Which technique of compliance involves making a large request and then immediately offering a discount or bonus before the initial request is denied?

================= Chapter 17 Social ===================

If you are exhibiting the self serving bias, which would be your most likely explanation for a poor grade on the test?

"The professor doesn't know how to teach."

Which of the following is true of schemas?

Schemas help us predict what other are like on the basis of relatively little information.

One forms an impression of another individual:

Very quickly, within a few seconds.

The tendency to attribute personal success to personal factors (skill, ability, or effort) and to attribute failure to outside factors outside oneself is known as the:

____ are brought about by something in the environment.

Which of the following is true of the fundamental attribution error?

It is more common in western than in eastern cultures.

Which of the following is true of a group?

A group consists of people who are interdependent.

The influential "prison" study of the power of social roles was conducted by:

Which of the following is true of social roles and social norms?

Social roles are the behaviors that are associated with people in a give position.

The foot-in-the-door technique works because:

Involvement with the small request leads to an interest in an issue.

Which alternative below correctly defines a social influence concept?

Compliance - a change in behavior or attitudes in response to direct social pressure.

In the ____ technique, someone makes a large request, expects it to be refused, and follows it with a smaller one.

Which of the following was a significant finding in studies conducted by Asch on conformity?

Conformity is considerably higher when people must respond publicly.

In the ___ technique, one asks a person to agree to a small request which - because it is small - the likelihood that he or she will comply is fairly high.

Identify the correct statement regarding conformity.

People without a clear answer are more susceptible to conformity.

___ is the process by which communal groups and individuals exert pressure on an individual, either deliberately or unintentionally.

A(n) ___ is an expectation about the occurrence of a future event or behavior that acts to increase the likelihood the event or behavior will occur.

___ refers to a negative (or positive) evaluation of a particular group and its members.

Sets of cognitions about people and social experiences are called ____.

Perceived causes of behavior that are based on internal traits or personality factors are called ___ causes.

Social psychologist Leon Festinger is associated with the study of:

Which of the following is true of groupthink?

Under groupthink, members lose the ability to critically evaluate alternative points of view.

According to Asch's pioneering work on conformity, which of the following statements is true?

Having just one person present who shares the minority point of view is sufficient to reduce conformity pressures.

Which of the following sales techniques is based on the "norm of reciprocity"?

No so free sample technique

Which of the following compliance techniques is correctly matched with its description?

That's not all technique - when a salesperson offers you a deal at an inflated price, immediately after the initial offer, the salesperson offers an incentive, discount, or bonus to clinch the deal.

The classic "shock" study of obedience is associated with:

Which of the following potential explanations is correctly paired with the process it reflects?

Awareness of a negative view of ones' group generates anxiety, which imparts performance - stereotype threat.

Which of the following attribution biases is correctly matched with its definition?

Milgram's participants were told that the study concerned:

Which of the following is true of the findings made by Asch on conformity?

Groups that unanimously support a position show the most pronounced conformity pressures.

The fundamental attribution error is very common because:

Of the nature of information available to the people making an attribution.

Discrimination refers to:

Behavior directed toward individuals on the basis of their membership in a particular group.

=================== QUIZ B ========================

___ involves a state of intense absorption in someone that includes intense physiological arousal, psychological interest, and caring for the needs of another.

Consider the distinction many researchers make between passionate and compassionate love. How do the two types of love differ?

Companionate love does not involve physical intimacy; passionate love does.

According to instinct theories of aggression, which of the following is true?

Aggression is primarily the outcome of innate - or inborn urges.

Ten year old Joanne expressed her love for her mother every morning before she leaves to school. This is an example of ___ love.

According to instinct theories of aggression, which of the following statements is most likely to be true regarding aggression?

Certain stimuli act as aggressive cues, making aggressive acts much more likely when the cues are present.

Behavior that helps others but that involves some self-sacrifice is termed:

Which of the following is true of the factors that initially attract two people to each other?

Proximity leads to liking.

The likelihood that an individual will help someone in an emergency situation is ___ correlated with the number of other people present.

Research findings indicate that frustration

Can lead to aggression or passivity

Which of the following theories explains why we like to think of our groups as the in-group?

The bystander effect occurs because

All of these: we tend to look to the behavior of others for cues about what to do.
If no one else is helping, we assume help is not needed.
Responsibility is diffused among witnesses.

Cognitive dissonance theory states that individuals

Try to make attitudes conform to behavior.

___ is an important element of altruism.

While they are sitting eating their lunch, several of Sheldon's friends suggest that the new girl in class is very pretty. Sheldon does not think that she is pretty. He will probably

Agree with his friends and say she is very attractive.

It appears that many attractive people possess a number of positive characteristics. This is probably due to

The self-fulfilling prophecy

Which of the following faces would be rated as most attractive?

A composite of multiple faces that have been digitally blended to produce an "average" face.

Which of the following is suggested by Sternberg in his theory on love?

The different combinations of the three components vary over the course of the relationship.

The advertising committee for a politician is going door to door and asking people to put a big ugly election sign on their lawn. If people refuse, they ask them if they would consider putting a smaller sign on the lawn. The committee is using

Door in the face strategy.

According to research on stereotype threat, we should be especially concerned about standardized tests if they

Ask for race/ethnic information before the test starts.

The notion of diffusion of responsibility is most usually applied to the study of:

Affectionate love is also called ___ love.

"But are you in love?" Lynette asks her friend. Lynette is trying to determine whether her friend is experiencing ___ love.

Which of the following strategies did your text offer as effective means of dealing with anger?

Minimize the importance of the situation.

==================== QUIZ C =======================

The classic "shock" study of obedience is associated with:

Which alternative correctly names the psychologist often associated with a given social influence concept?

Which of the following potential explanations is correctly paired with the process it reflects?

Awareness of a negative view of ones' group generates anxiety, which impairs performance - stereotype threat.

Which compliance technique involves someone making a larger request expecting it to be refused and then following it with a smaller one?

What are the three techniques of compliance?

Which is the compliance technique that is gained by starting with a large unreasonable request that is turned down and followed up with a more reasonable smaller request?

Which are methods of compliance?