Reference no: EM133510200
Questions
1. According to the textbook, advertisements specifying a "limited time only" are attempting to cash in on __________.
the availability heuristic
social validation concerns
the preference for consistency
the scarcity principle
2. The term that describes situations in which people are more likely to say yes to people that they know and like is __________.
reciprocation
liking/friendship
authority
social validation
3. When people find objects more attractive or available to the degree that they are scarce, rare, or dwindling in availability, __________ occurs.
reciprocation
scarcity
authority
social validation
4. According to Fritz Heider, __________ states that people prefer harmony and consistency in their views.
balance theory
the consistency principle
learning theory
the reciprocity principle
5. People are most likely to be consistent with their previous commitments when __________.
they have made the commitment in order to obtain an external reward
they were forced to make the commitment
the commitment is made privately rather than publicly
the commitment is made through action rather than a failure to act
6. Peripheral processing of a persuasive message, as opposed to central processing, is associated with __________.
higher levels of motivation and the ability to analyze the message
more enduring attitude change
higher need for cognition
lower personal relevance of the topic
7. Conformity, compliance, and obedience are the three major categories of __________.
inoculation
brainwashing
social comparison
social influence
8. The labeling technique __________.
provides social feedback, which may help a person see himself or herself differently
only works on people who are low in self-monitoring
is a heuristic that becomes particularly effective when a person is not cognitively busy
is an influence tactic that takes advantage of the reciprocity norm
9. 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 __________.
bait-and-switch technique
low-ball technique
door-in-the-face technique
contrast technique
10. A behavior change that occurs as a result of a direct request is known as __________.
conformity
brainwashing
comparison
compliance
11. 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 __________.
foot-in-the-door technique
door-in-the-face technique
that's-not-all technique
low-ball technique
12. According to one study, at age __________, children become more inclined to change their own judgments when those judgments do not fit with group consensus.
3
6
9
12
13. The foot-in-the-door technique may be summarized by the phrase __________.
build next to the best
build on rock, not sand
start small and build
build it and they will come
14. An attitude is considered __________ if it springs to mind quickly.
embedded
relevant
pliable
accessible
15. You read an op-ed arguing for reduced summer vacations for students so that they can have more instructional time. Which of the following would most likely affect your attitudes if you are told that the policy will not go into effect for some time?
the quality of the arguments
the number of strong arguments
the number of weak arguments
the total number of arguments
16. Men are more likely than women to base their self-esteem on factors that __________.
make them creative
gain social approval for them
make them independent
connect them to their groups
17. A technique that increases compliance with a large request by first getting compliance with smaller, related requests is called the __________ technique.
door-in-the-face
foot-in-the-door
low-ball
social validation
18. 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.
door-in-the-face
foot-in-the-door
low-ball
social validation
19. 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?
norm of reciprocity
need for approval
social validation
reactance theory
20. When should you try to change someone's attitudes through central processing of the message?
when your arguments are weak
when your goal is to achieve temporary attitude change
when the audience has a low need for cognition
when your goal is to achieve attitude change that is resistant to counterattacks
21. The pressure to recycle that you feel when you hear that most of your neighbors recycle is primarily awareness of __________.
an injunctive norm
a descriptive norm
scarcity
ambiguity
22. Women are more likely than men to base their self-esteem on factors that __________.
characterize them as creative
characterize them as independent
characterize them as sensitive
connect them to their groups
23. 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."
Milgram
Zimbardo
Freedman
Bandura
24. Suppose that the students on your campus are presented with a message favoring using a helmet when bicycling. Which of the following groups would be most likely to process the arguments in the message centrally?
students who were in a hurry
students who were in a good mood while reading the message
students with a high need for structure
students with a high need for cognition
25. Yuta is a high self-monitor. Consequently, at parties, Yuta __________.
shifts his attitudes to match those of whomever he's talking to
takes a stand about an issue in a conversation and argues his case
drinks heavily in order to become more relaxed
avoids talking to strangers, preferring to talk only with close friends
26. 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?
that's not all technique
disrupt-then-reframe technique
foot-in-the-door technique
low-ball technique
27. The theory of planned behavior characterizes attitudes as influencing action by first influencing __________.
knowledge
personal relevance
attitude accessibility
behavioral intentions
28. Commitments are most likely to be lasting when they are __________.
unfamiliar
inactive
public
freely chosen
29. 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 __________.
more; you perceive the deal as a concession on the part of the salesperson
more; you will be affected by the commitment/consistency principle
less; you will anchor your judgment to the price of $1.00
less; you will experience psychological reactance at the price change
30. The door-in-the-face technique begins with getting a target person to say __________ to a large request and then making a second __________ request.
no; smaller
maybe; larger
yes; smaller
yes; larger