1. | According to reactance theory, which of the following persuasion attempts will meet with the least resistance when a parent tries to convince his child to keep her room clean? |
| A. | “How many times have I told you to keep your room clean?” |
B. | “I’m going to tell you one more time: Clean up this room, or else!” |
C. | “Please try to remember to put your toys away when you’ve finished playing with them.” |
D. | “The next time I find your room in such a mess, I’ll send you to bed without television.” |
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Correct Answer: | C |
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2. | Why do people often experience post-decision dissonance? |
| A. | Most every alternative has both an upside and a downside, and people feel uncomfortable. |
B. | People fear that indecision will be evaluated negatively by others. |
C. | It’s easier to value an option we’ve chosen than to disparage an option we’ve rejected. |
D. | They are motivated to believe in a just world. |
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Correct Answer: | A |
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3. | What type of attitudes best predict spontaneous behavior? |
| A. | weak attitudes |
B. | highly accessible attitudes |
C. | cognition-based attitudes |
D. | emotion-based attitudes |
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The Essay on The Importance Of Keeping Your Barracks Room Clean
The Army has many standards that Soldiers must meet on a daily basis. Maintaining your barracks room to Army standards is a responsibility every Soldier must adhere to. It is extremely important to maintain the healthiness and cleanliness of one’s room. Maintaining your barracks room is a very easy task to do. It does not take much to put your dirty clothes in a hamper or to make your bed or even ...
Correct Answer: | B |
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4. | ________ theory holds that people have a need to seek confirmation of their self-concepts, even at the expense of self-enhancement. |
| A. | Self-verification |
B. | Self-perception |
C. | Self-justification |
D. | Self-affirmation |
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Correct Answer: | A |
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5. | Russian novelist Leo Tolstoy once wrote, “We do not love people so much for the good they have done us as for the good we have done them.” This quote is most closely related to the concept of |
| A. | post-decision dissonance. |
B. | esteem enhancement. |
C. | self-verification. |
D. | the Ben Franklin effect. |
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Correct Answer: | D |
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6. | In the early trucking studies by Morton Deutsch and Robert Krauss (1960, 1962), it was found that allowing the competing participants to communicate during the game |
| A. | did not foster trust and cooperation. |
B. | raised the profits gained for each participant by a large margin. |
C. | distracted the participants from the goal of the game. |
D. | increased trust and cooperation dramatically. |
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Correct Answer: | A |
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7. | Imagine that you are on the Olympics Planning Committee. Nine out of ten of the committee members hold the same opinions. However, one member, Laura, consistently deviates from the group’s opinion. How is your group most likely to act toward Laura to bring her in line with the group’s opinion? The group will |
| A. | first increase communication with Laura. When that doesn’t work, the group will ignore and punish Laura. |
B. | ignore Laura and refuse to communicate with her. If this tactic fails, the group will punish Laura. |
C. | nominate Laura to be the chair of the committee. |
D. | immediately punish Laura to force her to change her opinion. |
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Correct Answer: | A |
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8. | The definition of a group provided in your text includes all of the following except |
The Term Paper on Soc 185 Final Exam Solutions 100% Correct Answers
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| A. | members are physically in the same place at the same time. |
B. | members interact with each other. |
C. | members are interdependent. |
D. | includes two or more members. |
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Correct Answer: | A |
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9. | According to the authors of your text, one of the most powerful determinants of human behavior stems from our need to |
| A. | preserve and maintain a relatively favorable view of ourselves. |
B. | behave in rational, logical, reasonable ways. |
C. | forge strong connections with other people. |
D. | acquire as much social power as possible. |
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Correct Answer: | A |
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10. | Recall that Elliot Aronson and Judson Mills (1959) had some women read sex-related words aloud, had others read lurid passages and obscene words aloud, and still others undergo no initiation to join a group discussing various aspects of sex. According to cognitive dissonance theory, why did the women who underwent a severe initiation like the (boring) discussion more? |
| A. | They interpreted ambiguous aspects of the discussion in the most positive light possible. |
B. | They were sexually aroused from doing the readings, but misattributed their arousal to the group discussion. |
C. | They were less sexually experienced than the other women, but didn’t want the experimenters to know that. |
D. | They were randomly assigned to the interesting discussion. |
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Correct Answer: | A |
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11. | Which theory would predict that there will be more divorces between spouses who are both employed in the same highly competitive profession? |
| A. | self-esteem maintenance theory |
B. | self-perception theory |
C. | cognitive dissonance theory |
D. | self-verification theory |
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Correct Answer: | A |
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12. | Recall that in an Asch-type conformity experiment (Frager, 1970), Japanese students were less conforming than were North Americans. According to researchers, these findings suggest that |
| A. | in Japan, conformity is more likely in groups toward which one feels loyalty. |
The Essay on Social Care Theory for Practice
A team is a group of people which are treated equally and form together as one bringing different opinions and ideas to their common goal. “Teamwork is so important that it is virtually impossible for you to reach the heights of your capabilities or make the money that you want without becoming very good at it.” – Brian Tracy, Motivational Speaker and author. Bruce Tuchman’s theory for ...
B. | Japanese compete with strangers, but cooperate with friends. |
C. | Japan is a less interdependent culture than other Asian countries. |
D. | industrialization has changed Japan into a more independent culture. |
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Correct Answer: | A |
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13. | According to Fred Fiedler’ s (1967, 1978) contingency theory of leadership, in ________ situations, the leader has good relationships with subordinates, is perceived as powerful, and directs structured and well-defined tasks. |
| A. | contingent |
B. | high control |
C. | autocratic |
D. | low control |
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Correct Answer: | B |
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14. | Lisa is a car saleswoman. She has just gotten you to agree to a deal on a new car and to write out a check for the down payment. She takes this to her manager and comes back awhile later saying that, because of taxes and fees, the price of the car will actually come out to $600 over what you agreed upon. According to the research on lowballing, which of the following is most likely to occur? |
| A. | you decide to buy the car anyway because you realize the decision is reversible |
B. | you would not buy the car because salespeople are generally ineffective in persuading buyers to do what they want |
C. | you decide to buy the car anyway because there is an illusion of irrevocability (i.e., you don’t feel that you can reverse your decision) |
D. | you would decide to buy the car only if you are not excited by the anticipation of the event |
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Correct Answer: | C |
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15. | If you wanted to resist an influence attempt, social impact theory (Latané, 1981) suggests that you should |
| A. | spend as much time as possible with the group. |
B. | repeatedly think about how important the group is to your life. |
C. | increase the distance between yourself and the group. |
D. | ensure that the group is unanimous. |
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Correct Answer: | C |
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16. | In which case is lowballing least likely to work? |
The Essay on Marginal Cost and Correct Answer
The new frequency recommendation was designed to address the family histories of the patients. The optimal frequency should be where the marginal benefit of an additional pap-test: Answer Selected Answer: equals the marginal cost of the test Correct Answer: equals the marginal cost of the test Question 3 5 out of 5 points The flat-screen plasma TVs are selling extremely well. The originators of ...
| A. | Jeremy is lowballed after he puts a down payment on a car which he has been planning to buy for months. |
B. | Tess is lowballed, and although before the lowball, she could get the car she wanted for $50 less at the dealer she chose, after the lowball, she would save $800 if she backed out of her deal. |
C. | Cassie is lowballed after she spends 30 minutes filling out contracts on her car purchase. |
D. | Philip is lowballed and he’s in a hurry to close the deal because he’s trying to finish it on his lunch break. |
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Correct Answer: | B |
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17. | What do Shelly Chaiken’s (1987) heuristic-systematic model of persuasion and Richard Petty’s and John Cacioppo’s (1986) elaboration likelihood model of persuasion have in common? Both models |
| A. | view attitude change in response to persuasion attempts as self-serving. |
B. | have yielded findings that directly contradict results of the Yale persuasion studies. |
C. | specify when people will be influenced by the quality of argument as opposed to irrelevant factors. |
D. | predict that people will be most influenced by such peripheral or superficial factors as speaker attractiveness. |
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Correct Answer: | C |
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18. | Lindsay believes that she is a very bad disc jockey (DJ).
Rebecca tells Lindsay that she is actually a very good DJ. According to self-verification theory, how might Lindsay react to Rebecca’s compliment? |
| A. | she will try to get more compliments from Rebecca |
B. | she will try to become closer friends with Rebecca |
C. | she will start avoiding Rebecca |
D. | the compliment will not affect her behavior toward Rebecca |
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Correct Answer: | C |
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19. | Most groups have from ________ to ________ members. |
| A. | 8; 15 |
B. | 4; 12 |
C. | 2; 6 |
D. | 12; 20 |
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Correct Answer: | C |
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20. | According to dissonance theorists, the practice of threatening mild punishment works because it arouses ________ cognitive dissonance and therefore causes ________. |
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| A. | much; a change in attitude toward the forbidden act |
B. | little; a change in attitude toward the forbidden act |
C. | much; avoidance of the punishment |
D. | no; little if any frustration |
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Correct Answer: | A |
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21. | Fads such as hoola-hoops, mini-skirts, mohawks, tattoos, and body piercing represent responses to |
| A. | quickly changing cultural norms. |
B. | social contagion. |
C. | informational social influence. |
D. | normative social influence. |
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Correct Answer: | D |
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22. | According to a social comparison interpretation, group polarization tends to occur because individuals can present themselves in a more ________ light by taking slightly more ________ positions than the norm of the group. |
| A. | positive; conservative |
B. | positive; extreme |
C. | positive; cautious |
D. | negative; risky |
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Correct Answer: | B |
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23. | According to the elaboration likelihood model of persuasion, you are more likely to be influenced by the central route when you are |
| A. | preoccupied with other matters. |
B. | not invested in the topic at hand. |
C. | impressed with the speaker’s credentials and manner. |
D. | willing and able to give your full attention to the message. |
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Correct Answer: | D |
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24. | Why are affectively based attitudes so resistant to logical persuasive attempts to change them? Affectively based attitudes are |
| A. | often linked to values, which are difficult to change. |
B. | acquired by automatic processes. |
C. | the result of the same illogical source. |
D. | governed by knowledge of the issues. |
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The Term Paper on Young People as a Social Problem
In the wake of the alarming rate of juvenile delinquency and the accumulating cases of teenage suicide since the mid 90's, it's not surprising to see that the majority started to accuse young people as a source of social problem. Nowadays, some may even consider young people as a group of easily-agitated gangsters euipped with the potential ability and the desire to disrupt the present social ...
Correct Answer: | A |
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25. | Why would Muzafer Sherif (1936) study conformity by projecting a light on the wall of a darkened room? |
| A. | He wondered whether sensory deprivation made people more susceptible to conformity pressures. |
B. | He wanted to study the effects of anonymity on people’s conformity. |
C. | He didn’t want participants to see and therefore influence one another. |
D. | Because of the autokinetic effect, he created an ambiguous stimulus. |
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Correct Answer: | D |
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26. | Even though the authors point to a number of situational variables that contributed to the destructive obedience of Stanley Milgram’s participants (e.g., normative and informational conformity pressures, conflicting norms), it might still be argued that people have lurking deep within them sadistic tendencies that can easily be elicited by situational variables. What experimental findings by Milgram call this “personal attribution” into question? |
| A. | Violent prisoners administered lower shocks than non-prisoner participants. |
B. | When participants could chose the level of shock, they administered very low levels. |
C. | There are cultural differences in the amount of shock participants administer. |
D. | When the learner was introduced as a minister, participants gave lower shocks. |
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Correct Answer: | B |
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27. | George thinks of himself as an honest person until his brother reminds him that he’s been known to keep extra change given to him by a cashier and to stock his home office for a sideline business with supplies taken from his job. George is now probably feeling a sense of discomfort known as |
| A. | self-serving bias. |
B. | cognitive dissonance. |
C. | anxiety. |
D. | misattribution of arousal. |
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Correct Answer: | B |
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28. | Which of the following represents the utilitarian aspect of an attitude object, such as a consumer product? |
| A. | the image portrayed in a perfume ad |
B. | the gas mileage of a car |
C. | the flattering appearance of a pair of jeans |
D. | the humor contained in a greeting card |
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Correct Answer: | B |
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29. | Milgram surveyed both a panel of Yale undergraduates and a panel of psychology professors before he conducted his original experiment. In these surveys, he found that |
| A. | most people predicted that less than 10% of the participants would go to 450 mv. |
B. | most people predicted that a majority of participants would go to 450 mv. |
C. | most people predicted that less than 1% of participants would go to 450 mv. |
D. | students underestimated the percentage who would go all the way to 450 mv, while professors’ estimates were fairly accurate. |
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Correct Answer: | C |
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30. | Smokers who ________ may have no need to engage in dissonance reduction. |
| A. | have already developed negative health consequences from smoking |
B. | have a positive self-concept |
C. | have a negative self-concept |
D. | exercise and eat a healthy diet |
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Correct Answer: | C |
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31. | Carla has just written out a check for $13,999 to pay for her new car. Although the salesperson had initially accepted her check, she is now told that there was a mistake and that the final total should really be $14, 250. Carla writes another check for $251 to cover the difference so that she can drive out with her new car. Carla has just fallen prey to a questionable sales practice called |
| A. | “bait-and-switch.” |
B. | the “dissonance game.” |
C. | “lowballing.” |
D. | “keep ’em guessing.” |
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Correct Answer: | C |
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32. | According to the definition provided in your text, which of the following qualifies as a true group? |
| A. | members of a large church congregation |
B. | an author and an illustrator working on a book together over the internet |
C. | people riding in an elevator together |
D. | all of the above |
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Correct Answer: | B |
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33. | Your friend’s advertising agency is about to launch a new campaign for feminine hygiene protection. She knows that you have become somewhat of an expert on attitudes and persuasion and asks for your advice. You’ve just read about Sharon Shavitt’s (1990) research in Chapter 7 on attitudes and attitude change. What would you say to your friend? |
| A. | “Be sure to use images that put the viewers in a good mood.” |
B. | “Do women feel things about tampons, or believe things about tampons?” |
C. | “Make sure not to mention toxic shock syndrome in your ad.” |
D. | “Why advertise utilitarian products that most women use?” |
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Correct Answer: | B |
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34. | The concept of ________ refers to people’s beliefs about how those they care about will view a behavior in question. |
| A. | subjective norms |
B. | social convention |
C. | reciprocity norm |
D. | normative evaluations |
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Correct Answer: | A |
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35. | Karen has always aspired to academic excellence, and has earned good grades. However, when she transfers to a rigorous university, her grades fall precipitously. Given this discrepancy between her actual and ________ self, Karen is likely to feel ________. |
| A. | ought; sad and dejected |
B. | ideal; sad and dejected |
C. | ought; angry with herself |
D. | ideal; worried and anxious |
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Correct Answer: | B |
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36. | According to the authors, in part because the experimental procedures were so ________, it was difficult for participants in Stanley Milgram’s obedience experiments (e.g., Milgram, 1974) to abandon the “obey legitimate authority” norm in favor of the norm that says, “do no harm..” |
| A. | arousing |
B. | realistic |
C. | fast-paced |
D. | time consuming |
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Correct Answer: | C |
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37. | There have been several famous (or infamous) attempts to manipulate people’s attitudes subliminally (for example, Vicary’s “Eat Popcorn” demonstration, Wilson Bryan Key’s examination of “hidden persuasion” in alcohol ads, and the Bush campaign’s “RATS” ad. One should be cautious when hearing that attempts such as these work because |
| A. | experimenter demand may have created the results. |
B. | control groups were not used in these demonstrations. |
C. | these studies were low in mundane realism. |
D. | random samples were not used in these studies. |
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Correct Answer: | B |
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38. | According to research by Sang-pil Han and Sharon Shavitt (1990), are there cultural differences in the kinds of attitudes people hold about the same consumer product? |
| A. | Yes. Ads that focus on individuality and self-improvement work better in Western cultures than in Asian cultures. |
B. | Yes. Ads that focus on emotions and values work better in Asian cultures than in the United States. |
C. | Yes. People in Asian cultures are less consumer-oriented than are people in the United States. |
D. | Yes. People in Asian cultures are more receptive to ads for utilitarian products. |
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Correct Answer: | A |
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39. | People are more likely to pay attention to characteristics of the communicator, rather than to the contents of the message, when |
| A. | they are personally involved in the issue. |
B. | they are high in the need for cognition. |
C. | the issues are too complex to comprehend fully. |
D. | the stakes are high. |
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Correct Answer: | C |
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40. | George is trying to decide which of two used cars to buy. He test drives each, listening the radio on while he does so. While he is test driving the Honda, his favorite song comes on the radio. George tells his friend, “I know the Toyota is a bit better of a deal, but somehow the Honda just feels better to me.” If the reason that the Honda feels better is that George liked the song that he heard while driving it, his decision is being influenced by ________. |
| A. | dissonance reduction |
B. | misattribution of emotion |
C. | schematic processing |
D. | central route processing |
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Correct Answer: | B |
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41. | In “phone wars” with MCI, Sprint, and other carriers, AT&T has switched from heartwarming ads that show family members sharing love and support via phone (“It’s the next best thing to being there.”) to ads that focus on long-distance savings. This is most likely because AT&T advertisers have discovered that |
| A. | sad or nostalgic moods cause people to process ad contents in a biased way. |
B. | phone service is viewed by most consumers as a social identity product. |
C. | phone service is viewed by most consumers as a utilitarian product. |
D. | most consumers do not view long-distance companies as a relevant concern. |
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Correct Answer: | C |
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42. | You are very close to your older sister, who is an exceptional pianist. You decide that piano playing is not important to you and take up tennis instead. According to self-evaluation maintenance theory, you ________ now feel threatened by your sister’s musical talent because you feel ________. |
| A. | will; sibling rivalry |
B. | will not; very distant from your sister |
C. | will not; proud to bask in your sister’s reflected glory |
D. | will; a sense of incompleteness |
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Correct Answer: | C |
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43. | The norm in your large psychology class is that students will remain quiet enough for others to hear the professor and one another during lectures and discussions. When you talk loudly to the person next to you and violate the “respect for others” norm, like the deviant in Stanley Schachter’ s “Johnny Rocco” study, you can expect that your classmates will first |
| A. | tell you to sit someplace else during the next class meeting. |
B. | punish you with caustic comments. |
C. | ask you to be quiet. |
D. | ignore you. |
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Correct Answer: | C |
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44. | People who hold minority opinions influence the majority group through |
| A. | normative social influence. |
B. | informational social influence. |
C. | public compliance. |
D. | assertive verbal jousting. |
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Correct Answer: | B |
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45. | The local police want to convince drivers to obey the 55 mph speed limit on the highways. The police chief is convinced that doubling speeding fines is the answer. You’ve just read the section of Chapter 6 that deals with insufficient punishment. What would you say to him? |
| A. | “That won’t work if officers don’t enforce the speed limits.” |
B. | “That’s not the way to change drivers’ attitudes about obeying the speed limit.” |
C. | “Make sure the severe punishment is swift and certain.” |
D. | “Good idea; that way, drivers will change their attitudes about speeding.” |
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Correct Answer: | B |
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46. | Why would Muzafer Sherif, a social psychologist, choose the autokinetic effect (a perceptual illusion) to study social conformity? He wanted |
| A. | participants to feel pressure to obey his instructions. |
B. | to use a dark room to foster a sense of cohesion in the group. |
C. | to study the influence of perceptions on social behavior. |
D. | to construct a situation that was ambiguous. |
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Correct Answer: | D |
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47. | Suppose that both Oscar and Sam went through hazing rituals for the same fraternity. Oscar went through a very long and involved hazing process while Sam went through relatively mild rituals. After they both got into the fraternity, they realized that there were a lot of negative things associated with membership that they hadn’t expected. According to cognitive dissonance, which of the following would you expect to happen? |
| A. | Oscar would love the fraternity more than Sam because he went through more to get into it |
B. | both Oscar and Sam would like the fraternity equally |
C. | Sam would want to stay in the fraternity more than Oscar because Sam realizes that he accepted the membership even though he didn’t like it |
D. | Sam and Oscar would dislike the fraternity equally because of all the negatives associated with it |
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Correct Answer: | A |
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48. | Reports on National Public Radio during the 2000 election campaign indicated that most Americans watched neither the presidential debates between George Bush and Al Gore nor the vice-presidential debate between Dick Cheney and Joe Lieberman. Nonetheless, many went to the polls to cast votes for the candidates of their choice. These findings suggest that members of the American electorate are |
| A. | very well informed and understood the issues without watching the debates. |
B. | very resistant to the influence of political ads. |
C. | dangerously apathetic about politicians, even during election years. |
D. | more concerned with how they feel about candidates than with what they know about them. |
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Correct Answer: | D |
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49. | Deindividuation |
| A. | can be reduced by inducing people to pay attention to the people around them. |
B. | always results in negative behaviors. |
C. | increases self-awareness, but greatly reduces a person’s feelings of accountability for his or her behavior. |
D. | results in people feeling that there is little chance that they will be caught for behaving badly. |
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Correct Answer: | D |
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50. | Janis has just volunteered to undergo treatment for drug addiction. After she leaves the clinic, she is ________ to stay off drugs because her recovery at the clinic was ________. |
| A. | likely; a very difficult ordeal |
B. | likely; very easy to experience |
C. | not likely; part of a mandatory sentencing program |
D. | not likely; a very difficult ordeal |
|
Correct Answer: | A |
1. | According to Latané’s (1981) social impact theory, Katy will binge eat with her sorority sisters because |
| A. | Katy is predisposed to binge eating. |
B. | Katy is in an ambiguous situation and so follows what others do around her. |
C. | her sorority sisters are immediate and the sorority is very important to her. |
D. | Katy wants to be thin and accepted by others. |
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Correct Answer: | C |
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2. | Whereas ________ specify how all group members should behave, ________ specify how individuals in particular positions should behave. |
| A. | rules; roles |
B. | norms; roles |
C. | roles; norms |
D. | norms; rules |
|
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Correct Answer: | B |
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3. | Why are affectively based attitudes so resistant to logical persuasive attempts to change them? Affectively based attitudes are |
| A. | often linked to values, which are difficult to change. |
B. | acquired by automatic processes. |
C. | the result of the same illogical source. |
D. | governed by knowledge of the issues. |
|
| | |
Correct Answer: | A |
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4. | Sandy is trying to decide which new soft drink to try. She decides to try “Bliss Mist” because it has a prettier bottle and the theme song is running through her head. Sandy is using the ________ heuristic to make her decision. |
| A. | availability |
B. | “length equals strength” |
C. | anchoring and adjustment |
D. | “how do I feel about it?” |
|
| | |
Correct Answer: | D |
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5. | Eva’s friends and her husband think that it’s important that she get a mammogram at her next annual check-up. Eva believes that it will be relatively easy for her to make time in her schedule for that extra procedure. Thus, Eva has every intention of getting a mammogram as part of her annual check-up. This example best reflects the power of ________ and ________ respectively, to influence behavioral intentions, and subsequent behaviors. |
| A. | subjective norms; perceived behavioral control |
B. | subjective norms ; affectively based attitudes |
C. | specific attitudes; perceived behavioral control |
D. | deliberative attitudes; subjective norms |
|
| | |
Correct Answer: | A |
| |
6. | Miguel recaptures the freedom of his youth when he test-drives the new Volkswagen “bug.” He feels 25 years younger, and remembers cruising the beaches of California in his old 1970 bug when he was in college. He decides to purchase that new VW model. Miguel’s positive attitude toward the car is primarily driven by |
| A. | operant conditioning. |
B. | a cognitive component. |
C. | an affective component. |
D. | classical conditioning. |
|
| | |
Correct Answer: | C |
| |
7. | Recall that Howard Leventhal and his colleagues (Leventhal, Watts, & Pagano, 1967) showed some smokers a graphic film about lung cancer and gave them a pamphlet with instructions on how to quit; other smokers received either the pamphlet alone, or watched the grisly film. After three months, those smokers who received only the pamphlet with instructions were smoking significantly more than those who both saw the film and received the pamphlet. Why? |
| A. | Fear alone is not sufficient if people don’t know how to reduce it. |
B. | A message must be relevant to people if they are to pay attention to it. |
C. | Fear, like other negative moods, encourages people to pay attention to the message. |
D. | Information alone is not sufficient if people are not motivated to use it. |
|
| | |
Correct Answer: | D |
| |
8. | The concept of norms refers to |
| A. | social sanctions a group provides in response to deviant behavior. |
B. | social practices designed to promote cooperation in a group. |
C. | implicit or explicit rules a group has for acceptable beliefs, values, or behavior. |
D. | the most common beliefs, values, or behavior in a group of people. |
|
| | |
Correct Answer: | C |
| |
9. | Research by Baron et al. (1996) on the importance of accuracy indicates that the more important for people to be accurate, |
| A. | the more likely people are to engage in normative conformity, but the less likely people are to engage in informational conformity. |
B. | the less likely people are to engage in both informational and normative conformity. |
C. | the more people are likely to engage in both informational and normative conformity. |
D. | the more likely people are to engage in informational conformity but the less likely people are to engage in normative conformity. |
|
| | |
Correct Answer: | D |
| |
10. | Normative social influence often results in ________ but not ________. |
| A. | private acceptance; public compliance |
B. | private compliance; public acceptance |
C. | public compliance; private acceptance |
D. | individuation; total independence |
|
| | |
Correct Answer: | C |
| |
11. | People who hold minority opinions influence the majority group through |
| A. | normative social influence. |
B. | informational social influence. |
C. | public compliance. |
D. | assertive verbal jousting. |
|
| | |
Correct Answer: | B |
| |
12. | According to research by Sharon Shavitt (1990), consumers’ attitudes toward products such as perfumes and greeting cards are ________ based because they are informed by ________. |
| A. | behaviorally; past product purchases |
B. | cognitively; logical appraisals of the product |
C. | cognitively; social identity concerns |
D. | affectively; values and the self-concept |
|
| | |
Correct Answer: | D |
| |
13. | During a psychology experiment, Chad and Wilma are asked to compete in the Prisoner’s Dilemma game. As shown below, Wilma goes first, and after four rounds, the results are as follows: Wilma: cooperate defect defect cooperate
Chad: defect defect cooperate cooperate
As revealed in the pattern of responses above, Wilma is probably using a ________ strategy. |
| A. | adversarial response |
B. | random response |
C. | passive response |
D. | tit-for-tat |
|
| | |
Correct Answer: | D |
| |
14. | Integrative solutions are |
| A. | a means to find outcomes favorable to both parties. |
B. | frequently imposed by mediators. |
C. | common to zero-sum conflicts. |
D. | generally resisted by both parties. |
|
| | |
Correct Answer: | A |
| |
15. | If you are constructing an ad, a basic principle to remember is that you must |
| A. | try to ensure that your audience will pay attention to your ad. |
B. | always construct your arguments carefully. |
C. | distract your audience since no one pays attention to arguments anyway. |
D. | appeal only to viewers high in the need for cognition. |
|
| | |
Correct Answer: | A |
| |
16. | Because they provide the potential offender ________, threats of harsh punishment seldom produce positive attitude change. |
| A. | sufficient internal justification for restraint |
B. | ample external justification for restraint |
C. | an internal attribution for restraint |
D. | an excuse for psychological reactance |
|
| | |
Correct Answer: | B |
| |
17. | Studies of the importance of normative social influence are particularly noteworthy in that they show that people conform even ________. |
| A. | to strangers they will never see again |
B. | to friends |
C. | in private as well as in public |
D. | to relatives |
|
| | |
Correct Answer: | A |
| |
18. | Recall that Jeffrey Jackson and Kip Williams (1985) asked students to solve either simple or complex computer mazes, and were told either that their individual performances would be evaluated, or that their scores would be averaged with other participants’ scores. When participants thought their scores would be averaged with another’s, their performance was ________ because they ________. |
| A. | better on difficult mazes; were aroused |
B. | better on difficult mazes; were relaxed |
C. | worse on simple tasks; were aroused |
D. | better on simple mazes; were relaxed |
|
| | |
Correct Answer: | B |
| |
19. | New Ph.D.’s who apply for jobs often report that they give better job talks in front of perfect strangers whom they may never see again than they do during dress rehearsals for their colleagues and professors before they leave for their interviews. These reports provide anecdotal evidence that |
| A. | the distraction of being in a new place serves as a source of arousal. |
B. | evaluation apprehension may be a source of social facilitation. |
C. | if performance is to be enhanced, arousal must be optimal. |
D. | the presence of others facilitates social behaviors. |
|
| | |
Correct Answer: | B |
| |
20. | Most groups have from ________ to ________ members. |
| A. | 8; 15 |
B. | 4; 12 |
C. | 2; 6 |
D. | 12; 20 |
|
| | |
Correct Answer: | C |
| |
21. | Recall that participants in an experiment conducted by Elizabeth Nel, Robert Helmreich, and Elliot Aronson (1969) were provided either large or small incentives to advocate the use and legalization of marijuana. Results of their experiment revealed that dissonance and attitude change occurred when |
| A. | incentives were small. |
B. | participants were allowed to erase the videotape. |
C. | incentives were large. |
D. | participants were not allowed to erase the videotape. |
|
| | |
Correct Answer: | A |
| |
22. | Which statement below best captures the essence of the rationalization trap? When people |
| A. | chronically use self-justifications to protect self-esteem, they actually set themselves up to engage in more esteem-threatening behavior. |
B. | have to choose between an accurate self-concept and an esteem-enhancing self-concept, they will choose to protect their self-esteem. |
C. | chronically use self-justifications, they will never come to form an accurate self-concept. |
D. | have negative self-concepts, they seldom experience dissonance, so they don’t engage in rationalizations. |
|
| | |
Correct Answer: | A |
| |
23. | Assume that you are playing pool at the student union when several of your buddies surround the table to watch you play. If you are ________ player, you would ________ because of the arousing effects of their presence. |
| A. | an excellent; make most of your shots |
B. | poor; better than you have in the past |
C. | mediocre; play better than before |
D. | an excellent; perform worse than usual |
|
| | |
Correct Answer: | A |
| |
24. | Many Asian cultures are collectivistic; that is, they tend to place a greater emphasis on the welfare of the group than on the individual. Conversely, Western cultures tend to stress individual performance more than that of the group. A reasonable hypothesis would be that the social loafing effect is |
| A. | unaffected by cultural norms. |
B. | stronger in Western culture. |
C. | almost nonexistent in collectivistic cultures. |
D. | stronger in collectivist cultures. |
|
| | |
Correct Answer: | B |
| |
25. | What was the role of anti-Semitism in “the Final Solution” in Nazi Germany, according to the text? |
| A. | Anti-Semitism provided a sufficient explanation for the Holocaust. |
B. | Anti-Semitism was a pre-existing belief in Germany and neighboring countries that formed fertile ground for which propaganda calling for genocide of the Jews. |
C. | Anti-Semitism first developed in Germany as a result of propaganda spread by the Nazi Ministry of Popular Enlightenment and Propaganda. |
|
| | |
Correct Answer: | B |
| |
26. | Self-affirmation theory posits that when people experience a threat to some aspect of their self-concept, they will |
| A. | focus their attention and efforts on some other self-aspect. |
B. | seek praise or affirmation from others. |
C. | compare themselves to others who are worse on that dimension. |
D. | compare themselves to similar others. |
|
| | |
Correct Answer: | A |
| |
27. | If you wanted to determine whether evaluation apprehension or simple arousal accounts for social facilitation in humans, which of the following studies would you conduct? |
| A. | Loiter in a health club locker room, with or without dark glasses, a white cane, and a seeing-eye dog, or else hide in a locker; observe how long it takes people to dress after a shower. |
B. | Ask people to solve easy or difficult crossword puzzles, either alone or with their friends; measure how long it takes them to solve the puzzles. |
C. | Ask people to participate in an archery exercise, either with friends or with strangers; count the number of bull’s-eyes they make. |
D. | Conduct either a complicated or simple survey, by phone or in person; measure how long it takes people to answer the questions. |
|
| | |
Correct Answer: | A |
| |
28. | Not all attempts to reduce cognitive dissonance are counter-productive. For example, Shelley Taylor and her colleagues (1989 1995, 1996) have found that |
| A. | people who harbor unrealistic illusions about surviving terminal illness can actually live longer. |
B. | inconsistent cognitions can actually cause people to engage in safe sex practices. |
C. | smokers who reduce cognitive dissonance by changing one of the inconsistent cognitions are often able to quit. |
D. | people who hold self-serving cognitions seldom experience cognitive dissonance. |
|
| | |
Correct Answer: | A |
| |
29. | Counterattitudinal advocacy results in attitude change when |
| A. | the attitude is initially very strong. |
B. | the attitude is accessible. |
C. | there is minimal internal justification for the statement. |
D. | there is minimal external justification for the statement. |
|
| | |
Correct Answer: | D |
| |
30. | Informational social influence occurs because |
| A. | individuals have a need to belong and be liked. |
B. | others’ behaviors serve as cues in ambiguous situations. |
C. | others can reward or punish us for nonconformity. |
D. | social norms encourage cooperation. |
|
| | |
Correct Answer: | B |
| |
31. | In a series of studies by Solomon Asch (1951, 1956), when participants judged the lengths of lines alone rather than in a group of confederates, their judgments were accurate about 99% of the time. Still, when other participants made judgments in a group of people who gave the wrong answers, they reported incorrect judgments. These findings suggest that |
| A. | people will distort reality to avoid punishment or social censure. |
B. | normative social influence was at work. |
C. | experts exert informational social influence in ambiguous situations. |
D. | informational social influence happens, even in unambiguous situations. |
|
| | |
Correct Answer: | B |
| |
32. | ________ refers to the dissonance aroused after we have chosen between two or more alternatives. |
| A. | Justification of effort |
B. | Post-decision dissonance |
C. | Decisional regret |
D. | Insufficient justification |
|
| | |
Correct Answer: | B |
| |
33. | Cognitively based attitude is to ________ as ________ attitude is to emotion. |
| A. | evaluation; behaviorally based |
B. | values; affectively based |
C. | evaluation; value-based |
D. | appraisal; affectively based |
|
| | |
Correct Answer: | D |
| |
34. | The phenomenon of groupthink is most likely to occur when a group is under stress, highly ________, and when the leader is very ________. |
| A. | cohesive; directive |
B. | cohesive; diplomatic |
C. | motivated; relationship-oriented |
D. | motivated; feared |
|
| | |
Correct Answer: | A |
| |
35. | The concept of ________ refers to the ease with which people believe that they can perform a behavior in question. |
| A. | behavioral intentions |
B. | subjective norms |
C. | illusions of invulnerability |
D. | perceived behavioral control |
|
| | |
Correct Answer: | D |
| |
36. | Recall that Elliot Aronson and his colleagues (1991, 1993) designed experiments to remind students of their own hypocrisy when it came to using condoms during sex. Participants who made videotaped speeches in which they talked about the difficulties they had using condoms actually changed their attitudes and behaviors related to condom use. These experiments are actually variations on the phenomenon of the ________ paradigm. |
| A. | justification of effort |
B. | insufficient punishment |
C. | post-decision dissonance |
D. | counter-attitudinal advocacy |
|
| | |
Correct Answer: | D |
| |
37. | Researchers (Knox & Inkster, 1968) visited a race track and interviewed people betting on the horses, both before and after they had placed their bets. They found that ________ were more confident in their betting decisions because ________. |
| A. | people who were waiting to place large bets; they reported more experience |
B. | people who had already placed their bets; they couldn’t change their minds |
C. | people who had placed small $2 bets; they stood to lose less |
D. | people who had already placed their bets; their bets changed the odds |
|
| | |
Correct Answer: | B |
| |
38. | According to the elaboration likelihood model of persuasion, people who ________ are most likely to take the ________ route to persuasion. |
| A. | do not care about the issue; central |
B. | are motivated to pay attention; peripheral |
C. | are motivated to pay attention; central |
D. | do not pay close attention; central |
|
| | |
Correct Answer: | C |
| |
39. | Recall that Andrew Davidson and James Jaccard (1979) studied the relation between women’s attitudes and their use of the birth control pill. These researchers found that the best predictor of whether women were using the birth control pill two years after reporting their attitudes was their |
| A. | belief about their partners’ attitudes toward the pill. |
B. | attitude toward unwanted pregnancy. |
C. | attitudes toward abortion. |
D. | attitude toward using birth control pills during the two-year period. |
|
| | |
Correct Answer: | D |
| |
40. | Chloe voted for the first time in the 2000 elections. She was very motivated to understand campaign issues and to make an informed choice at the polls. She read the newspapers and watched the television debates between the candidates. Motivated and informed when she watched the presidential debates between George Bush and Al Gore, Chloe was most likely to pay attention to |
| A. | the candidates’ disagreements on education issues. |
B. | George Bush’s relaxed delivery. |
C. | how stiff Al Gore appeared on camera. |
D. | George Bush’s verbal faux pas. |
|
| | |
Correct Answer: | A |
| |
41. | The ________ route to persuasion is to enduring attitude change as the ________ route to persuasion is to transient change. |
| A. | systematic; central |
B. | central; systematic |
C. | peripheral; heuristic |
D. | central; peripheral |
|
| | |
Correct Answer: | D |
| |
42. | Recall that in a study by Baron et al. (1996), participants in one condition were asked to select perpetrators after a lineup in conditions of low ambiguity, so that participants in the control condition made very few mistakes. Recall also that some participants were told that the task was one that was being normed for use by the police department and were offered $20 if they were the most accurate, while others were told that it was just a laboratory task under development. This condition of the study found that |
| A. | the more important it was to participants to be correct, the less they conformed to other group members’ answers. |
B. | when importance was high and ambiguity was low, conformity virtually disappeared. |
C. | people conformed more when the pressures were for normative rather than informational influence. |
D. | the more important it was to participants to be correct, the more they conformed to other group members’ answers. |
|
| | |
Correct Answer: | A |
| |
43. | In a variation on his original experiment, Milgram had the experimenter leave the room after telling participants that they could deliver whatever level of shock they chose. After the experimenter left, a confederate suggested that the participant increase shock by one level each time the learner made a mistake. In this variation, only about 20% of participants went to the highest shock level. The fact that the authority figure’s presence made much more of a difference than that of a peer suggests the role of |
| A. | mindless conformity. |
B. | normative influence. |
C. | informational influence. |
D. | private acceptance. |
|
| | |
Correct Answer: | C |
| |
44. | Persuasive messages about ________ are most likely to cause male participants to appear more conforming than female participants. |
| A. | the importance of breast-feeding in child-rearing |
B. | whether declining batting averages are statistical artifacts |
C. | the dangers of steroids in athletic competitions |
D. | the feasibility of solar powered cars |
|
| | |
Correct Answer: | A |
| |
45. | As a persuasive communicator, your goal is to influence the opinions of your audience. You are most likely to benefit from an audience that is slightly distracted when |
| A. | you are not an acknowledged expert on the topic. |
B. | your arguments are rather weak. |
C. | your arguments are strong. |
D. | your audience holds a weak attitude toward the issue. |
|
| | |
Correct Answer: | B |
| |
46. | In experiments conducted by Mike Leippe and Donna Eisenstadt (1994, 1998), why did white participants experience dissonance after writing essays in favor of doubling scholarship funds for minority students? |
| A. | It would expose their prejudice. |
B. | It would mean less scholarship money for white students. |
C. | They were racially prejudiced. |
D. | They had little contact with minority students. |
|
| | |
Correct Answer: | B |
| |
47. | If you are feeling a threat to self-esteem when a close friend or relation outperforms you on a task that is relevant to your self-definition, you are least likely to ________. |
| A. | decrease how relevant the task is to your self-concept |
B. | distance yourself from the other person |
C. | try to spend more time with the other person |
D. | try to improve your performance |
|
| | |
Correct Answer: | C |
| |
48. | Brian Mullen’s (1986) analysis of newspaper accounts revealed that the larger the lynch mob, the more savagely the mobs murdered their victims; Robert Watson’s (1973) cross-cultural study revealed that warriors wearing face or body paint were more likely to torture or kill captives than were warriors who wore no such “war paint.” These findings suggest that one reason why mobs often commit heinous acts is that the individuals involved |
| A. | fall prey to social facilitation effects when they become aroused. |
B. | experience a reduction in self-awareness and lose sight of their moral standards. |
C. | feel anonymous and thus less accountable for their actions. |
D. | become more self-aware and act on their feelings of rage and frustration. |
|
| | |
Correct Answer: | C |
| |
49. | Which of the following statements is false? |
| A. | A strong directive leader who makes their opinions known protects the group from groupthink. |
B. | Groupthink occurs more when a group is isolated from outside opinions. |
C. | Normative influence is more important than informational influence in creating groupthink. |
D. | Groups are highly cohesive and believe they are invulnerable and morally correct are likely to fall prey to groupthink. |
|
| | |
Correct Answer: | A |
| |
50. | Smokers who ________ may have no need to engage in dissonance reduction. |
| A. | have already developed negative health consequences from smoking |
B. | have a positive self-concept |
C. | have a negative self-concept |
D. | exercise and eat a healthy diet |
|
| | |
Correct Answer: | C |
| |
