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Exam 8: Social Influence

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Question 41

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What did Cialdini call people who depend upon their ability persuade other people?

A) Compliance professionals
B) Obedience professionals
C) Conformity specialists
D) Obedience specialists

E) B) and D)
F) C) and D)

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Question 42

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A friend asks you to donate an hour of your time to help out at a local soup kitchen. After agreeing to and fulfilling this request, she then asks you if you would be willing to spend one day a month volunteering at this soup kitchen. Your friend is using what type of compliance technique to persuade you to spend more time at the soup kitchen?

A) Door-in-the-face technique
B) Foot-in-the-door technique
C) Lowball technique
D) That's-not-all technique

E) A) and B)
F) A) and C)

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Question 43

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Which type of norm is most closely associated with understanding and adhering to the moral rules of a society?

The door-in-the-face technique and the that's-not-all technique depend on the notion of:

Based on research on compliance presented in your textbook, which of the following statements is MOST true?

___________ describe patterns of behaviour that are accepted as normal, and to which an individual is expected to conform.

Your textbook describes an experiment where confederates asked participants if they could cut in line to make photocopies. Participant compliance was highest when ________, and lowest when ________.

Define the concept of social norms. How did Muzafer Sherif's study illustrate the impact of social norms on people's beliefs?

You are doing a group project with eight other people and it's due in one week. One group member suggests that it shouldn't be very hard to finish it up and that it can be completed the night before it needs to be handed in. You feel that this is a bad idea but nobody else seems to be reacting negatively to his suggestion. Later you find out that others also believed that his plan bad idea. This illustrates an example of:

Solomon Asch conducted a study where he had participants select which of three lines was the same length as a comparison line. Confederates who were part of the experiment were instructed to give the same wrong answer. Asch was interested in the extent to which participants conformed to the wrong the answer. Asch found that:

Muzafer Sherif conducted a study where he had participants estimate how far a light 'moved' in a dark room. When participants were placed together in the dark room, he found that after several trials their estimates began to converge. What did he find happened to participants' estimates after testing them again individually?

Compliance is a form of social influence in which an individual orders another individual to do something.

Julia doesn't like to drink but decides to drink with her sorority sisters anyway because she wants to fit in and be liked by her new friends. This illustrates a form of:

Symbolic social influence can prevent us from acting in ways that may harm us.

What do conformity, obedience, and persuasion all have in common?

Your sibling is using the that's-not-all technique when she asks to borrow your car then follows that with the request to borrow your new sweater.

Which of the following factors is associated with decreased conformity?

Name and elaborate on two strategies that can be used to resist obedience.

Injunctive norms concern how people typically behave.

________ is a type of norm misperception that occurs when each individual in a group privately rejects the norms of the group, but believes that others accept them.