Ch6 Social Influence Conformity, Compliance, Test Bank Docx

Chapter 6

Social Influence: Conformity, Compliance, and Obedience

Total Assessment Guide (T.A.G.)

Topic	Question Type	Remember the Facts	Understand the Concepts	Apply What You Know	Analyze It
6.1 Categories of Social Influence: Conformity, Compliance, and Obedience	Multiple Choice	1, 2, 4, 5, 7, 8, 10, 13, 15, 21, 22, 25, 29, 30, 32, 33, 35, 36, 38. 39, 42, 43, 44, 45, 48, 49	11, 12, 14, 16, 17, 18, 19, 20, 23, 24, 27, 28, 29, 31, 34, 47, 50	3, 6, 9, 37, 40, 41, 46, 51	26
	Short Answer			114, 116, 117, 118	115
	Essay			125, 126, 127, 130	128
6.2 Choosing Correctly: Yielding to Be Right	Multiple Choice	54	53, 55, 59, 60, 62, 63, 64, 66	52, 56, 58, 65	57, 61
	Short Answer			119, 120
	Essay			129
6.3 Gaining Social Approval: Yielding to Be Liked	Multiple Choice	71, 89	69, 73, 74, 79, 80, 82, 83, 91	68, 70, 72, 75, 76, 77, 78, 84, 85, 86, 87, 88	67, 81, 90
	Short Answer			121	115, 122, 123
	Essay			130, 131
6.4 Managing Self-Image: Yielding to Be Consistent	Multiple Choice	112	92, 93, 95, 97, 100, 103, 107, 109, 110, 111, 113	94, 96, 98, 99, 101, 104, 105	102, 106, 108
	Short Answer		124		115
	Essay			132	133, 134

Chapter 6 Social Influence: Conformity, Compliance, and Obedience

Multiple Choice Questions

1) Conformity, compliance, and obedience are the three major categories of __________.

A) inoculation

B) brainwashing

C) social comparison

D) social influence

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Categories of Social Influence: Conformity, Compliance, and Obedience

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

2) __________ is defined as change in overt behavior caused by real or imagined pressure from others.

A) Inoculation

B) Brainwashing

C) Social comparison

D) Social influence

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Categories of Social Influence: Conformity, Compliance, and Obedience

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

3) Patrick doesn’t like to golf, but he went along with the rest of the group when they said they wanted to go. Afterward, Patrick didn’t like golfing any more or any less than before. Patrick yielded to __________.

A) persuasion

B) social influence

C) brainwashing

D) social facilitation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these

Topic: Categories of Social Influence: Conformity, Compliance, and Obedience

Difficulty Level: Difficult

Skill Level: Apply What You Know

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 1.3 Describe applications that employ discipline-based problem solving.

4) A behavior change designed to match the actions of others is known as __________.

A) conformity

B) brainwashing

C) comparison

D) compliance

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Categories of Social Influence: Conformity, Compliance, and Obedience

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

5) Conformity is __________.

A) a behavior change designed to match the actions of others

B) a behavior change that occurs as a result of a direct request

C) a behavior change that occurs as a result of a directive from an authority figure

D) a change in a private belief as a result of receiving a message

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these

Topic: Categories of Social Influence: Conformity, Compliance, and Obedience

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

6) Telling yourself “I should wear what other people will be wearing at the party tonight” is an example of __________.

A) conformity

B) counter thinking

C) compliance

D) obedience

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these

Topic: Categories of Social Influence: Conformity, Compliance, and Obedience

Difficulty Level: Difficult

Skill Level: Apply What You Know

7) A behavior change that occurs as a result of a direct request is known as __________.

A) conformity

B) brainwashing

C) comparison

D) compliance

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Categories of Social Influence: Conformity, Compliance, and Obedience

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

8) Compliance is __________.

A) a behavior change designed to match the actions of others

B) a behavior change that occurs as a result of a direct request

C) a behavior change that occurs as a result of a directive from an authority figure

D) a change in a private belief as a result of receiving a message

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these

Topic: Categories of Social Influence: Conformity, Compliance, and Obedience

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

9) Suppose that someone says to you, “Can you give a contribution to the food bank to feed the poor this holiday season?” If you give them some money, this is an example of __________.

A) conformity

B) social validation

C) compliance

D) obedience

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these

Topic: Categories of Social Influence: Conformity, Compliance, and Obedience

Difficulty Level: Difficult

Skill Level: Apply What You Know

10) Obedience is __________.

A) a behavior change designed to match the actions of others

B) a behavior change that occurs as a result of a direct request

C) a behavior change that occurs as a result of a directive from an authority figure

D) a change in a private belief as a result of receiving a message

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these

Topic: Categories of Social Influence: Conformity, Compliance, and Obedience

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

11) Asch’s series of experiments, in which participants judged the length of a line incorrectly because everyone else in the room gave the wrong answer, demonstrated the process of __________.

A) conformity

B) compliance

C) obedience

D) illusory perception

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Conformity: Asch’s Research on Group Influence

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.; 2.4 Interpret, design and conduct basic psychological research.

12) In Asch’s series of experiments, participants judged the length of a line incorrectly when everyone else in the room gave the wrong answer. Which statement best explains Asch’s results?

A) Participants were told that they had poor vision.

B) Participants were exposed to strong light.

C) Participants were exposed to strong conformity pressure.

D) Participants were obedient to the authority in the group.

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Conformity: Asch’s Research on Group Influence

Difficulty Level: Moderate

Skill Level: Understand the Concepts

13) According to one study, at age __________, children become more inclined to change their own judgments when those judgments do not fit with group consensus.

A) 3

B) 6

C) 9

D) 12

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Conformity: Asch’s Research on Group Influence

Difficulty Level: Easy

Skill Level: Remember the Facts

14) Participants in the Berns et al. (2005) study of conformity __________.

A) conformed to the computers’ responses but not to the people’s responses

B) conformed to responses from both the computers and the people, in equal amounts

C) conformed to responses from both the computers and the people, but more often to the people than to the computers

D) conformed to responses from both the computers and the people, but more often to the computers than to the people

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Conformity: Asch’s Research on Group Influence

Difficulty Level: Moderate

Skill Level: Understand the Concepts

15) A technique that increases compliance with a large request by first getting compliance with smaller, related requests is called the __________ technique.

A) door-in-the-face

B) foot-in-the-door

C) low-ball

D) social validation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Compliance: The “Foot-in-the-Door” Technique

Difficulty Level: Easy

Skill Level: Remember the Facts

16) Your textbook mentions that during Steve Hassan’s induction into the Unification Church, he was invited to a party, then a workshop, then an intense recruiting effort, and so on. This sequence is an example of the __________ technique.

A) door-in-the-face

B) foot-in-the-door

C) low-ball

D) social validation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Compliance: The “Foot-in-the-Door” Technique

Difficulty Level: Moderate

Skill Level: Understand the Concepts

17) The foot-in-the-door technique was demonstrated by Freedman and Fraser (1966) when they found that people who __________ were later more likely to __________.

A) agreed to answer a questionnaire for a consumer group; grant the much larger favor of allowing the group to spend two hours cataloging products in the home

B) were imposed on to catalog all household products in their home; refuse to answer a questionnaire from a consumer group

C) were similar to requesters/group; grant the much larger favor of allowing the requesters/group to spend 2 hours cataloging household products in the home

D) allowed a consumer group to spend 2 hours cataloging all household products in their home; rate themselves as similar to the requesters/group

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Compliance: The “Foot-in-the-Door” Technique

Difficulty Level: Moderate

Skill Level: Understand the Concepts

18) What were the findings of the study by Freedman and Fraser (1966), in which a consumer group called housewives on the phone and asked for permission to come to their homes and rummage through cupboards and closets to classify all household products found?

A) Most women agreed to have the team of six men come to their homes.

B) Most women agreed to have the team of six women come to their homes.

C) Most women did not at first agree to a team coming to their homes but later agreed after meeting them.

D) Slightly more than half of the women agreed to have a team from the consumer group come to their homes after participating in a short interview.

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Compliance: The “Foot-in-the-Door” Technique

Difficulty Level: Difficult

Skill Level: Understand the Concepts

19) The foot-in-the-door technique may be summarized by the phrase __________.

A) build next to the best

B) build on rock, not sand

C) start small and build

D) build it and they will come

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Compliance: The “Foot-in-the-Door” Technique

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

20) One way to gain compliance from others is through the use of the foot-in-the-door technique. Which of the following represents the sequence corresponding to this technique?

A) a large request followed by a still larger request

B) a moderate request followed by another moderate request

C) a small request followed by a large request

D) a large request followed by a small request

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Compliance: The “Foot-in-the-Door” Technique

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

21) In a famous study conducted by __________ at Yale University in 1974, participants were informed that, in their role as “Teacher,” they would have to deliver a series of electric shocks to “Learners.”

A) Milgram

B) Zimbardo

C) Freedman

D) Bandura

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Obedience: Milgram’s Shock(ing) Procedure

Difficulty Level: Easy

Skill Level: Remember the Facts

22) What was Stanley Milgram really studying in his famous study in which participants played the role of “Teacher”?

A) memory

B) obedience

C) effective punishments

D) effects of violence

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Obedience: Milgram’s Shock(ing) Procedure

Difficulty Level: Easy

Skill Level: Remember the Facts

23) In the famous study conducted by Stanley Milgram, __________ of the participants continued to “shock” “Learners” up to the highest voltage marked on the shock-delivery machine.

A) less than 1%

B) only the most psychologically disturbed

C) only the most independent

D) more than half

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Obedience: Milgram’s Shock(ing) Procedure

Difficulty Level: Moderate

Skill Level: Understand the Concepts

24) Milgram asked individuals to administer shocks to a fellow participant as part of a “learning” task. He found that people are __________.

A) motivated to perform better when they are punished

B) likely to deliver what they believed to be harmful shocks in order to release pent-up aggression

C) likely to deliver what they believed to be painful shocks in obedience to authority

D) not likely to follow the orders of an authority when this means harming another person

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Obedience: Milgram’s Shock(ing) Procedure

Difficulty Level: Moderate

Skill Level: Understand the Concepts

25) Stanley Milgram conducted studies in which participants were directed by the experimenter to deliver what participants believed to be a high-voltage shock__________ to a “Learner” every time the “Learner” gave the wrong answer on a task.

A) constructive criticism

B) high-voltage shocks

C) positive reinforcement

D) social validation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Obedience: Milgram’s Shock(ing) Procedure

Difficulty Level: Easy

Skill Level: Remember the Facts

26) In a study conducted by Stanley Milgram, most participants were willing to deliver high-voltage shocks to a “Learner” every time the “Learner” gave the wrong answer in a task. Which statement best explains these results?

A) The victim rarely complained about the punishment.

B) The victim learned more quickly after receiving electric shocks.

C) The participants in the study reacted against what the experimenter said.

D) The participants in the study were obedient to the experimenter.

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Obedience: Milgram’s Shock(ing) Procedure

Difficulty Level: Difficult

Skill Level: Analyze It

27) Milgram’s obedience research demonstrated that a sample of ordinary Americans was willing to deliver dangerous levels of shock because __________.

A) they were jealous of the victim

B) an authority told them to do so

C) they lacked empathy

D) they lived in hardened urban areas of the country

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Obedience: Milgram’s Shock(ing) Procedure

Difficulty Level: Moderate

Skill Level: Understand the Concepts

28) In a study by Stanley Milgram, participants were asked to deliver a series of painful shocks to another person. Milgram designed the study to examine the effects of ___________ on participants’ aggression.

A) hostility toward the victim

B) fear of punishment for failing to act aggressively

C) liking

D) obedience to authority

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Obedience: Milgram’s Shock(ing) Procedure

Difficulty Level: Easy

Skill Level: Understand the Concepts

29) A research approach in which the researcher infiltrates the setting to be studied and observes its workings from within is called __________.

A) the survey technique

B) the interview technique

C) participant observation

D) naturalistic observation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Understand the Concepts

30) Participant observation is __________.

A) a research approach in which the researcher infiltrates the setting to be studied and observes its workings from within

B) a research approach in which the researcher asks extensive questions to large groups of people through formal interviews

C) a research approach in which the researcher sits off to the side and watches individuals in the study interact with each other, never being noticed by the participants

D) a research approach in which the researcher sends out a survey instrument to a large group of people

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

31) Robert Cialdini, one of your textbook authors, engaged in a type of systematic natural observation called participant observation. Using this methodology, he __________.

A) drew conclusions from data that he retrieved from archives

B) asked participants in an experiment to observe other participants and to record their conclusions

C) disguised his identity and enrolled in the training programs of compliance professionals

D) experimented on humans in the laboratory, where he observed behavior as an experimental participant

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Moderate

Skill Level: Understand the Concepts

32) The principle of influence called reciprocation describes situations in which __________.

A) people are more willing to comply with requests for favors or information from others who previously did them a good turn

B) people are more willing to follow the recommendations of someone they view as an authority

C) people are more willing to be moved in a particular direction if they see it as consistent with an existing commitment

D) people are more willing to follow the recommendations of someone they view as a friend

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

33) What principle of influence describes situations in which people are more willing to comply with requests for favors or information from others who previously did them a good turn?

A) reciprocation

B) commitment/consistency

C) scarcity

D) social validation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

34) The Disabled American Veterans nearly double their donation rate in response to a mailed solicitation when they include personalized address labels. This success can be attributed to the __________ principle.

A) reciprocation

B) commitment/consistency

C) scarcity

D) social validation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

35) The principle of influence called commitment/consistency describes situations in which __________.

A) people are more willing to comply with requests for favors or information from others who previously did them a good turn

B) people are more willing to follow the recommendations of someone they view as a friend

C) people are more willing to be moved in a particular direction if they see it as consistent with an existing commitment

D) people are more willing to follow the recommendations of someone they view as an authority

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

36) What principle of influence describes situations in which people are more willing to be moved in a particular direction if they see it as a consistent with an existing commitment?

A) reciprocation

B) commitment/consistency

C) scarcity

D) social validation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

37) Door-to-door sales companies discovered that if they had buyers, rather than the sales representative, write the details of contracts, fewer buyers canceled a deal after the salesperson left. This exemplifies the social influence principle of __________.

A) reciprocation

B) authority

C) liking

D) commitment/consistency

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Difficult

Skill Level: Apply What You Know

38) The principle of influence called authority describes situations in which __________.

A) people being more willing to comply with requests for favors or information from others who previously did them a good turn

B) people are more willing to follow the recommendations of someone they view as a friend

C) people being more willing to be moved in a particular direction if they see it as a consistent with an existing commitment

D) people being more willing to follow the recommendations of someone they view as an expert

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

39) What principle of influence describes situations in which people are more willing to follow the recommendations of someone they view as an expert?

A) reciprocation

B) commitment/consistency

C) authority

D) social validation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

40) Robert Young, who once played the part of a physician in a television show, became a successful spokesperson for a company that produced a non-caffeinated hot drink. In his TV ads, he extolled the medical benefits of drinking less caffeine. This tactic represents an attempt to use the social influence principle of __________.

A) authority

B) commitment/consistency

C) reciprocity

D) scarcity

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Difficult

Skill Level: Apply What You Know

41) Advertising a product by claiming that it is the best-selling one in the market exemplifies which of the following principles of social influence?

A) reciprocation

B) social validation

C) scarcity

D) authority

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Difficult

Skill Level: Apply What You Know

42) The principle of influence called social validation describes situations in which __________.

A) people are more willing to take a recommended step if they see evidence that many others, especially similar others, are taking it

B) people are more willing to comply with requests for favors or information from others who previously did them a good turn

C) people are more willing to be moved in a particular direction if they see it as a consistent with an existing commitment

D) people are more willing to follow the recommendations of someone they view as an expert

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

43) The term that describes when people are more willing to take a recommended step if they see evidence that many others, especially similar others, are taking it is __________.

A) reciprocation

B) commitment/consistency

C) authority

D) social validation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

44) The principle of influence called scarcity describes situations in which __________.

A) people are more willing to take a recommended step if they evidence that many others, especially similar others, are taking it

B) people are more willing to comply with requests for favors or information from others who previously did them a good turn

C) people find objects more attractive or available to the degree that they are scarce, rare, or dwindling in availability

D) people are more willing to follow the recommendations of someone they view as an expert

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

45) When people find objects more attractive or available to the degree that they are scarce, rare, or dwindling in availability, __________ occurs.

A) reciprocation

B) scarcity

C) authority

D) social validation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

46) A movie theater owner advertised a movie by saying, “Exclusive, limited engagement, ends soon.” This appeal represents an attempt to use the social influence principle of __________.

A) liking

B) authority

C) social validation

D) scarcity

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Difficult

Skill Level: Apply What You Know

47) According to the textbook, advertisements specifying a “limited time only” are attempting to cash in on __________.

A) the availability heuristic

B) social validation concerns

C) the preference for consistency

D) the scarcity principle

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

48) The principle of influence called liking/friendship describes situations in which __________.

A) people being more willing to take a recommended step if they see evidence that many others, especially similar others, are taking it

B) people being more willing to comply with requests for favors or information from others who previously did them a good turn

C) people being more likely to say yes to people that they know and like

D) people being more willing to follow the recommendations of someone they view as an expert

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

49) The term that describes situations in which people are more likely to say yes to people that they know and like is __________.

A) reciprocation

B) liking/friendship

C) authority

D) social validation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

50) Pampered Chef consultants recruit people to host parties in their homes so that friends and acquaintances can see the company’s products in action. This is an example of the social influence principle of __________.

A) consistency

B) reciprocation

C) authority

D) liking/friendship

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Difficult

Skill Level: Apply What You Know

51) The claim “We have the best-selling truck in its class” utilizes the __________ principle, whereas “We have only four of these trucks in stock” utilizes the __________ principle.

A) social validation; scarcity

B) social validation; reciprocation

C) reciprocation; scarcity

D) authority; reciprocation

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Difficult

Skill Level: Apply What You Know

52) Airline industry officials have attributed many fatal airline accidents to what they call __________, which refers to __________.

A) flight myopia; poor decision-making at high altitudes

B) “captainitis”; poor decision-making at high altitudes

C) flight myopia; when an error by the captain is not corrected by other crew members

D) “captainitis”; a situation in which an error by the captain is not corrected by other crew members

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Authority

Difficulty Level: Moderate

Skill Level: Apply What You Know

53) In a study on nurses’ obedience, a man who identified himself as a doctor ordered nurses to give a patient twice the maximum acceptable dosage of a drug. What were the results of the study?

A) The nurses obeyed this order only when they were given the order in person.

B) The nurses obeyed this order only when they knew the doctor.

C) The nurses relied on their judgment and did not obey the order despite the authority of the doctor.

D) The vast majority of the nurses obeyed this order.

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Authority

Difficulty Level: Difficult

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

54) An interpersonal way to locate and validate the correct choice is __________.

A) social validation

B) scarcity

C) authority

D) reciprocation

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Social Validation

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

55) Influence practitioners often invoke social validation by claiming that their products __________.

A) are the “largest selling” or “fastest growing”

B) are in limited supply

C) are great investments for the future

D) are capable of providing monetary or social rewards

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Social Validation

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

56) A curious case of mass hysteria occurred when vast numbers of Londoners left the city because a soldier named Bell had predicted that the city would be destroyed by an earthquake on a specific day. The mass hysteria was primarily due to __________.

A) the high probability of an earthquake occurring soon after an earlier quake

B) the influential personality of Bell

C) the Londoners themselves, who mimicked each other’s behaviors

D) the scarcity principle

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Social Validation

Difficulty Level: Difficult

Skill Level: Apply What You Know

57) A single visible dissenter from a group’s position __________.

A) allows further group conformity by the identification of an “out-group” member

B) is highly likely to hold his or her position in defiance of the group

C) is likely to be ignored by the group

D) emboldens other group members to resist conformity

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Consensus and Similarity

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

58) Why do cultlike groups try to prevent new members from communicating with family and friends outside the group?

A) It is more difficult to get group members to give away all their money to the cult-like group.

B) Even a single dissenter in a group makes it much easier for other individuals in the group to resist social influence pressures.

C) Contact with family and friends tends to cause reactance.

D) Cults generally do not prevent new members from such communication.

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Consensus and Similarity

Difficulty Level: Difficult

Skill Level: Apply What You Know

59) Individuals are most likely to conform to the actions of __________.

A) similar others

B) dissimilar others

C) a group that is not unanimous

D) younger others

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Consensus and Similarity

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

60) Research on suicide epidemics has found that a suicide that makes the front-page news generally is followed by __________.

A) a decrease in single-car automobile accidents

B) an increase in suicides in areas where the newspapers devote a great deal of coverage to it

C) a slight increase in suicides but only among elderly people

D) a decrease in suicides because people reflect on the consequences of suicide

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Consensus and Similarity

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

61) An individual’s conformity in a group is most likely to happen under which condition?

A) when the task is ambiguous

B) when the task is easy

C) when there is a dissenter in the group

D) when the group members are well-rested

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Uncertainty

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

62) Participants in Sherif”s classic experiments estimated how far a dot of light moved in a dark room. Their judgments were influenced primarily by __________.

A) the estimations made by other group members

B) how far the light actually moved

C) the light’s intensity

D) officially measuring the distance

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Uncertainty

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

63) Sherif’s experiments of how people judged the amount of movement of a dot of light in a dark room demonstrated that when there is no objectively correct response, participants are __________.

A) likely to doubt themselves and accept the group opinion

B) likely to doubt the group opinion but nevertheless conform to it

C) not likely to follow the group opinion

D) likely to follow the group opinion but only temporarily

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Uncertainty

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

64) When faced with the fact that customers were not using his newly developed shopping carts, Sylvan Goldman __________.

A) reduced the price of the carts

B) advertised that only a few carts were available

C) asked an authority to recommend them

D) hired fake shoppers to use them

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Uncertainty

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

65) During a meeting in an advertising agency, Robert discovers that the rest of the team unanimously disagrees with his judgment about the poor quality of a particular product. According to research in social psychology, it’s highly likely that Robert will __________.

A) ask the group to reconsider their answers

B) doubt his own judgment and conform to the group’s judgment

C) go against the authority in the group

D) hold to his position and not back down

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Consensus and Similarity

Difficulty Level: Difficult

Skill Level: Apply What You Know

66) People are more likely to follow the crowd when they are __________.

A) motivated to be accurate and are certain of their own decisions

B) motivated to be accurate and are uncertain of their own decisions

C) not motivated to be accurate and are certain of their own decisions

D) not motivated to be accurate and are uncertain of their own decisions

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Desire for Accuracy Amplifies the Influence of Certainty

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

67) In a classic set of studies, Schachter (1951) found that, for a deviate in a group, the unforgivable sin is not to __________, but to __________.

A) think differently; voice a different position

B) be different; stay different

C) voice a different opinion; act on that deviant conviction

D) act; react

Learning Objective: 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

Topic: Gaining Social Approval: Yielding to Be Liked

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

68) Imagine that you are the only person who doesn’t like punk music in a group of fans of a popular punk band. According to the work of Schachter (1951), __________.

A) you will be ignored and rejected, but you will be accepted if you hold steadily to your view

B) you will be ignored and rejected, and you will not be accepted even if you subsequently conform to the group opinion

C) the group will actively try to change your opinion but will accept you whether you conform or not

D) the group will actively try to change your opinion and will accept you if you conform but will reject you if you don’t

Topic: Gaining Social Approval: Yielding to Be Liked

Difficulty Level: Difficult

Skill Level: Apply What You Know

69) __________ norms define what is typically done; __________ norms define what is typically approved or disapproved.

A) Descriptive; injunctive

B) Injunctive; descriptive

C) Social; cultural

D) Cultural; social

Topic: Social Norms: Codes of Conduct

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

70) The pressure to recycle that you feel when you hear that most of your neighbors recycle is primarily awareness of __________.

A) an injunctive norm

B) a descriptive norm

C) scarcity

D) ambiguity

Topic: Social Norms: Codes of Conduct

Difficulty Level: Difficult

Skill Level: Apply What You Know

71) To say that it is wrong to chat with another student during a lecture is to state a(n) __________.

A) descriptive norm

B) injunctive norm

C) conjunctive norm

D) reciprocal norm

Topic: Social Norms: Codes of Conduct

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

72) You open your mailbox and discover a free packet of Health-Nut granola bars. The next time you go to the supermarket to buy snacks, you think about buying Health-Nut bars. However, you decide not to because you are angry with the manufacturers for manipulating you by activating the norm of __________.

A) liability

B) equity

C) social responsibility

D) reciprocity

Topic: Social Norms: Codes of Conduct

Difficulty Level: Difficult

Skill Level: Apply What You Know

73) The door-in-the-face technique, in which the requester makes a large request and then retreats to the smaller, desired favor, is based on the __________.

A) need for consistency

B) need for cognition

C) norm of reciprocity

D) value of collectivism

Topic: Social Norms: Codes of Conduct

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

74) The door-in-the-face technique begins with getting a target person to say __________ to a large request and then making a second __________ request.

A) no; smaller

B) maybe; larger

C) yes; smaller

D) yes; larger

Topic: Social Norms: Codes of Conduct

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

75) You need to meet with a professor who is very busy, and you are afraid she will refuse to meet with you. According to research, the professor will be more willing to meet with you for about 15–20 minutes if you __________.

A) first ask her to spend 2 hours a week with you for the rest of the semester

B) tell her that most of the professors whom you asked were too busy to meet with you

C) employ the principle of scarcity by saying that you are available to meet with her only in the early mornings

D) tell her that she is your least favorite professor

Topic: Social Norms: Codes of Conduct

Difficulty Level: Difficult

Skill Level: Apply What You Know

76) Imagine that you are stopped in the street by a Boy Scout selling tickets to the circus for $5 each. You refuse to buy a ticket, and then the boy offers you chocolate bars for $1 each. You are __________ likely to buy some of the chocolate bars now than if you had been approached first with the chocolate bar offer because __________.

A) less; now you don’t need to find additional excuses to refuse the second request

B) less; once you’ve said no, you don’t feel obligated to agree with subsequent requests

C) more; you perceive the chocolate bars as scarce

D) more; you perceive the change in his request as a concession to be reciprocated

Topic: Social Norms: Codes of Conduct

Difficulty Level: Difficult

Skill Level: Apply What You Know

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

77) Imagine that a salesman at a tropical resort says you can experience the thrill of a parasailing lesson for only $50. Then, before you decide one way or the other, the salesman says he will drop the price to $30. The salesman has tried to influence you via the __________.

A) foot-in-the-door technique

B) door-in-the-face technique

C) that’s-not-all technique

D) low-ball technique

Topic: Social Norms: Codes of Conduct

Difficulty Level: Difficult

Skill Level: Apply What You Know

78) Imagine that you are approaching a bake sale table and the saleswoman tells you that the price of a cupcake is $1.00. While you are deciding, she reduces the price to $0.75 for the same cupcake. You are __________ likely to buy the cupcake than if you were originally presented with a price of $0.75 because __________.

A) more; you perceive the deal as a concession on the part of the salesperson

B) more; you will be affected by the commitment/consistency principle

C) less; you will anchor your judgment to the price of $1.00

D) less; you will experience psychological reactance at the price change

Topic: Social Norms: Codes of Conduct

Difficulty Level: Difficult

Skill Level: Apply What You Know

79) Researchers surveying Citibank branches throughout the world discovered that in the United States, employees’ willingness to comply voluntarily with a request from a co-worker was greatest if they could answer “yes” to which of the following questions?

A) Has this person done a favor for me recently?

B) Is this person connected to someone in my unit?

C) Is this person connected to my friends?

D) According to official rules, am I supposed to assist this person?

Topic: Social Norms: Codes of Conduct

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

80) The norms of obligation to comply with requests __________.

A) are the same across all cultures

B) are stronger in individualistic cultures

C) probably didn’t exist in ancient civilizations

D) vary across cultures

Topic: Social Norms: Codes of Conduct

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

81) Which statement is accurate regarding people with a high need for approval?

A) They are trusting.

B) They are disagreeable.

C) They possess a high desire to be accurate.

D) They are likely to challenge the group to avoid conflict.

Topic: What Personal Factors Affect the Impact of Social Approval?

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

82) People from collectivistic cultures are more likely than those from individualistic cultures to __________.

A) focus on features that distinguish them from others

B) express a strong need for consistency

C) express a strong need for cognition

D) base their decisions more on what others think than what they themselves think

Topic: What Personal Factors Affect the Impact of Social Approval?

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

83) Factors that lead people to resist social influence are known as __________.

A) Beta forces

B) Gamma forces

C) Alpha forces

D) Omega forces

Topic: What Personal Factors Affect the Impact of Social Approval?

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

84) A Girl Scout comes to your door and says, “These boxes of cookies sell for 300 pennies each . . . that’s $3. It’s a great deal!” She apparently is using which technique to get you to comply with her request to buy cookies?

A) that’s not all technique

B) disrupt-then-reframe technique

C) foot-in-the-door technique

D) low-ball technique

Topic: What Personal Factors Affect the Impact of Social Approval?

Difficulty Level: Difficult

Skill Level: Apply What You Know

85) After expressing an opinion about a book by Elias Canetti, Tim hears his opinion belittled by his classmates. When asked about his opinion on the book again, Tim becomes more extreme in his original opinion. Tim’s behavior is an example of __________.

A) reactance theory

B) collectivist theory

C) anti-conformist theory

D) need for accuracy theory

Topic: What Personal Factors Affect the Impact of Social Approval?

Difficulty Level: Difficult

Skill Level: Apply What You Know

86) You are leaving a parking space and another driver who is waiting to take the space is honking to pressure you to leave faster. As a result, you start moving even more slowly. Which of the following would best explain your behavior?

A) norm of reciprocity

B) need for approval

C) social validation

D) reactance theory

Topic: What Personal Factors Affect the Impact of Social Approval?

Difficulty Level: Difficult

Skill Level: Apply What You Know

87) A representative of the American Heart Association knocks on your door and asks for a donation. You would be more likely to make a donation if __________.

A) you are a reactant individual

B) nobody has made a donation so far

C) the representative is physically attractive

D) you are physically attractive

Topic: What Situational Factors Affect the Impact of Social Approval?

Difficulty Level: Difficult

Skill Level: Apply What You Know

88) Sarah will be more likely to go along with the group when evaluating the taste of a new brand of coffee if __________.

A) she is a highly reactant individual

B) she is physically attractive

C) her response is planned in advance

D) her response is observable to the group

Topic: What Situational Factors Affect the Impact of Social Approval?

Difficulty Level: Difficult

Skill Level: Apply What You Know

89) A personality factor that has been shown to withstand social influence, particularly as it relates to harmful norms such as teen smoking, is __________.

A) conscientiousness

B) collectivism

C) agreeableness

D) a belief in one’s ability to resist peer influence

Topic: Who’s Strong Enough to Resist Strong Group Norms?

Difficulty Level: Easy

Skill Level: Remember the Facts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.

90) Your textbook mentions the curious phenomenon in which certain resistance skills education programs (for example, teaching students to “just say no” to alcohol or drugs) have been shown to increase rather than decrease the use of harmful substances. Why does this appear to be the case?

A) Governmental programs such as these inevitably fail because of poor planning and execution.

B) These programs convey the message that these activities are what peers typically do.

C) These programs build reactance in students, so they actively resist the message.

D) These programs do not reinforce the message with rewards.

Topic: Who’s Strong Enough to Resist Strong Group Norms?

Difficulty Level: Difficult

Skill Level: Analyze It

91) Your textbook states that even powerful group norms won’t guide the behavior of members of a group __________.

A) who don’t rank high on the personality dimension of extraversion

B) who don’t rank high on the personality dimension of agreeableness

C) who don’t identify themselves psychologically as group members

D) who have a collectivistic orientation

Topic: Who’s Strong Enough to Resist Strong Group Norms?

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

92) Your textbook notes that a particular restaurant in Chicago discovered a highly effective tactic to ensure that callers who make reservations will call to cancel the reservation if they decide not to appear. What do the restaurant’s receptionists say to engage the power of a personal commitment?

A) “Please call us if you change your plans.”

B) “Will you call us if you change your plans?”

C) “We’ll be grateful if you would call us if you change your plans.”

D) “Please don’t change your plans.”

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Managing Self-Image: Yielding to Be Consistent

Difficulty Level: Moderate

Skill Level: Understand the Concepts

93) According to your textbook, the success of the foot-in-the-door tactic may be attributed to the likelihood that __________.

A) complying with the initial request changes people’s self-images

B) complying with the subsequent request changes people’s attitudes

C) the initial request causes a desire for contrast

D) the subsequent request causes a desire for assimilation

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Commitment-Initiating Tactics

Difficulty Level: Difficult

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

94) When asked, Jamison agreed to wear a sticker that said, “Please donate blood.” The next day, he was asked to donate blood, and he did so even though he usually doesn’t participate in blood drives. It’s likely that Jamison succumbed to the __________.

A) bait-and-switch technique

B) door-in-the-face technique

C) low-ball technique

D) foot-in-the-door technique

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Commitment-Initiating Tactics

Difficulty Level: Difficult

Skill Level: Apply What You Know

95) The low-ball technique works by engaging the target’s commitment and then __________.

A) providing an opportunity consistent with the initial commitment but less extreme

B) providing an additional incentive to participate in the deal

C) increasing the cost of completing the original deal

D) removing a barrier to compliance

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Commitment-Initiating Tactics

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

96) Nalini thought she was a victim of the low-ball technique because, after she decided to purchase an automobile from a particular dealer, __________.

A) the dealer told her that the model had been sold

B) the dealer discovered an “error” in the price calculations, making the car more expensive

C) the dealer pretended to “be on her side” in lowering the price of the car

D) the dealer discussed a number of similarities that they shared

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Commitment-Initiating Tactics

Difficulty Level: Difficult

Skill Level: Apply What You Know

97) The low-ball and the foot-in-the-door techniques both capitalize on the principle of __________.

A) social validation

B) liking/friendship

C) scarcity

D) commitment/consistency

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence

Topic: Commitment-Initiating Tactics

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

98) A car salesman using the low-ball technique would do which of the following?

A) First, get the buyer to agree to buy a car at an expensive price, then reduce the price to make the buyer feel good about the purchase.

B) Lead the potential buyer to believe that the model and color he wants are scarce.

C) Tell the buyer that the car is definitely not for sale and then say that it could be sold if the buyer will outbid the previous bidder.

D) Get the potential buyer to agree to buy the car at a reduced price, and then say the manager will not allow the sale unless the customer is willing to pay $250 more than the initial agreement.

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Commitment-Initiating Tactics

Difficulty Level: Difficult

Skill Level: Apply What You Know

99) Amir went to the local auto dealership to purchase an inexpensive car advertised in the paper. When he got there, he discovered that the car was no longer available. Nonetheless, he looked at other cars and purchased one that was more expensive. Amir fell victim to the __________.

A) bait-and-switch technique

B) low-ball technique

C) door-in-the-face technique

D) contrast technique

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Commitment-Initiating Tactics

Difficulty Level: Difficult

Skill Level: Apply What You Know

100) The bait-and-switch technique takes advantage of people’s desire to __________.

A) be accurate

B) appear to be correct

C) have high self-esteem

D) be consistent with a personal commitment

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Commitment-Initiating Tactics

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

101) Cindy, a grade school teacher, decides to use the labeling technique on one of her students who does not appear to be particularly fond of studying mathematics. She says, __________.

A) “If you don’t do your math homework, you’ll be labeled a slow student”

B) “Fine, don’t study math. In fact, I don’t want you to study math”

C) “You seem to me like the kind of student who knows how important it is to do your math homework”

D) “If you do your math homework, I’ll get you those colored labels you wanted”

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Commitment-Initiating Tactics

Difficulty Level: Moderate

Skill Level: Apply What You Know

102) The labeling technique __________.

A) provides social feedback, which may help a person see himself or herself differently

B) only works on people who are low in self-monitoring

C) is a heuristic that becomes particularly effective when a person is not cognitively busy

D) is an influence tactic that takes advantage of the reciprocity norm

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Commitment-Initiating Tactics

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

103) People often align their behaviors to__________.

A) fit with values such as good health

B) match the values of their friends.

C) contradict their religious beliefs

D) influence other people’s values

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Harnessing Existing Commitments

Difficulty Level: Difficult

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

104) Suppose that your professor needs volunteers for a psychology study. She will be most successful in getting students who volunteer to actually show up for the study if she __________.

A) passes around a sign-up sheet with the time and place of the study and asks students who want to volunteer to sign their name

B) writes on the board the time and place of the study for those who want to volunteer

C) passes a flyer with the time and place of the study for those who want to volunteer

D) has a research assistant stand up in front of the class and announce the time and place of the study for those who want to volunteer

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Active and Public Commitments

Difficulty Level: Difficult

Skill Level: Apply What You Know

105) In ads for rock music concerts, concert promoters usually hide the cost of tickets from fans. According to your textbook, this should __________.

A) increase the sales based on the principle of social validation

B) increase the sales because the act of calling for the price serves as a personal commitment that increases the likelihood that fans will then purchase a ticket

C) decrease the sales, because people would not receive information essential to a decision

D) decrease the sales, because people will experience reactance

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Active and Public Commitments

Difficulty Level: Difficult

Skill Level: Apply What You Know

106) People are most likely to be consistent with their previous commitments when __________.

A) they have made the commitment in order to obtain an external reward

B) they were forced to make the commitment

C) the commitment is made privately rather than publicly

D) the commitment is made through action rather than a failure to act

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Active and Public Commitments

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

107) Commitments are most likely to be lasting when they are __________.

A) unfamiliar

B) inactive

C) public

D) freely chosen

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Active and Public Commitments

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

108) To use active commitment toward consistency to ensure that people would attend an important event, you should __________.

A) create a list with the names of the people who are invited for your own knowledge

B) create an attendance form that everyone must complete and requires some effort to do so

C) post a list of all the people who have already agreed to attend the event

D) have an attractive person fill out attendance forms for people

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Active and Public Commitments

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

109) In a classic study conducted by Deutsch and Gerard (1955), participants were asked to judge the lengths of lines (similar to the Asch studies). Later, participants learned that their judgments conflicted with those of the rest of the group. Which of the following groups was most likely to resist group pressure?

A) participants who judged the length of the lines and kept their judgments in their minds

B) participants who judged the length of the lines, wrote the judgments down, and then erased them

C) participants who judged the length of the lines, wrote the judgments down, and then handed them to the researcher

D) participants who judged the length of the lines, wrote the judgment down, and didn’t show them to anyone else

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Active and Public Commitments

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

110) Research on gender and conformity has demonstrated that __________.

A) men are less likely to conform than women are under public conditions

B) men are less likely to conform than women are under private conditions

C) men are more likely to conform than women are under private conditions

D) men and women are equally likely to conform under public conditions

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Gender and Public Conformity

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

111) Men are more likely than women to base their self-esteem on factors that __________.

A) make them creative

B) gain social approval for them

C) make them independent

D) connect them to their groups

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Gender and Public Conformity

Difficulty Level: Difficult

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

112) Women are more likely than men to base their self-esteem on factors that __________.

A) characterize them as creative

B) characterize them as independent

C) characterize them as sensitive

D) connect them to their groups

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Gender and Public Conformity

Difficulty Level: Easy

Skill Level: Remember the Facts

113) Baumeister and Sommer (1997) suggest that men’s public nonconformity might be motivated not by a desire to be independent of the group but by __________.

A) a desire to boost their self-esteem

B) a desire to be accepted as potential leaders by appearing independent

C) their general unfriendliness

D) need for structure

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Gender and Public Conformity

Difficulty Level: Moderate

Skill Level: Understand the Concepts

Short Answer Questions

114) Define conformity, and provide an example.

Learning Objective: 6.1 Outline the difference between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Categories of Social Influence: Conformity, Compliance, and Obedience

Difficulty Level: Difficult

Skill Level: Apply What You Know

115) Contrast the foot-in-the-door technique and the door-in-the-face technique.

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.; 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.; 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Compliance: The “Foot-in-the-Door” Technique; Social Norms: Codes of Conduct; Commitment-Initiating Tactics

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

116) Describe participant observation, and provide an example.

Learning Objective: 6.1 Outline the difference between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Difficult

Skill Level: Apply What You Know

117) Define the reciprocation principle, and provide an example of reciprocation in action.

Learning Objective: 6.1 Outline the difference between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Difficult

Skill Level: Apply What You Know

118) Define the liking/friendship principle, and provide an example of how an advertiser might incorporate it into an ad for women’s shampoo.

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Difficult

Skill Level: Apply What You Know

119) Define the social validation principle and provide an example of social validation in action.

Learning Objective: 6.2 Describe how the principles of authority and social validation help us choose correctly, and the factors in the person and situation that influence their use.

Topic: Social Validation

Difficulty Level: Difficult

Skill Level: Apply What You Know

120) Explain how uncertainty can affect conformity in a group, and provide an example.

Learning Objective: 6.2 Describe how the principles of authority and social validation help use choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Uncertainty

Difficulty Level: Difficult

Skill Level: Apply What You Know

121) Define injunctive norm, and describe how an injunctive norm might influence one’s littering behavior.

Topic: Social Norms: Codes of Conduct

Difficulty Level: Difficult

Skill Level: Apply What You Know

122) Define injunctive norm and descriptive norm, and indicate how they are different.

Topic: Social Norms: Codes of Conduct

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

123) Describe the door-in-the-face technique. What social influence principle does it rely on? How do you know?

Topic: Social Norms: Codes of Conduct

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

124) Describe the low-ball tactic and what influence principle it utilizes.

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Commitment-Initiating Tactics

Difficulty Level: Moderate

Skill Level: Understand the Concepts

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

Essay Questions

125) Define conformity, compliance, and obedience. Give an example of each.

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Categories of Social Influence: Conformity, Compliance, and Obedience

Difficulty Level: Difficult

Skill Level: Apply What You Know

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

126) Nick is on the board of directors for the local Boys and Girls Club, spearheading their annual fundraising sale of tasty desserts. He wants to apply his knowledge of social influence principles to this situation. Briefly describe the social validation, reciprocity, and scarcity principles, and how he should use each of them to increase sales.

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Difficult

Skill Level: Apply What You Know

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

127) How would a car salesperson utilize the principles of reciprocity, social validation, liking, and commitment/consistency to sell a used car? How can a customer use these same principles to defend him- or herself against a salesperson using these principles?

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Topic: Infiltrating the Influence Professions

Difficulty Level: Difficult

Skill Level: Apply What You Know

128) Briefly describe the methods and results of both the Asch studies and Sherif’s “studies. What are the similarities and the differences between these two research programs?

Topic: Conformity: Asch’s Research on Group Influence; Uncertainty

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

129) Describe the three sources of uncertainty that can increase conformity to the group. Give an example of each.

Learning Objective: 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

Topic: Uncertainty

Difficulty Level: Difficult

Skill Level: Apply What You Know

130) Describe the steps involved in the foot-in-the-door and door-in-the-face techniques. What influence principle does each utilize? Provide an example of each.

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these; 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

Topic: Compliance: The “Foot-in-the-Door” Technique; Social Norms: Codes of Conduct

Difficulty Level: Difficult

Skill Level: Apply What You Know

131) What person and situation factors cause people to yield to social influence to gain social approval? Give two examples of how any of the factors might lead people to change their behavior.

Topic: What Personal Factors Affect the Impact of Social Approval?

Difficulty Level: Difficult

Skill Level: Apply What You Know

132) Describe the four techniques of social influence based on the desire to be consistent with existing behaviors, promises, and self-images. Give examples of how each one of these techniques might lead people to change their behavior.

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Commitment-Initiating Tactics

Difficulty Level: Difficult

Skill Level: Apply What You Know

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

133) Explain why active and public commitments are typically more effective than passive and private commitments. Provide an example of an active commitment and of a public commitment.

Learning Objective: 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: Active and Public Commitments

Difficulty Level: Moderate

Skill Level: Analyze It

134) Describe the three goals served by social influence and the factors affecting the person and situations when social influence is likely to occur.

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.; 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.; 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.; 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Topic: The Goals of Social Influence; Choosing Correctly: Yielding to Be Right; Gaining Social Approval: Yielding to Be Liked; Managing Self-Image: Yielding to Be Consistent

Difficulty Level: Difficult

Skill Level: Analyze It

APA Learning Objective: 1.1 Describe key concepts, principles, and overarching themes in psychology.; 1.2 Develop a working knowledge of the content domains of psychology.

Revel Quiz Questions

The following questions appear at the end of each module and at the end of the chapter in Revel for Social Psychology: Goals in Interaction, 7e.

End of Module Quiz 6.1: Categories of Social Influence: Conformity, Compliance, and Obedience

EOM Q6.1.1

Wearing formal clothing to a friend’s wedding is an example of __________, whereas agreeing to a fellow student’s request to sign a petition is an example of __________.

conformity; compliance
conformity; obedience

Consider This: Conformity involves changing one’s behavior to match the behavior of others. Obedience is a special type of compliance that involves changing one’s behavior in response to a directive from an authority figure. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

obedience; compliance

Consider This: Compliance refers to the act of changing one’s behavior in response to a request. Obedience is a special type of compliance that involves changing one’s behavior in response to a directive from an authority figure. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

compliance; obedience

Learning Objective: 6.1: Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Difficulty Level: Moderate

Skill Level: Remember the Facts

EOM Q6.1.2

Which of the following is one of the six principles of influence described in your text?

scarcity
labeling

Consider This: Labeling is one of the commitment-initiating influence tactics, not a principle of influence. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

compliance

Consider This: Compliance refers to the act of changing one’s behavior in response to a request, not a principle of influence. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

obedience

Consider This: Obedience is a special type of compliance that involves changing one’s behavior in response to a directive from an authority figure, not a principle of influence. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Learning Objective: 6.1: Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOM Q6.1.3

What are the three basic goals of social influence discussed in the text?

managing self-image, choosing correctly, and gaining social approval
liking/friendship, scarcity, and social validation

Consider This: These are three of six principles of influence, but not basic goals. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

choosing correctly, observation, and reciprocity

Consider This: Only one of the items listed is a basic goal of social influence. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

obedience, conformity, and compliance

Consider This: These are the major categories of social influence but not the goals of social influence. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Learning Objective: 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Difficulty Level: Difficult

Skill Level: Remember the Facts

End of Module Quiz 6.2: Choosing Correctly: Yielding to Be Right

EOM Q6.2.1

The phenomenon that airline officials describe as “captainitis” demonstrates the effect of __________.

authority
social validation

Consider This: Plane crashes have occurred because crew members failed to notice or challenge a captain’s mistake. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

reciprocity

liking/friendship

Learning Objective: 6.2: Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

Difficulty Level: Moderate

Skill Level: Remember the Facts

EOM Q6.2.2

A saleswoman on a shopping network telling viewers she is offering a “bestselling” necklace is using the __________ principle to increase her sales.

social validation
scarcity

Consider This: If this principle was being used the saleswoman would have used a phrase like “limited time only.” 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

expert power

Consider This: If the saleswoman had claimed to be an expert jeweler she would be using expert power. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

reciprocation

Consider This: If the saleswoman had offered to do something for the potential customers she would be using this principle. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

Learning Objective: 6.2: Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOM Q6.2.3

Which of the following statements about conformity is true?

People are more likely to conform when they feel uncertain of their own judgment and are motivated to be accurate.
When a situation is ambiguous for all group members, conformity tends to decrease.

Consider This: In a novel situation, people are more likely to follow the lead of others. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

People are more likely to conform when they are motivated to be accurate, regardless of their certainty in their own judgments.

Consider This: In a novel situation, people are more likely to follow the lead of others, and may have no sense of what is accurate. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

People are less likely to conform when they feel uncertain of their own judgment and are motivated to be accurate.

Consider This: The reverse of this is true. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

Learning Objective: 6.2: Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

Difficulty Level: Moderate

Skill Level: Understand the Concepts

Chapter Quiz: 6.3: Gaining Social Approval: Yielding to Be Liked

EOM Q6.3.1

__________ norms connect to the goal of __________; in contrast, __________ norms connect more closely to the goal of __________.

Injunctive; social approval; descriptive; choosing correctly
Reciprocity; choosing correctly; descriptive; social approval

Consider This: Descriptive norms define what is typically done. Injunctive norms define what is typically approved and disapproved. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

Consensus; choosing correctly; similarity; social approval

Descriptive; social approval; injunctive; choosing correctly

Learning Objective: 6.3: Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOM Q6.3.2

A salesperson handing you a free makeup sample before pitching the rest of the product line to you is an example of __________, whereas a Girl Scout who first asks you to buy several boxes of cookies before changing her request to just one box demonstrates __________.

reciprocal favors; the door-in-the-face technique
the that’s-not-all technique; reciprocal concessions

Consider This: The that’s-not-all technique is when a better second offer is provided before the target person makes a choice. After making the first offer but before the target can respond, the requester betters the deal with an additional item or a price reduction. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

reciprocal concessions; the door-in-the-face technique

Consider This: Reciprocal concessions and the door-in-the-face technique are the same thing. The door-in-the-face technique begins with a large request intended to get the target person to say no. After the target rejects the first request the requester retreats to the desired favor. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

reciprocal favors; the norm of reciprocity

Consider This: The norm of reciprocity obligates people to give back the type of behavior they have received. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

Difficulty Level: Moderate

Skill Level: Understand the Concepts

EOM Q6.3.3

Which of the following factors increases people’s willingness to be influenced by others?

when a person’s decision is publicly observable
when a person has an individualistic sense of self

Consider This: Those who define themselves as distinct from their groups are less affected by what they think others feel than by what they personally feel. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

when a person tends to be highly reactant

Consider This: Studies have found that highly reactant individuals are more likely to defy the advice of others. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

when a person’s decision is private

Consider This: Cults appear to recognize that conformity is stronger when behavior is observable. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

Difficulty Level: Moderate

Skill Level: Apply What You Know

End of Module Quiz 6.4: Managing Self-Image: Yielding to Be Consistent

EOM Q6.4.1

Which of the following examples demonstrates the low-ball technique?

You negotiate a “bundle” deal with your cable company so you can lower the price of your Internet bill; after you agree to the deal, you find out there are extra fees and taxes that make the price higher than you were originally told.
You negotiate a deal on a used car, then find out the salesperson threw in a set of new tires to “sweeten” the deal.

Consider This: This is an example of the that’s-not-all technique. The low-ball technique, by contrast, capitalizes on the fact that the person has already made a decision. 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

After you decide on a used car to buy, the salesperson discloses that the car was once in an accident and not worth the money, then tries to sell you a more expensive model.

Consider This: This would be an example of the bait-and-switch technique. The low-ball technique, by contrast, capitalizes on the fact that the person has already made a decision. 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

An environmental protection organizer tells a group of people they seem like environmentally conscious individuals and they volunteer to pick up trash later that week.

Consider This: This is an example of the labeling technique. The low-ball technique, by contrast, capitalizes on the fact that the person has already made a decision. 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Learning Objective: 6.4: Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Difficulty Level: Moderate

Skill Level: Understand the Concepts

EOM Q6.4.2

Which of the following examples demonstrates the bait-and-switch technique?

You make a special trip to a store that advertises a great deal on your favorite shampoo; a salesperson tells you they are sold out but recommends a similar shampoo that costs slightly more.
After a salesperson convinces you to buy a new sweater, she makes the offer more attractive by telling you that you can get an additional sweater for 50 percent off.

Consider This: This is an example of the that’s-not all technique. 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

A salesperson gives you an acceptable price on the used car you want to buy, but right before signing the final papers you’re told a calculation error was made and the car will actually cost $1,000 more.

Consider This: This is an example of the low-ball technique. 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

A friend tells you that you are a very trustworthy person. Later on in the week, a different friend tells you a secret and you decide not to share it.

Consider This: This is an example of the labeling technique. 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Learning Objective: 6.4: Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Difficulty Level: Moderate

Skill Level: Understand the Concepts

EOM Q6.4.3

Which of these commitments is most likely to be resistant to change?

a commitment that is both active and public
a commitment that does not arise from free choice

Consider This: Once people make public pronouncements, they come to believe them more. 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

a commitment with little connection to one’s self-concept

a commitment that is active and private

Learning Objective: 6.4: Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Difficulty Level: Moderate

Skill Level: Apply What You Know

Chapter Quiz: Social Influence: Conformity, Compliance, and Obedience

EOC Q6.1

Tara shows up for work in a professional outfit, but realizes it is “casual Friday” and thus she is over-dressed compared to the rest of her coworkers. Even though casual Friday is a voluntary event, and Tara’s supervisors do not care whether she adheres to this particular dress code, Tara still feels uncomfortable all day due to her lack of __________.

conformity
reciprocation

Consider This: Reciprocation relates to repaying others for favors. The correct answer refers to Tara’s desire to match the behavior of her coworkers. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

obedience

Consider This: Obedience is compliance in response to an authority figure, but in this case Tara’s supervisors did not make her feel disobedient for forgetting to wear casual clothing. The correct answer refers to Tara’s desire to match the behavior of her coworkers. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

compliance

Consider This: Compliance refers to the act of changing one’s behavior in response to a direct request. The correct answer refers to Tara’s desire to match the behavior of her coworkers. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Learning Objective: 6.1: Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Difficulty Level: Moderate

Skill Level: Apply What You Know

EOC Q6.2

Last week, Brendan went door-to-door asking neighbors to buy one bag of popcorn from the Cub Scouts. This week, Brendan is going back to all the neighbors and asking them to buy three bags of popcorn from the Cub Scouts so he can send them overseas to the troops. By making a larger request the second time, instead of the first time, Brendan is utilizing which technique?

foot-in-the-door technique
that’s-not-all technique

Consider This: The that’s-not-all technique involves “sweetening” an offer with additional benefits. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

door-in-the-face technique

Consider This: The door-in-the-face technique involves an initial large request followed by a smaller, more reasonable request. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

reciprocation

Consider This: Brendan has not done anything for his neighbors, so he cannot ask them to “repay” the favor with a larger popcorn order. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Learning Objective: 6.1: Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Difficulty Level: Moderate

Skill Level: Apply What You Know

EOC Q6.3

When a researcher infiltrates the setting he or she is preparing to study to observe its workings from within, he/she is using __________.

participant observation
a field experiment

Consider This: A field experiment involves manipulating variables in a natural setting. The correct answer refers to a technique that does not involve controlled experimentation but rather careful observation of people and events as they unfold naturally. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

experimental methods

Consider This: Experimental methods involve manipulation of independent variables and controlled experimentation. The correct answer refers to a technique that does not involve controlled experimentation but rather careful observation of people and events as they unfold naturally. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

representative sample methodology

Consider This: A representative sample relates to the issue of obtaining a group of participants representative of the larger population. The correct answer refers to a research technique in which the researcher infiltrates the setting to be studied and observes from within. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Learning Objective: 6.1: Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Difficulty Level: Moderate

Skill Level: Apply What You Know

EOC Q6.4

According to the text, advertisements specifying “limited time only” are attempting to cash in on __________.

the scarcity principle
type A personalities

Consider This: The correct answer refers to one of the six principles of social influence your text discusses, specifically, the principle that says uncommon resources are more attractive than plentiful ones. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

preference for consistency

the availability heuristic

Learning Objective: 6.1: Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOC Q6.5

In your text’s discussion of six principles of social influence, one of the examples was “Tupperware parties.” These are house parties hosted by individuals (e.g., neighbors, friends, relatives) who make money from inviting everyone they know to come to their home and purchase Tupperware products. These parties produce compliance through which principle of influence?

liking/friendship
authority

Consider This: The person who runs a sales party does not have the authority to force others to place orders. There is a better answer. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

scarcity

Consider This: The major theme of such sales parties is that the products are readily available and can be ordered at any time. They are not usually presented as being scarce. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

consistency

Consider This: Unless the guests at the party are already consumers of Tupperware, consistency would not factor into the example. 6.1 Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Learning Objective: 6.1: Outline the differences between conformity, compliance, and obedience, and be familiar with the classic experiments demonstrating each of these.

Difficulty Level: Easy

Skill Level: Apply What You Know

EOC Q6.6

In Asch’s study in which people were asked to judge the length of lines, people were more likely to go along with the group when the task was uncertain and vague. The fact that uncertainty increased conformity suggests the operation of the goal __________.

to choose correctly
to gain social approval

Consider This: When a situation is ambiguous and uncertainty is high, we are often motivated to conform because we want to choose accurately. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

to be consistent with commitments

to be respected

Learning Objective: 6.2: Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

Difficulty Level: Moderate

Skill Level: Understand the Concepts

EOC Q6.7

The text discusses social validation as related to which goal of social influence?

choosing correctly
gaining social approval

Consider This: The correct answer relates to how social validation provides valuable information that helps people make correct choices. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

managing self-image

yielding to authority

Learning Objective: 6.2: Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

Difficulty Level: Easy

Skill Level: Understand the Concepts

EOC Q6.8

Authority and consensus were discussed as affecting social influence via their links to __________.

making correct choices
gaining and maintaining status

Consider This: The correct answer relates to the goal of choosing accurately. Consensus is not linked to gaining status. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

being consistent with commitments

Consider This: The correct answer relates to the goal of choosing accurately. Authority is not linked to being consistent with commitments. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

gaining social approval

Consider This: The correct answer relates to the goal of choosing accurately. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

Learning Objective: 6.2: Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

Difficulty Level: Moderate

Skill Level: Understand the Concepts

EOC Q6.9

Clyde wants to take his girlfriend out to a nice restaurant, but he is unfamiliar with most of the places in town. When he asked his friends for advice, they all agreed he should go to the new restaurant, La Boheme. Based on their recommendation, Clyde makes a reservation at La Boheme. What shortcut did Clyde use to base his decision on?

social validation
the anchoring and adjustment heuristic

Consider This: The anchoring and adjustment heuristic states that when we have a novel judgment to make, we often start with a rough estimate as an anchor, or starting point, and then adjust it to account for the possibility that it is imperfect. The correct answer involves the shortcut of using the actions of others as an interpersonal means of locating and validating a correct choice. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

the availability heuristic

Consider This: The availability heuristic is one shortcut people use to decide on the validity or likelihood of an idea based on how easily they can picture it or instances of it. The correct answer involves the shortcut of using the actions of others as an interpersonal means of locating and validating a correct choice. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

reciprocity

Consider This: The norm of reciprocity obligates people to give back the type of behavior they have received. The correct answer involves the shortcut of using the actions of others as an interpersonal means of locating and validating a correct choice. 6.2 Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

Learning Objective: 6.2: Describe how the principles of authority and social validation help us choose correctly, and understand the factors in the person and the situation that influence their use.

Difficulty Level: Moderate

Skill Level: Apply What You Know

EOC Q6.10

According to the discussion of compliance tactics in the text, someone who gives you a flower at the airport and then asks for a donation is attempting __________.

to induce you to use the reciprocity rule heuristically
to arouse dissonance

Consider This: The correct answer involves obligating you to give back the type of behavior you received. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

to induce use of the availability heuristic

to capitalize on the fundamental attribution error

Difficulty Level: Difficult

Skill Level: Apply What You Know

EOC Q6.11

The text discusses the norm of reciprocity as related to which goal of social influence?

gaining social approval
yielding to authority

Consider This: The correct answer relates to the fact that reciprocity builds positive relationships. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

managing one’s self-image

choosing correctly

Difficulty Level: Moderate

Skill Level: Understand the Concepts

EOC Q6.12

The text discusses the norm of __________, which leads people to feel obligated to give back in return for what they have received.

reciprocity
compliance

Consider This: Compliance refers to the act of changing one’s behavior in response to a direct request. The best answer to this question is summarized in the saying, “If I scratch your back, you’ll have to scratch mine.” 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

collectivism

Consider This: People can identify themselves in collective terms by describing the groups to which they belong. The best answer to this question is summarized in the saying, “If I scratch your back, you’ll have to scratch mine.” 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

individualism

Consider This: Some people characterize themselves in personal and individualized terms, focusing on features that distinguish them from others. The best answer to this question is summarized in the saying, “If I scratch your back, you’ll have to scratch mine.” 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

Difficulty Level: Easy

Skill Level: Remember the Facts

EOC Q6.13

Jerry is selling movie tickets for his favorite charity. Before his friends and family can respond to his request to buy a movie ticket, he sweetens the deal with a coupon for a free small popcorn and soda. What technique is Jerry using?

that’s-not-all
door-in-the-face

Consider This: In the door-in-the-face technique, a large request is followed by a small request, with the hopes that the small request will be granted. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

foot-in-the-door

Consider This: In the foot-in-the-door technique, a small request is agreed to and then is followed by incrementally larger requests. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

reciprocation

Consider This: Reciprocation involves the notion that if you do something for another person then he or she will feel obligated to do something for you in return. Jerry's technique does involve reciprocity, but there is a better and more specific answer to this example. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

Difficulty Level: Moderate

Skill Level: Apply What You Know

EOC Q6.14

According to the text, “just say no” to drugs and alcohol programs often backfire because __________.

these programs unwittingly emphasize that many similar peers are engaging in these unhealthy behaviors, thereby making drug and alcohol usage seem like the norm
young people today are too resistant to authority to benefit from such programs

Consider This: The correct answer refers to how these programs send the message that drug and alcohol usage is the norm for students. 6.3 Explain how norms and reciprocity are linked to gaining social approval, and describe the factors in the person and situation that influence whether we will go along to gain social approval.

untrained volunteers typically run the programs, rather than esteemed psychologists

they are aimed at children who are too young to comprehend drug and alcohol issues

Difficulty Level: Moderate

Skill Level: Analyze It

EOC Q6.15

Jessica goes to the mall where a man asks her to sign a petition to ban cosmetic testing on animals. Jessica agrees to sign the petition. Afterward, the man asks if she would like to donate $5 to the cause. Jessica ends up donating the money. This is an example of the __________ technique.

foot-in-the-door
bait-and-switch

Consider This: The bait-and-switch technique involves gaining a commitment to an arrangement, then making the arrangement unavailable or unappealing and offering a more costly arrangement. 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

labeling

Consider This: Labeling involves giving a person a label that is consistent with the desired action. If this were an example of the labeling technique the man in this example would label Jessica as someone who cares about animals and then ask for her compliance in a behavior. 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

low-ball

Consider This: The low-ball technique involves getting a commitment to a good deal, then raising the cost of completing the deal. If this were an example of the low-ball technique the man would have had to ask for Jessica’s signature and then say that this signature meant that Jessica was willing to complete 5 hours of community service a week. 6.4 Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Learning Objective: 6.4: Describe the four commitment-initiating influence tactics and the factors in the person and the situation that affect the links between commitment and social influence.

Difficulty Level: Moderate

Skill Level: Apply What You Know

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Aug 21, 2025

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Chapter 6 Social Influence Conformity, Compliance, And Obedience

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Douglas Kenrick

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