Question 1

The door-in-the-face strategy illustrates the principle of ______________, while the foot-in-the-door strategy illustrates the principle of ______________.

Accepted Answer

A)   reciprocation; commitment and consistency
B)   social proof; reciprocation
C)   commitment and consistency; social proof
D)   authority; scarcityE) All of the above
F) B) and C)

Question 2

Which of the following is FALSE regarding impression management?

Accepted Answer

A)   Another name for impression management is self-presentation.
B)   We especially use impression management with people who interest us sexually.
C)   We especially use impression management with people we are familiar with.
D)   Specific techniques of impression management that work in one cultural setting may not work in another.E) A) and B)
F) B) and C)

Question 3

Phyllis and Jarman are running for class president. Both are trustworthy, dependable, popular, and served as a class officer last year. Both candidates presented logical reasons for people to vote for them, but Jarman was wearing the school's sweater and used famous lines from popular songs in her speech. If Jarman wins the election, it will most likely be due to her use of:

Accepted Answer

A)   the target.
B)   the peripheral route of the message.
C)   the central route of the message.
D)   the medium.E) B) and C)
F) All of the above B

Question 4

_______________ consists of obtaining compliance with a small request in order to obtain compliance later with a larger request.

Accepted Answer

A)   High-ball-strategy
B)   Carrot-whip-strategy
C)   Foot-in-the-door-strategy
D)   Door-in-the face-strategyE) B) and C)
F) All of the above

Question 5

Immigrants often experience which of the following stressors?

Accepted Answer

A)   language barriers
B)   separation from support networks
C)   a struggle to preserve their ethnic identity and to acculturate
D)   all of the aboveE) A) and D)
F) None of the above

Question 6

We use impression management:

Accepted Answer

A)   especially with people who interest us sexually.
B)   especially with people we are not familiar with.
C)   in most cases to try to present ourselves as better than we are.
D)   in all of the above ways.E) None of the above
F) B) and D)

Question 7

If you wanted to get your friend to see things your way, you would be more successful if:

Accepted Answer

A)   you just waited long enough for the idea to sink in.
B)   your view was endorsed by an expert on the topic.
C)   you eliminated all fear related to the topic.
D)   you used deception.E) A) and B)
F) A) and C)

Question 8

Which of the following would be considered a group?

Accepted Answer

A)   a married couple
B)   a sports team
C)   a nation
D)   all of the aboveE) A) and D)
F) All of the above D

Question 9

A person is more likely to conform if:

Accepted Answer

A)   the group's opinion is divided.
B)   s/he has made a prior commitment to an idea or action.
C)   s/he has low self-esteem.
D)   s/he is from an individualistic culture.E) B) and C)
F) A) and C) C

Question 10

Political messages tend to be more persuasive if they are presented:

Accepted Answer

A)   on talk radio because there is debate between the politician and the host.
B)   on music radio because the message is associated with the music the listener identifies with.
C)   on television because the politician's appearance and mannerisms can be seen as the message is delivered
D)   in newspaper editorials and opinion articles because the information is presented in a more logical and thoughtful format.E) B) and C)
F) None of the above

Question 11

When Jay makes a good grade on his history test, he usually tells himself that he's really smart and knows his history facts. However, when Jay makes a poor grade on his math test, it is because the math test was unfair and the teacher did not prepare the class well for this test. Jay is exhibiting:

Accepted Answer

A)   cognitive dissonance.
B)   groupthink.
C)   the fundamental attribution error.
D)   the self-serving bias.E) C) and D)
F) A) and D)

Question 12

What percentage of the time did subjects in Asch's study conform to the group's incorrect answers?

Accepted Answer

A)   15%
B)   35%
C)   55%
D)   75%E) B) and D)
F) B) and C)

Question 13

How does obedience differ from conformity?

Accepted Answer

A)   People obey more easily than they conform.
B)   People conform more easily than they obey.
C)   In conformity, people change their behavior without being told to do so.
D)   With obedience, people change their behavior without being told to do so.E) B) and C)
F) A) and C)

Question 14

In your local supermarket, there is a lady giving out samples of a new snack treat. You sample it, and she gives you a coupon for 25 cents off the price and tells you that she hopes you will buy the product. If you buy this new snack treat, you have complied due to which principle of compliance?

Accepted Answer

A)   reciprocation
B)   scarcity
C)   liking
D)   social proofE) All of the above
F) None of the above

Question 15

Asch's experiment revealed that people:

Accepted Answer

A)   tend to stand up for what they believe.
B)   will obey the orders of a person in authority.
C)   tend to go along with the group even when the group is wrong.
D)   have difficulty judging the length of lines.E) A) and B)
F) B) and D)

Question 16

First impressions tend to be lasting impressions because:

Accepted Answer

A)   we pay more attention to what we first learn about a person.
B)   we pay less attention to subsequent information.
C)   we tend to interpret later information in light of existing impressions.
D)   of all of the above.E) A) and B)
F) All of the above

Question 17

____________ is the influence to conform that other people have on us because we seek their approval or seek to avoid their disapproval.

Accepted Answer

A)   Informational social influence
B)   Normative social influence
C)   Reciprocal social influence
D)   Compliant social influenceE) C) and D)
F) B) and D)

Question 18

Communicators are more likely to be persuasive when they appear:

Accepted Answer

A)   similar to the target audience.
B)   disimilar to the target audience.
C)   to have a very high self-esteem.
D)   unemotional and controlled.E) A) and B)
F) A) and C)

Question 19

Janine wants to make a favorable impression on Jack, her blind date, so she mirrors the behaviors that Jack displays, such as clasping her hands when Jack does or crossing her legs when he does. This mirroring is known as:

Accepted Answer

A)   the bystander effect.
B)   behavioral matching.
C)   the elaborate likelihood model.
D)   informational social interest.E) A) and B)
F) B) and C)

Question 20

___________ involve(s)  negative feelings about minority groups, but not traditional stereotypes.

Accepted Answer

A)   Symbolic racism
B)   Modern racism
C)   Ambivalent racism
D)   All of the aboveE) None of the above
F) All of the above

Exam 6: Social Thinking, Influence, and Intergroup Relations

The door-in-the-face strategy illustrates the principle of , while the foot-in-the-door strategy illustrates the principle of .

Correct Answer
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Which of the following is FALSE regarding impression management?

Correct Answer
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B

_______________ consists of obtaining compliance with a small request in order to obtain compliance later with a larger request.

Correct Answer
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Immigrants often experience which of the following stressors?

Correct Answer
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We use impression management:

Correct Answer
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If you wanted to get your friend to see things your way, you would be more successful if:

Correct Answer
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Which of the following would be considered a group?

Correct Answer
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D

A person is more likely to conform if:

Correct Answer
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C

Political messages tend to be more persuasive if they are presented:

Correct Answer
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When Jay makes a good grade on his history test, he usually tells himself that he's really smart and knows his history facts. However, when Jay makes a poor grade on his math test, it is because the math test was unfair and the teacher did not prepare the class well for this test. Jay is exhibiting:

Correct Answer
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What percentage of the time did subjects in Asch's study conform to the group's incorrect answers?

Correct Answer
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How does obedience differ from conformity?

Correct Answer
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In your local supermarket, there is a lady giving out samples of a new snack treat. You sample it, and she gives you a coupon for 25 cents off the price and tells you that she hopes you will buy the product. If you buy this new snack treat, you have complied due to which principle of compliance?

Correct Answer
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Asch's experiment revealed that people:

Correct Answer
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First impressions tend to be lasting impressions because:

Correct Answer
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____________ is the influence to conform that other people have on us because we seek their approval or seek to avoid their disapproval.

Correct Answer
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Communicators are more likely to be persuasive when they appear:

Correct Answer
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Janine wants to make a favorable impression on Jack, her blind date, so she mirrors the behaviors that Jack displays, such as clasping her hands when Jack does or crossing her legs when he does. This mirroring is known as:

Correct Answer
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___________ involve(s) negative feelings about minority groups, but not traditional stereotypes.

Correct Answer
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Exam 6: Social Thinking, Influence, and Intergroup Relations

The door-in-the-face strategy illustrates the principle of ______________, while the foot-in-the-door strategy illustrates the principle of ______________.

Correct AnswerverifiedShow Answer

Which of the following is FALSE regarding impression management?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedB

_______________ consists of obtaining compliance with a small request in order to obtain compliance later with a larger request.

Correct AnswerverifiedShow Answer

Immigrants often experience which of the following stressors?

Correct AnswerverifiedShow Answer

We use impression management:

Correct AnswerverifiedShow Answer

If you wanted to get your friend to see things your way, you would be more successful if:

Correct AnswerverifiedShow Answer

Which of the following would be considered a group?

Correct AnswerverifiedD

A person is more likely to conform if:

Correct AnswerverifiedC

Political messages tend to be more persuasive if they are presented:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

What percentage of the time did subjects in Asch's study conform to the group's incorrect answers?

Correct AnswerverifiedShow Answer

How does obedience differ from conformity?

Correct AnswerverifiedShow Answer

In your local supermarket, there is a lady giving out samples of a new snack treat. You sample it, and she gives you a coupon for 25 cents off the price and tells you that she hopes you will buy the product. If you buy this new snack treat, you have complied due to which principle of compliance?

Correct AnswerverifiedShow Answer

Asch's experiment revealed that people:

Correct AnswerverifiedShow Answer

First impressions tend to be lasting impressions because:

Correct AnswerverifiedShow Answer

____________ is the influence to conform that other people have on us because we seek their approval or seek to avoid their disapproval.

Correct AnswerverifiedShow Answer

Communicators are more likely to be persuasive when they appear:

Correct AnswerverifiedShow Answer

Janine wants to make a favorable impression on Jack, her blind date, so she mirrors the behaviors that Jack displays, such as clasping her hands when Jack does or crossing her legs when he does. This mirroring is known as:

Correct AnswerverifiedShow Answer

___________ involve(s) negative feelings about minority groups, but not traditional stereotypes.

Correct AnswerverifiedShow Answer

The door-in-the-face strategy illustrates the principle of , while the foot-in-the-door strategy illustrates the principle of .

Correct Answer
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B

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D

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C

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