Question 1

The tendency for people who have first agreed to a small request to comply later to a larger request is called the _______ phenomenon.
A)foot-in-the-door
B)lowball
C)compliance
D)conformity

Accepted Answer

The foot-in-the-door phenomenon refers to the tendency for people to agree to a larger request after agreeing to a smaller initial request, as if they have put their "foot in the door" and are more likely to continue to comply. The lowball technique involves getting a commitment from someone and then raising the cost or changing the terms of that commitment, while conformity refers to adjusting one's behavior or beliefs to match those of a group. Compliance is a broad term that can refer to any type of behavior change or agreement.

Question 2

The research indicates that if you wish to love someone more,you should
A)let them do favors for you.
B)ignore their negative traits.
C)act as if you do.
D)focus on their positive traits.

Accepted Answer

The answer of The research indicates that if you wish...

Question 3

People are _________ to comply with a large request if they comply with a small request first.
A)less likely
B)more likely
C)not likely
D)not influenced

Accepted Answer

This is known as the foot-in-the-door technique, where agreeing to a small request first makes a person more likely to agree to a larger request later on. Studies have shown that this technique can be effective in persuading people to comply with a larger request.

Question 4

Which of the following theories assumes that to reduce discomfort,we justify our actions to ourselves?
A)self-presentation theory
B)self-consistency theory
C)cognitive dissonance theory
D)self-perception theory

Accepted Answer

Cognitive dissonance theory states that when individuals experience psychological discomfort or dissonance, they are motivated to reduce this discomfort by justifying their actions or beliefs to themselves. This justification can involve changing their attitudes or beliefs to make them more consistent with their actions, or by adding new attitudes or beliefs that help to reduce the dissonance.

Question 5

Impression management is to _______ as cognitive dissonance is to _______.
A)overjustification;insufficient justification
B)Bem;Festinger
C)self-monitoring;self-presentation
D)self-presentation;self-justification

Accepted Answer

Impression management involves presenting a certain image of oneself to others, while cognitive dissonance is the psychological discomfort that arises from holding conflicting beliefs or engaging in behaviors that contradict one's beliefs. Self-presentation is a key component of impression management, while self-justification is a key component of cognitive dissonance. Therefore, the best comparison is between self-presentation (impression management) and self-justification (cognitive dissonance), making choice D the correct answer.

Question 6

As mentioned in the textbook,the daily flag salute by school children in the U.S.is an attempt to use _______ to build _______.
A)compliance;attitudes
B)public beliefs;private conformity
C)public conformity;private beliefs
D)conformity;compliance

Accepted Answer

The daily flag salute is an example of public conformity, where children outwardly conform to a behavior (saluting the flag) with the intention of fostering private beliefs (patriotism or national loyalty).

Question 7

Research in France found that having people first sign a petition against landmines increased the likelihood that Internet users would contribute to a fund for victims of landmines.This is an example of the _______ phenomenon.
A)foot-in-the-door
B)lowball
C)compliance
D)conformity

Accepted Answer

The foot-in-the-door phenomenon refers to the tendency for people to be more willing to comply with a large request after they have first agreed to a smaller request. In this case, signing a petition against landmines is the smaller request, and contributing to a fund for victims of landmines is the larger request. Therefore, the fact that signing the petition increased the likelihood of contributing to the fund is an example of the foot-in-the-door phenomenon. The other options do not accurately describe this situation.

Question 8

Which of the following theories assumes that for strategic reasons,we express attitudes that make us appear consistent?
A)self-presentation theory
B)self-consistency theory
C)cognitive dissonance theory
D)self-perception theory

Accepted Answer

Self-presentation theory assumes that we express attitudes that make us appear consistent for strategic reasons, such as wanting to present ourselves in a positive light to others.

Question 9

The tension that arises when one is simultaneously aware of two inconsistent cognitions is called
A)cognitive tension.
B)cognitive inconsistency.
C)cognitive dissonance.
D)cognitive interference.

Accepted Answer

The term that describes the discomfort one feels when holding two contradictory thoughts or beliefs is cognitive dissonance. The discomfort arises from the inconsistency between the beliefs or thoughts and causes inner psychological pressure to resolve it through changing one of the beliefs.

Question 10

Following the U.S.Supreme Court's 1954 decision to desegregate schools,the percentage of European-Americans favoring integrated schools more than doubled.This is an example of how
A)attitudes influence behavior when they are specific to the behavior examined.
B)attitudes influence behavior when they are potent.
C)moral attitudes feed moral actions.
D)moral actions feed moral attitudes.

Accepted Answer

The increase in support for integrated schools following the Supreme Court's decision illustrates how moral actions (desegregation) can lead to changes in moral attitudes (increased favor for integration).

Question 11

Impression management,or making a good impression by being consistent in our behavior,is another term for
A)self-presentation theory.
B)self-consistency theory.
C)cognitive dissonance theory.
D)self-perception theory.

Accepted Answer

Impression management is the process of making a good impression by controlling or manipulating the information that others see about us. This is the central idea behind self-presentation theory, which argues that people are motivated to present themselves in a positive light to others. The goal is to create a favorable impression in the eyes of others, thereby gaining social status, approval, or other desired outcomes. Therefore, option A is the best choice.

Question 12

Research revealed that the POWs of the Korean War were brainwashed through the tactic of
A)torture and punishment.
B)gradually escalating demands,or "start small and build."
C)attitude adjustment.
D)confidence-building.

Accepted Answer

Research has shown that the POWs of the Korean War were brainwashed through the tactic of gradually escalating demands, or "start small and build." This involved starting with small requests or demands and gradually increasing them over time, until the POWs began to comply with even the most extreme and unreasonable requests. This strategy was designed to break down the willpower and resistance of the prisoners, making them more susceptible to further manipulation and control.

Question 13

No one wants to look foolishly inconsistent,according to _______ theory.
A)self-perception
B)self-justification
C)self-presentation
D)social orientation

Accepted Answer

Self-presentation theory suggests that individuals are motivated to present themselves in a manner that is socially acceptable and desirable. This includes avoiding behaviors or statements that might make them appear inconsistent, as doing so could negatively impact how they are perceived by others.

Question 14

Interested in purchasing a digital camera,you find one priced extremely low.As you are about to purchase the camera,you find that it does not come with a power cord,memory card,or battery.You purchase all of these separately.The total cost surpasses what another store had listed the camera as at a higher price,but included all the accessories.You have been a victim of the _______ technique.
A)foot-in-the-door
B)lowball
C)compliance
D)conformity

Accepted Answer

The scenario described is an example of the lowball technique, where a seller advertises a product at an unusually low price to attract buyers, but then reveals hidden costs or fees that raise the total cost of the purchase. This can create a sense of commitment to the purchase, making the buyer less likely to back out even if the final cost exceeds their budget or expectations.

Question 15

If the number of people in favor of gay and lesbian marriage increases after a law is passed allowing for such,this would be an example of how
A)attitudes influence behavior when they are specific to the behavior examined.
B)attitudes influence behavior when they are potent.
C)moral attitudes feed moral actions.
D)moral actions feed moral attitudes.

Accepted Answer

This is an example of how moral actions feed moral attitudes. As more people engage in same-sex marriages, those who were previously opposed may see the positive outcomes of such marriages and shift their attitudes towards acceptance.

Question 16

Research indicates that harming an innocent victim,especially voluntarily,leads one to
A)feel increasingly guilty.
B)disparage the victim to justify the behavior.
C)act more kindly toward others.
D)become more aggressive toward others.

Accepted Answer

When someone harms an innocent victim, especially voluntarily, they may experience cognitive dissonance. To reduce this discomfort, they may justify their behavior by disparaging the victim, blaming the victim or minimizing the harm done. This can lead to a "blame the victim" mentality and an increased likelihood of justifying further aggressive or harmful behaviors towards others.

Question 17

Research on how behavior affects our attitudes suggests all the findings EXCEPT that
A)people don't adapt what they say to please their listeners.
B)people are quicker to tell people good news rather than bad.
C)people adjust their message toward their listener's position.
D)people adjust their message to their listeners,and having done so,believe the altered message.

Accepted Answer

Research has shown that people often adapt what they say to please their listeners, which can affect their attitudes. This phenomenon is known as social desirability bias.

Question 18

The fact that 76 percent of Californians agreed to install a huge ugly sign in their front yard after first being approached with a small request two weeks earlier exemplifies the _______ phenomenon.
A)foot-in-the-door
B)lowball
C)compliance
D)conformity

Accepted Answer

The foot-in-the-door phenomenon refers to the tendency for people to comply with a larger request after first agreeing to a smaller one. In this scenario, the small initial request was likely something innocuous, such as signing a petition or displaying a small sticker in support of a cause. After agreeing to the initial request, people may have felt a sense of commitment or consistency and were more likely to comply with the larger request of displaying a large sign in their front yard.

Question 19

A variation of the foot-in-the-door technique is often used by car dealers,because it typically results in people complying with higher and higher requests.It is called the _______ technique.
A)foot-in-the-door
B)lowball
C)compliance
D)conformity

Accepted Answer

The technique described in the question - where a small request is followed by increasingly larger requests - is known as the lowball technique. This is a tactic often employed by car dealerships where a customer initially agrees to purchase a car at a seemingly low price, but then is presented with additional fees and extras that drive up the final price. Despite the increased cost, many customers comply with these requests due to the initial commitment they made to the purchase. The foot-in-the-door technique, on the other hand, involves making a small request to increase the likelihood of compliance with a larger request later on. Compliance and conformity, while related concepts, do not specifically refer to these persuasion techniques.

Question 20

If you are asked to participate in a research study without knowing the start time,you are _______ to participate than if you were aware that the study began at 7 am.
A)less likely
B)more likely
C)just as likely
D)much less likely

Accepted Answer

The answer of If you are asked to participate in...

Quiz 4: Behavior and Attitudes

The tendency for people who have first agreed to a small request to comply later to a larger request is called the _______ phenomenon.

The research indicates that if you wish to love someone more,you should

People are _________ to comply with a large request if they comply with a small request first.

Which of the following theories assumes that to reduce discomfort,we justify our actions to ourselves?

Impression management is to _ as cognitive dissonance is to _.

As mentioned in the textbook,the daily flag salute by school children in the U.S.is an attempt to use _ to build _.

Research in France found that having people first sign a petition against landmines increased the likelihood that Internet users would contribute to a fund for victims of landmines.This is an example of the _______ phenomenon.

Which of the following theories assumes that for strategic reasons,we express attitudes that make us appear consistent?

The tension that arises when one is simultaneously aware of two inconsistent cognitions is called

Following the U.S.Supreme Court's 1954 decision to desegregate schools,the percentage of European-Americans favoring integrated schools more than doubled.This is an example of how

Impression management,or making a good impression by being consistent in our behavior,is another term for

Research revealed that the POWs of the Korean War were brainwashed through the tactic of

No one wants to look foolishly inconsistent,according to _______ theory.

If the number of people in favor of gay and lesbian marriage increases after a law is passed allowing for such,this would be an example of how

Research indicates that harming an innocent victim,especially voluntarily,leads one to

Research on how behavior affects our attitudes suggests all the findings EXCEPT that

The fact that 76 percent of Californians agreed to install a huge ugly sign in their front yard after first being approached with a small request two weeks earlier exemplifies the _______ phenomenon.

A variation of the foot-in-the-door technique is often used by car dealers,because it typically results in people complying with higher and higher requests.It is called the _______ technique.

If you are asked to participate in a research study without knowing the start time,you are _______ to participate than if you were aware that the study began at 7 am.