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Chapter 1 Summary - Cialdini
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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?

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

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

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

    What is the main purpose of the text?

    <p>To explain the advantages and disadvantages of automatic behavior patterns.</p> 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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    Description

    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.

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