Chapter 8 Social Psychology

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1. Social psychologists distinguish between two forms of social influence,

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c. normative and informational.

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2. Given Asch's line-judging studies on conformity, it appears that people engage in normative conformity __________ when in the presence of larger groups (groups of 3-7 people) as opposed to smaller groups (groups of 2-3 people).

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a. more often

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3. Suppose that you are on a committee, deciding how to allocate budget for the year. And suppose that many people on the committee seem to just be "going along with the crowd" rather than expressing their opinions or concerns. Based on Asch's line-judging research on conformity, if you wanted to encourage more dissent and debate in the group then you should

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b. play "devil's advocate" and disagree with the majority view.

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4. The textbook describes an experiment in which groups of subjects discuss the punishment appropriate for "Johnny Rocco," a juvenile delinquent. In this experiment, subjects LEAST liked a confederate when he played the role of

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b. a person who disagreed with the group ("deviant").

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5. Which of the following things would make you relatively MORE likely to conform in a group situation?

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d. The group is medium-sized (5-7 people) rather than small (2-3 people).

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6. If you look at a pinpoint of light in a dark room, the light appears to move even though it is in fact stationary. This illusion of movement is called the __________ effect.

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a. autokinetic

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7. Social psychologists use the term __________ to refer to beliefs and behaviors that a group of people accept as normal.

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c. group norms

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8. Two types of situations tend to produce informational influence. They are

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b. ambiguous situations, and crisis situations.

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9. The tendency to assume that others know more than you do in a crisis or ambiguous situation, when in reality, no one knows anything, is called

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c. pluralistic ignorance.

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10. Mark has been attending a Bible study with friends from his dorm. He really likes these people, although he thinks that their interpretation of the Bible is dead wrong. Yet, in the Bible studies, he tends to agree with them to avoid conflict because he enjoys their friendship so much. Mark has experienced.

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b. public compliance

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11. Your cousin asks you to pledge $5.00 for a school charity one year. The next year she asks you to pledge $20.00. And the following year she asks you to pledge $50.00. Even though you would have never agreed to pledge $50.00 the first year, her "gradual buildup approach" is successful. In social psychology, this approach to persuasion is known as

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d. the foot-in-the-door technique.

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Carlos is a freelance graphic designer. Last month, a client hired him to design a website, at a flat rate of $1000. Carlos met with the client numerous times to sketch out the project, and engaged in a fair amount of background research. Just as he was getting ready to sign a contract for the job, the client mentioned, "Oh, by the way, I also need you to design three catalog covers; and I'll need you to do everything for $1000." Even though Carlos would never design a website AND three catalog covers for just $1000, he had already invested so much time and energy in this client that he ended up just saying yes to everything. Carlos told his friends that he was "tricked" by the client. Social psychologists would say that he was a victim of __________.

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b. the low-ball technique.

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13. The term __________ refers to an influence technique based on commitment, wherein the influencer first gets a person to comply with a seemingly low-cost request and only later reveals to the person hidden additional costs.

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d. low-ball technique

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14. An apartment manager lists a "luxury penthouse" in the newspaper for an astoundingly low price, even though he has no such units available. The idea is to lure people in, and then try to sell them his relatively mediocre apartments. The manager is apparently using an influence technique known as

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b. the bait-and-switch technique.

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15. The so-called __________ is an influence technique based on consistency, in which one assigns a label to an individual and then requests a favor that is consistent with the label.

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a. labeling technique

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16. The influence technique known as the labeling technique is MOST related, conceptually

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c. the self-fulfilling prophecy.

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17. The door-in-the-face technique appears to operate based on the principle of

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a. reciprocity.

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18. Suppose that you are having a garage sale, and have decided to negotiate with buyers rather than display fixed prices. Your technique is to quote an astronomically high price (e.g., $500 for a broken exercise bicycle), and then "bargain" by coming down to a lower, more reasonable price. You hope that the lower price will then appear to be supremely fair. You are apparently using the

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b. door-in-the-face technique.

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19. An infomercial advertises a Swedish pillow for $49.99. The voiceover then announces, "But wait! If you call within the next thirty minutes, you will also receive a Swedish eye mask, valued at over $14.00, along with a pair of Swedish evening candles... And wait, we are now throwing in—for a limited time only—a special booklet of Swedish bedtime stories, all for just $49.99." This infomercial appears to be using

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b. the that's-not-all technique.

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20. When stores have only a few items out on display—as opposed to piles of items—the merchandise appears to be more valuable. This is probably due to the so-called

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d. scarcity principle.

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21. Which of the following social influence techniques is based on capturing and disrupting attention?

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d. The pique technique

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22. An attempt to change a person’s mind is called

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c. persuasion.

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23. Social psychologists who study persuasion use the term "source" to refer to

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a. the individual who delivers a message.

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24. The sleeper effect refers to the finding that, over time,

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d. people tend to forget where (or from whom) they heard a persuasive argument or piece of information.

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25. Research suggests that there are two main things that make a source credible:

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c. expertise and trustworthiness.

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26. The tendency to be persuaded by others who are similar to us, or who are physically attractive, illustrates the importance of

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c. source likeability.

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27. Joe is a freshman at Princeton University. All else being equal, who will be MOST persuasive to him based on principles of source likeability?

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d. Jordan, a freshman at Princeton University

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28. Megumi is a really attractive woman. Because of that, people often expect her to be really smart and nice, too. Megumi probably benefits because of this effect of her physical attractiveness.

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d. halo

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29. As part of seventh-grade "Social Living" course, a teacher has a guest speaker come to his classroom to talk about the dangers of drug use. The guest speaker is a former drug dealer and hardcore drug user, who became involved in crime as a result of his connection to drugs, spent many years in jail, later entered a drug rehabilitation program, and finally cleaned up his act. Social psychologists would refer to this kind of communicator as

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b. a convert communicator.

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30. Communications that are fear-based (e.g., messages about the dangers of smoking) are not always effective. They tend to be MOST effective when they elicit __________, and LEAST effective when they elicit __________.

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a. moderate levels of fear, low or high levels of fear

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31. Suppose that, instead of waiting until the prosecution brought it up and attacked him with it, an accused thief admitted to having had a past problem with shoplifting. This would be an example of

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a. stealing thunder from the prosecution.

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32. Compared to people with low self-esteem, people with high self-esteem tend to be __________ when they encounter persuasive messages.

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b. more receptive but less yielding

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33. Given the information collected from databases concerning US political attitudes, which of the following groups would appear to be MOST resistant to attitude change

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c. 35-59 year-olds