Question 1

Now that you are knowledgeable about all of the ways our behaviors are guided by norms, explain how you might resist being persuaded by a salesperson's use of the door-in-the-face technique.

Accepted Answer

The answer of Now that you are knowledgeable about all...

Question 2

Imagine that you are working on a research project in the lab of a well-respected professor. One of the graduate students who works in this lab is putting pressure on you and the other research assistants to falsify the data of the project you are all working on. Although the graduate student assures you that she will take full responsibility, you do not feel comfortable engaging in this type of dishonest behavior. What are 3 factors described in the text that might decrease the likelihood that

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The answer of Imagine that you are working on a...

Question 3

Briefly describe the method and the results of the classic obedience experiment by Stanley Milgram. Next, explain why Milgram found the results that he did. In your answer you should compare this classic experiment with variations on this experiment conducted by Milgram to address how a) characteristics of the authority figure, b) the setting, and c) feelings of dissonance all influenced the level of obedience displayed by his participants.

Accepted Answer

The answer of Briefly describe the method and the results...

Question 4

You are a door-to-door salesperson selling car cleaning products and you are interested in determining whether the norm of reciprocity or the norm of commitment is the more powerful tactic to help sell your product. Explain how you could use the norm of reciprocity at half of the houses you visit and the norm of commitment at the other half of houses you visit. In your explanations, you should provide enough detail to illustrate exactly how you will use each technique to maximize its effectiven

Accepted Answer

The answer of You are a door-to-door salesperson selling car...

Question 5

Explain how you could use descriptive norms to encourage students to engage in safe sex. Next, how might the students' motivation and ability determine whether descriptive or injunctive norms are used to encourage safe sex behavior? Explain.

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The answer of Explain how you could use descriptive norms...

Question 6

The findings from the Stanford prison experiment are often described as resulting from "the power of the situation." What are 3 other possible explanations of these findings?

Accepted Answer

The answer of The findings from the Stanford prison experiment...

Question 7

A lot of research has examined how to harness the power of social norms to encourage people to be more eco-friendly. Briefly describe 2 studies that have demonstrated the effectiveness of social norms and how you could apply the results of those studies to encourage the people in your community to be more eco-friendly.

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The answer of A lot of research has examined how...

Question 8

Dr. Joyce is trying to get her patients from low socioeconomic backgrounds to eat more fruits and vegetables. Use what you know about social norms and the 1943 study by Lewin to encourage these patients to eat more healthy foods.

Accepted Answer

The answer of Dr. Joyce is trying to get her...

Question 9

In which of the following situations will the norms against littering be most accessible?

Accepted Answer

The norms against littering are most easily accessible in an environment that is spotlessly clean because the contrast highlights the deviation from the norm.

Question 10

In 1943, Lewin conducted a study in which the goal was to encourage homemakers to serve their families more readily available and inexpensive cuts of meat. In which condition was Lewin most successful in getting the homemakers to try these cuts of meat?

Accepted Answer

In the condition in which small groups of homemakers got together and discussed the different cuts of meat. This is known as the group discussion condition, and it was found to be most effective in Lewin's study. By discussing the different cuts of meat with their peers, the homemakers were able to share ideas and gain support for trying new things. Additionally, the group setting may have promoted a sense of social norms, making it more acceptable to try new cuts of meat.

Question 11

According to the text, which of the following provides the best explanation for why we follow the norms of important in-groups?

Accepted Answer

Following the norms of important in-groups is often driven by an intrinsic desire to belong and align with the values and behaviors of the group, rather than solely due to external pressures or systematic processing. This internal motivation helps maintain social cohesion and personal identity within the group context.

Question 12

At the beginning of Chapter 10, the authors provide examples of individuals on Facebook showing their support for gay rights, of an elderly couple being taken advantage of, and of a hoax at a fast food restaurant. According to the text, what do each of these examples have in common?

Accepted Answer

The answer of At the beginning of Chapter 10, the...

Question 13

Whose behavior is most likely to reflect their own personal attitudes instead of prevailing group norms?

Accepted Answer

In a Milgram-style obedience study, the presence of a mirror can make individuals more self-aware, leading them to act more in accordance with their personal attitudes and values rather than conforming to the group norms or authority figures' expectations.

Question 14

According to the theory of planned behavior, whose intention to lose weight will be most influenced by social norms?

Accepted Answer

Social norms refer to the perceived expectations or opinions of others in one's social environment. Lauren's family members encouraging her to lose weight creates a positive social norm for her to adhere to, making her intention to lose weight more influenced by social norms compared to the other options. Molly's lack of time and Jennifer's feeling of lack of control over weight loss are not related to social norms.

Question 15

Attitudes and norms are most likely to influence behavior most directly when:

Accepted Answer

When people lack motivation to process information deeply, they are likely to rely on heuristics or automatic processing to guide their behavior. In this case, attitudes and norms can have a more direct influence on behavior as they act as mental shortcuts that don't require extensive cognitive resources to process.

Question 16

In a classic study on the door-in-the-face technique by Cialdini and colleagues (1975), participants were stopped as they walked across campus and asked if they would take a group of juvenile delinquents to the zoo. The researchers found the greatest agreement with this request in which of the following conditions?

Accepted Answer

The greatest agreement was found when participants were first asked to commit to a much larger request (spending 2 years as a counselor) and then presented with the smaller request of taking the juveniles to the zoo. This is a classic example of the door-in-the-face technique, where a large, likely-to-be-refused request is followed by a smaller, more reasonable request.

Question 17

__________ is a technique in which an influencer makes a huge request that is sure to be rejected, and then follows that request up with a smaller request that looks like a concession.

Accepted Answer

The described technique is known as the door-in-the-face technique. The influencer starts with a large request that is likely to be refused, but then presents a smaller request that seems more reasonable in comparison. This technique is often used to increase compliance with the smaller request.

Question 18

Results of a study by Burger and colleagues (2006) showed that participants were most likely to do a favor for a confederate when:

Accepted Answer

Burger and colleagues (2006) found that participants were most likely to do a favor for a confederate when both the participant and the confederate had previously done favors for each other. This suggests that there is a reciprocity norm in play, where participants feel obligated to help someone who has helped them in the past.

Question 19

In some situations, norm violators are perceived to have higher status and ability.

Accepted Answer

In certain contexts or social groups, violating a norm can be seen as a sign of bravery or confidence, which can increase the perceived status and ability of the norm violator. However, this is not universally true and depends on the specific norm and social context.

Question 20

People are more likely to obey managers who they perceive to be legitimate authorities.

Accepted Answer

This is a well-studied phenomenon in the field of organizational behavior. When individuals perceive their managers as legitimate authorities, they are more likely to comply with their requests and directions. Legitimacy can come from a variety of factors, such as the manager's position within the organization, their expertise or experience, or their personal traits and behaviors.

Quiz 10: Norms and Behavior