Question 1

In the _____ technique,a person is presented with a larger request before being presented with the real request;in the _____ technique,a person is presented with a smaller request before being presented with the real request.

Accepted Answer

In the door-in-the-face technique, a person is presented with a larger request first (which they are likely to refuse) and then presented with the real request (which is smaller and more reasonable). 
In the foot-in-the-door technique, a person is presented with a small request first (which they are likely to agree to) and then presented with the real request (which is larger and more significant). 
Reciprocity and lowballing are not relevant to these particular techniques.

Question 2

_____ is a technique that works based on the norm for social commitment,whereas _____ is a technique that works based on self-perception theory.

Accepted Answer

Lowballing works based on the norm for social commitment, while the foot-in-the-door technique works based on self-perception theory.

Question 3

Shivani likes to shop online.Yesterday she put some items in her online shopping cart but didn't buy them.Today some of the items are gone because,according to the website,they have sold out.This persuades Shivani to quickly buy the rest of the items in her cart.Shivani was affected by:

Accepted Answer

Shivani was affected by the appearance of scarcity, as the website indicated that some of the items were sold out, which increased her urgency to purchase the remaining items in her cart before they also potentially sell out.

Question 4

The norm of reciprocity refers to the belief that:

Accepted Answer

The norm of reciprocity refers to the social expectation that if someone does something beneficial for another person, that person should reciprocate by doing something beneficial for the first person in return. This can be seen as a form of social obligation or expectation for fairness and giving back.

Question 5

The _____ compliance technique is best explained by self-perception theory.

Accepted Answer

The foot-in-the-door compliance technique is best explained by self-perception theory, which suggests that people infer their own attitudes and beliefs by observing their own behavior. This technique involves starting with a small request, and then gradually increasing the size of the request until the desired behavior is achieved.

Question 6

Researchers asked some subjects to be unpaid counselors to delinquents for two years,and then asked them to take the delinquents to the zoo once.Other subjects were asked only to be unpaid counselors.Still other subjects were only asked to take the delinquents to the zoo.Knowing what you know about compliance techniques,what were the results? In other words,when did people comply the most?

Accepted Answer

This is an example of the foot-in-the-door technique, where a small request (being a counselor) is made first, followed by a larger request (taking the delinquents to the zoo). More people complied with the zoo request when it was preceded by the counselor request, showing the effectiveness of this technique.

Question 7

The belief that we should honor a public agreement,even if the circumstances surrounding the agreement change,is the:

Accepted Answer

The norm for social commitment refers to the belief that once a public agreement is made, it should be honored regardless of changes in circumstances. This norm emphasizes the importance of sticking to commitments made in a social context.

Question 8

Violeta asks her friend to lend her 50 cents.After her friend gets out her wallet,Violeta changes her request and asks if she could actually have $5.Violeta has used:

Accepted Answer

The answer of Violeta asks her friend to lend her...

Question 9

All of the following are true about the foot-in-the-door effect EXCEPT which statement?

Accepted Answer

The foot-in-the-door effect is based on first complying with a small request and then being more likely to comply with a larger request later on. It is explained by self-perception theory, which suggests that our actions shape our attitudes and beliefs. Refusing a second request after complying with the first would likely result in dissonance, or the uncomfortable feeling of holding contradictory beliefs or attitudes.

Question 10

The door-in-the-face technique:

Accepted Answer

The door-in-the-face technique relies at least partly on the norm of reciprocity, where people feel obligated to say yes to a second, smaller request after being presented with and declining a larger, initial request. This technique has been shown to be effective in persuasion situations.

Question 11

Ms.Heacock has received a free T-shirt from the Animal Protection Association.After reviewing the request for donations,Ms.Heacock sends a check to the Animal Protection Association.Ms.Heacock's behavior illustrates the:

Accepted Answer

The norm of reciprocity refers to the expectation that when someone gives us something, we will feel obligated to give something back in return. Ms. Heacock receiving the free T-shirt and then sending a donation is an example of the norm of reciprocity in action.

Question 12

In Burger and Caldwell's foot-in-the-door study,the participants who showed the highest rates of compliance with a request to volunteer to help the homeless were:

Accepted Answer

In Burger and Caldwell's foot-in-the-door study, participants who signed a petition to help the homeless and were complimented on their charity showed the highest rates of compliance with a later request to volunteer to help the homeless. This suggests that the compliment served as a positive reinforcement of their initial helpful behavior and increased their likelihood of engaging in further helpful behavior.

Question 13

All of the flowing are reasons that researchers have suggested for the influence of scarcity on compliance EXCEPT which statement?

Accepted Answer

Researchers have suggested that scarcity increases compliance because people believe that scarce items are more valuable and desirable. Additionally, people may feel a sense of urgency to obtain scarce items before they are gone. Scarce items may also attract closer scrutiny, increasing attention and desire. However, there is no evidence to suggest that people experience less dissonance after choosing a scarce item. In fact, some studies have found that choosing a scarce item can actually increase dissonance, as people justify their choice to themselves and others.

Question 14

Zoltan is trying to decide where to go on his lunch break.He remembers that yesterday three of his coworkers whom he especially admires went to a Thai food restaurant.Research suggests he will likely go to the Thai restaurant because of:

Accepted Answer

Zoltan is likely influenced by social proof, where he sees his coworkers going to a Thai restaurant and assumes it must be a good choice. Normative influence (A) would involve pressure to conform to societal norms, which is not present in this situation. The norm for social commitment (B) would involve feeling obligated to follow through on a commitment made to others, which also does not apply. Reciprocity (C) would involve feeling indebted to someone who has given us something, which is not relevant to this situation.

Question 15

Joaquin is at a car lot.A salesperson named Lucy has offered him a car he wants at a price that he agrees to accept.Lucy goes inside the staff room and a few minutes later a new salesperson,Sahana,comes out.Sahana tells Joaquin that there was actually a miscommunication and the price of the car is somewhat higher.If the lowball works,then what will Joaquin do?

Accepted Answer

The lowball technique involves initially offering a lower price to get someone to agree to a purchase and then raising the price in hopes that the person will still agree to the purchase due to the initial commitment. If the lowball technique works on Joaquin, he will pay the new, higher price for the car.

Question 16

"Buy Bambi on DVD now before it is sealed in the Disney vault" is an example of:

Accepted Answer

The statement is using the principle of scarcity to encourage people to buy the DVD before it becomes unavailable.

Question 17

Cialdini's (1978)study on the lowballing technique,involving student participation in a psychological experiment,found that:

Accepted Answer

Cialdini's study found that participants who were asked to sign up for the study before being told the early start time were more likely to attend compared to those who were told the start time first. This is known as the lowballing technique, where individuals agree to a request and then later find out the costs or drawbacks associated with the request but still feel obligated to comply.

Question 18

The payment schedule of the Rev.Jim Jones' People's Temple,where individuals began by making a small contribution and then escalated to a larger contribution,illustrates the effectiveness of applying:

Accepted Answer

The payment schedule of the People's Temple is an example of the foot-in-the-door technique, where individuals are initially asked to make a small commitment, with the expectation that they will later be more likely to make a larger commitment. This gradual escalation was used by Jim Jones to gain control over the members and manipulate their behavior.

Question 19

All of the following are true about social proof EXCEPT which statement?

Accepted Answer

Social proof is more likely to occur in collectivist cultures where individuals place a higher value on group harmony and conformity. Individualistic cultures place a higher value on independence and personal freedom, making social proof less of a driving force for conformity. Therefore, statement A is false.

Question 20

In a study by Regan,subjects worked alongside a confederate who was either likeable or rude.In one condition the confederate came back from a break and gave the participant a can of Coke.In another condition the participant received a can of Coke from the experimenter.In a third condition the participant did not receive a can of Coke at the break.At the end of the experiment the confederate asked the participant to buy some lottery tickets.What did the result of this study reveal?

Accepted Answer

The study demonstrated the principle of reciprocity, showing that participants were more likely to buy lottery tickets from the confederate if they had received a Coke from them, indicating that a small favor led to a sense of obligation to reciprocate.

Quiz 7: Social Influence

In the _ technique,a person is presented with a larger request before being presented with the real request;in the _ technique,a person is presented with a smaller request before being presented with the real request.

_ is a technique that works based on the norm for social commitment,whereas _ is a technique that works based on self-perception theory.