Definitions
_____ is defined as the ways in which people are affected by the real or imagined presence of others.
Social Influence
Which of the following concerning the relationship between gender and conformity is true?
A. Women exhibit greater conformity than men regardless of the situation.
B. Men exhibit greater conformity than women in face-to-face interactions.
C. Women exhibit greater conformity than men in face-to-face interactions.
C. Women exhibit greater conformity than men in face-to-face interactions.
The tendency to alter perceptions, opinions, and behavior in ways that are consistent with group norms is called
conformity
In order to convince people to buy lunch from their restaurant in the food court, employees at the Chinese restaurant gave out free samples of chicken teriyaki to everyone who walks by. The restaurant employees are hoping to take advantage of what norm?
norm of reciprocity
According to your assignment "Why do people join cults?", all of the following are characteristics of cults EXCEPT:
A.There is generally a strict hierarchy.
B. The leader is usually charismatic.
C. Followers are encouraged to be free thinkers.
C. Followers are encouraged to be free thinkers.
The tendency to unconsciously mimic the nonverbal behavior of others is called...
the chameleon effect.
Which of the following statements holds regarding Milgram’s research on obedience?
A. It revealed that far fewer people would deliver maximum shocks than was predicted by psychiatrists.
B. It was conducted to better understand the war in Vietnam.
C. It has stirred controversy regarding its ethics.
C. It has stirred controversy regarding its ethics.
As group size increases, conformity will
increase (as long as each additional member of the group is perceived as an independent source of influence.)
According to Hollander’s (1958) work on idiosyncrasy credits, which of the following individuals would be most effective in convincing a majority to change their opinion?
A. A person who has been in the group for a long time, and usually goes along with the majority of the group
B.A person who does not belong to the group at all, because such a person would be perceived as the most objective
C. A person who has been in the group for quite a while, but consistently disagrees with the group
A. A person who has been in the group for a long time, and usually goes along with the majority of the group
Compared to conformity, compliance occurs...
A. in response to a direct request.
B. publicly, but not privately.
C. as a result of less direct pressure from others.
A. in response to a direct request.
The technique of getting a commitment from a potential customer and then changing the terms of the agreement is best described as...
lowballing
What percentage of the participants in Milgram’s study of destructive obedience demonstrated complete obedience to the experimenter?
A. 99%
B. 15%
C. 65%
C. 65%
Informational influence occurs under the condition that people..
believe that others are correct in their judgments, especially when they agree.
Jamie wants an extra day to write a paper for class. Jamie first asks the professor for a one-week extension for the paper assignment. The professor refuses. Jamie then asks for a one-day extension. The professor agrees. Jamie’s behavior best illustrates what compliance strategy?
door in the face technique
Which of the following terms is referred to as the unspoken rule dictating that we should treat others as they have treated us?
The norm of reciprocity
Normative influence is?
a social psychological phenomenon that occurs when people conform to group norms to gain acceptance or avoid disapproval
Twinge interprets Burger’s (2009) replication of Milgram’s obedience studies as an indication that obedience rates have ____ since Milgram’s original studies.
declined (a little)
Sherif’s (1936) research using the autokinetic effect demonstrated that...
A. people often look to others as a source of information.
B.people are particularly concerned about social rejection.
C. conformity is difficult to establish in the laboratory.
A. people often look to others as a source of information.
When trying to close a car sale, Jerry often tries to sweeten the deal by telling the customer that he will throw in six free oil changes as well. This sales technique is best described as...
the thats not all technique
What theory states that social influence depends on the strength, immediacy, and number of source persons relative to target persons?
Social impact theory
The foot-in-the-door technique is
A two-step compliance technique in which an influencer sets the stage for the real request by first getting a person to comply with a much smaller request.
The nature of Milgram’s obedience research paradigm exploited which of the following compliance-induction strategies?
foot in the door technique
Normative influence tends to produce ____ conformity, whereas informational influence leads to ____ conformity.
public; private
Hiroko is usually very agreeable and goes along with his friends’ plans. Tonight, however, he tells his friends that even though they all want to go out for Mexican food, he has a strong preference for Italian food. Even though he is the only person who initially votes for Italian, Hiroko’s friends eventually come to agree with him because he usually does go along with the group. This best epitomizes which of the following phenomena associated with minority influence?
Idiosyncrasy credits
Research examining rebellion and obedience suggests that...
A. the presence of a group of people is a guaranteed safeguard against destructive obedience.
B. disobedience to authority is much more likely in the presence of other allies who will also disobey.
C. the presence of an ally has very different results for obedience than it does for conformity.
B. disobedience to authority is much more likely in the presence of other allies who will also disobey.