuasive message, you would:

Answer 31

provide the person with arguments against her beliefs and weak refutations of those arguments

Question 32

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

Answer 32

psychological reactance theory