Influence: Science and Practice - Chapter 4 - Foot In The Door Technique

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What is the central idea behind the Theory of Effort Justification?

The more difficult it is to achieve a goal, the less worthwhile it is perceived to be.

A goal is believed to be worthwhile if individuals have worked hard to achieve it. (correct)

Effort justification is a conscious process that individuals engage in to feel better about their accomplishments.

Higher effort exerted to gain membership in a group makes the applicant perceive the group less favorably.

What was one of the key findings of the Aronson and Mills Experiment in the 1950's?

Women who underwent a tough initiation found the group less favorable overall.

Women who read vulgar words found the group uninteresting and rated their peers lower. (correct)

Women who read non-vulgar words were more likely to justify the effort needed for group membership.

Women rated the group as equally interesting regardless of the words they read.

What is the role of Cognitive Dissonance in effort justification?

It encourages individuals to abandon goals that require too much effort.

It helps individuals justify the effort needed to achieve a goal that may not be rewarding. (correct)

It discourages individuals from exerting high effort to gain group membership.

It leads individuals to believe that easy goals are more worthwhile than difficult ones.

How do college students' hazing practices align with the Theory of Effort Justification?

College students engage in hazing practices to justify the effort needed for group membership. Signup and view all the answers

According to Reactance Theory, why do individuals become rebellious towards authority?

Individuals do not want their freedoms threatened or be told what to do. Signup and view all the answers

How does the experiment with university toilet stalls contribute to understanding reactant behavior?

"Authoritative" signs were more effective in preventing writing on walls due to reactant behavior. Signup and view all the answers

What is one way suggested in the text to prevent reactant behavior in educational contexts?

"You might want to go to bed soon" is recommended as it evokes freedom and compliance. Signup and view all the answers

'Please do not write on these walls' is an example of which type of request according to Reactance Theory?

"Submissive" Signup and view all the answers

'Do not write on walls under any circumstances' is an example of which type of request according to Reactance Theory?

"Authoritative" Signup and view all the answers

Which statement aligns with the fundamental need for freedom of choice according to Reactance Theory?

Being told what they can and cannot do restricts individuals' autonomy. Signup and view all the answers

What is cognitive dissonance like, according to the text?

A motivating and uncomfortable state Signup and view all the answers

According to Eliot Aronson, what happens when individuals receive information that contradicts a fundamental concept of themselves?

It is extremely painful Signup and view all the answers

What does confirmation bias involve, based on the text?

Ignoring or forgetting data that goes against our beliefs Signup and view all the answers

What is the pyramid of choice concept used to illustrate?

The internal conflict between beliefs and actions Signup and view all the answers

How is cognitive dissonance described in relation to lying?

Lying involves conscious awareness, unlike cognitive dissonance Signup and view all the answers

In the context of the text, what does the 'but you are free to accept or refuse' condition aim to achieve?

Boost participation rates Signup and view all the answers

How do good people often react when faced with justifying their bad actions as per the text?

They avoid confronting cognitive dissonance by denying their actions Signup and view all the answers

What does cognitive dissonance feel like, as explained in the text?

'Physically uncomfortable' Signup and view all the answers

What is the main role of cognitive dissonance in decision-making, based on the text?

'Resolving internal conflicts' Signup and view all the answers

What can we deduce about individuals from their reaction to information that contradicts their self-concept?

It is a painful experience for them Signup and view all the answers

Which of the following statements accurately describes the phenomenon observed in the Freedman & Fraser study?

People were more likely to comply with a larger request after initially agreeing to a smaller one. Signup and view all the answers

What psychological tendency does the text suggest is responsible for the increased compliance observed in the Freedman & Fraser study?

The tendency to seek consistency with our past actions and public commitments. Signup and view all the answers

Based on the information provided, which of the following statements is NOT a valid interpretation of the findings from the Freedman & Fraser study?

The increased compliance is primarily driven by a desire to appear consistent to others, rather than an actual change in personal beliefs or attitudes. Signup and view all the answers

What is one of the suggested benefits of appearing consistent with our public commitments?

Increased social status and respect from others. Signup and view all the answers

Which of the following statements accurately describes the relationship between the horse racing example and the Freedman & Fraser study, as presented in the text?

The horse racing example illustrates the psychological tendency to seek consistency, while the Freedman & Fraser study demonstrates the 'foot in the door' technique. Signup and view all the answers

Based on the information provided, which of the following statements is a valid conclusion about the 'foot in the door' technique?

It is a compliance technique that leverages the psychological tendency to seek consistency with our past actions and public commitments. Signup and view all the answers

According to the sequential request strategy, which approach resulted in the highest compliance rate when asking for money?

Asking for the current time, then asking for 1 or 2 coins Signup and view all the answers

In the low-ball technique, what is the purpose of initially offering an attractive deal?

To lure the person into making an initial commitment or investment Signup and view all the answers

In the Cialdini et al. (1978) study, what was the compliance rate in the experimental (low-ball) condition?

56% Signup and view all the answers

According to the Burger and Cornelius (2003) study, what was the difference between the control and experimental (low-ball) conditions?

The experimental condition involved a public commitment, while the control condition did not Signup and view all the answers

According to the cognitive dissonance theory, which of the following is a tactic used to resolve inconsistency and dissonance?

Change one of the thoughts or beliefs to restore consistency Signup and view all the answers

What is the main reason why we try to resolve cognitive dissonance?

To find a clear and consistent picture of the world Signup and view all the answers

Which of the following statements best describes the role of choice in cognitive dissonance?

We are more motivated to reduce dissonance if the inconsistency was caused by a decision we made Signup and view all the answers

What is the concept of 'effort justification' related to, according to the text?

The tendency to value something more when we have put in effort to obtain it Signup and view all the answers

Based on the information provided, which of the following statements is true about the low-ball technique?

It takes advantage of the tendency to follow through on an initial commitment or investment Signup and view all the answers

Which of the following statements best describes the relationship between cognitive dissonance and aversive consequences?

We are more motivated to reduce dissonance if the inconsistency is likely to have negative consequences Signup and view all the answers