Influence: Science and Practice

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What is the primary reason people become more confident after placing a bet on a horse, even though the horse's chances of winning haven't changed?

They experience a rush of endorphins from the thrill of gambling, which boosts confidence.

They subconsciously believe that placing the bet itself increases the horse's chances of winning.

They have a psychological tendency to want to appear consistent with their previous actions. (correct)

They receive insider information about the horse's true chances of winning after placing the bet.

In the Freedman & Fraser study, what was the initial small favor requested of homeowners?

Volunteering to hand out flyers about safe driving.

Donating money to a traffic safety campaign.

Attending a neighborhood meeting about traffic safety.

Signing a petition or installing a small "Be a Safe Driver" sign. (correct)

What was the larger request made of homeowners two weeks after they complied with the initial small favor?

Installing a very large, poorly-lettered sign that obscured the view of their house and doorway. (correct)

Donating a significant amount of money to the traffic safety campaign.

Attending weekly neighborhood meetings about traffic safety for a year.

Volunteering to hand out flyers about safe driving for a month.

Approximately what percentage of homeowners in the control condition complied with the larger request, compared to over 50% of those who had initially complied with the small favor?

17% (A) Signup and view all the answers

According to the interpretation of the study's findings, what is one of the reasons people are motivated to appear consistent with their public commitments?

To appear more reliable and strong to others, which has reputational benefits. (C) Signup and view all the answers

Based on the information provided, what is the best explanation for the psychological tendency described in the text?

People have an innate desire to be perceived as consistent and principled by others. (B) Signup and view all the answers

What is the psychological concept that explains the behavior of individuals who take abusive hazing practices to gain membership into a group?

Effort Justification (B) Signup and view all the answers

What methodology was employed in the Aronson and Mills Experiment in the 1950s?

Recruitment and Testing (D) Signup and view all the answers

Which group, based on the experiment described in the text, rated their peers higher than the other group?

Group 2: Vulgar words (C) Signup and view all the answers

What is the main driver behind reactant behavior as described by the Reactance Theory?

Need for freedom of choice (D) Signup and view all the answers

In the study by Pennebaker and Sanders, what was the effect of the 'Authoritative' sign in comparison to the 'Less Authoritative' sign in university toilet stalls?

Increased graffiti with 'Authoritative' sign (C) Signup and view all the answers

What did the experiment on territorial defense in parking lots reveal about male drivers and waiting times when honked at?

'Territorial Defense' led to longer waiting times (C) Signup and view all the answers

'Go to bed now!' is an example of communication that lacks:

'But you are free to' technique (B) Signup and view all the answers

According to the sequential request strategy, which approach had the highest compliance rate for getting passersby to give money?

Asking for the current time and then asking for money (C) Signup and view all the answers

What is the key principle behind the effectiveness of the low-ball technique?

People feel obligated to follow through once they've made an initial commitment, even if the terms change. (B) Signup and view all the answers

In the study by Burger and Cornelius (2003), what was the key difference between the control condition and the experimental (low-ball) condition?

The control condition involved a public commitment, while the low-ball condition did not. (D) Signup and view all the answers

According to cognitive dissonance theory, which of the following is NOT a tactic people use to resolve inconsistency and dissonance?

Seeking external validation for the inconsistency (A) Signup and view all the answers

Why are we motivated to resolve cognitive dissonance?

To understand the world in a clear and consistent way (D) Signup and view all the answers

What is the principle behind the 'effort justification' phenomenon mentioned in the text?

People value things more if they have to work harder to obtain them. (C) Signup and view all the answers

Which of the following is NOT a factor that increases our motivation to reduce cognitive dissonance, according to the text?

If the inconsistency is related to a trivial matter (A) Signup and view all the answers

What is the role of choice in cognitive dissonance?

We are more motivated to reduce dissonance if we had a choice in the matter. (B) Signup and view all the answers

In the study by Cialdini et al. (1978), what was the key difference between the control condition and the experimental (low-ball) condition?

The control condition concealed the inconvenient nature of the experiment, while the low-ball condition did not. (A) Signup and view all the answers

What is the underlying principle behind the effectiveness of the 'low-ball' technique in the context of compliance?

People are more likely to comply with requests that seem reasonable at first, even if the terms change later. (C) Signup and view all the answers

In the study by Gueguen and Pascual, what was the primary finding regarding the use of the "but you are free to accept or refuse" technique?

It doubled the response rate compared to the control condition. (B) Signup and view all the answers

Which of the following best describes the concept of cognitive dissonance?

The experience of having two conflicting beliefs or behaviors. (D) Signup and view all the answers

What is the difference between cognitive dissonance and lying?

Cognitive dissonance involves justifying one's actions, while lying involves denying them. (A) Signup and view all the answers

What is the primary reason why cognitive dissonance is difficult to overcome, according to the text?

It is most challenging when it contradicts one's fundamental self-concept. (A) Signup and view all the answers

What is the primary purpose of confirmation bias?

To help individuals maintain consistency in their beliefs and attitudes. (B) Signup and view all the answers

In the pyramid of choice analogy, what does the base of the pyramid represent?

The final stage of complete commitment to a particular belief or behavior. (D) Signup and view all the answers

What is the primary difference between the pyramid of choice and the concept of a slippery slope?

The pyramid of choice involves active justification, while a slippery slope is a passive process. (A) Signup and view all the answers

What is the primary reason why good people may engage in unethical or harmful behaviors?

They justify their actions to themselves in order to maintain their self-concept as good people. (C) Signup and view all the answers

What is the primary reason why science can be uncomfortable, even for scientists themselves?

It challenges deeply held beliefs and assumptions. (D) Signup and view all the answers

What is the primary reason why cult victims may become deeply committed to the cult's beliefs and practices?

They were initially neutral and were gradually indoctrinated over time. (B) Signup and view all the answers

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