Module 4

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What was the compliance rate for the strategy of asking the current time and then asking for 1 or 2 coins?

56% compliance rate

63% compliance rate

28% compliance rate

43% compliance rate (correct)

What is the key idea behind the 'low-ball' technique described in the text?

Offering an attractive initial offer to get someone to commit, then revealing the true and less attractive offer (correct)

Offering an initial high price, then gradually lowering it to make the final price seem more attractive

Asking for a small favor first to get someone to comply with a larger request later

Trivializing the inconsistency between someone's beliefs and behaviors to reduce cognitive dissonance

What was the key difference between the control and experimental conditions in the 'Raising the Price of Agreement' study?

The control condition scheduled the event on a Saturday or Sunday at 8am, while the experimental condition had no details about the event timing

The control condition asked about willingness to participate, while the experimental condition concealed the inconvenient nature of the experiment

The control condition asked about willingness to participate at all, while the experimental condition interrupted and paused before providing the event details (correct)

The control condition asked about participating in a 3-mile charity run, while the experimental condition asked about participating in an experiment on 'thinking processes'

According to Cognitive Dissonance Theory, what is one way people try to resolve inconsistency between their thoughts and behaviors?

All of the above Signup and view all the answers

What is the key reason why people are motivated to resolve cognitive dissonance according to the text?

All of the above Signup and view all the answers

What is the key idea behind the 'effort justification' concept mentioned in the text?

The more effort we put into something, the more we tend to value it Signup and view all the answers

What was the compliance rate in the control condition of the 'low-ball' experiment described in the text?

31% Signup and view all the answers

What was the key difference between the control and experimental conditions in the 'low-ball' experiment described in the text?

The control condition asked directly about participating, while the experimental condition concealed the inconvenient nature of the experiment Signup and view all the answers

What is the main idea behind the 'impression management' concept mentioned in the text?

Presenting an idealized version of oneself to others, often through social media or in-person interactions Signup and view all the answers

What was the compliance rate in the experimental (low-ball) condition of the 'low-ball' experiment described in the text?

56% Signup and view all the answers

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

Effort exerted to achieve a goal influences how the goal is perceived. Signup and view all the answers

In Aronson and Mills Experiment, why did the group that read vulgar words rate their peers higher?

They wanted to justify the tough initiation process. Signup and view all the answers

How does Psychological Reactance theory explain human behavior?

People tend to rebel when their freedoms are threatened. Signup and view all the answers

What is a key factor in preventing reactant behavior according to the text?

Evoking a sense of freedom and autonomy. Signup and view all the answers

How does Cognitive Dissonance play a role in effort justification?

It motivates individuals to change their perceptions to justify effort. Signup and view all the answers

How did the experiment involving university toilet stalls demonstrate Reactance theory?

It demonstrated that people resist authoritative requests by engaging in graffiti more. Signup and view all the answers

What was the outcome of the experiment involving waiting drivers in parking lots?

'Honking' by confederates led to longer wait times for drivers. Signup and view all the answers

Why do college students endure abusive hazing practices according to Effort Justification theory?

Being abused makes the group seem more worthwhile. Signup and view all the answers

What is the underlying principle behind the 'but you are free of' technique?

Offering choices promotes autonomy and compliance. Signup and view all the answers

Why did participants in Aronson and Mills Experiment rate their peers differently based on the words they read?

The reading material directly affected how they perceived the group. Signup and view all the answers

What psychological tendency explains why people become more confident in their bets AFTER placing them, compared to just before?

The need to appear consistent with past actions Signup and view all the answers

What is the key finding of the 'Freedman & Fraser Study' described in the text?

People are more likely to comply with a large request if they have first complied with a small request. Signup and view all the answers

How does complying with a small initial request change the individual's self-perception?

It makes them feel more committed to the cause, even if they were previously indifferent. Signup and view all the answers

What is the primary reason the text suggests people are motivated to appear consistent with their past public commitments?

To reap reputational benefits Signup and view all the answers

How does the horse's actual chance of winning change as a result of the bettor's increased confidence after placing their bet?

The horse's chances of winning remain unchanged despite the bettor's increased confidence. Signup and view all the answers

What is the name of the psychological technique described in the text where compliance is achieved without direct pressure?

The Foot in the Door Technique Signup and view all the answers

What is the key difference between lying and cognitive dissonance?

With cognitive dissonance, you know you are contradicting yourself, unlike with lying. Signup and view all the answers

What is the 'pyramid of choice' and how does it relate to cognitive dissonance?

The pyramid illustrates how people at the top have a 'middling' attitude, but make extreme choices at the bottom to resolve cognitive dissonance. Signup and view all the answers

What is the key implication of the Eliot Aronson study mentioned in the text?

Cognitive dissonance is more painful when it contradicts a fundamental aspect of one's self-identity. Signup and view all the answers

What is the role of confirmation bias in relation to cognitive dissonance, according to the text?

Confirmation bias helps us maintain consistency and avoid the discomfort of cognitive dissonance. Signup and view all the answers

What is the primary purpose of cognitive dissonance?

Cognitive dissonance is a homeostatic mechanism that lies in our subconscious to help us live in 'comfortable consonance'. Signup and view all the answers

What does the text say about the relationship between cognitive dissonance and the social environment?

Cognitive dissonance leads people to justify unethical behavior, especially when it is influenced by their social environment. Signup and view all the answers

How does cognitive dissonance relate to the experience of being a cult victim?

Cult victims start with a neutral attitude at the top of the pyramid, and then develop a deep commitment at the bottom through cognitive dissonance. Signup and view all the answers

What is the primary function of cognitive dissonance?

Cognitive dissonance is a mechanism that helps us maintain a consistent self-image and avoid uncomfortable truths. Signup and view all the answers