Question 1

You agree to buy a new computer at a terrific price.Then the sales associate charges you for software you thought was included in the original package.You've been
A)victimized by the overjustification effect.
B)low-balled.
C)victimized by post-decision dissonance.
D)victimized by cognitive dissonance.

Accepted Answer

The low-ball technique is a strategy where an initially attractive offer is made to get a person to commit to a purchase, and then the terms are made less favorable. In this scenario, the sales associate initially offers a terrific price, which gets the buyer to commit, and then adds additional charges for software, making the terms less favorable after the commitment has been made.

Question 2

Children seem more likely to internalize their decisions to obey rules when the deterrent they are threatened with is ________ and they are given ________.
A)strong; no choice about how to behave
B)mild; no choice about how to behave
C)mild; a choice about how to behave
D)strong; a reward for obeying the rules

Accepted Answer

Research suggests that when children are threatened with mild deterrents (e.g. losing out on a privilege) and are given a degree of choice in how to behave (e.g. being offered alternative positive behaviors), they are more likely to internalize their decisions to obey rules. This is because they are not being coerced into obedience through fear, but instead are making a choice based on understanding the reasons for the rule and the consequences of different behaviors. Strong deterrents, such as physical punishment, may lead to temporary compliance but are less effective in promoting long-term internalization of rules. Offering rewards for obeying rules can also undermine internalization, as children may obey for the sake of the reward rather than because they understand the reasons behind the rule.

Question 3

Sally has recently started to tease and hurt her sister.If this behaviour continues,it is likely that Sally will
A)develop an increasing dislike for her sister.
B)experience a loss of personal control.
C)show a significant loss of self-esteem.
D)fall victim to the overjustification effect.

Accepted Answer

Engaging in negative behaviors towards someone else, like teasing and hurting, can lead to an increasing dislike for the person being targeted. This is because of cognitive dissonance; to justify their actions, the aggressor may start believing more negative things about the victim.

Question 4

Experiments suggest that if you want people to do a big favour for you,one technique is to get them to do a small favour first.This is known as the _________________ technique.
A)insufficient justification
B)overjustification
C)foot-in-the-door
D)door-in-the-face

Accepted Answer

The foot-in-the-door technique involves getting someone to agree to a small request first, which then increases the likelihood of them agreeing to a larger request later on. The other options, insufficient justification and overjustification, refer to different concepts related to motivation. Door-in-the-face is the opposite of foot-in-the-door, where a large request is made first, and then a smaller request is made after the person rejects the first one.

Question 5

According to the foot-in-the-door principle,if you get someone to agree to a small request,he or she will
A)later comply with a larger request.
B)expect you to return the favour later.
C)experience reactance and refuse requests for all later favours.
D)see himself or herself as altruistic and do similar favours for other people.

Accepted Answer

The foot-in-the-door principle suggests that if you can get someone to agree to a small request, they are more likely to comply with a larger request later on. This is because agreeing to the small request creates a sense of consistency and commitment, which makes it psychologically easier to agree to the larger request later on.

Question 6

The low-ball technique is a strategy for
A)improving one's self-concept.
B)measuring a person's attitude.
C)reducing physical aggression.
D)getting people to agree to something.

Accepted Answer

The low-ball technique is a strategy for getting people to agree to something by initially offering a low or attractive price or offer and then increasing the price or changing the terms after the person agrees. This makes it more difficult for the person to back out of the deal, as they have already agreed to a certain extent.

Question 7

Freedman asked young children not to play with an enticing robot toy by threatening some with severe punishment and others with only a mild penalty.Much later,the same children had an opportunity to play with the robot again,this time with no threat of punishment.Results showed that the children
A)given the mild deterrent were first to play with the robot.
B)given the mild deterrent mostly resisted playing with it.
C)who played with the robot later feared being punished.
D)previously given the severe threat showed a great deal of anxiety when they neared the robot.

Accepted Answer

The passage states that Freedman asked young children not to play with an enticing robot toy by threatening some with severe punishment and others with only a mild penalty. Later, the same children had an opportunity to play with the robot again, this time with no threat of punishment. The passage does not mention anything about the children who were given the mild deterrent being the first to play with the robot, so option A is incorrect. The passage also states that the children who were given the mild deterrent mostly resisted playing with the robot, making option B the correct answer. Option C is incorrect because there is no mention of the children who played with the robot later fearing being punished. Option D is incorrect because the passage does not mention anything about any of the children showing a great deal of anxiety when they neared the robot.

Question 8

A group of Queen's University "frosh" (first-year students)are taught songs and chants about the superiority of Queen's University.One month later,they have negative attitudes toward all other universities.This is likely due to
A)the effects of potent attitudes on behaviour.
B)the saying-becomes-believing effect.
C)the foot-in-the-door phenomenon.
D)the door-in-the-face phenomenon.

Accepted Answer

The saying-becomes-believing effect explains that repetition of a statement can lead to the person believing in it, even if it is not true. In this case, the group of first-year students were repeatedly taught songs and chants about the superiority of Queen's University, and as a result, they began to have negative attitudes toward all other universities.

Question 9

The fact that we are prone to adjust our messages to our listeners and then believe the altered message defines the
A)bogus pipeline.
B)saying-becomes-believing effect.
C)hindsight bias.
D)foot-in-the-door phenomenon.

Accepted Answer

The saying-becomes-believing effect refers to the tendency to adjust our messages to our listeners and then believe the altered message. This phenomenon is related to the concept of cognitive dissonance, as we may feel uncomfortable holding inconsistent beliefs or attitudes.

Question 10

Marty wants Lee to like him.According to the attitudes-follow-behaviour principle,what should Marty do?
A)Do Lee a favour.
B)Get Lee to do him a favour.
C)Become good friends before asking for any favours.
D)Do Lee's friend a favour.

Accepted Answer

The attitudes-follow-behaviour principle suggests that people's attitudes are influenced by the actions they take. Thus, if Marty gets Lee to do him a favour, Lee may develop a more positive attitude towards him as a result of his behaviour. Doing a favour for Lee or his friend may also be helpful, but getting Lee to do him a favour may be the most effective in changing Lee's attitude towards Marty. Becoming good friends may take too long and may not necessarily lead to a change in attitude.

Question 11

The text cites "evil resulting from gradually escalating commitments" as an example of
A)the attitudes-follow-behaviour principle.
B)the effects of the low-ball technique.
C)how saying becomes believing.
D)the overjustification effect.

Accepted Answer

The text cites "evil resulting from gradually escalating commitments" as an example of the attitudes-follow-behaviour principle, which states that our attitudes often follow our behaviour.

Question 12

A sales representative comes to your home and asks you to try a water filter system for a week,absolutely free,and so you agree.The rep returns the next week and offers you an expensive contract to continue to rent the system and you agree.You are most clearly a victim of
A)self-monitoring.
B)the overjustification effect.
C)the foot-in-the-door phenomenon.
D)impression management.

Accepted Answer

The situation described matches the foot-in-the-door phenomenon, where the sales representative first makes a small request (trying the system for free) and then follows up with a larger request (renting the expensive system). This technique works because people tend to feel a desire to be consistent with their previous actions and beliefs.

Question 13

In a study by Freedman and Fraser,Californians were found to be more willing to agree to post an ugly "Drive Carefully" sign prominently in their front yards if they
A)were offered a small compensation for their effort.
B)had previously scored high on a survey of attitudes favouring more stringent traffic laws.
C)had earlier complied with a smaller request to display a safe-driving window sign.
D)had first refused to comply with a smaller request to sign a safe-driving petition.

Accepted Answer

This is an example of the foot-in-the-door technique, where people are more likely to agree to a larger request if they have already complied with a smaller request. In this case, those who had previously complied with the smaller request to display a safe-driving window sign were more willing to agree to post an ugly "Drive Carefully" sign prominently in their front yards.

Question 14

Which of the following statements about the effects of moral and immoral action is correct?
A)Just as immoral actions corrode the conscience of those who perform them,moral actions affect the actor in positive ways.
B)People induced to act in evil ways quickly renounce this pattern,while those coaxed to do good continue the pattern.
C)Moral acts are internalized only if they are prompted by significant rewards or threats.
D)Immoral actions and attitudes do not feed each other.

Accepted Answer

This statement accurately reflects previous research on moral and immoral behavior, which suggests that immoral actions can lead to guilt and feelings of moral degradation, while moral actions can improve self-esteem and well-being.

Question 15

Findings indicate that since seatbelt use has been made mandatory,the percentage of people favouring mandatory seatbelt laws has
A)declined slightly.
B)increased.
C)increased only in Ontario.
D)remained essentially unchanged.

Accepted Answer

The percentage of people favoring mandatory seatbelt laws has increased since the implementation of such laws, likely due to increased awareness of their safety benefits.

Question 16

People who stopped to buy a cookie at a bake sale were told,"Thank you for supporting your local women's centre." They will more likely respond to a later appeal for donations for the women's centre than people who had not been to the bake sale.This illustrates
A)the foot-in-the-door phenomenon
B)the recency effect
C)classical conditioning
D)the power of selective exposure to information.

Accepted Answer

The statement describes the foot-in-the-door phenomenon, which suggests that people are more likely to comply with a large request if they have already complied with a smaller related request. In this case, buying a cookie at the bake sale was a small request, and so people are more likely to donate to the women's center later since they already showed support by buying a cookie.

Question 17

According to the text,which of the following is a practical lesson from research on the foot-in-the-door phenomenon?
A)Before agreeing to a small request,think about what may follow.
B)Never agree to small requests.
C)Never trust door-to-door salespeople.
D)Don't make commitments.

Accepted Answer

The practical lesson from research on the foot-in-the-door phenomenon is that before agreeing to a small request, one should think about what may follow. This is because agreeing to a small request may lead to agreeing to larger requests, even if they go against one's better judgment. Therefore, it's important to consider the potential consequences before making any commitments. Option B is not a practical lesson as it suggests to never agree to small requests which is not always feasible. Option C is too specific and not relevant to the foot-in-the-door phenomenon. Option D is too extreme and not a practical lesson either.

Question 18

After Gertrude reluctantly agreed to type her boyfriend's psychology term paper,he told her that it might actually be 75 pages long.Gertrude appears to be a potential victim of
A)self-monitoring.
B)the low-ball technique.
C)the overjustification effect.
D)the lure technique.

Accepted Answer

Gertrude is a potential victim of the low-ball technique, which is a compliance strategy where a person agrees to a request, and then the requester changes the terms of the request to something less desirable. In this case, Gertrude agreed to type the paper without knowing the full extent of the task, and then her boyfriend revealed that it was longer than initially presented.

Question 19

Disparaging an innocent victim leads an aggressor to justify further hurtful behaviour.Research studies show that this pattern occurs especially when the aggressor
A)identifies with the victim as similar to himself or herself.
B)engages in verbal but not physical aggression.
C)is coerced into the attack by threats from superiors.
D)is coaxed but not threatened or coerced into aggression.

Accepted Answer

When an aggressor is coaxed but not threatened or coerced into aggression, they may feel a sense of personal responsibility for their actions, leading them to justify their behavior by disparaging the victim. This self-justification can perpetuate further aggression.

Question 20

For the foot-in-the-door principle to work,the initial compliance,such as signing a petition,wearing a lapel pin,stating one's intention,and so on,must be
A)granted without much thought.
B)voluntary.
C)socially approved.
D)granted to a powerful authority figure.

Accepted Answer

The foot-in-the-door principle is based on the idea that people are more likely to comply with larger requests if they have already complied with smaller ones. Therefore, the initial compliance must be voluntary for the principle to work. If the initial request was forced or coerced, the person is less likely to comply with larger requests in the future.

Quiz 4: Behaviour and Attitudes

You agree to buy a new computer at a terrific price.Then the sales associate charges you for software you thought was included in the original package.You've been

Children seem more likely to internalize their decisions to obey rules when the deterrent they are threatened with is and they are given .

Sally has recently started to tease and hurt her sister.If this behaviour continues,it is likely that Sally will

Experiments suggest that if you want people to do a big favour for you,one technique is to get them to do a small favour first.This is known as the _________________ technique.

According to the foot-in-the-door principle,if you get someone to agree to a small request,he or she will

The low-ball technique is a strategy for

Freedman asked young children not to play with an enticing robot toy by threatening some with severe punishment and others with only a mild penalty.Much later,the same children had an opportunity to play with the robot again,this time with no threat of punishment.Results showed that the children

A group of Queen's University "frosh" (first-year students) are taught songs and chants about the superiority of Queen's University.One month later,they have negative attitudes toward all other universities.This is likely due to

The fact that we are prone to adjust our messages to our listeners and then believe the altered message defines the

Marty wants Lee to like him.According to the attitudes-follow-behaviour principle,what should Marty do?

The text cites "evil resulting from gradually escalating commitments" as an example of

A sales representative comes to your home and asks you to try a water filter system for a week,absolutely free,and so you agree.The rep returns the next week and offers you an expensive contract to continue to rent the system and you agree.You are most clearly a victim of

In a study by Freedman and Fraser,Californians were found to be more willing to agree to post an ugly "Drive Carefully" sign prominently in their front yards if they

Which of the following statements about the effects of moral and immoral action is correct?

Findings indicate that since seatbelt use has been made mandatory,the percentage of people favouring mandatory seatbelt laws has

People who stopped to buy a cookie at a bake sale were told,"Thank you for supporting your local women's centre." They will more likely respond to a later appeal for donations for the women's centre than people who had not been to the bake sale.This illustrates

According to the text,which of the following is a practical lesson from research on the foot-in-the-door phenomenon?

After Gertrude reluctantly agreed to type her boyfriend's psychology term paper,he told her that it might actually be 75 pages long.Gertrude appears to be a potential victim of

Disparaging an innocent victim leads an aggressor to justify further hurtful behaviour.Research studies show that this pattern occurs especially when the aggressor

For the foot-in-the-door principle to work,the initial compliance,such as signing a petition,wearing a lapel pin,stating one's intention,and so on,must be