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Chapter 1 Summary - Cialdini

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Questions and Answers

Which term is used by ethologists to describe the rigid and mechanical patterns of behavior observed in many animal species?

Automatic responding

Trigger features

Fixed-action patterns (correct)

Mindless fashion

What is the advantage of the automatic behavior patterns exhibited by both humans and animals?

They are vulnerable to manipulation by other individuals seeking to stimulate desired behaviors.

They preserve crucial time, energy, and mental capacity by reacting to a single trigger feature. (correct)

They allow individuals to carefully analyze each piece of information in a situation.

They increase the chances of error in decision-making.

What is the disadvantage of the automatic behavior patterns exhibited by both humans and animals?

They increase the chances of error, especially when responding in an automatic, mindless fashion. (correct)

They are efficient and economical.

They are triggered by a single feature of the relevant information in the situation.

They allow individuals to decide on a correct course of action without having to analyze the situation carefully.

How can other individuals seek to profit by exploiting the automatic behavior patterns of humans and animals?

By arranging through manipulation of trigger features to stimulate a desired behavior at inappropriate times. Signup and view all the answers

What is the relationship between the automatic behavior patterns of humans and animals described in the text?

They are similar in their tendency to be triggered by a single feature of the relevant information. Signup and view all the answers

What is the main purpose of the text?

To explain the advantages and disadvantages of automatic behavior patterns. Signup and view all the answers

Study Notes

Fixed-Action Patterns in Animal Behavior

Ethologists have observed that many animal species exhibit rigid and mechanical patterns of behavior in their natural environments.
These patterns are known as fixed-action patterns, and they are similar to automatic responding in humans.
Fixed-action patterns are triggered by a single feature of the relevant information in a situation, known as the trigger feature.

Advantages of Shortcut Responding

Shortcut responding allows individuals to make quick decisions without analyzing all available information, preserving time, energy, and mental capacity.
This efficiency and economy in decision-making can be valuable in many situations.

Disadvantages of Shortcut Responding

Shortcut responding can lead to silly and costly mistakes, as individuals react to only a piece of the available information.
The chances of error increase when responding in an automatic, mindless fashion.
The risk of error is further increased when others manipulate trigger features to stimulate desired behaviors at inappropriate times.

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Test your knowledge on fixed-action patterns observed in animal behavior, and the similarities to automatic responses in humans triggered by specific features of a situation.