Question 1

One principle of social proof, _____, suggests that once we know others in the neighborhood or at the store are engaged in a behavior, we are more likely to do it, too.

Accepted Answer

The principle of social proof related to consensus suggests that people are more likely to engage in a behavior if they see others doing it, as it provides a form of validation or proof that the behavior is acceptable or desirable.

Question 2

We are more influenced by a social proof if we see ourselves as _______ others engaged in the behavior.

Accepted Answer

Social proof is a psychological phenomenon where people copy the actions of others in an attempt to undertake behavior in a given situation. We are more influenced by social proof when we perceive ourselves as similar to those engaged in the behavior, as it makes the behavior seem more relevant and appropriate for us.

Question 3

According to the principle of ______, we are more likely to agree to a request when the person asking is someone we like.

Accepted Answer

The principle of liking states that people are more likely to be influenced or persuaded by individuals whom they like. This principle is often leveraged in marketing and persuasion strategies, where familiarity, similarity, or other factors that increase likability can make a message more persuasive.

Question 4

Rhonda gets frustrated because the kids on the block are always selling something for their respective schools. Her husband, Josh, asks, "Why do you buy stuff from Jocelyn and not Karl?" "Easy," said Rhonda, "because she's nice." What principle of compliance is at work here?

Accepted Answer

The answer of Rhonda gets frustrated because the kids on...

Question 5

One stereotype concerning politicians is they never miss the opportunity to have their picture taken with a baby. If this stereotype is true, it is based on the concept of associating yourself with something

Accepted Answer

Politicians often have their picture taken with babies to associate themselves with something likeable and sympathetic, which can help them win votes.

Question 6

The principle of ________suggests we are more likely to comply to a request made by someone in charge.

Accepted Answer

The principle of authority suggests that people are more likely to follow directions or comply with requests made by someone perceived as an authority figure or someone in charge. This is because authority figures are often seen as more knowledgeable or trustworthy.

Question 7

Elisabeth attended a concert with her dad and proceeded to stand on the chair and scream for the band. Although her father tried to get her down twice, Elisabeth refused. A security guard asked her once, and she complied, behaving for the rest of the concert. Which principle of compliance was at work here?

Accepted Answer

The principle of authority was at work here because Elisabeth complied with the request when it came from a security guard, a figure of authority, rather than her father. Authority figures carry perceived power or influence, which can lead to higher rates of compliance.

Question 8

A study by Peters & Ceci (1982) illustrating the influence of authority chose 12 published articles by well-known authors from important universities and changed the names and affiliations to unfamiliar names. The articles were resubmitted to the same journals. How many articles were accepted for publication under these circumstances?

Accepted Answer

The study by Peters & Ceci (1982) found that only 1 of the 12 resubmitted articles was accepted for publication when the names and affiliations were changed to those less well-known, illustrating the influence of authority and reputation in the academic publishing process.

Question 9

Participants were asked to pick up a paper bag by either an individual dressed in a security guard's uniform or in plain clothes. How did clothing influence compliance rates in this study?

Accepted Answer

The correct answer is A because clothing can significantly influence compliance rates due to perceived authority. In this study, a higher compliance rate was observed when the request was made by an individual dressed in a security guard's uniform compared to when the request was made by someone in plain clothes. This demonstrates the impact of authority symbols, such as uniforms, on people's willingness to comply with requests.

Question 10

Wanting something more when the availability appears to be limited is also known as the principle of

Accepted Answer

The principle of scarcity explains how people find items or opportunities more attractive when their availability is limited. This principle suggests that the fear of missing out (FOMO) can drive people to desire something more when they believe it is scarce or hard to obtain.

Question 11

The concept of limited edition artwork, collectibles, or ice cream relies on the principle of __________ to get customers to buy and buy quickly.

Accepted Answer

The principle of scarcity is used in marketing limited edition items to create a sense of urgency among consumers, encouraging them to purchase quickly before the item is no longer available.

Question 12

Whitney searched for the last pair of rhinestone earrings at the store. Turning to her friend, she said, "If I don't go ahead and get these, I won't have them for the wedding." This is an example of the principle of

Accepted Answer

Whitney's statement reflects the principle of scarcity, as she implies that the earrings are in limited supply and she must act quickly to obtain them before they are gone.

Question 13

Retail stores capitalize on the principle of __________ with sales that indicate the offer is time limited.

Accepted Answer

Scarcity is the principle being utilized when retail stores advertise sales as time-limited, suggesting that the opportunity to purchase at lower prices won't last forever, which can increase the perceived value of the offer and urgency to buy.

Question 14

Humans have the need to control their own destinies and choices. As a result, when this need is threatened, we work harder to maintain this freedom. According to Brehm & Brehm (2013), this effortful response is known as

Accepted Answer

Psychological reactance is the term used to describe the motivational arousal (to regain freedom) that occurs when people perceive their freedom to choose is being limited or threatened. This concept was detailed by Brehm & Brehm in their work on reactance theory.

Question 15

Anderson was told he would never pass calculus. As a result, he worked harder than ever and passed with a B. Anderson's response to being told he wouldn't do well is also known as

Accepted Answer

Anderson's response is an example of psychological reactance, a phenomenon where individuals show a strong reaction to regain their freedom when they feel it is being threatened or restricted, in this case, by proving he could indeed pass calculus despite expectations.

Question 16

According to Hamilton, being interested in a romantic partner who isn't interested in you may be a form of

Accepted Answer

According to Hamilton, being interested in a romantic partner who isn't interested in you may be a form of psychological reactance. This concept suggests that when people feel their freedom to choose is limited or threatened, they may desire the option more strongly, which can apply to unreciprocated romantic interest.

Question 17

____________ occurs when you agree to a request from an authority figure to avoid a negative consequence.

Accepted Answer

Obedience involves following the orders or requests of an authority figure, often to avoid negative consequences.

Question 18

Audrey agreed to do her homework when her mother asked in order to avoid punishment. In this case, agreeing to the request is an example of

Accepted Answer

Audrey agreed to do her homework when her mother asked in order to avoid punishment. This is an example of obedience because Audrey is following her mother's request in order to avoid negative consequences.

Question 19

Milgram's (1974) Yale study investigated factors influencing

Accepted Answer

Milgram's study primarily investigated obedience, specifically how far individuals would go in obeying an authority figure even when asked to perform actions conflicting with their personal conscience.

Question 20

Obedience is distinguished from compliance by the addition of a ___________ for refusal.

Accepted Answer

Obedience involves following orders or commands from an authority figure, and it is distinguished from compliance by the addition of a negative consequence for refusal. Compliance is more about agreeing to requests from peers without the presence of authority or the threat of negative consequences.

Quiz 6: Social Influence in Our Relations With Others