Psychology - Influence: Science and Practice

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What psychological phenomenon explains why people are more confident after placing their bets on a horse than just before?

Consistency principle (correct)

Social comparison theory

Foot in the door technique

Cognitive dissonance theory

In the Freedman & Fraser Study, what percentage of homeowners complied with the small favor request of signing a petition and installing a small sign?

Less than 10%

Approximately 80%

More than 50% (correct)

Around 30%

What was the key finding of the Freedman & Fraser Study when homeowners were contacted 2 weeks later for a larger favor?

Around 17% complied with the larger favor request

More than 50% complied with the larger favor request (correct)

The study did not test larger favor requests

Compliance decreased compared to the initial small favor request

How does putting a 'be a safe driver' sign on your car affect your attitude towards safe driving as per the interpretation of the study?

It increases your attitude towards safe driving Signup and view all the answers

What motivates individuals to be and appear consistent with their public commitments according to the text?

Desire for reputational benefits Signup and view all the answers

What makes the foot-in-the-door technique effective in gaining compliance without pressure?

It creates a sense of obligation in individuals Signup and view all the answers

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

Effort justifies the worth of a goal, even if it is not achieved. Signup and view all the answers

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

Due to the need to justify their tough initiation. Signup and view all the answers

What does Cognitive Dissonance play a role in, according to the text?

Effort Justification. Signup and view all the answers

How did the American Graffiti experiment show the effects of Authority and Reactance Arousal?

By observing how people react when told not to do something under different levels of authority. Signup and view all the answers

"You might want to go to bed soon" is an example of:

A less threatening way to evoke compliance. Signup and view all the answers

How can reactant behavior be prevented according to the text?

By evoking freedom and providing choices. Signup and view all the answers

"Do not write on these walls" is an example of what type of request in the American Graffiti experiment?

"Less Authoritative" Signup and view all the answers

Why do college students tolerate abuse during hazing practices?

To prove their worthiness for group membership. Signup and view all the answers

Which technique led to a higher response rate in a street survey?

Being free to accept or refuse Signup and view all the answers

What is cognitive dissonance characterized by?

Having conflicting beliefs about oneself Signup and view all the answers

How do people typically respond to information that contradicts their self-concept?

They experience emotional pain and resistance Signup and view all the answers

What is the definition of confirmation bias?

The inclination to confirm existing beliefs while ignoring opposing evidence Signup and view all the answers

How does cognitive dissonance relate to lying according to the text?

People lie to resolve cognitive dissonance Signup and view all the answers

What does the pyramid of choice concept illustrate?

A representation of how people justify unethical behavior Signup and view all the answers

How do individuals at the 'top of the pyramid' typically justify their actions according to the text?

By revisiting their decisions for alignment with their attitudes Signup and view all the answers

What is the role of the pyramid in decision-making according to the text?

'Justifies' actions based on cognitive dissonance Signup and view all the answers

'Cult victims started at the 'neutral' top of the pyramid and a sincere, deep commitment at the bottom.' What does this statement imply about cult behavior?

'Cult victims become more entrenched in their beliefs over time' Signup and view all the answers

'Good people struggle to reconcile that they have done bad things.' Why is this statement relevant in understanding decision-making?

'Good people often face internal conflicts due to their actions' Signup and view all the answers

Which technique was found to have a 43% compliance rate in the study conducted by Guégen & Fischer-Louku?

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

In the Lowball technique by Cialdini, Cacioppo, Bassett, and Miller (1978), what was the compliance rate of the control condition?

31% Signup and view all the answers

What is the main reason lowballing is effective according to research findings?

The person is lured by an attractive offer Signup and view all the answers

According to the Cognitive Dissonance Theory, what do individuals experience when they hold two inconsistent thoughts?

Cognitive dissonance Signup and view all the answers

What action can individuals take to resolve cognitive dissonance according to Festinger's Theory?

Change one of those thoughts / beliefs in order to restore consistency Signup and view all the answers

In the study involving Burger and Cornelius (2003) on raising the price of agreement, what was the experimental condition designed to prevent?

Public commitment Signup and view all the answers

Why are individuals motivated to reduce cognitive dissonance according to Festinger's Theory?

To restore consistency and avoid discomfort Signup and view all the answers

What role does choice play in the motivation to reduce cognitive dissonance?

Individuals are less motivated when their decision caused the inconsistency Signup and view all the answers

Psychology - Influence: Science and Practice - Chapter 4

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