Question 1

What is the sole concept that does not increase compliance when using the door-in-the-face technique?

Accepted Answer

The door-in-the-face technique relies on the principle of reciprocal concessions rather than psychological commitment. This technique involves making a large request that is expected to be refused, followed by a smaller request. The effectiveness of this technique is primarily due to perceptual contrast and the target's feeling of obligation to reciprocate the concession made by the requester, not an increase in psychological commitment to the cause or request.

Question 2

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 the

Accepted Answer

The norm of reciprocity is a social norm where if someone does something for you, you then feel obligated to return the favor. By giving out free samples, the restaurant employees are hoping that people will feel a sense of obligation to buy something from their restaurant in return.

Question 3

As he was about to enter the mall, Evan was approached by someone and asked to wear a small green ribbon on his shirt to show his support for the "Save the Squirrels" campaign. Evan wasn't quite sure that squirrels were actually endangered, but he agreed to wear the ribbon. A week later, Evan was approached again and asked to contribute $10 to help save the squirrels. Though he would have rather spent his money elsewhere, he agreed. Evan has been the victim of the ____ technique.

Accepted Answer

The foot-in-the-door technique involves getting someone to agree to a small request first, thereby increasing the likelihood they will agree to a larger request later. Evan first agreed to wear a ribbon (small request) and later agreed to donate money (larger request).

Question 4

When she is asked what she should do when a friend does a favor for her, Marnie says, "I usually don't let anyone do favors for me. I don't like the idea that I would owe them something." Marine would describe people who do favors for her as

Accepted Answer

Marnie views people who do favors for her as creditors because she feels that she would owe them something in return, which aligns with the concept of a creditor being someone to whom a debt is owed.

Question 5

Lowballing uses which of the following concepts to stand as an effective conformity technique?

Accepted Answer

Lowballing is effective because it leverages the principle of commitment. Once an individual commits to an action or decision, they are more likely to follow through with it, even if the terms change unfavorably. This technique is often used in sales to get a commitment from a customer before revealing additional costs.

Question 6

Which of the following terms is referred to as the unspoken rule dictating that we should treat others as they have treated us?

Accepted Answer

The norm of reciprocity is the unspoken rule that suggests we should treat others as they have treated us, encouraging a mutual exchange of favors or kindnesses.

Question 7

The technique of getting a commitment from a potential customer and then changing the terms of the agreement is best described as

Accepted Answer

Lowballing is a strategy where an initial, more favorable offer is made to get an agreement from the potential customer, and then the terms are made less favorable.

Question 8

People who are especially likely to exploit the norm of reciprocity for personal gain can be identified by questionnaires that measure their

Accepted Answer

Reciprocation ideology is the belief system or mindset that emphasizes the importance of returning favors or responding in kind to the actions of others. People with a strong reciprocation ideology are more likely to exploit the norm of reciprocity for personal gain because they place a high value on the exchange of favors or benefits. This can be measured through questionnaires designed to assess an individual's beliefs and attitudes towards reciprocation and exchange in social interactions.

Question 9

A person from a collectivist culture is ____ to accept a free sample of food in a supermarket.

Accepted Answer

The answer of A person from a collectivist culture is...

Question 10

A person high in reciprocation wariness would most likely endorse which of the following statements?

Accepted Answer

Reciprocation wariness involves a cautious or skeptical view of interpersonal exchanges, where the individual may perceive potential negative consequences of accepting help or favors from others. Statement B reflects this mindset by suggesting that asking for help could lead to a loss of autonomy or control, aligning with the concept of reciprocation wariness.

Question 11

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

Accepted Answer

The door-in-the-face technique involves making a large request that is expected to be refused, followed by a smaller request that seems much more reasonable by comparison, which is what Jamie did by first asking for a one-week extension and then settling for a one-day extension.

Question 12

The foot-in-the-door technique takes particular advantage of the

Accepted Answer

The foot-in-the-door technique operates on the principle that agreeing to a small request increases the likelihood of agreeing to a larger request later, primarily because individuals want to maintain consistent self-perceptions.

Question 13

Clara calls potential research participants and asks if they would be willing to give blood. Once they have agreed to donate blood, she informs them that their donation is scheduled at 7:00 in the morning on a Saturday. Though most participants are not happy to hear this information, almost all of them do show up for the blood donation appointment. Clara has taken advantage of

Accepted Answer

Lowballing is a technique where an initial, more attractive offer is made to get an agreement, and then the terms are made less favorable. Clara first gets the participants to agree to donate blood, which they might find a reasonable request, and only after their agreement does she reveal the less attractive condition of the donation time. This strategy relies on the participants' commitment to the initial agreement, making them more likely to comply with the new, less favorable terms.

Question 14

Mara needs to borrow James's pen and is pondering how to ask him. She considers three options-asking for the pen outright without any reasoning, telling him that she needs the pen "to write something," or telling him that she needs it "to sign a letter." Which of the following statements is true ?

Accepted Answer

Research in social psychology suggests that providing a reason, even if minimal, tends to increase compliance with requests. Therefore, James is likely to comply equally with the "letter" plea and the "write something" plea, as both provide a reason, compared to an outright request without any reasoning.

Question 15

Jane bought her friends-Mayumi, Brenda, and Kate-drinks the last time they were out. The next time she needs to borrow money from one of them, who will feel the strongest need to reciprocate Jane's act of generosity?

Accepted Answer

The principle of reciprocity suggests that individuals feel compelled to return favors to those who have done something for them. Mayumi, being out with Jane the next night, is likely to feel the strongest immediate pressure to reciprocate Jane's previous act of generosity due to the proximity in time to the original act.

Question 16

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

Accepted Answer

The "that's-not-all" technique involves making an offer and then improving it before the customer has made a decision. Jerry's offer of six free oil changes after the initial sale proposition fits this description, as it adds value to the original offer in an attempt to persuade the customer to make a purchase.

Question 17

While driving down a street in a residential neighborhood, Aaron sees a sign in a yard that says, "Slow down! Jimmy and I like to play in the street!" This is quite a bit different than normal signs that admonish a driver to slow down. Aaron immediately slows his car down to a safe 15 miles per hour, and stays at that speed until the end of the street. What compliance technique was used to get him to slow down?

Accepted Answer

The pique technique involves making a request in an unusual manner to pique the target's interest, leading to greater compliance. In this scenario, the unique sign mentioning Jimmy playing in the street piqued Aaron's interest, making him more likely to comply with the request to slow down.

Question 18

The compliance technique in which compliance to a desired request is increased by first gaining compliance to a smaller, but related, request is called

Accepted Answer

The foot-in-the-door technique involves first getting a person to agree to a small request, which increases the likelihood of them agreeing to a larger request later. This method is based on the principle of consistency, where people are more likely to act in ways that are consistent with their previous actions.

Question 19

Natasha convinces Joel to take her to the airport by first asking him to loan her his car for a week. Her attempt to get Joel to do her a favor is most likely based on the principles of

Accepted Answer

This scenario illustrates the principle of reciprocal concessions, also known as the door-in-the-face technique, where Natasha first makes a large request (loaning her car for a week) followed by a smaller request (taking her to the airport). The perceptual contrast between the two requests makes the second seem more reasonable, increasing the likelihood that Joel will agree to it.

Question 20

Which of the following persons is considered a "creditor" in terms of their reciprocation ideology?

Accepted Answer

Bertram's behavior of being generous with friends in anticipation of future help aligns with the ideology of a creditor, as it implies an expectation of reciprocation or repayment for his generosity.

Quiz 7: Conformity