Influence: Science and Practice - Chapter 4 Review
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Questions and Answers

What is one of the strategies mentioned in the text to increase donor generosity?

  • Using the Low Ball Technique (correct)
  • Offering to design business cards for a low price
  • Concealing the inconvenient nature of the request
  • Asking for money immediately

    • In the study mentioned, what was the compliance rate when passersby were asked for the current time before asking for money?

  • 31%
  • 56%
  • 43% (correct)
  • 28%

    • Which theory, discussed in the text, suggests that we try to resolve inconsistency between our thoughts and behaviors?

  • Cognitive Dissonance Theory (correct)
  • Low Ball Theory
  • Impression management theory
  • Sequential request strategy theory

    • What is the main reason mentioned in the text for resolving cognitive dissonance?

    <p>To find a sense of truth</p> Signup and view all the answers

    Which technique involves getting someone to make a commitment before revealing all the costs or aspects of an offer?

    <p>Low Ball Technique</p> Signup and view all the answers

    How do people typically resolve cognitive dissonance according to the text?

    <p>By changing their behavior</p> Signup and view all the answers

    What was the compliance rate in the experimental (lowball) condition in Burger & Cornelius' study about charity run participation?

    <p>~56%</p> Signup and view all the answers

    'Effort Justification' as mentioned in the text refers to justifying effort due to:

    <p>'Joining clubs that are worth belonging to'</p> Signup and view all the answers

    'Sequential request strategy' as discussed in the text primarily focuses on:

    <p>Obtaining compliance through a series of requests.</p> Signup and view all the answers

    What conclusion can be drawn from Guégen & Fischer-Louku's study about donor generosity strategies?

    <p>The order of requests influences donor generosity.</p> Signup and view all the answers

    In the study by Freedman and Fraser, what was the initial small favor requested from homeowners?

    <p>Signing a petition for traffic safety</p> Signup and view all the answers

    What was the subsequent larger request made to the homeowners who had complied with the initial small favor?

    <p>Installing a large, poorly-lettered sign that obscured their house's view</p> Signup and view all the answers

    What psychological principle does the 'foot in the door' technique illustrate?

    <p>The principle of self-perception theory</p> Signup and view all the answers

    According to the passage, what is one of the potential reputational benefits of appearing consistent with one's public commitments?

    <p>Being perceived as more reliable and strong</p> Signup and view all the answers

    In the study by Freedman and Fraser, what percentage of homeowners in the control condition complied with the larger request to install the unsightly sign?

    <p>Approximately 17%</p> Signup and view all the answers

    According to the passage, what psychological tendency is illustrated by the finding that people's confidence in a horse's chances of winning increases after placing their bet, even though the horse's actual chances have not changed?

    <p>The desire for consistency</p> Signup and view all the answers

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

    <p>Effort put into achieving a goal makes people view the goal as more worthwhile.</p> Signup and view all the answers

    In the Aronson and Mills Experiment, which group of women rated their peers higher?

    <p>Group 2, who read vulgar words</p> Signup and view all the answers

    What psychological concept explains why college students endure abuse to join a fraternity?

    <p>Psychological Reactance</p> Signup and view all the answers

    What did the Reactance Theory by Jack Brehm predict about human behavior?

    <p>People resist threats to their freedom.</p> Signup and view all the answers

    How can reactant behavior be prevented according to the provided text?

    <p>By evoking a sense of freedom and choice.</p> Signup and view all the answers

    What was the outcome in the experiment involving toilet stall signs by Pennebaker and Sanders?

    <p>The less authoritative request was more effective.</p> Signup and view all the answers

    'You might want to go to bed soon' is an example of which technique mentioned in the text?

    <p>'But you are free of' technique</p> Signup and view all the answers

    In the experiment about parking lot departure times, which group made the experimenter wait longer if the waiting car was cheap?

    <p>Male drivers in Group 1</p> Signup and view all the answers

    'GO TO BED NOW!' is ineffective due to:

    <p>Threatening autonomy</p> Signup and view all the answers

    According to the findings in the study by Gueguen and Pascual, what was the impact of using the 'but you are free to accept or to refuse' technique?

    <p>It increased the response rate for participating in a street survey.</p> Signup and view all the answers

    What is the fundamental principle behind the concept of cognitive dissonance?

    <p>The experience of having two contradictory beliefs or behaviors.</p> Signup and view all the answers

    How does cognitive dissonance differ from lying?

    <p>Lying involves intentional deception, while cognitive dissonance involves self-deception.</p> Signup and view all the answers

    What does the Eliot Aronson study imply about the relationship between cognitive dissonance and self-concept?

    <p>Information that contradicts our fundamental self-concept is the most painful form of cognitive dissonance.</p> Signup and view all the answers

    What is the primary function of confirmation bias, according to the text?

    <p>To maintain consistency and manage our beliefs by ignoring disconfirming information.</p> Signup and view all the answers

    According to the pyramid of choice concept, what happens when a person makes a decision that conflicts with their initial attitude?

    <p>They experience cognitive dissonance and actively justify their decision.</p> Signup and view all the answers

    What is the relationship between cognitive dissonance and the actions of good people?

    <p>Good people often justify unethical actions to avoid falsifying their self-concept of being good.</p> Signup and view all the answers

    What is the role of social environment in influencing unethical behavior?

    <p>Social environment can influence even good people to engage in unethical practices.</p> Signup and view all the answers

    What is the relationship between cognitive dissonance and scientific inquiry?

    <p>Cognitive dissonance makes scientific inquiry uncomfortable, even for scientists.</p> Signup and view all the answers

    According to the pyramid of choice concept, what happens as a person becomes more committed to a decision they have made?

    <p>They become less likely to rethink their decision and reinvest more in justifying it.</p> Signup and view all the answers

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